Sussex Business Times FEB 2014 by Life Media Group

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BUILDING PROSPECTIVE CLIENTS TRUST PAGE 24

THE SPREAD EAGLE HOTEL REVIEW PAGE 40

TAX ADVICE PAGE 43

BEYOND ‘KEEPING THE LIGHTS ON’ Cover Story: PAV IT are here to help Sussex Businesses ready to step from recovery into growth

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WOMEN ON BOARDS

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BUILDING PROSPECTIVE CLIENTS TRUST

The UK still has a long way to go to meet EU equality targets

PAGE 24

PAGE 34

THE SPREAD EAGLE HOTEL REVIEW PAGE 40

Cover Story: Meet the MD of The Kitchen Store, Sussex’ Entrepreneur of the Year

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TAX ADVICE PAGE 43

FINANCE: BUDGETING & TOP TIPS ON SAVING TIME

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DEFINE DEVELOP DELIVER

PLUS FINANCE: RECOVERING FROM THE RECESSION PAGE 17

THE TOAST OF SUSSEX PAGE 38

THE ALEXANDER HOUSE HOTEL REVIEW

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FROM LEARNING TO EARNING

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DRAKES RESTAURANT, BRIGHTON REVIEW PAGE 41

POP-UP BOOKS HOTTEST TRENDS IN BUSINESS

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Cover story: jag press & publicity on communication you can’t afford to ignore

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Cover Story: PAV IT are here to help Sussex Businesses ready to step from recovery into growth

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SBT Welcome MEET THE TEAM

Lee Mansﬁeld, Managing Director/ Publisher

Laura Knight, Editorial

Graham Carn, Financial Editor

Lottie Dowdeswell, Commercial Business Manager

“Thanks to investment in the region we now have everything we need to make growth possible”

Welcome to this issue of SBT, in which once again we’ll be gathering together the successes and challenges that have defined the start of 2014 for businesses in our county. This can be a strange time of year for the SME... the noman’s-land between the new year and the new financial year; a time of tax returns and new legislation and, of course, more staff absences and sickness than at any other point. It’s a difficult time, but also one which presents huge scope for opportunity. With finances accounted for, positions are clear and whilst you can see the wood for the trees in this sense, you’re ideally placed to see what ambitions are reasonable for the coming year. And Sussex’ businesses aren’t short on ambition. It’s great to see so many small companies gearing up for growth again, undeterred by shaky starts or a few years of slow progress. As the UK economy works to get back on its feet, it seems that Sussex businesses are going to be more than pulling their weight when it comes to contributing to recovery. Sussex businesses have bigger and better plans than ever, and thanks to investment in the region we now have everything we need to make growth possible. Of course, before we can get optimistic about spring we must overcome the hurdles that recent storms and flooding have done to local homes, businesses and roads. If your business has been affected - directly or indirectly - we’d like to know, so please do get in touch. In the meantime, keep dry and keep in touch!

Laura Knight Editor

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Contents SBT Issue 375

SBT

ISSUE 375 FREE

SUSSEX BUSINESS TIMES

PLUS

FINANCE: BREAKING UP THE BANKS PAGE 17

BUILDING PROSPECTIVE CLIENTS TRUST PAGE 24

THE SPREAD EAGLE HOTEL REVIEW PAGE 40

TAX ADVICE PAGE 43

BEYOND ‘KEEPING THE LIGHTS ON’ Cover Story: PAV IT are here to help Sussex Businesses ready to step from recovery into growth

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Jason Fry, Managing Director, PAV www.pav.co.uk

Sussex Business Times Managing Director/Publisher: Lee Mansﬁeld lee@lifemediagroup.co.uk Commercial Director: Simon Skinner simon@lifemediagroup.co.uk Commercial Business Manager: Lottie Dowdeswell lottie@sussexbusinesstimes.co.uk Financial Editor Graham Carn Editorial Laura Knight laura@lifemediagroup.co.uk Subscriptions subs@lifemediagroup.co.uk Design: Harriet Weston harriet@lifemediagroup.co.uk Media Director Linda Grace linda@lifemediagroup.co.uk Accounts: Clare Fermor/Amelia Wellings clare@lifemediagroup.co.uk amelia@lifemediagroup.co.uk Published by LMG SE LTD Park View House 19 The Avenue, Eastbourne, East Sussex BN21 3YD 01323 411 601 Printed by Gemini Press, Shoreham-by-Sea, West Sussex, BN43 6NZ 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 2013 ©

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Welcome

Roll up roll up for another great issue of SBT – your essential guide to business brilliance in Sussex

Spending It! Our pick of the things we wished were in our Christmas stockings. Perfect for strategic hinting.

Company Proﬁle Now in their 25th year, PAV IT want to help Sussex move forward

Finance SBT Financial Editor Graham Carn looks your plans for 2014 and the importance of breaking up the banks

Building Prospective Clients Trust Just how are prospective clients making choices? Check a Professional ﬁnds out for SBT

Working Lunch SBT stops by the Rendezvous Casino on Brighton Marina

WorkRite SBT ﬁnds out the beneﬁts of WorkRite training and how it could help your employees

Hotel Review Staying calm and collected but connected at The Spread Eagle in Midhurst

Pensions and Taxes SBT prepares for the new work-place pension auto-enrolment scheme

BDM SBT speaks to Mike Surridge about how BDM can develop your company

Motoring Mazda’s new ‘Sport Venture’ models inject a little sunshine into a very wet winter

Made In Susex This issue’s homegrown heroes are The WOW Exchange

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Spending It

Gear Up

Must-have equipment, innovative gadgetry and cool clothing for the Sussex professional

JACKET

HEADPHONES These Mobile Hi-Fi Headphones join the Bowers & Wilkins 805 Maserati Edition loudspeaker and Bowers & Wilkins uniquely tuned in-car audio systems for the Maserati Ghibli and Quattroporte. Matching the unbeatable audio performance of Bowers & Wilkins with the understated elegance of Maserati. Bowens & Wilkins, 329.99. www.maseratistore.com

For those that need a multi-purpose jacket suitable to wear for riding a bike and in the ofﬁce, the Tucano Urbano Cottage is a windproof and water-repellent blazer with the option of inserting elbow armour. A light thermal padding provides extra warmth and when you arrive at your destination this subtle blazer will ensure you don’t look out of place. Also available for women. Tucano Urbano, £99.99. www.tucanourbano.co.uk

WATCH Men’s Vivienne Westwood watch From the Camden Lock range. This watch features a black genuine leather strap and goldplated casing. The dial is a gold colour and includes a day and date function at hour 3. Vivienne Westwood, £200. www.marketcrossjewellers.com

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BRIEFCASE Woven leather accessories are big for Spring 2014 and with their mix of Anglo-Continental style and highest quality Italian leather and craftsmanship, Carlo Pazolini are at the forefront of this season’s trends. Carlo Pazolini, £400. www.carlopazolini.com

JACKET Featuring a brown cord collar and shoulder patch, with zip-through front fastening with press studs, this quilted car coat by Polo Ralph Lauren is a staple investment for the transitional season. Ralph Lauren, £375. www.highandmighty.co.uk

CARD HOLDER Whether you’re making plans for lunch with a new client or catching up with a friend over salads at brunch, get networking while keeping your cards safely stowed in the silver-plated holder, engraved with the phrase ‘’let’s do lunch’’. Kate Spade, £25. www.johnlewis.com

MONITOR GALAXY NOTEPRO Whether you’re watching a performance or creating a presentation, do it all with the GALAXY PRO Series. The 12.2” 4. Million pixel display means more of everything; more colour, more information and more detail. This versatile screen allows you to “ﬂip” through digital magazines, review detailed work documents or enjoy your favourite movies with dual speakers. Samsung, pre-order. www.samsung.com/uk

The NEC MultiSync EA244UHD monitor has an impressive 3,840 x 2,160 ultra high-deﬁnition resolution, the monitor offers an improved clarity of image, perfecting the intimate granular details for the viewer. The sheer size of the wide format screen allows for a generous workspace, which can be applied and utilised within a variety of industries. NEC, £324. www.necdisplay.com

TIE More isn’t always better. So while Lands’ End® could make more ties in an hour, they prefer to take their time. Quality hand-crafting ensures that every Lands’ End® tie knots neatly, lasts longer and simply looks better than ‘assembly-line’ ties. 100% silk. Lands’ End®, £24.95. www.landsend.co.uk

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Spending It

MONITORING SYSTEM IPAD CASE Keep your tablet safe and chic with the quintessential classic leather Varsity case in brown. This stylish two tone case is a modern twist on an old school classic. The Varsity has a secure magnetic closure to keep your tablet safe and snug. Varsity, £90. www.cuckooland.com

The VueZone motion detection video monitoring system will allow you to watch over your home or ofﬁce day and night. By using a connected device – a laptop, smartphone, PC, Mac or tablet – it is possible to keep an eye your home or businesses, from anywhere at anytime. Netgear, £249.95. www.netgear.com

GOLF BAG This new golf trolley isn’t cumbersome on the course and is small enough to travel with and will ﬁt into a club locker. Although it is small in size, QOD is packed with state-of-the-art technology, the unique telescopic mechanics make it easy to handle, and transition from storage to play in super-fast time. QOD Golf, £595. www.qod golf.com

BELT The belts from J Shoes are made with great care and passion. This collection of classic leather, coloured leather and coloured woven styles suit both sartorial and street styled gents. J Shoes, £40. www.jshoesonline.co.uk

DRESS This fitted and feminine dress combines elegant chiffon in the top with nautical, comfortable jersey in the bottom. Teamed with either high heels and pearls, or with flats and bangles, this dress is the right choice for the office and meeting friends. Jara Wine, £199. www.jarawine.com

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Proﬁle

Beyond Keeping the Lights On

Now in their 25th year, PAV IT want to help Sussex move forward PAV IT Services celebrate 25 years in business this Proﬁle year. Founded in Brighton in 1988, the IT infrastructure services and solution provider was originally called Pavilion Computing – a name some of you may remember. The name was changed after about eight years, when PAV relocated to Sayers Common, in the heart of Sussex, and rebranded. “We wanted to branch out further into Sussex and nationally,” explains Jason Fry, MD of PAV. “The abbreviation of the name came about because we didn’t want to be perceived as a company that only worked within Brighton, but of course our Brighton roots are a strong part of our heritage so we didn’t want to lose that Pavilion association or the identity we had built, either. The move and the rebrand

allowed us to freshen up the way the company was seen and prepared us for expansion.” At about the same time, PAV IT became a major sponsor of Sussex cricket. On shirts and boards from 2003 to 2007, PAV’s sponsorship encompassed some very successful years for the cricket team, as fans will know, and it helped PAV to reach new audiences. “Since then, we’ve been successfully delivering IT services to companies in Sussex, London and the south east particularly, but all around the UK, enabled by that move. We love Sussex, and the Sayers Common location is very convenient with good connections to motorways, rail and air travel which has allowed us to expand nationally and deal with customers further aﬁeld, from Glasgow to the Channel Islands. Of course, a lot of our customers have international ofﬁces and the nature

of our business means we need to be there to support them, whenever they need us, so we now operate 24 hours a day, seven days a week. Still, whilst we do deal with clients who have ofﬁces around Europe and Asia, the vast majority of our customers are in London and the south east. Having grown outside of our original Sussex parameters, we’re now once again heavily focused on engaging with local businesses and developing even stronger local relationships.” In 25 years, PAV have weathered more than one recession, and it’s their unique take on service-led IT provision and ﬂexible approach to business that have allowed them not only to do so, but to support other businesses through these challenges. “We’ve never been led purely by technologies,” explains Jason, which perhaps sounds unusual for an IT business. “We’re led instead by service.

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ProďŹ le

Jason Fry, Managing Director of PAV

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For us, it’s not about insisting everyone has the latest and most expensive technology: it’s about understanding our clients’ needs and ﬁnding the solutions that best suit them. We focus on helping businesses make good decisions around their IT and to understand what they need, how to get the best out of their IT systems and to maximise the value of what they have or what they’re investing in. IT is a non-negotiable part of business these days but we appreciate that it’s not necessarily easy for everyone to keep up with. We establish long term relationships with our clients, get to know them, truly understand them and the transparency and value of our service means we have a high retention rate.” “One example of this is the current push towards cloud computing. This can actually be a very confusing area for a lot of businesses. Although the

about the latest and greatest. Our clients appreciate that we’re much more about understanding requirements and value. Not everyone needs the biggest, newest and best. Encouraging them to spend more than they need for what they want, is not a good way to do business. Our customers understand that we’re in this business, and our work with them, for the long term. “Because IT continually evolves, we’re used to riding the waves and keeping up with a changing business environment. We constantly need to keep abreast of industry changes and work ﬂexibly, and of course this sort of adaptability also comes in handy when riding out a recession. “Recessions themselves can be interesting times for businesses in our sector. When businesses are experiencing challenges, they need their IT systems to be performing

we’re now looking past this and on to growth so it’s time to start helping businesses to recover. Investment in your IT system can help you do that.” “We’re really excited about helping Sussex on the road to recovery and positive growth. We’re a Sussex business and we always will be. Our location is key to us servicing the whole country quite easily but on top of that it’s our home and are dedicated to contributing to the local economy. We love being actively involved with Sussex and helping to stimulate the Sussex business environment.” In addition to active engagement with the Sussex community, PAV IT will also be celebrating their 25th anniversary with some special events. “One of the things we’re doing to mark the anniversary is a charity bike ride,” continues Jason. “A group of eight of the PAV IT team will be undertaking the

“We recruit staff who have the right talent and attitude, whether they have speciﬁc experience or not. We have the ability to recruit them as apprentices and provide the training and development they need” term cloud is relatively new the concept isn’t, and we have been delivering these types services for over 10 years now. Using this approach has allowed businesses to move to a more OPEX based expenditure model, as well as providing greater ﬂexibility and agility. This enables businesses to view IT more as a utility than ever before therefore reducing the need for costly capital investments.” “Long term annuity business helps insure you through recessions. We have built long term relationships with our customers, which helps to maintain our business in hard times and in turn means we can continue to provide support to other businesses and help them to optimise for growth. By delivering quality and offering value, we’re able to secure these contracts for the long term. After all, if people don’t like what you do, they won’t stay! “So many IT businesses are just

optimally for them. It’s also a time when there’s an increase in mergers and acquisitions, business transitions and transformations. Some businesses’ technologies and systems aren’t compatible, so this can be an unexpected complication to merging. Our assistance can help to ease the transition, to help businesses get a system up and running that works for them and to ‘keep the lights on’ whilst they make important changes. In fact, ‘keeping the lights on’ has been something of a theme to the recession, but we’re now moving beyond that into a stage where businesses are getting ready to start growing again. “During a time when businesses have been focusing on just keeping going and keeping their heads above water, there’s not been a lot of demand for new infrastructure to invest in – it’s been about extending the life of existing systems. As a business community,

challenge of cycling from our office to Paris over the bank holiday weekend in May. We’ll be raising money in aid of two of our customers who are charities: the Cystic Fibrosis Trust and The Westminster Society for People with Learning Disabilities. It’s lovely, because it means we get to do something great for the community whilst team building AND giving something back to valued clients. There’ll be other team and company events throughout the year.” This ethical and responsible attitude to business is another of PAV’s core strengths. They have a reputation as a great workplace and are a significant local employer. “We recruit staff who have the right talent and attitude, whether they have specific experience or not. We have the ability to recruit them as apprentices and provide the training and development they need to make a great career at PAV. This culture contributes to our high staff and

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Proﬁle

customer retention. We recruit from local colleges and offer opportunities to gain experience and skills which has always been rewarded with great members of staff. We’re always looking for the right people to join us and we’re actively recruiting in both sales and technical capacities at the moment. We have an ambitious growth plan for this year and need to increase our staff by over 10%. “The whole key to the success of PAV is our people. The great thing about being the MD is leading a team of very talented, enthusiastic and driven people who are committed to delivering excellent service. The culture within PAV and the ‘can do’ attitude is something that’s been nurtured over many years, without it - and them -PAV would be just another IT company. We

have harnessed the good qualities of our staff and wrapped it around strong processes to deliver a high level of service which we are proud of to our much valued customers. The working environment is innovative and dynamic which allows us to keep pace with the ever changing and demanding IT industry. Our values are really important to us… We are in it for the long term and very much want to work with our customers to build relationships that allow us to position the right systems and services to support their businesses to grow. “Our own growth is based on a constant process of service improvement that never stops, always looking to improve the business and thereby grow. We review everything we do, look for areas to develop and

“The working environment is innovative and dynamic which allows us to keep pace with the ever changing and demanding IT industry”

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Proﬁle

“We’ll guide you but not force you to be involved in areas that aren’t what you need, as well as helping you get the most out of what you’ve go” constantly offer better things. We want to work with growing companies to build partnerships and local relationships. As a part of that, this year we’re going to be running more campaigns and working hard to reach out with the local community. We’re looking to be present at more events to meet new people and show everyone we’re here for them, and we’re excited to get to know them. PAV IT’s current customers include Kew Electrical, Brewers, the RSPCA, George Ide Philips, Mott McDonald, M&C Saatchi, Brighton & Hove City Council and the Cystic Fibrosis Trust. “We’ve also just engaged with the Muller group, which is obviously a huge project for us,” says Jason. “However, I’d like to stress that small businesses are just as important. IT services like ours are just as relevant to them and possibly they need them more than

larger companies, as there’s less margin for error: everything, IT systems especially, need to be running smoothly. Small businesses are less likely to have the facilities in-house to do as much as we can, and they’re less likely to have huge amounts of money to risk on systems that aren’t quite right for them. “This responsibility for our smaller customers is just one of the many reasons we commit to transparency about what’s available and what you need and what you don’t. We’ll guide you but not force you to be involved in areas that aren’t what you need, as well as helping you get the most out of what you’ve got and supporting you as you use it… and if something goes wrong! Our service is pro-active, so we try to catch problems cropping up before they occur but there’s also help in place as and when it is needed, reactively. Support is over a third of our business,

as having a reliable IT platform to work from is important to everyone. “We’re going to be spending our 25th year concentrating on what we do best – working with local businesses to help them make the best of their IT, so that we can help Sussex to start growing and moving forward, rather than just keeping the lights on.”

For more information contact Jason on: jason.fry@pav.co.uk or 01273 834000 www.pav.co.uk

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Finance

What is Your Survival Plan for 2014? The beginning of the year is the usual time to dust off the business plan (if you have one!), review how well your aspirations for the previous year worked out, and think of what lies ahead for another year.

For those of you who have put off Finance your 2013 analysis Insight and are perhaps still feeling that business life continues to be very difﬁcult, I am setting out ten key survival tips for SME business in 2014 with a view to achieving growth.

1. The vital importance of cashﬂow

Do you have a ﬁrm handle on the ﬂows of cash in your business? Do you know more of less exactly what balances there are in your bank account, or where you are against an agreed overdraft facility? Are you invoicing promptly and chasing overdue accounts? With late payers what is going to be your policy: you can impose late payment charges, but need to consider also the impact on the relationship – you might need to approach different customers in different ways but taking prompt action is always best: the personal phone call before the letter? Are your stock levels

healthy in terms of being adequate for anticipated sales activity and without signiﬁcant ‘dead’ stock? Are you happy with your credit terms? With suppliers can you negotiate for longer settlement and with customers can you negotiate shorter? If you anticipate any tight cash ﬂow periods coming up make sure you let your bank know!

Mind your overheads How recently have you reviewed your outgoings? It is easy to be complacent and assume you are running a tight ship. Review every part of your business regularly. Challenge your own behaviours and those of your staff, for example are all business journeys necessary, can telephone calls not just save money but also free up time for more productive use? Energy is an increasingly big cost these days so within the ofﬁce, or the business premises is equipment being turned off at night, are heaters on full blast and windows or doors open? The little things all add up and those not

“You might need to approach different customers in different ways but taking prompt action is always best – the personal phone call before the letter?”

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paying the bills may not be thinking considerately. Energy savings will also help the planet! Is there a way to negotiate new terms and conditions with your suppliers – as a regular customer, can you ask for a reduction in price, particularly where keeping your business is valued?

Consider how safe your new customers are Bad debts can very easily trigger cash ﬂow crisis, particularly where you have to buy in product or pay wages to provide a service. Ensure you take appropriate credit checks and if you are not 100% happy you can explain why and ask for a percentage of the invoice up front or in stages. Ensure also with new clients that any credit terms you do give are clearly communicated and understood. Be careful not to be tempted by a signiﬁcant new order – if it went wrong it could put your business at risk, so not too many eggs in one basket. If you are uneasy, remove the worry by using credit reference agencies and insuring against default: a price is attached, but perhaps worth paying for peace of mind!

Retention of existing customers Many businesses can ﬁnd themselves

focussing hard on new customers and forgetting their existing ones. Having attracted a customer in the ﬁrst place you don’t want to lose them - it is easier to keep than to ﬁnd new. Don’t let service levels or pricing complacency let you down – consider discounts for increased orders, ensure good communication, and above all make your existing customers feel valued – or someone else will poach them away! Consider supporting local initiatives and becoming more environmentally friendly... these measures need not be expensive and could help to set you apart from your competition.

5. Customer service

When times are tight ﬁnancially price is very much in focus, but do not underestimate the impact of good service. There will be those that always want the cheapest product or service but there are many more, I would suggest that want consistent and reliable service. The value of good service - being kept well informed, being reliably treated – should not be underestimated. It is the obvious way to differentiate yourself from your competitors unless you are in a completely niche situation. Your customers will reward you with further

business if you provide product at a competitive price and deliver it in a friendly and efﬁcient manner.

Marketing With budgets tighter, marketing has to be accurately targeted. Consider carefully where your business comes from and target your funds accordingly: the riﬂe shot versus the grenade approach! You will want to get your message out there but be thoughtful as to how you distribute your marketing spend. Don’t be afraid to try new things – telemarketing, radio, even TV if the budget is sufﬁcient! Also monitor and analyse the success of initiatives, establish from new customers how they heard of you so that you can decide what initiatives have worked well.

Get online This could have been included in the marketing section but really it needs to be a tip on its own! Websites are the shop window of the day and online sales and marketing can open up signiﬁcant new marketplaces for relatively small cost. Social media too has proven to be effective for some businesses and although both websites and social media need resource to stay

“Your customers will reward you with further business if you provide product at a competitive price and deliver it in a friendly and efﬁcient manner”

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updated and monitored, it is something that needs careful consideration. If it suits your business make sure you resource the online selling properly, including providing secure payment methods and being able to service increased volumes in a timely manner.

What product will sell best? Take care not to diversify too boldly and spend significant time effort and money on trying to sell new or untested products and services in an effort to create more ‘turnover’. Turnover of course is just a figure: it is profitability that is the more important number. There are often benefits in looking to widen your appeal but there is also more safety in sticking to those products that you have a track record with and have served you well in the past - where you know you can achieve

“Despite being busy training is important to their personal development, their productivity and their positive morale” an acceptable margin. Be careful also about a SALE as a seasonal habit. It’s ﬁne to dispose of out of date stock but be careful not to just be selling your stock cheaply and miss out on wider proﬁt margins, by just being a little more patient.

Staff and training If you have had to let staff go and now everyone is having to work harder to do get all the work done, then in some ways this is very positive and you have most likely improved efﬁciency. However, staff are clearly very important to a business and extremely valuable assets. Aside from you they are the next important day-to-day face, or voice, of the business and are vital to retaining customers and keeping your business running. Despite being busy training is important to their personal development, their productivity and their positive morale. It is important to keep training plans active.

10.

Lastly, take time to think about your business – helicoptering! Running a business is a hugely mind absorbing job. It is easy, very easy, to get consumed by the weekly requirements of who you need to see: resolving problems: juggling all sorts of business related activities. Amongst these ten tips there is no more important task than to take time out to think about your business. I call it helicoptering. Rise above the daily routine, take specific time to look down at your business (you know it as well as anyone) and think hard about the business. Think strategically, think radically, and definitely give yourself the space to think clearly. There may be opportunities you are missing because you are not giving yourself the time to see them, and there may be decisions you are making that may prove to be wrong because you hadn’t thought them through sufficiently. Think about premises – bigger or smaller, subletting,

buying, renting. Think about stafﬁng – the right people in the right places, different working patterns, making efﬁciencies. Think about product, competitors, other threats and your strengths. If you have read these tips there may have been some things that have struck a chord in how you operate your business – perhaps something that you have been meaning to do and put off? An eleventh tip would be to make a note of them now, and then follow them through with action when you are next at your desk!

Graham Carn, SBT Financial Editor Graham is also the senior partner of Blackstones Consulting – if you have any comments or questions on this article please email: blackstones@btinternet.com

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Breaking up the Big Banks Popular ‘bank bashing’ but economic folly!

Chucka Umunna, the shadow business Finance secretary has said Insight that Mark Carney, the Bank of England Governor, should stay out of politics. This followed two remarks of the Governor, ﬁrstly, in agreement with the chairman of the Select Committee, that an EU cap on bank bonuses was “crude” and that “variable remuneration” linked to deferred compensation and claw back clauses was better than a rigid cap. Secondly, the Governor commented on an even more sensitive issue linked to the latest ‘big idea’ of Ed Milliband who wants two new ‘challenger banks’ and suggests the carving up of Royal Bank of Scotland and Lloyds Bank in particular to achieve this. The Governor has made his thoughts clear that “just breaking up an institution doesn’t necessarily create a more intensive competitive structure”, which is

supposedly the policy aim. Umunna’s criticism of the Governor has been since down played by Ed Balls seeking to avoid any rift with the Bank of England, but Umunna is a clever, articulate and thoughtful politician so his comments are concerning perhaps his real motive is that of attempting to stifle comment by the head of the UK’s central bank on Labour’s popularist policy of continued bank-bashing. My area of familiarity is the financial world and I don’t relish the idea of straying too far into the often-changing arena of political banter. Like many I usually take whatever politicians say, of all persuasions, with a large pinch of salt and regrettably I find myself thinking what other agenda do they have. In respect of the possible breaking up of banks however I must make comment as I fear it is not that Mr Carney that is playing politics with the banking system but Mr Umunna and his boss that are doing so – for popular appeal.

Banks are at the very heart of this country’s economy and surgery on vital organs is always risky! The implications of breaking up banks are serious so an objective view must be taken. Of course the banks are big, they have been bad in getting their act wrong and had to be bailed out, and they’re ugly in the eyes of many as, at the top of the corporate pile, the remuneration of executives is well beyond the reach of the average man or woman in the street. I dare say Mr DiCaprio and the Wolf of Wall Street will not help matters! Splitting up is hard to do – and what will it achieve? The suggested route for dissemination would be yet another banking review undertaken by the Competition and Markets Authority (CMA). Since the banking crisis ﬁrst erupted in 2008 there have been numerous reviews and what have they achieved? This one would be different in so much as the

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Labour leader appears to be planning to, possibly illegally, simply instruct the CMA on its conclusions before it has held the inquiry. Labour is stating that the two currently partially stateowned banks, RBS and Lloyds should be broken up to enable the creation of at least two “challenger banks”, and to limit the size of all banks by capping market shares for both retail customers and business lending. The CMA’s ‘review’ is just to decide the extent. Mr Miliband has stated that he would instruct the Competition and Markets Authority to report within six months of him winning the May 2015 election on the level at which the threshold should be set and the timetable for the sell-off of branches, which should be completed by 2020. This would also mean that the Labour leader would have to override the current remit of the Competition and Markets Authority, since the body would ordinarily take 18 months to two years to report, and

the government would have effectively removed its independence by dictating its conclusions. My main concern is how much serious follow through thought has gone into this popularist plan as to what it actually may mean and what could be the consequences. It concerns me that Ed Milliband was a member of the government that is widely attributed to having brought us to the present economic situation in the first place and that he was firstly an adviser to Gordon Brown before being a member of his cabinet when in 1997 the Labour government looked into competition in the banking industry - and when the Office of Fair Trading found no evidence of anti-competitive behaviours. The creation of new market entrants and increasing competition in banking soon fell off Brown’s agenda, practically also given the enormous tax revenues they were contributing and the decision was made to let them get on with it.

What followed was an unprecedented period of banking consolidation which Labour sanctioned every step of the way, culminating in what turned out to be the worst decision of all – the suspension of competition rules so that Lloyds could acquire the virtually insolvent Halifax Bank of Scotland. Miliband was unfortunately complicit in what could be argued as this negligence but now asks us to trust his judgment on how best to introduce banking reform. The plan, it seems, is to risk the creation a further number of Paul Flowers, the clerical gentleman who served the Co-op bank so well and oversaw the disastrous attempt by them to absorb part of Lloyds! Selling off branches has proven to be difﬁcult so far - there are few buyers at the moment, and when someone is found their ability to complete the deal has fallen short. Breaking up larger companies is a sledgehammer solution and when you

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apply it to a complex business such as banking, with all its facets it has all the ingredients to create a worse or skewed outcome. The general goal of “more competition” is not enough what would the challenger banks do so differently, given the regulatory system that they would still be operating within? In the short term Labour is only headlining, with detail thinly available. Regrettably however their noises left of stage will have adverse effects. This year, possibly as soon as in the spring, and certainly before next year’s election, it was widely expected that the government would look to sell the taxpayer’s remaining stake in Lloyds. Now this is going to be overshadowed by whatever’s happening in the opinion polls. The City will inevitably demand

banks deemed too large or successful, now or in the future, would have to shed customers. The easiest method to do so would be to increase charges, sending customers elsewhere. Additionally, smaller banks are often considered riskier, and would have to pay more to raise money on the wholesale markets. The price of all personal and business loans is reﬂected in the price the banks pay to borrow themselves. Also, where are the buyers going to come from and what sort of experience and background will they have? Selling off branches has proven to be difﬁcult so far - there are few buyers out there at the moment, and when someone is found their ability to complete the deal has fallen short. The cost and demands of regulation is huge and major

disappointing that Labour has once more jumped aboard the anti-bank bandwagon, lumping bankers in with payday lenders and energy companies as examples of the sort of “predatory capitalism” which, if elected, he plans to outlaw. Bankers still make easy scapegoats for political failures, as a substitute for hard choices on structural, welfare and wider economic reform. The political appeal of bank-bashing is thus obvious but simply lashing the bankers to the mast again for another whipping is not going to cure all ills. The very real danger is that much of what’s proposed will not just be off target and ineffectual, but positively counterproductive. I will not be alone in my concerns – there will be much

Selling off branches has proven to be difficult so far - there are few buyers at the moment, and when someone is found their ability to complete the deal has fallen short a lower price to take account of the Miliband break-up risk, and Lloyds will have to list Labour’s plan as a potential future risk in its prospectus. This is something that the Labour leader seems to think is a ‘price worth paying’ if it benefits the economy in the long run. I fear he is mistaken as not only is our national debt balance is not going to be helped by a lower share price sale but now bankers, not just at RBS and Lloyds, are worrying about how they might be ‘restructured’, and what this will mean for their businesses. Rather than concentrating of new lending for example, the agenda is moving backwards to survival and damage limitation. Like it or not the financial sector and banks are at the very heart of this country’s economy and surgery on vital organs is always risky! We need a very full debate, and real cognisance and quantification of the benefits if we are to even consider splitting up our economic engines. For example, forcing banks to downsize and shed customers could easily mean banking costs would rise. Limiting market share would mean

businesses with the potential financial clout have so far steered well clear and stuck to trading in what they know best. If there was no break up, what would happen? I appreciate this article may sound like a defence of the banks when clearly their operations were flawed and change is required. However, since the financial crisis of 2008, when more than £100 billion of taxpayer money went into preventing several major UK banks going bust, the sector has been in permanent change: • There is to be a ring fence between high street and ‘casino’ operations, • There is a new Commission into Banking Standards, • The regulator body has been overhauled, • There is to be new legislation to jail errant bankers, • The EU also is requiring RBS and Lloyds to shed branches while both await the full return to the private sector. It is therefore unnecessary and

adverse comment, I am sure, in the media commentary about Labour’s ‘plans’. The CBI’s chief policy director, Katja Hall, has reacted immediately by saying that “there are already new entrants making an impact on the market without the need for artiﬁcially carving up existing bank branches”. Possibly that comment too will draw Mr Umunna’s ﬁre but already the heavyweight opinion is co-ordinating against a break-up plan. I hope that politicians advocating such action are honest enough to reconsider and certainly do not try to muzzle opinion that does not suit their shorter term electoral aspirations.

Graham Carn, SBT Financial Editor Graham is also the senior partner of Blackstones Consulting – if you have any comments or questions on this article please email: blackstones@btinternet.com

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ADVERTORIAL

Location for Education

Since 1952, Cambridge Education Group has been delivering the highest quality academic, creative and English Language programmes, preparing thousands of students to progress onto the world’s leading universities

Whatever students aspire to, whichever college, school or Profile centre they choose, Cambridge Education Group promises excellent teaching, premium facilities and the personal service our students demand. Located in the centre of Brighton, Stafford House offers its students easy access to the city’s amenities and attractions. “As well as contributing well-qualified alumni to the local community, our students stimulate Brighton business by actively engaging with the city itself,” explains David Burgess, Principal of Stafford House, Brighton. “With so many visiting from other parts of the country or abroad, our students are keen to explore in addition to the visits that are part of their package with us, which is great for local suppliers. Local suppliers benefit from their paying entrance fees, restaurant bills and hiring transport from local coach and mini bus companies. “We also pay local families to host our students, and we’re currently looking for host families with the appropriate facilities to take in residential learners. Our compensatory packages make it well worth the while of people who live in the right properties and the right locations, so this can be a fantastic opportunity to encourage learning and give something to the business community, whilst earning extra income.

“We pay local families to host our students, and we’re currently looking for host families with the appropriate facilities to take in residential learners” Stafford House provides English with Activity programmes to meet the needs of students of all ages and linguistic abilities. “The facility has a very high ratio of highly qualiﬁed teachers and premium classroom facilities. We are rated in the top ten percent of specialist English schools, which really helps our students to succeed as, of course, English is the language of international business and trade.” Cambridge Education Group’s courses are based at prestigious private boarding schools and high-ranking universities, in a range of historic and cultural locations throughout the UK and USA. Their campuses offer impressive on-site facilities and highstandards of accommodation, which in Brighton in particular offers students the ideal location for exploring the highlights of Sussex. Stafford House offers an all-inclusive programme of activities and excursions to major cultural, historical and fun attractions, plus options for specialist sports and further excursions. People count at Stafford House:

their highly-qualiﬁed teachers use their specially-designed materials and curriculum to encourage our students to speak and learn as much as much as possible, and many return year after year to work with the group, building an excellent understanding of the students’ needs. In addition to teaching and activities staff, CEG employ experienced Welfare Staff who are dedicated to looking after the students, along with health advisor visits The Cambridge Education Group and Stafford House are understandably proud of their consistent reputation for great education and customer care. They are dedicated to giving students a rewarding, beneﬁcial experience that will set them on the path to success.

www.staffordhouse.com

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Building Prospective Clients Trust Do you research a product or service before purchasing? Insight This is exactly what your clients are doing! They want to ﬁnd out about you, your service and what your previous clients are saying about you before committing. Give them a chance to check you out completely independently! If you are serious about your reputation, building your client base and standing out from the crowd, then you need to look at a marketing tool which provides - client reassurance, third party independent vetted and continuously monitored testimonials, from a trusted, well known company whom the public are familiar with! Gaining qualiﬁcations, being regulated, joining schemes and purchasing insurance is exactly what is required to start out in many professions, however, this is just the tip of the iceberg – once achieved, how do prospective clients really get to know about you and your

individual business? And with so many offering the same services, what makes them trust in you? One thing’s certain; you can’t expect to stand out from the crowd using the same marketing strategy everyone else does! Agree with it, like it, or concerned about the possibility of negative feedback, doesn’t mean it will pass your profession by! Using client feedback about your services and skills has always been valuable, but with online focus playing an ever bigger role in peoples` lives, it has now become crucial to your business and how you run it. You only have to look at the travel business or online auction sites and of course the trade industry, to know that, for many consumers, being informed by `feedback` before buying is now considered essential. This trend has sky-rocketed because online, `word of mouth` comment has become easy to place and almost instantly accessible. If consumers cannot give feedback and they are not happy, some are turning to commenting on blogs, where there is no control and no right of reply

at all. How can a business defend itself if they limit themselves to this scenario only? Also how many consumers read these blogs and how many clients could a business potentially lose? Being regulated or part of a scheme is a must for some professions and without a doubt a huge benefit, as these are known within the profession, can provide the training, the insurance to practice and keep its members up to date regarding the industry. As many regulators and schemes are only known within the professions they represent, other businesses or consumers would not generally look at these to find a professional within, or for completely independent, impartial vetting and feedback. Most regulators and scheme providers do not advertise, so how would prospective clients know they exist, or hold a directory of professionals whom they regulate? Then again, the trust element of a regulator or scheme provider, maybe questioned and as we now see, many are looking for totally independent reviews. For some schemes and regulators, have confirmed to us that they can only confirm the member is a member and

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It is reported that 85.2% of people do not purchase or read magazines or papers these days, as technology gives access to so much more. Just how are prospective clients making choices? Do they realise they can make a more informed choice? And how are they ﬁnding the answers to their needs?

that they are practising and they can therefore see how working together makes a more secure and informed choice for the prospective client. Your prospective clients are seeking more! This is only for B2C businesses, my customers are other businesses! But why? What a perfect opportunity to place your business on a site where your customers are already members. The site is for all professionals and all businesses need each other at some point. It’s great to have someone referred to us when we need some help within our business, but given the fact that we compare most household goods, holidays, restaurants etc, why would we not be looking to do exactly the same thing for our business. After all it is our reputation! In some cases ﬁnding the right person to help a business, can propel the business to new heights, or identify things they had never taken into account, then with a few tweaks makes them successful. When running your own business, you don’t have time to think about how, or why you should think about

being transparent or marketing, after all if you’ve managed up until now and you gain referrals from other networking buddies, why change things! Unfortunately we can all become complacent, but what happens if those referrals you have relied on from others slow down, or even stop and start going to one of your competitors? As they say that’s business! So many people are now bucking the trend and turning their individual talents into businesses and going it alone, this means more and more competition! More competition means higher expectations, more questions and more choice for businesses. So what will my business get? Members are all provided with individual proﬁles, which at a quick glance will let others businesses know exactly what they offer, the business bio is totally under your control and can be changed as often or as little as you like. All changes are almost instantaneous. You can upload videos, photos and connect your own website for them to click through to. If you use social media to help market your business, you will

“Finding the right person to help a business, can propel the business to new heights, or identify things they had never taken into account, then with a few tweaks makes them successful”

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be pleased to hear that at a click of a button you can ‘Tweet’ or Facebook testimonials, this really helps take care of your social media and looks so impressive for testimonials to go out there and get circulated, knowing you can back them up with the fact that they are genuine, as they have gone through the Checkaprofessional.com system. The piste de la résistance is that your prospective clients, in some instances may request businesses references, this is all there for them to read, check and verifiy, along with all accreditations, upto-date trading insurance and PI cover and whether you they will be required to pay VAT. Transparency, delivered through an independent third party and of course your previous clients. The power of third party verified testimonials is astonishing! In the background and behind the scenes, in a password protected Members area, lies a members full CRM system, showing graphs and figures on hits, feedback trends and maps on where his/her business is coming from. All companies business services have been supplied to and those whom have given feedback will be listed, along with names, services provided, date of services, comments. This area really helps businesses with an overall SWOT analysis, as well as to aid strategy. We also have a behind the scenes chat forum, so you can even talk with other businesses! That’s right-networking from your armchair and no added cost involved!

We welcome any questions and look forward to speaking with proactive businesses! Marketing the way everyone else does will keep your business stuck in the slow lane, look where your prospective clients are looking to ﬁnd out more about you! Visit www.Checkaprofessional.com or contact us Free on: 0808 901 9042.

Meet Our Members

Don’t take our word for it – meet a couple of our B2B members

The ‘rate and review’ society that we now live in means that everything from a meal out to a manicure is publicly commended or criticised. As a marketing company who care about our clients and how they view our service, joining Checkaprofessional.com was a common sense decision and one that has made sound business sense. Tri-Synergy is an award winning online marketing company that help clients in all industry sectors to grow their business though website design, SEO services, social media, PPC and email marketing. We became CAP members in 2012 and since joining, we have used the site to its full potential and it has become a key element in our marketing strategy. “The beauty of the Checkaprofessional.com service is that someone else is singing your praises,” Tina Webb, Tri-Synergy’s Managing Director. “Marketing is a highly competitive industry but I can honestly say that some of the reviews and feedback left by our clients are better than any advert or promotion we could create ourselves.” The benefits of being a member include having a secure login area where we can update our company profile, monitor statistics of visits to our profile page and print off a report which we can use to bolster our sales proposals to potential clients. “The site is not only an invaluable tool for marketing and promoting our services to clients outside of Checkaprofessional.com but we find the members’ forum a great way of connecting with other members which in itself, is a form of networking and spreading the word,” added Tina. Being a member of CAP means we can cast our net wider and in many ways, let our satisfied customers do our marketing for us. www.trisynergymarketing.co.uk

This month sees our first anniversary of being Checkaprofessional.com members. In this first year we have received over 50 feedbacks from our clients and have averaged an overall score of 9.9 out of 10 for customer service, professionalism, advice, quality of service and communication. Check it out for yourself on the right-hand side of this page! We’re really reaping the benefits from being a member of Checkaprofessional, it allows Aztec to take the feedback we receive from existing clients and showcase this to potential new clients. The Checkaprofessional team verify the feedback received which promotes transparency and assures that potential new clients can trust this feedback from others. Reputation is very important to us and being a Checkaprofessional member helps us to build our reputation by having independent vetting and monitoring of feedback received from clients. It provides Aztec with more exposure allowing us to use the Checkaprofessional platform to boost our own profile, increase our website visitor numbers which in turn creates more enquiries, and ultimately is helping us to grow as a business! All in all, we find this to be a fantastic partnership which we have benefited from hugely. We would certainly recommend this to other businesses.

www.networksupport.uk.com

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£12,000 Competition for UK Start-ups Silicon Beach Training has launched a competition for London & South East start-ups with a prize worth over £12,000

Crunch Accounting, Midnight Communications WIN and Clear Business Development, along with Silicon Beach Training will give one promising start-up over £12,000 of their services. Ambitious entrepreneurs started just under half a million new businesses in the UK in 2012, the South leading the way with tech hubs evolving in London and Brighton, but many companies have struggled to get off the ground. The Silicon Beach Start-up Competition aims to drive new businesses forward in London and the South East by providing a prize pot of essential services: Training, PR, Business Consultancy and Accounting. After a rigorous selection process, five start-ups will be invited to Silicon Beach to present their business plans to a judging panel of local business leaders. This competition is seeking to find one outstanding start-up to award the £12,000 prize. High- profile business experts are on board as judges. These include Executive Director of Sussex Innovation Centre Mike Herd; Gatwick Diamond Curry Club Founder Lisa Reynolds; Midnight Communications Founder Caraline Brown; Crunch Founder Darren Fell; and Silicon Beach Managing Director Andrew Davies. Silicon Beach Training Director Andrew Davies says: “Silicon Beach is about providing businesses with the training and the support they need to succeed. This prize is part of that philosophy. We think it’s great that established businesses can come together to help a new one emerge.” The Start-up competition is now open for entries. Applications must be received by 5pm Friday 28th February 2014.

After a rigorous selection process, ﬁve start-ups will be invited to Silicon Beach to present their business plans Visit www.siliconbeachtraining.co.uk/ blog/start-up-competition to apply. Full terms and conditions can be found online. JUDGES • Mike Herd - Sussex Innovation Centre • Caraline Brown - Midnight Communications • Lisa Reynolds - Let Me Do That For You • Darren Fell - Crunch Accounting • Andrew Davies - Silicon Beach Training DATES • Opens – 13th November 2013 • Closes – 28th February 2014 • First round of judging – 3rd – 21st March 2014 • Final – 18th April 2014 TERMS AND CONDITIONS • Only one entry per business/person • The business must be not have been running for more than 24 months at time of entry • Entrants must be from London and the South-East, in this case deﬁned as Sussex, Kent, Hampshire, Surrey and London. • Entrants must be available for presenting on April 18th 2014 • Employees or relatives of employees of Silicon Beach Training, Crunch Accounting, Midnight Communications and Clear Business Development are illegible for entry. • No responsibility can be accepted for entries lost or delayed due to computer error in transit.

• The prizes are as stated, are not transferable to another individual and no cash or other alternatives will be offered. • Entrants agree to any request for publicity including photographs, videos and disclosure of name, business details and location. • Silicon Beach Training reserves the right to withhold the prize if the winner breaches the terms and conditions • The judges’ decisions are ﬁnal and no correspondence will be entered into over this decision. Start-Up Prize: Training Terms and Conditions • Prize is redeemable against any publicly scheduled courses at Silicon Beach Training in Brighton • Places are subject to availability

Apply now: www.siliconbeachtraining.co.uk/ blog/start-up-competition to apply.

For more information contact: info@siliconbeachtraining.co.uk 01273 622272 www.silicontrainging.co.uk

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Let Your REPUTATION DO YOUR MARKETING FOR YOU! Brought to you courtesy of our sister company Today, clients are looking for an informed choice when choosing a professional service and Checkaprofessional’s new online service is providing just that.

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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

0808 901 9042

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Tried & Tested

Working Lunch

A Rendezvous at the Waterside Brasserie, Brighton Marina (located within the Rendezvous Casino)

Rendezvous Casino Brighton Address: Rendezvous Casino Brighton Marina Village Brighton Sussex BN2 5UT Tel: 0127 393 6274 Web: brighton.rendezvouscasino.com

The bright lights over felt tables and the clatter of the roulette Review ball are teasing me as I walk through to the Rendezvous Casino in Brighton Marina. I wouldn’t call myself a gambler, but I have a few quid in my pocket and it’s surprising how quickly that starts to burn a hole when you see other people gleefully pulling stacks of chips towards themselves, contemplating their next move. However, it’s not the blackjack tables and poker games I’ve come for: I’m here to explore the jewel in the casino’s crown, the Waterside Brassiere. Tucked away upstairs, the brassiere is a visibly slick operation which quietly oozes classic glamour. Its bold black

and white is reminiscent of an Art Deco style but there’s nothing old fashioned about the menu or the service here – no mod cons or luxuries are spared. Pleasantly unsurprising is the cocktail menu, featuring a well balanced blend of classic staples and house favourites. I enjoy a raspberry martini, made with fresh juice, and enjoy the ambience of the background music and occasional drift of casino excitement. The staff are ready when you are and I’m whisked to a table, bestowed with menus and fresh bread to nibble at whilst I peruse the menu. The bistro menu offers a stripped back menu of tasty light bites and small dishes, whilst the more extensive brasserie menu focuses around quality ingredients like steaks and fresh fish. That’s not to say it’s basic fare by any stretch of the imagination - I decide on Caerphilly, beetroot and balsamic cheesecake with black pepper shortbread, mustard leaf green olive sauce. Whilst I’m not normally a fan of the whole modernist savourycourses-masquerading-as-desserts concept, the flavour combinations appealed too much to turn down and I’m not disappointed. It’s incredibly well balanced and rich…I almost wish I’d just had a main course sized portion of this! My main course, however - fresh pea, asparagus, fennel, mint and feta risotto finished with chervil buttered spinach and wild garlic – turns out to be worth saving room for. The deep yet fresh flavours and thoughtful textures make this a stand-out course that’s worth singling the restaurant out for. For desert I am drawn to the enigmatically

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Tried & Tested

“Attentive, friendly staff; tasty and artistic food and built in entertainment – the Waterfront has it all.”

named ‘English Garden’, which turns out to be chocolate and macadamia soil, homemade macaroons, crème Chantilly mint sprigs and blackberry jelly. It’s one of those dishes that’s such a work of art on the plate that I’m hesitant to dig my spoon in, but my sweet tooth soon overwhelms my appreciative eye and I dig in. Delicious and fun, this is deﬁnitely one to recommend to friends and clients who visit. Attentive, friendly staff; tasty and artistic food and built in entertainment – the Waterfront has it all. I’d say the atmosphere and added lure of the casino, for an after dinner ﬂutter, makes it an obvious choice for a long evening or a more extended event rather than a quick lunch, but it’s ideal for a business entertaining with a varied menu and great bar. On the practical side – yes, there’s poker and a garden made of pudding, and I’m going to bore you with logistics! – there’s plenty of free parking right outside which is a rare commodity anywhere these days, let alone in a thriving city like Brighton, so it’s a great selling point when you’re looking for somewhere to meet associates who need to travel in, even if only from the other side of town! It’s placed just at the entrance to the marina, with its shops, bars and attractive boardwalk just a few steps away. Whether you need or want to visit any of these amenities or not, it must be one of the most convenient places to get to for a meeting in the whole Brighton and Hove area. The Rendezvous Casino’s blend of in-house entertainment, the Waterfront restaurant and its easy-access location make it an ideal gateway to the city and its businesses… and the cocktails don’t hurt either.

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RT Page offers a complete 3PL (third party logistics) service to all online ecommerce retailers, whether you are a start-up business or a long established company we can adapt our service to your requirements. Internet Retailing Expo 26-27th March 2014, NEC Birmingham

RT Page brings over 50 years of experience, knowledge and expertise to provide a flexible warehousing and logistics service which delivers safely and on time to your customers. Our tailored service reduces your costs, improves the efficiency of your supply chain and contributes to your business’ profitability. From our purpose built warehouses based in Sussex we can offer a flexible outsourced warehouse solution to suit the needs of your business and your budget. Whether you’re a start-up business looking for a single pallet or an ecommerce company looking for an entire pick and pack 3PL service we offer a smooth, efficient service that integrates effortlessly with your operations. Rest assured in the knowledge that your goods are being kept safe with secure storage and an expert team on hand.

R.T.Page

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Delicious Restaurant Quality Sauces for Home The Curry Sauce Company produces a range of superb curry sauces that are ready prepared and so offer wonderful convenience. At the same time however, the sauces are so gorgeous that they allow you to prepare a meal in minutes every bit as good as you would expect from your favourite restaurant. Our sauces, naan breads and chutneys are stocked nationwide by ﬁne food retailers such as Delicatessens, Farm Shops and quality Butchers. Meanwhile we offer a Mail Order service ensuring delivery of your favourite curries to your home or place of work. Browse and place your order through the website at www.currysauce.co.uk or telephone 01243 550045 and we will process your order for you.

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At our modern purpose built warehousing facility in Sussex we offer highly flexible warehouse services to provide a cheaper storage solution for your business. BENEFIT FROM: ✔ Over 70,000 sq ft of warehouse storage ✔ Flexible storage space, from 1 pallet to 3000 or more ✔ No lengthy contracts ✔ Trained, fully managed warehouse staff ✔ Over 50 years experience in logistics ✔ Just storage or complete 3PL to suit your needs.

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Get Your House in Order Perpetually easier said than done, reorganisation of internal procedures in order to make sure your business is functioning at its best is a necessary step for growth, but it’s one that can seem daunting and expendable when there are other – seemingly more pressing – tasks at hand As 2014 begins to show the long awaited signs of Focus recovery, companies need to move quickly to ensure that they have a sustainable growth plan ready. This needs to involve the optimising of existing structures to make sure all is running efﬁciently and cost effectively: this will put them in the best possible place for expansion as well as reducing future operating costs. Supply and logistics chains are one of the elements of business that often become needlessly complicated, cluttered with defunct practices and remnants of old systems that are no longer required but take up space, time, capital or all three. We spoke to

Denise Oakley, Director in International Marketing for GXS, who are supply chain and logistics experts, to ﬁnd out what companies whose strengths lie in other areas can do to streamline these processes and capitalise on opportunities for growth.

Take the Next Step in E-invoicing Most companies have already adopted some form of electronic invoicing, but should look to the next step in 2014, extending adoption to more partners so that they can all beneﬁt from automation of payment processes and integration

with other business systems. In addition to saving upwards of 50 per cent over paper-based systems, e-invoicing will increase the efﬁciency of your endto-end supply chain. This will improve order and invoice processing and can result in faster payments, thereby improving your cash ﬂow.

Improve Stock (and data) Control Data on stock levels and product or client information can often end up scattered across numerous spreadsheets. This isn’t a good way to manage your business, is a waste of

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Business Resolutions

“Even the most advanced techniques are useless if they aren’t properly integrated into the rest of the business and your partners’ too” time and increases the risk of data loss or errors when data is manually reentered to other systems. Consolidating stock data into a single platform (not spread sheets!) means that information can be shared between staff and with your partners and/or updated in real time, ensuring greater efficiency and accuracy. This will help you to reduce buffer stocks - remember the larger the inventory, the more time and effort it takes you to maintain. Bloated inventories result in disorganised and chaotic working environments. The reality is that excess stock is compensation for an inflexible supply chain or an indication of insufficient supply chain visibility. Removing unnecessary stock will cut down on storage space, handling time and reduce your costs. Whatever your business, keeping the information you need clear, accessible and up-todate is essential, and not just on an organisational level: it saves you time and money.

Adopt More Delivery Options A robust supply chain opens the door to a host of new delivery options. By using Advanced Shipping Notices (ASNs), for example, you can greatly improve the visibility of deliveries in the supply chain. Sent to the receiver ahead of a delivery, an ASN typically contains the same information as the original purchase order, as well as logistics information such as carton IDs, content descriptions, and transportation speciﬁcs, giving distributors and warehouses the data they need for advanced planning. Using ASNs enables several advanced delivery options, such as cross-docking to consolidate inbound supplies which

cuts warehouse costs. Another option is drop-shipping, where finished goods can be shipped directly to a retailer’s customer. This provides better lead times for orders, helping both retailers and manufacturers to reduce costs. Finally, direct store delivery (DSD) sees a manufacturer ship directly to the point of consumption or sale, again bypassing distribution centres. Even if these specific examples don’t fit your business model, they should provide you with ideas on how a flexible B2B platform provides you with options that can benefit your business.

into the rest of the business and your partners’ too. A truly integrated system on one platform is the key to achieving end-to-end global supply chain visibility. Of course, unless you have a dedicated member of staff to keep such things in order, it can be very difficult to make sure everyone’s on the same page all the time. A flexible and services-oriented B2B cloud platform like GXS Trading Grid® and our peers helps to automate global trading communities, shielding complexity from rapidly changing standards. It will also help eliminate duplicative efforts, drive efficiency, and enable a new level of process integration and business intelligence. By integrating into a single platform, businesses can ensure they achieve real results in 2014.

Get Better Supply Chain Visibility Something we keep talking about, but in 2014 this something you do, rather than pay lip service to (see also point 5 on how). Getting visibility of the entire end-to-end supply chain will help you to identify any elements that are slowing down your operations or wasting your resources. This is going to be very helpful to know when considering expansion. You can address the issues before you grow the business and, in the process, accidentally compound the problems! With globalisation increasing and the UK in a better position to export around the world, a comprehensive view of your supply chain on a global scale is important. The immediate freeing-up of resources could mean growth right now.

Achieve B2B Integration with a Single Platform Even the most advanced techniques are useless if they aren’t properly integrated

Denise Oakley, Director, International Marketing for GXS

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Training to be Painless WorkRite is on a mission to educate Sussex businesses to prevent workplace injury Work-related injury and illness is crippling Britain. One estimate Profile by the Institute of Occupational Safety and Health (IOSH) puts the overall cost to the British economy at an eyewatering £22 billion a year. If that doesn’t give you the collywobbles, nothing will. Yet thousands of businesses still fail to give workplace accident and ill-health prevention the priority it so obviously deserves. So what’s the answer? As former Prime Minister Tony Blair once famously pronounced: “Education, education, education!” A properly managed programme of assessments, training and education can have a big impact on reducing the huge personal and financial cost of illhealth and injury caused or made worse by work. Fortunately, SMEs in Sussex have on their doorstep the country’s leading independent provider of workplace health, safety and first aid training and management solutions. WorkRite, based at Berwick, is a division of Posturite, Britain’s biggest

ergonomics company. Its products and services – desk-based e-learning programs, face-to-face training courses, assessments and consultancy services – are used by hundreds of Britain’s biggest companies as well as countless SMEs around the country. Over the following four pages, we look in more detail at some of the ways that Sussex companies can make use of WorkRite’s market-leading courses, programs and services to help them protect both their employees and their balance sheets. Training Prevention is always better than cure. But even in the best-ordered establishments, accidents, incidents or cases of sudden ill-health will always happen. So it’s important to have the equipment and properly trained individuals available who are able to deal with the unexpected. Each year WorkRite helps hundreds of people throughout Britain to gain skills as DSE assessors, First Aiders, manual handling trainers, ﬁre safety wardens and a whole lot more. WorkRite’s training courses are widely recognised as being among the best in the business. It makes use of contemporary,

multimedia facilities to provide an interesting and stimulating learning environment where the emphasis is on participation and interaction. All its trainers are highly qualified professionals with wide experience in a variety of training techniques as well as ‘real world’ experience in their respective fields. Organisations can choose between hosting the course at their premises or booking places on one of WorkRite’s hugely popular drop-in courses held in conveniently located venues around the country, including Posturite’s head office at Berwick. Either way, delegate numbers are always strictly limited to ensure that each person receives the best possible attention. Standard courses include training in both basic and advanced DSE assessment, ergonomics, First Aid at various levels, paediatric first aid, automated external defibrillation awareness, manual handling, fire awareness/fire warden, use of evacuation chairs and conflict resolution. Courses vary in length from two hours for a brief introduction to the use of AEDs up to four days for the IOSH Managing Safely programme. Most are either half a day or a full day.

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Workrite

Bespoke courses on almost any subject can also be developed to meet individual companies’ requirements. Assessment Services Although the last 10 years has seen a gradual downward trend in the number of working days lost due to musculoskeletal disorders, they’re still the main cause of ill-health absenteeism among British workers. According to the HSE, 7.5 million working days were lost in the UK due to MSDs in 2011/12. The cost to the nation in both ﬁnancial and human terms is massive. Little wonder, then, that WorkRite’s assessment services are increasingly sought-after. Its 55-strong national network of highly-trained, strategically located assessors carry out thousands

of individual DSE and ergonomic assessments every year, either advising people on how to avoid a work-related injury or helping them to overcome a problem once it has arisen. Employers are duty bound or obliged to make ‘reasonable adjustments’ to help staff overcome any barriers in the workplace. Often these will cost nothing. Something as simple as a tweak to a work routine or raising a monitor screen can be enough to solve severe neck pain. WorkRite’s ‘Reasonable Adjustment’ service helps employers overcome problems caused by frequent or prolonged staff absence due to ill health without having to spend large amounts of money commissioning legal or specialist occupational health advice.

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“The training is all done online, users can ﬁt it in easily around their work schedules”

It provides employers with a clear, concise roadmap. Following a ﬁxed price telephone assessment, the employer receives a report detailing the ‘reasonable adjustments’ that need to be considered, any remedial action that needs to be taken, how much the process will cost and when they are likely to expect their employee back to work. In addition to its DSE, ergonomic and reasonable adjustment assessment services, WorkRite also offers a number of specialist one-to-one assessment packages including driver comfort, in-depth ergonomic assessments, dyslexia screeners and diagnostics, and visual impairment assessments. E-Learning Desk-based e-learning is now the method of choice for most public and private sector businesses to deliver essential health and safety training to their staff. WorkRite’s stunningly creative, highly interactive health and safety e-learning courses, led by its ﬂagship AssessRite

DSE training and assessment program, are used by hundreds of thousands of people across the country. Because the training is all done online, users can fit it in easily around their work schedules. No need to leave the office. No need for appointments. Staff just need to log on, follow the step-by-step instructions, answer some randomly selected questions to show that they’ve understood what they’ve read…and their training is complete! Behind the scenes, WorkRite’s unique online management system captures and stores all the essential information for the health and safety team and provides a fully-auditable trail of actions required or taken. As well as AssessRite and AssessRite for Homeworkers, WorkRite’s e-learning portfolio includes courses on stress awareness (FeelRite), manual handling (HandleRite), fire safety (FireRite), office health and safety awareness (OHSA) and OHSA for line managers, mobile and remote working (MobileRite), driver safety (DriveRite), the Data Protection Act, asbestos awareness, environmental

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Workrite

awareness and equality & diversity. All the standard courses can be adapted to meet individual companies’ needs or unique, one-off courses created on almost any subject. Priced from as little as one pound per user per year, WorkRite’s e-learning programs offer a creative and commercially prudent way for companies to ensure they meet their health and safety training obligations. Consultancy Services It’s not always easy for companies and organisations to keep up to speed with ever-changing health and safety legislation and training requirements. That’s why an increasing number of businesses, particularly SMEs, now choose to outsource some or all of this vital function. While employers get on with running their businesses, WorkRite’s experienced consultants ensure that the company’s procedures, policies, documentation, risk assessments, training programmes and so on are kept up to date. Not only does this keep companies on the right side of the law, it can also produce useful productivity gains if consultants are able to prevent desk-based workers from developing musculoskeletal problems or workrelated upper limb disorders. The single source Solution WorkRite holds a unique position in the marketplace. It’s the only company in the country able to offer an end-toend service of assessments, training, e-learning, management and, thanks to its links with parent company Posturite, the products to solve any identiﬁed problems. According to National Account Manager Ryan Church, this has led to WorkRite increasingly grabbing business from competitors as companies look to gain access to bestin-class products and services that allow them to improve their processes while also cutting costs. He claims that even businesses that are still tied contractually to other software providers are calling in WorkRite to act as system administrators so that they can beneﬁt from the other parts of its service

“While employers get on with running their businesses, WorkRite’s experienced consultants ensure that the company’s procedures, are kept up to date” provision that no other single company can provide. He says: “We’ve had several cases recently where large companies that have been, and in some cases still are, using our competitors’ software have switched to us because they recognise that we are the only provider in the country able to offer them a complete end-to-end service. “No one else can do what we can by following up a problem highlighted during an online DSE assessment by sending in a fully qualiﬁed assessor to ascertain the cause of the problem and then recommending, providing and installing the furniture or equipment to help solve it.” Ryan maintains that in almost every case where WorkRite is asked to conduct an audit of a company’s current system, it ﬁnds that it is not only able to make marked improvements to the company’s processes but also save

them time and money. He says that’s because all its products and services are simple to access and use while also providing fully comprehensive management information that leaves nothing to chance. “With health and safety people under increasing pressure, we are also getting an increasing number of clients signing up for our all-encompassing, fully-managed service where we act as a virtual in-house team looking after all administration and reporting as well as providing the e-learning software such as our market-leading AssessRite DSE training programs for both ofﬁce and home workers,” Ryan adds. More information on all of WorkRite’s products and services can be found at www.workrite.co.uk Alternatively you can call WorkRite on 0845 345 0030 or email: ryanchurch@workrite.co.uk

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A Fine Spread This historic coaching inn still provides a welcome sight for weary travellers

The Spread Eagle Hotel Midhurst Address: South Street, Midhurst, West Sussex, GU29 9NH Main tel: 01730 816911 Email: spreadeagle@hshotels.co.uk Web: www.hshotels.co.uk

“If we are to begin our travels in Sussex then Midhurst is Review the starting point as no other spot has so much to offer: A quaint country town gabbled and vulnerable unmodernised and un-ambitious, with a river, a Tudor ruin, a park of Deer, heather commons, immense woods and the Downs, Sussex has no more a contented town.” E. V. Lucas 1910 famous travel writer. Whilst you can now traverse Sussex in a mere matter of hours – or, at least, you could before the most recent bout of ﬂooding – our beautiful county does still have its coaching inns, as quaint a charm as they may be. The Spread Eagle Hotel can trace its origins back to 1430, when its medieval foundations were laid and the original timber frame structure was erected. In 1650, this already historic building had a new part added on in red brick, which is now painted white. Its styling has been kept in keeping with the building’s history where possible, and it still provides a welcome sight for weary travellers today.

We were certainly pleased when our battle through neverending drizzle brought us to the hotel, where we were immediately welcomed with teas and coffees before a quick tour. I was, initially, a little surprised that such a picturesque… dare I even say romantic… retreat would be fully prepared for corporate entertaining, but despite their Jacobean panelling, the meeting rooms are extremely well equipped and I could see how they’d make an ideal setting for many a kind of gathering. The Spread Eagle’s infamous afternoon tea is certainly an added draw. The bedrooms are furnished in a traditional manner in keeping with the building’s Tudor style, with all the mod cons subtly tucked in so as to be on hand without spoiling the aesthetic. I doubt the fresh tea and cookies waiting for us on arrival are historically accurate, but I didn’t mind a bit. The award winning two AA rosette restaurant offers ﬁne dinning with modern classics supplied by Head Chef Nathan Marshall and his team, utilising fresh local seasonal produce complimented by an extensive wine

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Tried & Tested

list. It’s situated in a large historic dinning room with huge oak beams and a beautiful oak fires which are kept burning all winter, with two feature windows which date back to 1612 that make a great built-in conversation piece. When we dined there, we started by sharing a whole baked Camembert with toasted bread fingers and confit of garlic before an extensive menu of partridge, pheasant, fish, and cheese souffle all vied for our attention. I settled on the hake fillet wrapped in parma ham, rosemary scallop kebab and tapenade, followed by lemon crème brulee with a lime sorbet. The meals were every bit deserving of those AA rosettes and worth the trip out to the Spread Eagle just for dinner. For corporate entertaining, you’d struggle to be in better hands. The staff are incredibly keen to work with Sussex businesses on their events – so much so that they recently redressed a 15 foot Christmas tree and accompanying decorations to better compliment the corporate colours of the company that had hired the room. The hotel has a range of private rooms to accommodate anywhere up to ninety guests, so whether you’d like everyone to be able to stay over after a corporate party or just feel justified in booking yourself a relaxing overnight reward after meeting with someone important, the Spread Eagle has the room, the food and the staff for the job. If an added lure is needed, another string to the Spread Eagle’s bow is The Aqualia Club and Spa with its 14 metre

“The staff are incredibly keen to work with Sussex businesses on their events” indoor swimming pool, spa bath, sauna, gym, and three treatment rooms with fully qualiﬁed therapists on hand to offer advice on beauty and relaxation treatments. The spa champions Sussex products, making it the perfect relaxing oasis that doesn’t invoke the tired cliché of escaping your real surroundings so much as completely immersing you in its beauty; in the quintessential Sussexness that is the Spread Eagle. We enjoyed it immensely, and we’re sure you will too.

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Local Innovation, Global Ergonomics The UKâ&#x20AC;&#x2122;s leading ergonomics company is based in Berwick, East Sussex.

Ergonomic solutions, office design and furniture, training and consultancy, workstation accessories and Health and Safety E-learning.

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Pension s & Tax Advice

Be Prepared Legislation and the new tax year… they’re like Christmas. We all know when they are, yet somehow every time they seem to sneak up, quicker than we expected, and catch us underprepared. One of the major messages we can’t put off any longer is that businesses - smaller businesses in particular - must prepare for the new workplace pension auto-enrolment scheme sooner rather than later if they want to save money. That’d be NOW. So how do we get started as painlessly as possible?

“These cost saving opportunities will be missed if you don’t plan and act well in advance of your staging date”

Employers with less than 50 members of staff will have to Insight implement the new auto-enrolment workplace pension scheme between June 2015 and April 2017. However, ﬁrms should begin preparations as soon as possible if they want to reduce the costs of the new scheme. Simon Jeffreys, solicitor at Adams & Remers comments: “Smaller businesses may be increasingly worried about complying, but burying your head in the sand until close to your own staging date could be a costly decision.” There are several things small business owners can begin to look into now to ensure that the new system does not cost them any more than it absolutely has to. These cost saving

opportunities will be missed if you don’t plan and act well in advance of your staging date. The Pensions Regulator advises that businesses should start planning 12-18 months ahead of their staging date First, small business owners need to understand who is automatically enrolled and check their own workforce. Workers are auto-enrolled into the workplace pension if they are aged between 22 and State Pension age; earn more than £9,440 a year; and work in the UK. New employees must be enrolled once they have completed three months of employment. But non-executive directors of a company, or partners in a partnership and other genuinely self-employed contractors don’t count as workers. So, there may be scope for changing the status of some people like directors, to avoid having to enrol them into the workplace pension and in other cases the

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MDJ Services Limited Accountants Business Development Business Solutions MDJ Services is a well established accountancy practice serving Sussex and the South East • We offer a full range of accounting services • We work with new and established companies to help establish and grow successful enterprises • We are committed to providing a friendly and efficient service tailored to your needs at a reasonable cost • We are happy to offer a FREE INITIAL CONSULTATION to all new clients Our services include: • Statutory and annual accounts • Management accounts • Corporate tax • Personal tax • Company formations and services • Payroll • Construction industry scheme • Business plans • VAT • Business consultancy • Bookkeeping

Contact Us MDJ Services Limited Third Floor Map House 34-36 St Leonards Road Eastbourne East Sussex BN21 3UT Telephone: 01323 646477 Fax: 01323 646412 Email: post@mdjservices.co.uk www.sussexbusinesstimes.co.uk 4216www.sussexbusinesstimes.co.uk 44 www.sussexbusinesstimes.co.uk

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Pension s & Tax Advice

“The Government’s own National Employment Savings Trust (“NEST”) has no set up charges and is promoting itself as the good value” realisation that some workers won’t be eligible can itself reduce the anticipated cost. Second, owners can choose a contribution base that suits them best. There are 5 different bases to choose from. The default “qualifying earnings” option won’t always be the best fit for the way they pay their staff, especially where commission, allowances and overtime make up a big proportion of employees’ pay. Third, the minimum amount employers will have to contribute to workplace pension will be 1% of the employee’s earnings, rising to 2% in October 2017 and then to 3% a year later. An effective pay sacrifice arrangement with staff could save employees and employers money and benefit both. For example, if all the pay sacrificed by an employee was paid as an extra employer pension

contribution, an employee paying basic rate income tax would get £100 of pension contribution for every £68 of pay sacrificed, and the employer would also save £13.80 per £100 in NICs. Of course, pay sacrifice won’t suit every employee and they have to have a free choice about it. Fourth, the owner gets to choose which qualifying workplace pension to join. “It is possible an existing pension scheme already used by the business might qualify as a workplace scheme, but if you have to pick a new scheme, choosing a good quality one which has no set up costs and is easy to work with could save the employer a lot of time and money,” continues Adams & Remers advice. The Government’s own National Employment Savings Trust (“NEST”) has no set up charges and is promoting itself as the good value and on line efficient workplace pension.

At the other end of the scale, setting up your own trust-based scheme is, according to the Pensions Regulator, unlikely to be cost-efficient unless you have at least 1,000 employees in membership. Other schemes are of course available! Fifth, owners may need to update or even change existing payroll software to enable them to administer workplace pensions, so checking for software compliance and matching it with a workplace pension scheme is important. Sixth, businesses can, given time, go the self-help route, as you don’t have to use an accountant, financial adviser or employee benefit consultant to help you make your decisions. But making your choices, then getting set up for your staging date and managing the scheme could use up considerable management time, and you might choose to hire in

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Pension s & Tax Advice

outside expert help instead. Making the right choices is itself a significant long term cost saver, so expert help could pay for itself over time. Seventh, talking to staff about the scheme is important, but business owners must tread carefully. Despite there being an additional financial outgoing for the business, staff cannot be pressured into opting out and you can’t imply that someone is more likely to get a job or be promoted if they decide to leave the pension scheme, or else they can take you to Employment Tribunal and get compensation. Eight, while pay can’t be cut to meet the cost of the employer’s pension contributions, small business owners concerned about the cost can take it into account in planning what they can afford for future pay increases or discretionary bonuses. Pay sacrifice may help reduce the cost impact. Owners should also assess now if there are any area of the business in which savings can be made to help meet the new cost. Last, employers will need to check their employees’ written contract statements and change them as necessary, as they may not enable them to deduct employee contributions from their pay and anyway they will need to be updated to reflect the introduction of the particular workplace pension the employer has chosen. Failing to update contracts within a month of the change being effective can expose the employer to a claim for compensation in the Employment Tribunal. If they don’t already have written contracts, this will be a good time to remedy the omission and avoid the even larger compensation exposure for not giving them written contract statements in the first place. Simon Jeffrey’s concludes: “Remember that responsibility for compliance rests with the employer and for small businesses which fail to meet their auto-enrolment obligations in time, the penalties can be severe with fines of up to £500-a-day. Plan now before it becomes a headache.”

www.adamsandremers.com

uk uk on 12:56

£1,000 ‘High Street’ Tax Break Is your store one of the 300,000 that will qualify? High Street Minister Brandon Lewis announced last week that 300,000 retailers and shops that will beneﬁt from a two year annual £1,000 tax discounts, as part of the government’s long-term economic plan. Guidance spelling out which businesses are entitled to the new discount has now been given to local authorities, and councils should now automatically include the discount in the business rate bills they are sending out shortly so all eligible businesses receive their centrally funded tax break. Retail premises will be eligible for a £1,000 discount in 2014 to 2015 and 2015 to 2016. These businesses must also be occupied and have a rateable value, used to calculate bills, below £50,000. If that’s you, it’s worth getting in touch with your local auhority to check whether the discount applies. High Streets Minister Brandon Lewis said: “As part of our long term economic plan, we are backing small business and town centres right across the country to prosper and building a stronger economy. “By giving retail shops in the South East a new £1000 tax discount in their next business rate bill we will make a huge difference to many of the essential small shops and local traders we ﬁnd in our town centres across the country. “This is just one part of our £1bn support package that also includes sensible changes to overzealous parking rules and planning rules that will keep high streets at the heart of communities for decades to come.” This discount can be used on top of other measures announced by the Chancellor that will come into effect in April, to reduce the tax burden on small business. The measures amount to the biggest package of support in over 20 years and included capping the annual Retail Price Index (RPI) increase in bills at 2 per cent in 2014 to 2015

“We are backing small business and town centres right across the country to prosper and building a stronger economy” - businesses were expecting a 3.2 per cent rise, and extending the doubling of the Small Business Rates Relief to April 2015 Small business rate relief has also been extended to including small firms taking on an additional second property (for up to a year), helping helping an estimated 3,000 businesses expand. There’s also a reoccupation discount of 50% off business rates bill for 18 months for new occupants of retail premises previously empty for a year or more and measures to help with cash flow such as allowing businesses to pay their bills over 12 months, rather than 10. In addition a new Employment Allowance will mean 450,000 small businesses no longer have to pay employers national insurance contributions. You can find a full copy of the guidance at www.gov.uk/ government/publications/businessrates-retail-relief

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Adv

Pension s & Tax Advice

When is an ISA Not Tax Free? Andy Gadd, Head of Research at the Lighthouse Group shares his tips on investment efﬁciency When is an ISA not tax free? With the turkey, Insight Christmas pudding and sadly, if you are like me, the New Year resolution becoming somewhat distant memories, it is that time of year when our thoughts turn to tax. So what should we be thinking about and doing? Investment Planning: • Maximise Individual Savings Account (ISA) allowance – The 2013/14 annual ISA investment allowance is £11,520. Up to £5,760 of that allowance can be saved in a cash ISA. The remainder of the £11,520 can be invested in a stocks and shares ISA, with either the same or a different provider. ISA allowances will be increased from the current £11,520 to £11,880 (or £990 a month) for 2014/15 but it is important to remember that if an ISA allowance is not used in a particular tax year it is lost. • If appropriate realise capital gains to maximise use of the 2013/14 £10,900 allowance. Depending on individual circumstances it may be sensible to consider strategies such as “bed and ISA” or “bed and pension” or simply transferring assets to a lower rate tax-paying spouse/Civil Partner before realising any gains. • It is possible to increase a CGT annual allowance by registering any investment losses. You can register any losses by including them on your tax return. Once they have been registered you can use them to offset gains made in the future, effectively increasing your CGT allowance. Pension Planning: The debate has long run about which are better, ISAs or pensions and the simple general answer is probably a combination of the two but with the ISA representing a “ﬁrst port of call” for the majority due to the fact that there are no restrictions on access while there are restrictions on access for pensions due to their potential added tax advantages.

In terms of tax treatment a major advantage of pensions is that they provide tax relief on the way in at your highest rate (with for personal contributions the excess over the basic rate of 20% effectively being paid to the individual rather than into their pension scheme via Self Assessment). In addition once the money is in a pension scheme they provide virtually tax free growth (the tax treatment is only “virtually” tax free because like ISAs pension schemes are unable to reclaim the 10% tax credit on UK dividends. Inheritance Tax Planning: There seems to be a generally held view that IHT planning is potentially only for “older” clients but sadly death is not limited to the “old”. • When dealing with clients review existing life policies (especially protection policies) and see if they should be written in trust, as millions of pounds are paid unnecessarily in inheritance tax on these types of policies every year. • Ensure suitable Wills are in place and effective use of available nil-rate bands is achieved. • Maximise use of various IHT allowances and exemptions such as for example the annual exemption of £3,000 per individual, which can increase to £6,000 if last year’s allowance has not been used (£12,000 for a married couple or Civil Partnership). Conclusion I have, of course, only touched the “tip of the iceberg” in terms of potential tax planning but there is no doubt that

taking relatively simple steps can mean reducing/avoiding (rather than evading!) a potential tax liability. In terms of deadlines I have mentioned the end of the tax year but you might, depending on the speciﬁc nature of the proposed tax planning being considered, not work to that deadline but might instead this year look to March 19th . My reasoning here is that that is the date of the Budget this year and historically some Chancellors of the Exchequer have taken the opportunity to use the Budget to announce tax changes which have come into force with immediate effect. (I of course accept that this policy has reduced in previous years with much more emphasis being given to changes being announced for future dates, but nevertheless for certain types of tax planning it may pay to be safe rather than sorry?) Please also never let the “tax tail wag the investment dog” when determining an investment strategy and asset selection and certainly not when considering risk and capacity for loss. Ultimately there is little point in saving tax if the investment is inappropriate. So ﬁnally back to the title of this article, when is an ISA not tax free? Well one could argue that the fact that an ISA is unable to reclaim the 10% tax credit on UK dividends is in effect a tax liability or the fact that if a loss is made within an ISA that loss cannot be registered on your tax return is another potential tax liability. But I was thinking more of the fact that with the generous current allowances for ISA contributions and the fact that ISA contributions can be traced back to 1986 and the launch of PEPs, individuals can, or may already, have amassed considerable sums in ISAs thinking that their money is in a safe, tax-free environment. But the problem is that ISAs can’t be put into trust. This means that when someone dies the ISA wrapper “dies” with them and those monies could then potentially be subject to an IHT liability? Something to consider and potentially plan for?

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Motoring

Spring into Sun Mazda’s new ‘Sport Venture’ models inject a little sunshine into a very wet winter

Review

MAZDA SPORT VENTURE

Mazda’s 2014 range was announced with the herald “eagerly anticipating spring”, and by the looks of it the rather optimistic promoters have got a while to wait yet… so far the six new ‘Sport Venture’ models are the sunniest thing we’ve seen this year. Priced from £13,395 on-the-road, they inherit features that have won Mazda awards for business-suitability, plus a new 6.1-inch Mazda Navigation System with integrated Bluetooth for those who want to get away from the wet weather and go on an adventure. The line-up of six new Sport Venture models comprises three Mazda MX-5 sports cars, two family-friendly Mazda5 models and a Mazda2 five-door hatchback - each featuring bright alloy wheels, bright silver door mirrors and two new eye-catching colours, Titanium Flash and Deep Crystal Blue Mica, which would glint very prettily in the sun if we had any. As it stands, they evoke the shine of the sea somewhere warm, rather than the knee-deep river water we’re all becoming more familiar with than we’d like to be. “Our previous range of ‘Venture’ models proved very popular during 2013 so now we are responding to customer feedback by introducing six Sport Venture models for 2014 with enhanced visual appeal and upgraded specifications, including a higher-performing navigation system with a larger, 6.1-inch display screen,” comments Peter Allibon, Sales Director Mazda UK.

“Our previous range of ‘Venture’ models proved very popular during 2013 so now we are responding to customer feedback by introducing six Sport Venture models for 2014” The Mazda MX-5 Sport Venture will be available in three versions, the 1.8-litre 126ps Soft-top or Roadster Coupe with 1.8-litre 126ps or 2.0-litre 160ps engines, depending on your preference. Highlighting their exclusivity, the trio will be offered with two new exterior colours and will feature stone leather sports heated seats. Prices start at £18,995, with Mica paint thrown in free of charge… a nice, shiny extra. The two upgraded Mazda5 Sport Venture models, weighing in with 150ps petrol or 115ps diesel power, boast new equipment such as a Brilliant Black front grille, heated power-folding bright silver door mirrors and black leather seat trim with contrasting grey stitching for a driver experience that’s as smooth as the rides these cars offer. On the road prices for those are £20,295 (petrol) and £21,695 (diesel) with a range of bright metallic, pearlescent and mica colours as optional extras. The 1.3-litre 85ps Mazda2 Sport Venture model is an addition to the range that’s based on the Tamura and is equipped with 13 extra equipment items, adding external features such as 16-inch Bright alloy wheels, front fog lights, dusk-sensing lights, rain-sensing front wipers – that are presumably just permanently switched to ‘on; at the moment! - and rear parking sensors.

Inside, there’s sporty black cloth trim with contrasting grey stitching, a leather steering wheel with gloss dark grey inserts, gloss dark grey trim to the audio panel, door trims and outer air vents, electric rear windows and climate control air-conditioning. This model is priced at £13,395 and customers can choose from a selection of nine exterior colours.“The six new Sport Venture models allow us to offer even greater value to Mazda customers for 2014. With their visual and specification enhancements, premium cabin ambience, innovative navigation technology and a typical Mazda funto-drive rewarding driving experience, these latest Mazdas will prove immensely popular,” adds Allibon. Until 31 March 2014, all six Sport Venture models are available with zero deposit, 0% APR representative finance when purchased on a Mazda PCP (over 42 months), and a deposit contribution of £500 to £1,500 - depending on model. So, if you’re considering a vehicle investment in time for the summer and want an accessible model that can inject a little warmth and fun into your journeys, Mazda might just be the brand to watch. www.mazda.co.uk

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01444 316299

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Communication

It’s Your Call

What are your phonecalls doing for your business? SBT speaks Mike Surridge, Managing Director, BDM on how they can help devlope your business Sussex based company BDM specialise in Focus developing business. They help businesses improve their client relationships and proﬁtability with their unique offerings. BDM are about to move to new, larger premises in Burgess Hill where they will be able to help even more Sussex based companies develop their business. “We want to help your company expand your business by helping you to increase your transactional value,” explains Mike Surridge, MD of BDM. “We do this using a whole raft of techniques, from analysing your business’ telephone communications to helping you implement training and development changes so that you are getting the results you want.” Using their various recording platforms, BDM help businesses

improve the way they are represented on the phone by their staff, using a system of recording, analysis and training to optimise each and every phone call. “We will analyse your company’s phone calls, not against our own criteria, but against a profile you decide on with us that reflects your own desires and expectations. This analysis highlights issues that can then be addressed by the training and development of your staff”. The new location and new facilities mean that BDM are perfectly placed to work more closely – literally and figuratively – with Sussex SMEs and larger businesses looking to train their staff to make the best of telephone leads, improve their sales techniques and manage more effectively. It’s the perfect base from which to help Sussex business develop with BDM’s training and coaching offering. “We are in the process of moving to a brand new facility in Burgess Hill,

where we’ll have two new state of the art training rooms at our disposal,” continues Mike. “It’s very exciting for us. I’m really looking forward to using this hub to engage more with our local business community and see how we can bring more business and better conversion to our neighbours around Sussex, and the mutual business beneﬁts this can bring to all of us.” “As the economy recovers, it’s becoming more and more important to manage and develop your sales staff to help them in the valuable daily tasks they carry out on behalf of your business. Our call tracking and recording service, together with call analysis and training, allows you to assess your customer relations and service, ensuring that all opportunities are being exploited and improving performance to generate more business” “Telephone communication is so routine for most of us that people

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Communication

“It’s easy to follow a script when making or receiving a call, but it’s not so easy to make sure that call is effective. That’s where our systems for listening to, analysing and improving on your phone calls come in.”

cease to think about how they conduct their phone calls … they just ‘do’ it. This approach unfortunately results in lacklustre communications that don’t result in the meetings, the sales conversions or the customer service and satisfaction you want. It’s easy to follow a script when making or receiving a call, but it’s not so easy to make sure that call is effective. That’s where our systems for listening to, analysing and improving on your phone calls come in. These systems help to identify where your processes are not as good as they could be, and then we help you put this right.” “Whatever your industry, it is likely that driving customer footfall will be a key part of your efforts,” says Mike Surridge. “Telephone communication is often not the ﬁrst thing people think of when wishing to drive new business, but in its various ways it affects your revenue streams and your expenses. Marketing is extremely important when it comes to running a business and companies spend a lot of money in this area. At BDM, our services help them maximise returns from that spend. We are able to help you measure the results for different elements of your business, so that you can budget and react accordingly. With trackable marketing telephone numbers, marketing performance can be measured individually by channel, and our voice recording solutions can provide you with insight in how effectively telephone enquiries are handled. This can often mean the difference between a conversion to sale or not. Remember, we do all the hard work: we’ll set-up the numbers, provide the reporting system and will always be on hand to support you.” “Telecommunications are an area where investments can have a very quick and demonstrable effect on the bottom line. For example, our automotive industry customers are typically seeing a +15-20% return on their investment, as the number of calls resulting in a showroom visit increases dramatically, so even if the percentage of visits and test drives converted into sales remains the same, sales increase.” BDM’s new and improved facilities will provide a new base for their state of the art recording and analysis technology, along with larger, higher-

ABOVE: Mike Surridge, Managing Director

capacity training rooms and a central Sussex location for BDM’s problemsolving contact centre. Of course, BDM understand that dedicating in-house resources to improving telecommunications is not possible for every business, which is why they offer a Contact Centre service that combines the best of their expertise into a service package that enables businesses of all sizes to tap into market-leading telecommunications. “Our Contact Centre can represent your brand and undertake targeted campaigns on your behalf. When you outsource to a specialist such as us, your demands can be reacted to quickly without diverting your own resources.” “All kinds of businesses use us,” concludes Mike. “You can be sure that your goals of building loyalty and encouraging advocacy are supported by the professional approach of our Contact Centre and we will work closely with you to ensure success. From our new location, we’ll be perfectly placed to work with Sussex businesses on converting more calls and improving their service.”

If you are thinking of working to improve any of these areas of your business, call BDM on 01444316299 or email info@bdm-voice.co.uk. We would love to talk to you.

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Fresh Cleaning Services are a Sussex based family owned commercial and For more information contact us: domestic cleaning company. Fresh Cleaning has been established for 10 years. We pride ourselves on the personal Fresh Cleaning Services LTD touch to each individual client. Our staff are fully trained, achieve Parkstandards View House which we except and maintain for our clients. high

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The Crysta 13/02/2014 12:29

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Insurance disputes – what happens when insurers are not there for you?

SBT speaks to Michael Axe from Rawlison Butler about insurance disputes

As cases where insurers seek to decline cover on questionable grounds appear to be on the rise, Michael Axe from our Commercial Disputes Team looks at common areas where insurers purport to decline cover when you make an insurance claim. The age-old story with insurance is that if you have it, you hope you never need it - but you can guarantee that if you don’t have it, you’ll wish you did. But what most businesses find truly frustrating is paying for expensive insurance, only to have their insurers attempt to leave them high and dry when they try to make a claim under the insurance policy. In the current economic climate, we’re seeing more and more insurers attempting to find ways to justify declining cover in relation to claims made by third parties against their clients. Whilst every case depends on its own relevant facts (including the specific terms of the relevant insurance policy), we have set out below some of the tactics that we are seeing being increasingly deployed by insurers. Limiting what type of losses are covered It is common practice in public and/ or product liability insurance policies for there to be promises made in one section regarding the indemnities

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provided in the event that a claim is made against the client, only for there to be extensive exclusions clauses set out elsewhere in the policy which signiﬁcantly restrict the scope and usefulness of the indemnities. Trying to reconcile the widely drafted indemnities with the very restrictive exclusion clauses can, in some cases, be a very tricky exercise, especially when the different sections may often appear paradoxical to each other. For example, a policy may include an indemnity to cover the costs of replacing the third party’s damaged “property” in the event of a claim, but an exclusion clause may then state that the indemnity will not apply if the damage was caused by a defect in the product supplied by the client. Whilst that scenario is relatively common, what the client may not discover, until it tries to make a claim, is that the insurer might attempt to argue that the indemnity to cover the replacement costs of the damaged “property” does not include the costs of replacing the actual product supplied by the client (regardless of the fact that, in this hypothetical example, the damage was not caused by a defect in the product supplied, and therefore the exclusion clause should not apply). If the product supplied by the client was, for example, worth considerably more than the third party’s other “property” which was damaged, such an argument by the insurers could potentially undermine the commercial value of having had the insurance in the ﬁrst place. Limiting the type of work that is covered Another way in which insurers may

attempt to limit what they have to pay out under an insurance policy is by using an exclusion clause which imposes some (perhaps seemingly arbitrary) limitation on the type of work carried out by the client that will be covered by the indemnity. For example, some public liability insurance policies relating to work carried out at height (ie. off the ground) may impose a maximum height exclusion clause, saying that any work carried out above that height will not be covered by the indemnity. In that scenario, if the client comes to make a claim but some of the work which it carried out was above the maximum height limit, the insurer may attempt to argue that the indemnity will not cover any of the work carried out, because the job as a whole could be said to have been carried out above the maximum height limit. Failing that, the insurers are almost certain to argue that their liability should be limited to the percentage of the work that was carried out under the maximum height limit, which in turn could lead to ancillary disputes over the correct apportionment between insured and uninsured losses. This would mean that if the insurer alleged that, say, only 25% of the work was carried out under the maximum height limit, then the insurer should only pay 25% of the claim, meaning that the client could very well ﬁnd themselves expected to cover the majority of the claim made against them on their own. Disputing the scope of any additional or retrospective cover In certain situations, a client may want to obtain additional cover, for example, “retrospective” cover for bookings

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made/taken but not yet performed. If an insurer is prepared to provide any such additional or “retrospective” cover, there are likely to be very strict conditions to such cover, for example, a requirement that the client discloses full details of each individual future booking for which “retrospective” cover is sought. In the event that a claim subsequently needs to be made in relation to any such “retrospective” cover, the insurer will be looking for any failure to comply with the conditions set, as a justiﬁcation for declining cover. Relying on the policy certiﬁcate On a related note, the client may have requested additional elements of cover in addition to the “standard” indemnity under the policy, either through a

of conditions may still be sufficient to enable the insurer to decline to provideany cover under the policy even if the client’s failure to comply with a minor condition didn’t adversely affect the insurer’s position under the policy at all. Disclosure and Notification Equally, issues relating to the nondisclosure of relevant facts when the client applies for the insurance policy, and issues relating to late and/ or inadequate notification once a third party threatens to bring a claim against the client, are areas where insurers will often look for grounds to justify declining insurance cover. These issues are often complex in terms of what relevant facts need to be

Do insurers have a point? As each case is different, sometimes they obviously do have a point, but often they might not. Either way, becoming involved in simultaneous legal disputes with their insurers and their former customer can be very complicated and stressful for clients, and was the last thing they were expecting when they took out the insurance policy in the ﬁrst place. The Commercial Disputes team at Rawlison Butler LLP have experience in relation to disputes with insurers who have attempted to decline cover, and so we might at least be able to assist you if you do ﬁnd yourself in this unfortunate situation.

“Insurers will often spend a great deal of effort scouring all of the policy documents for any sign that the client has failed to comply with any requirement” third party broker or directly with the insurer. However, if any such additional elements of cover are not expressly set out in the insurance certiﬁcate and policy documents, the insurer will almost certainly attempt to argue that those additional elements are not covered, despite the fact that the client may have received unequivocal assurances (either verbally or in writing) from the insurer or the broker before the policy was taken out. Relying on the smallest of the small print It may be stating the obvious, but insurers will often spend a great deal of effort scouring all of the policy documents for any sign that the client has failed to comply with any requirement, no matter how small, which is set out in the policy documents. Because of the way in which the policies are usually drafted, a failure to comply with even the smallest

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disclosed in the insurance application, and precisely when an insurer must be notified about a potential claim against the client, and could form the basis of a separate articles in their own right. A war on two fronts The above examples are, of course, just a taste of the kind of arguments which insurers are raising in an attempt to justify declining cover, but as each case hinges on the specific terms of the relevant insurance policy, no two cases are ever quite the same. What we are seeing is an increasing amount of clients who are having to instruct us to fight a war on two fronts; on the one hand, instructing us to represent them in their dispute with the third party that is bringing a claim against them, and on the other hand, instructing us to represent them in a separate legal dispute with their insurers over the insurer’s decision to decline cover.

For more information on this or any other issue relating to insurance disputes, please contact Michael Axe by emailing Michael at maxe@ rawlisonbutler.com or by calling him on 01293 558549. This document is provided for information purposes only and does not constitute legal advice. Professional legal advice should be obtained before taking or refraining from taking any action as a result of the contents of this document.

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Q&A

It’s estimated that up to 50% of businesses in the SME market are still using Windows XP, Ofﬁce 2003 and Small Business Server 2003. Microsoft is closing the support door for these products on 8th April 2014, Checkaprofessional speaks with Aztec Computers about how this could affect your business

Why is the support ending? Microsoft introduced a support lifecycle policy for all its products in 2002. This allows users to know when support for a particular product will become ‘end of life’. As per this policy, Windows Operating Systems and Office products, such as Outlook, Word and Excel receive a minimum of 10 years support. Windows XP was first released in October 2001, so it’s now over 12 years old! Microsoft release new versions of Windows to take advantage of improvements in computer hardware such as faster processors, and to meet the demands of current software. All of these factors benefit the end user, so it is worth upgrading your Operating System at a time that suits your business before you are left with a product that no longer has any support. You wouldn’t run your car without a valid MOT, so why take the risk of running your business on ‘end of life’ products? How important is this to your business and what implications does it hold? It means you should take action, and soon. After April 8th no new security updates, non-security hotfixes, free or paid assisted support options or online technical content updates will be available for Windows XP machines. Running Windows XP SP3 and Office 2003 in your business after this date may expose your company

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to potential risks such as security holes in unpatched and unsupported applications as well as a lack of support from many third party independent software vendors and hardware manufacturers. I’ve got security software, surely this will keep me safe? Whilst most major security software vendors will continue to provide deﬁnition updates in the short term, after April 8th XP will have a large target painted on its back for malware and unpatched security vulnerability attacks. Your security software may be able to stop these attacks, but it may not. The security software and a fully patched, up to date version of Windows are tightly integrated and have a strong partnership with each other. After April 8th, XP won’t be holding up its side of the partnership. I know I need to upgrade, but where do I start? The best place to start with any potential upgrade to your business software or hardware is to talk to an IT specialist that can give you sound advice and assist you before, during and after the transition to the new products. After assessing your business needs they will be able to advise you on the best way to manage the upgrade, and what products will work for your particular business setup. I don’t have an internal IT department and outsourced IT companies will want me to sign up for a lengthy contract! What should I do? Not all independent IT support companies insist on a paid contract

arrangement, one such company that is breaking the mould is Aztec Computers based near Chichester, West Sussex. Their approach to IT support is refreshingly different. No contracts, no lengthy tie-ins, just good honest IT support as and when you need it. Aztec Computers support a wide range of industries and support them for their IT needs covering the supply and install of hardware and software, everyday desktop support, and fully managed networks whether it is a one off job or continuing support for your company and staff. In short. They offer a pay as you go service leaving you the freedom to use their services as little or often as you wish! Why should I outsource my IT? Outsourcing IT to a company like Aztec Computers can save you money and reduce the risks associated with buying and supporting IT in-house. It is also a way of accessing the technology skills and experience that can drive business change without having to train staff and take the risks of doing something for the first time. They have already helped many companies upgrade from Windows XP and they can help your business through this transition. They deal with each case individually, they do not view all upgrades as a ‘one size fits all’ and they will not to try sell you a product that is not right for your business. They have many happy clients and this feedback is published via CheckaProfessional.com which is independently verified so you can see for yourself what they can offer. Contact Aztec Computers on: 01243 200 175 or visit www.networksupport.uk.com

0808 901 9042

18/02/2014 10:51

Look After Your Business Tax Reliefs

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Most business entrepreneurs wish to see the fruits Focus of their labours rewarded with a maximum payout when they come to sell or retire. For this to happen it is important that they fulﬁl the requirements of the Entrepreneurs Relief (ER) rules which will reduce their Capital Gains tax rate from the standard 28% to only 10%. This is normally not a great problem as long as the basic rules are complied with:• You will need to be a director or employee • Hold a minimum 5% of the ordinary share capital and voting rights • Have held the shares for at least one year

• The company must be a trading company or the holding company of a trading group This becomes more difﬁcult to control if you are offered a share swap which has the advantage of not being treated as a chargeable event for Capital Gains and

will defer the tax liability. In this situation the tax treatment will depend on the sellers situation when the new shares are disposed of, by which time some of the rules may have been breached, in particular the requirement to hold 5% of the equity where you are selling out to a larger company. In this situation you can elect to pay the tax on the ﬁrst sale so ensuring that you secure the lower 10% tax rate. This will then give you a higher base value for your new share holding and reduce the extra cost in the event that you cannot comply with the conditions prior to a second sale. Mike Scott - Partner Moore Stephens (South) LLP Chichester, West Sussex Telephone: 01243 520602 www.moorestephens.co.uk/south

At Waitrose, we combine the convenience of a supermarket with the expertise and service of a specialist shop. Above all, we take pride in the freshness and quality of our food.

Local Stores in your area where you can also pick up a copy Sussex Business Times

Burgess Hill

Lewes

Eastbourne

Hailsham

Worthing

Chichester

The Martletts, Burgess Hill 01444 230092 www.watirose.com/burgesshill High Street, Old Town, Eastbourne 01323 644505 www.watirose.com/eastbourne High St, Worthing 01903 230222 www.waitrose.com/worthing

Brighton

130-134 Western Rd, Brighton 01273 326549 0808 901 9042 www.waitrose.com/brighton

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Eastgate Street, Lewes 01273 486286 www.waitrose.com/lewes Vicarage Field, Hailsham 01323 846708 www.waitrose.com/hailsham Via Ravenna, Chichester 01243 537512 www.watirose.com/chichester

Littlehampton

Avon Rd, Littlehampton 01903 718187 www.waitrose.com/littlehampton

Horsham

18 Piries Pl, Town Centre, Horsham 01403 259777 www.watirose.com/horsham

Horley

26 Victoria Road, Horley 01293 820002 info@checkaprofessional.com www.waitrose.com/horley www.sussexbusinesstimes.co.uk 59

12/02/2014 10:41

SBT

Society Sunday Feb 2nd, 2014 marked the third day of the Lunar New Year, the most celebrated holiday in China. It was also the evening that the Rendezvous Casino in Brighton Marina chose to celebrate the Chinese New Year, a celebration honoring new life. It is a highly anticipated holiday in China full of firecrackers, dragon dances, temple visits, lucky red envelopes and family gatherings. This year is the year of the horse. The horse is one of the favorite animals in the Chinese zodiac, and is closely linked to people’s lives because of its ability to quickly transport people and things. In China, the Red Hare was the celebrated warhorse of Lü Bu, the ancient Chinese general and warlord. With this theme the celebrations at the Rendezvous worked at enhancing the harmony of different communities within the city of Brighton & Hove. It was an evening of music, fun with complimentary Chinese buffet and traditional dragon dance with the Grand draw at Midnight to win flights to Hong Kong marking the climax of The Great Wall of Prizes, a special promotion that had run at the Rendezvous Casino throughout January. Nick Pardo, the Venue Director who was dressed in a very macho Chinese fighters jacket for the evening said, “We have many Chinese friends in Brighton and Hove and we were delighted to be part of their Chinese New Year celebrations.”

For more information on events at the Casino please call the Rendezvous on 01273 605 602 and check out www.rendezvouscasino. com/brighton

Chinese New year Celebrations at the Rendezvous

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18/02/2014 09:37

Congratulations to Littlehampton Academy who won the inaugural Clear Computing Schools Challenge held at Worthing College on February 4th 2014 for schools in West Sussex. The Challenge was ‘To build a social media platform for young people in education’ After recent news showing the rising concerns of teenagers online being caught up in cyber bullying and inappropriate comments (“trolling”) on social media, Clear Computing thought it would be the perfect opportunity to

hear from teenagers on how they would design a social media platform for teenagers, with consideration to these issues with Internet Security Day fast approaching on the 11th February. 6 West Sussex schools took part entering two teams each, Davison High School for Girls, Durrington High School, The Forest School, Imberhorne School, Littlehampton Academy and Steyning Grammar. The brief was to present their idea considering the following issues; design, functionality, ﬁnance, security and marketing supported by mentors from a variety of industry sectors. Mentors included representatives from Scerri Solutions, Darren Crabb Wealth Management, Nat West, LWS

Marketing, & Vantage Professional Risks. All the proposed ideas were then presented to the experts on a judging panel, based on TV’s Dragon’s Den. When it came down to the four ﬁnalists two schools stood out, Littlehampton Academy and Steyning Grammar, who had their two teams participating shortlisted! Barnaby Hall, Managing Director said: “the day was everything we hoped it would be and we were very impressed with all the student ideas and highly impressed with their knowledge on the issues surrounding internet safety in a social media context. We look forward to this being the start of an annual event”

Clear Computing Schools Challenge

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18/02/2014 09:38

Home Grown Hero

Made In Sussex:

The WOW Exchange

The WOW Exchange – WISH, OFFER, WIN - is an innovative website which encourages and enables businesses and community organisations in East Sussex to exchange skills, resources and facilities

Believed to be the first of its kind, the Brand WOW online portal Focus allows member organisations to post a Wish - something they would like to gain; or an Offer - something they would like to give. These could be anything from an offer for the use of a meeting room to a wish for some help with graphic design. The venture came about as a result of a joint project by the East Sussex Councils for Voluntary Services and Business in the Community, respectively. Both organisations felt that during challenging economic times it was fundamental for businesses and community organisations to benefit from each other and to build stronger links and connections. Adam Chugg, Chief Executive of 3VA, one of the organisations behind the WOW Exchange, said: “The aim is to move away from the idea that business and charity exchanges are only one sided, and encourages the notion that everybody can benefit from new and exciting projects.” Although the concept is still in the pilot stage, to date some 300 exchanges have been made through the WOW Exchange website and associated events. Ian Noble, seconded from Lloyds Bank in 2013 to Business in the Community, played a crucial role in starting up the WOW Exchange. He said: “We’ve been running events where people from the business and voluntary communities get together to network and share resources. These have been incredibly successful with many long lasting connections made between different organisations. The WOW Exchange website offers another platform where these valuable connections can happen.” Little Gate Farm and Reid Briggs

Insurance Brokers are a typical example of a successful connection. Little Gate Farm near Beckley is a working farm that provides the opportunity for adults with learning disabilities to develop farm and woodland skills. Finding adequate, yet affordable insurance cover for such a unique set-up proved to be impossible for owner Clare Cordell, until she met charity insurance specialist Keely Rust from Reid Briggs at a WOW event. Keely visited Little Gate Farm and was able to assess the risks and provide a comprehensive policy at a reasonable price. However, the story doesn’t end there, as when the insurance brokers updated their IT system they donated 10 computers to Little Gate Farm. Claire Cordell said: “Both businesses and not-for-profit groups win when they sign up to WOW Exchange. Thanks to the introduction to Keely and Reid Briggs, we got the right insurance policy and saving thousands of pounds on computers was the icing on the cake.” . Keely Rust liked the concept so much that she signed up to be a WOW Exchange Ambassador. There

are currently five ambassadors, all members of the East Sussex business community who promote and support the WOW Exchange. They do this voluntarily, mostly outside office hours, because they are believe that the WOW Exchange will make a difference. Mark Weeks-Pearson and Steve Sampson from Ashdown Hurrey Chartered Accountants felt that as a respected regional practice with a charities division, they should help to support communities across East Sussex. Similarly, Elaine Skinner, the CEO of Giveonthemobile, believes that her role will help to provide an innovative digital service for local charities and businesses. Rachel Stone runs Bespoke Training Eastbourne and believes that the WOW Exchange can help East Sussex make better connections. Keely said: “The WOW Exchange will open doors and provide opportunities for so many organisations in East Sussex. It is important to understand that it is a two-way relationship, where everyone’s a winner.” www.wowexchange.org

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12/02/2014 10:43

Friends of the Albion Networking Group

Promo

al c o l t i ng

s with s e n i us

in Sussex

Join the Friends of the Albion Networking Group today and promote your business to over 130 other Member companies. Enjoy monthly breakfast meetings with superb facilities at the Amex stadium and the chance to belong to the most interesting and enjoyable affinity group in the area. Your business will also have a Member listing in every Albion home matchday programme.

01273 878278

Call Albion Commercial on or email commercial@bhafc.co.uk for more information.

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te a websi

softh d n e i fr ww.

e a l b i o n . co . u k

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12/02/2014 10:44

“Our bank has £250m to lend owner managed businesses... and we’re getting our share.” Our bank has lent us the capital we need at a good rate, with no fees. We like dealing with a specialist business bank, especially as our local manager understands that owner managed businesses are the engine of the economy. Here in the engine room, our business is firing on all cylinders. Mark Cain, Director, Velvet Central Limited

0845 045 0900

* Visit our website or call 8am-8pm Monday to Friday to contact your local branch

Michael Wilkins, Senior Branch Manager, Brighton branch, 20/22 Marlborough Place, Sussex BN1 1UB

Our business is business banking

aibgb.co.uk

*Telephone lines open from 8am-8pm Monday to Friday, excluding bank holidays in England and Wales. Calls may be recorded and monitored for security and training purposes. BT landline calls to 0845 numbers will cost no more than 5 pence per minute. Charges from other service providers may vary and calls from mobiles usually cost more. Allied Irish Bank (GB) and Allied Irish Bank (GB) Savings Direct are trade marks used under licence by AIB Group (UK) p.l.c. (a wholly owned subsidiary of Allied Irish Banks, p.l.c.), incorporated in Northern Ireland. Registered Office 4 Queens Square, Belfast BT1 3DJ. Registered Number NI 18800. Authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority and the Prudential Regulation Authority.

AIB1 SB