Ambition Issue 2 (Jan/Feb 2014) by Northern Ireland Chamber of Commerce and Industry

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MAGAZINE OF NORTHERN IRELAND CHAMBER OF COMMERCE

£2.95

JANUARY/FEBRUARY 2014 ISSUE 2

JANET McCOLLUM REVEALS

WHAT'S IN STORE ALSO IN THIS ISSUE: • TAKE A DIFFERENT VIEW IN BUSINESS • STREAM JETS AHEAD • BUSINESS GROWTH 2014 • JIM FITZPATRICK ON HAASS TALKS

ISSN 2054−6602 01 9 772054 660004

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Free yourself from glasses and lenses

Choose 20:20 Vision in 2014 The question is why continue to struggle with glasses and contact lenses when you can enjoy 20:20 vision and a life free of glasses with a simple, 10 minute procedure that is laser eye surgery? Laser eye surgery is one of the most advanced and commonly performed surgeries with over 30 million people worldwide choosing, quite wisely, to ditch their glasses and contact lenses. Celebrities who have had laser eye surgery include Tiger Woods, Courtney Cox and Brad Pitt.

"The field has reached a zenith of safety and predictability" Mr Wayne Crewe Brown, Surgeon at Optilase Eye Clinic

GAA legend Oisin McConville recently underwent the treatment at Optilase and said: “I chose Optilase after hearing lots of good things from both friends and people in my work circle. The actual surgery itself was over within minutes and I quickly realised there was no reason for me to have been nervous. There was no pain during surgery, a question I have been asked by almost everyone since my treatment! If I could offer advice to anyone out there who wears specs, I’d say - get it done, and get it done now. I only wish I had it done years ago. My biggest regret is not having it done sooner and thinking about some of those wides I’ve hit!” DJ, Conor Phillips also chose Optilase for his laser

eye surgery and told us: “I’ve got to admit that the day before surgery, I was a little nervous. I met with my Surgeon, Mr Wayne Crewe Brown and was immediately put at ease; also considering he has personally performed more than 40,000 of these treatments! The actual surgery itself was over within minutes and I quickly realised there was no reason for me to have been nervous. Being able to see without glasses is just amazing. Life has taken on a whole new perspective!” “The life changing results of laser eye surgery are evident almost immediately and the most common response from our patients is always “Why didn’t I do it years ago!” and to wonder at how pain-free the experience actually is. Having been involved in laser eye surgery for over 20 years and having performed in the region of

Just what is laser eye surgery? Laser Eye Surgery involves the gentle re-shaping of the cornea so that light travelling through the eye is properly focused onto the retina, at the back of the eye.

Does it hurt? The over-riding response from patients is awe and wonder at how painless the procedure actually is. It takes just a few moments per eye and Optilase uses only the most advanced technology so there really is nothing to be frightened of.

See the difference with Optilase in 2014

will spend up to £25,000 on glasses and contact lenses over their lifetime so laser eye treatment is actually more cost effective and you simply cannot put a price on regaining your youthful, close up vision. People choose laser eye

How long does it take? The actual procedure takes about 10 minutes per eye and patients are usually required to rest for half an hour or so in the clinic afterwards and then go home to sleep for a few hours. On waking eyesight is sharper and improves with each day.

How common is the procedure? Over 30 million people

chose to have laser eye surgery! Thousands of people across Ireland have benefitted from having laser eye surgery and are now enjoying life free of glasses and lenses.

What about reading glasses?

GAA legend Oisin McConville at Optilase

30,000 laser eye procedures, I can comfortably say that the field has reached a zenith of safety and predictability”, said Surgeon and Medical Director of Optilase, Mr Wayne Crewe Brown.

world-wide have had laser eye surgery. Can you imagine the likes of Kim Kardashian, Nicola Kidman or Brad Pitt wearing glasses or fiddling around with contact lenses? That’s because they

Did you know that there is also a procedure available to eliminate the need for reading glasses? The procedure at Optilase involves a tiny inlay, smaller than a contact lens and onefourth the thickness of a single human hair which is is placed in a small pocket in the cornea of the patient’s non-dominant eye. Within hours, the patient is typically able to once again see near objects and read fine print, without the need for reading glasses.

What about the cost? It is estimated that a person

Free Consultation Call 08000 121 565 www.optilase.co.uk

Cleaver House, Belfast - Carlisle Rd, L/Derry - 1 Canal Court, 34 Merchants Quay, Newry

surgery for many reasons. There are obvious lifestyle benefits when it comes to playing sports, socialising and let’s not forget the every day convenience. Absolutely every one we have spoken to had the same response - why on earth didn’t I do it sooner! Optilase has clinics in Belfast, L/Derry and Newry. Optilase offers free consultations and a Lifetime Care Guarantee. Call 08000 121 565 for futher information.

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NI CHAMBER COMMUNICATIONS PARTNER

CONTENTS

JANUARY/FEBRUARY 2014 l ISSUE TWO

NEWS 08 Northern Ireland Winner at UK Chamber Awards 79 Business Bites from Brussels

SPECIAL FEATURE FOCUS ON GROWTH 17 Growth but beware 19 South of the border 20 The world of plastics

COLUMNISTS 52 58 76 96

Trevor Annon Ian Rainey Maureen O'Reilly Jim Fitzpatrick

88 92 93 94

Mini is as big as ever Loyalty counts in air travel Kitchen cool - Healthy Eating Dress like a celebrity - for a fraction of the cost

LIFESTYLE

FEATURES

30 A day with Finance Minister Simon Hamilton 35 Tracy Gilligan eyes expansion 38 The art of networking 40 Time to take 'A Different View' 53 New chief at Moy Park Janet McCollum reveals plans 56 Olenick gets IT right 80 Hutchinson AeroTech takes off 82 Talking the language of business

Editor: Adrienne McGill Publisher: Chris Sherry Advertising Manager: Catherine Patton Email addresses: adrienne.mcgill@northernirelandchamber.com c.patton@ambitionni.co.uk Websites: www.northernirelandchamber.com, www.ulstertatler.com Addresses: Northern Ireland Chamber of Commerce, 22 Great Victoria Street, Belfast BT2 7BJ Tel: 028 9024 4113 Publisher: Ulster Tatler Group, 39 Boucher Road, Belfast, BT12 6UT Tel: 028 9066 3311 Printed by: W&G Baird, Antrim Front cover picture: Khara Pringle

NI CHAMBER PATRONS

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[EDITORIAL]

“LET’S HOPE WE DON’T FIND OURSELVES BACK IN THE WOODS.”

DRIVING AMBITION

very warm welcome to the second issue of Ambition at the start of a New Year which heralds a frenzy of business activity. Two words are going to punctuate 2014 – Growth and Ambition. If you’re not ambitious in business – you’re not going to grow. It’s as simple as that. That’s why in this issue of the magazine, in addition to a wealth of news, views, profiles and information, we devote a section to growth. Two of Northern Ireland’s leading economists give an in-depth analysis of what 2014 holds in terms of economic conditions and prospects for growth. There’s a look at our biggest export market – the Republic of Ireland – with an overview of how the upturn in its fortunes is providing a boost for companies and the economy here. We also feature one of the Province’s most successful companies, the Denroy Group – which has become a titan in the plastics industry

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and hear about the Group’s plans for further expansion in the aerospace industry. Aerospace is a sector which another firm, SJC Hutchinson Engineering, is focusing on as a major driver of growth this year fuelled by the increasing demand by aircraft manufacturers for light weight plane components. The economic recovery has started – in fact it was beginning to take shape at the end of last year and companies are already seeing the effects – but let’s not get too carried away. As one economist said to me recently “We may be out of the woods – but we have just entered a clearing.” Let’s hope we don’t find ourselves back in the woods. The New Year brings fresh views – and bursting with them is our new regular columnist, independent broadcaster Jim Fitzpatrick, who each issue will be delivering his opinion on a topical and sometimes controversial issue.

We have been deluged with compliments about our inaugural publication with NI Chamber members telling us they are delighted to read about the success of fellow Chamber members in business and to read about the various programmes and initiatives which the Chamber has developed for their benefit. As Editor of Ambition, I am keen to hear from members who have a story to tell and a success to share – and look forward to interviewing them. Finally, a cover price has been introduced for the magazine – but Chamber members will receive Ambition for free as part of their membership. It’s well worth the read.

Adrienne McGill Editor Ambition

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[WELCOME]

OUR AMBITION IN 2014

Ann McGregor Chief Executive

appy New Year to all our members and partners, we would like to thank you for all your support and wish you great success in 2014.

"WE MUST CONTINUE THE GROWING SOMETHING BRILLIANT CAMPAIGN IN 2014..."

Mark Nodder President

We are delighted to see signs that the economy is improving and we are confident that there will be more opportunities for businesses to grow in 2014. There are many reasons to be optimistic, with the UK economy growing at its fastest rate for three years, a buoyant jobs market and lower borrowing forecasts, but we must turn the good growth we have seen over recent months into really great, sustainable growth. In 2013 Northern Ireland Chamber of Commerce provided a range of opportunities for members and the wider business base to access key influencers and business leaders, to be inspired and to learn from others and to increase awareness of their brand. The highlight for us was the Growing Something Brilliant campaign designed to inspire business confidence and support business growth which was launched by the Mayor of London, Boris Johnson, in May 2013. Over 500 businesses have participated in the campaign in a range of ways. Companies such as Dale Farm and Citi have shared their success stories. Glen Dimplex, Nacco Materials Handling and Survitec have used their expertise to help businesses directly with their export queries, sharing information and contacts in new markets. Other members have participated in meet the buyer events and benefitted by learning from others. It is widely recognised that Northern Ireland lags seriously behind in export and that we have a small business base. Therefore we will continue the Growing Something Brilliant campaign in 2014. We have an exciting programme of events and initiatives planned.

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The following measures are at the top of the NI Chamber agenda for 2014: •Review communication in relation to the promotion of business support to make it easier for businesses, especially SMEs, to find the support or advice that they need in a timely and efficient manner. Central to this should be a partnership approach with stakeholders recognising each other's specialist skills or networks and cooperating (rather than competing) to support business growth and export. • Address the structural failure in business finance, so that firms can access the working capital they need to operate and access the finance they need to realise their long-term growth ambitions including exporting. • Continue to pursue the devolution of corporation tax powers to Northern Ireland following the Scottish Referendum in 2014. This is clearly still on the table however the challenge will be ensuring that this is resolved before the next general election. • Nurture business confidence so that companies are encouraged to invest their hard-earned money into employing more people, expanding their premises and in new plant and machinery. • Relieve firms from the ‘cost of doing business crisis’, which includes rising business rate bills and energy costs – money which could be better spent on investment. The DETI Review of Red Tape is a positive step and the recent boost of £176m into the NI Economy as a result of the Autumn Statement must be used to cut energy bills. • Better availability of skilled workers – employability skills must be put at the heart of the education system, so that businesses have access to the right people with the right skill sets to be able to compete internationally. Recent NI Chamber surveys show that businesses are having greater difficulty in finding new staff, particularly skilled manual workers. Mark Nodder President Northern Ireland Chamber of Commerce Ann McGregor MBE Chief Executive Northern Ireland Chamber of Commerce

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[NEWS]

BT JOBS BOOST BT’s flexible contact centre operation in Belfast will expand this year bringing 165 new jobs to the city. The new roles, based in a second BT Flex contact centre opening in Riverside Tower, will bring the total number of new jobs BT has brought to Belfast since August 2012 to 270. The telecommunications giant already employs over 2,300 people across Northern Ireland. The new centre will employ multi-skilled service advisors who can work across any part of BT that requires additional resource for short-term campaigns. Recruitment of advisors and managers began at the end of last year and training will start when the centre opens this year. Colm O’Neill, CEO BT Northern Ireland, said: “Our first BT Flex centre located in BT’s

First Minister Peter Robinson and Deputy First Minister Martin McGuinness with Laurie Smith, BT Flex Centre Manager.

Riverside Tower has been a great success and we are delighted that BT Group has chosen to expand our operation at this location to meet our growing demand for skilled and experienced advisors. “Our new centre will help us focus on improving customer experience across all of BT’s functions and, as an innovative model of contact centre support, we’re delighted that Northern Ireland is once again leading the way.”

First Minister Peter Robinson said the reinvestment by BT was a further testament to the positive business environment that Northern Ireland offers global firms. Deputy First Minister Martin McGuinness said: "The 165 new jobs will deliver total annual salaries of over £3 million and provide career and training opportunities to local people within the dynamic, growing telecommunications sector.”

QUALITY HALLMARK FOR SERC Brian Murray with NI Chamber President Mark Nodder and Chief Executive Ann McGregor.

NI WINNER MAKES HISTORY The Workspace Group has become the first Northern Ireland winner of a ‘UK Chamber Award’ in a decade. The Co. Derry based organisation won the award for Sustainability, which recognises environmentally friendly businesses throughout the UK. This success comes just months after the Workspace Group was presented with the Queen’s Award for Enterprise in the area of Sustainable Development. Brian Murray, Chief Executive of the Workspace Group, accepted the award at a ceremony at the Brewery in London. Speaking at the event Brian said: “It is a great moment for the Workspace Group to win the UK Chamber Sustainability Award, as it represents the positive contribution all the businesses within our group make to the pursuit of sustainability, one of our key long terms goals. I know the great efforts all our staff contribute to ensure the high environmental bar we set for ourselves is met on an ongoing basis, and it is important to see these great efforts acknowledged not just in Northern Ireland, but right across the UK.” NI Chamber President Mark Nodder congratulated the organisation on the accolade. He said: “The Workspace Group shows what can be achieved with a strong management team with a clear vision and a desire to be sustainable in the way it delivers its services. It is companies such as The Workspace Group who will play a crucial role in helping the economy move from being good, to being great in the months and years ahead.”

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With the demand for qualified accountancy professionals remaining buoyant, a local college has achieved Approved Partner Status with the professional body Accounting Technicians Ireland (ATI) and will now join an elite range of approved educators throughout Ireland, who have been selected to educate accounting students because of their excellent academic standards and SERC staff James Currie Head of School high level of student for Business, Hospitality and Tourism, support. Sandra Roleston Associate Lecturer in The award recognises Business Management and Colin South Eastern Regional McKerr, Finance Lecturer. College’s (SERC) quality in the delivery of Accounting Technicians qualifications add value to their organisations. At and, with an ATI qualification seen SERC we are committed to by many employers as essential producing industry-ready students when hiring, it’s welcome news and accreditation by professional for anyone considering studying in bodies is an essential component this area. in helping us achieve this.” Ken Webb SERC Principal and Gillian Doherty, Director of Chief Executive said: “SERC are Education at ATI welcomed SERC delighted to partner with ATI. By as the newest ATI Approved ensuring our programmes are Partner. “We are delighted to professionally accredited, our partner with SERC. We have a qualifications have added value network of approved centres both to students and to located in Northern Ireland, so employers who require students we are delighted to strengthen who have the technical our links with the area through knowledge and skills required to this new partnership,” she said.

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[NEWS]

NI CHAMBER CHIEF ON FINANCE PANEL Economy Minister Arlene Foster and Finance Minister Simon Hamilton with Panel members Russel Griggs, Kate Barker, Ann McGregor and John Trethowan.

An elite group of figures in business and economics will get to grips with access to finance this year following the establishment of a new Panel by Finance Minister Simon Hamilton and Economy Minister Arlene Foster. The Access to Finance Implementation Panel has been tasked with putting a new focus on banking and access to finance issues here, particularly the issue of business lending. Professor Russel Griggs, Independent Reviewer of the UK Banking Appeals Process, has agreed to Chair the Panel whose

other members include John Trethowan, Head of the Credit Review Office in the Republic of Ireland and a Non-Executive Director of Progressive Building Society; Ann McGregor MBE, Chief Executive of Northern Ireland Chamber of Commerce; and leading UK economist Kate Barker. Announcing the panel Minister Simon Hamilton said: “For some time now we have been faced with a situation where banks have been saying that they have money to lend but that there is no demand and where many

businesses are saying they cannot get the money they need to invest and grow. “We also know that many of the schemes that have been put in place to help are not working as well as they might do. It all adds up to a situation where constrained business lending is impeding our economic recovery. This Panel will bring independent eyes to this. We have asked them to tell it to us exactly as they see it. It will work with us, the banks and the business bodies to progress the issues associated with access to finance that we have identified.” Minister Foster added: “Establishing this Panel was a key recommendation of the Economic Advisory Group (EAG) in their ‘Review of Access to Finance for NI Businesses’ report and an important part of the

JAPAN STRENGTHENS LINK Fujitsu, one of Europe’s leading IT systems, services and products companies, is to start recruiting in the coming months for 192 new jobs at its facility in Londonderry. At the end of last year, the Japanese company announced a £12m investment at its Timber Quay base in the city which will create 177 full-time positions and 15 business apprenticeships. The new positions will include a range of business support roles including administration, financial, procurement and human resources as well as technical and software roles working with clients in the UK and Europe. Fujitsu has had a presence in Northern Ireland for over 35 years, with bases in Belfast, Antrim and Derry. The latest announcement brings its workforce to over 1,000. The investment comes after First Minister Peter Robinson and Deputy First Minister Martin McGuinness met with representatives from the company during their trade mission to Japan last December.

Panel’s work will be to oversee the implementation of the other EAG recommendations. “The members of this Panel bring with them a wealth of knowledge and expertise on banking issues both in GB and Northern Ireland, as well as in the Republic of Ireland. Ann McGregor’s involvement also ensures there is a detailed understanding of the current challenges facing local businesses, and in particular SMEs, in accessing finance.” Mr Hamilton added: “I stated when I took office that I wanted to put a renewed focus on banking issues. The creation of this Panel and the Joint Ministerial Taskforce on banking that was established as part of the ‘Building a Prosperous and United Community’ economic pact will be key elements of this.

Pictured in Japan ahead of the investment announcement are: Alastair Hamilton from Invest NI, President Masami Yamamoto of Fujitsu Limited, First Minister Peter Robinson, Deputy First Minister Martin McGuinness, Fujitsu Corporate Vice President Akihisa Kamata, and Greg McDaid, Director for Northern Ireland at Fujitsu UK & Ireland.

THE RIGHT CHEMISTRY

Health Minister Edwin Poots with Randox Managing Director Dr Peter FitzGerald.

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Fending off global competition, healthcare diagnostics company Randox recently won a five year contract to supply quality control products to Northern Ireland health trusts. The contract will see the Crumlin based firm supply ten hospitals within the trusts. The new business, potentially worth £1.2m, means that routine patient blood tests will be quality assured by Randox products. Quality control products are used to ensure accuracy in testing procedures and help prevent misdiagnosis.

Randox is one of the largest manufacturers of laboratory quality control products in the world. Health Minister Edwin Poots said the deal exemplified the mutual benefits to health and the economy that can result from a partnership between government and the pharmaceutical and biotechnology sectors. Steven Jordan Global Manager, Randox Quality Control said the company was delighted that people in Northern Ireland would benefit from its ground breaking products.

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i3 CELEBRATES GREAT START TO NEW YEAR Prof. David Waugh, Director for Cancer Research and Cell Biology, Alan Armstrong, CEO Almac and Economy Minister Arlene Foster.

LIFE SAVING SCIENCE Almac has licensed a breast cancer test to a California company, in a move that the Craigavon based pharmaceutical firm said could be "game changing". Genomic Health will pay an initial $9m (£5.6m) to secure rights to develop and commercialise Almac's technology. Genomic will make further payments to Almac as future development and commercialisation targets are met. The test should be commercially available once validation procedures have been completed. The company says this process will take at least 12 months. The test helps predict which patients are likely to benefit from chemotherapy. Almac Group Chief Executive Alan Armstrong said the deal was extremely significant for Almac's diagnostic business unit and to the group as a whole. “Not only is it the first of its size for the team, but the potential revenue streams could be game changing in enabling us to reinvest in further research by our staff in Craigavon," he said.

Belfast based technology company, i3 Digital, is starting 2014 on a high as it celebrates 16 years of trading, and 30 per cent growth last year. The company, which employs 28 people in offices in Belfast, Dublin and London, was previously Biznet IIS which was founded in Belfast in 1997 by Managing Director, Adrian Bradley. It is one of the longest established independent online strategy and technology companies in Ireland. The firm has also recently picked up a string of awards in The Appys, an awards programme that recognises the very best in Irish app development and design. This included the Best Productivity App (Gold) Award for i3’s development of the Dublin Bus app, Best Photography App (Gold) for Galactic Fridge, which was also awarded with Silver in the Best Children’s App category. Adrian Bradley said: “We are delighted to kick-start 2014 with a 30 per cent growth and the collect of national awards that recognise our strength in innovation and our ability to embrace new digital technologies for our clients." The company provides a broad range of digital and technology solutions for a wide range of clients including design, digital strategy consultancy, enterprise class CMS solutions, e-commerce and custom build applications.

i3 Digital Managing Director, Adrian Bradley is pictured with colleagues as they celebrate their success after scooping three awards at the Appys.

£3M FUND HITS THE HIGH NOTE

John D’Arcy, chair of Enterprise Northern Ireland, Chris Hughes, founder of Enterprise Factor and Jordan O'Keefe, a finalist from Britain’s Got Talent 2013, who hails from Derry, in tune for the student training programme.

A start-up business that uses music to help schools develop entrepreneurial talent in their students has struck the right chord and become one of the first local recipients of finance from a new national loan scheme for entrepreneurs. Enterprise Factor, founded by Chris Hughes, has devised a six-week training programme that offers students a chance to develop, market and run the operations for a concert in their school featuring Jordan O'Keefe, a former contestant from the TV Show 'Britain’s Got Talent'. With initially ten schools involved, the programme will now be rolled out to over 50 schools across Northern Ireland. The loan will support investment in materials for the programme and further marketing. Finance for the deal was provided by Enterprise Northern Ireland, which has been appointed to administer at least £3m of funding in Northern Ireland on behalf of the Start Up Loans scheme – designed to stimulate entrepreneurship across the UK.

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[NEWS]

ACCOLADES FOR INDUSTRY LEADERS NI Chamber Chief Executive Ann McGregor and the Chief Executive of Northern Ireland Tourist Board (NITB) Alan Clarke, have been awarded honorary fellowships by Belfast Metropolitan College (BMC). The inaugural fellowships were presented during the College’s recent higher education graduation ceremony for students. Ann was recognised for her excellence in business development and enterprise and in leading local businesses through challenging times in the midst of a recession, while Alan received the prestigious award in recognition of his outstanding

contribution to the local tourism economy and steering NITB through a period of change and high levels of investment, culminating in the ni2012 ‘Our Time, Our Place’ campaign. Ann said she was honoured to receive the award and hoped that each student at the college continued to be “dynamic so they could adapt to their future education, careers and personal journeys.” Alan said he was proud to receive the accolade and urged students to gather inspiration from the transformation of the Northern Ireland landscape in which NITB had played such a large part.

Dale Farm Group Chief Executive Dr David Dobbin with Economy Minister Arlene Foster who opened the new facility.

EXPORTS SET TO GROW Dale Farm has opened its new £20m cheese and whey processing facility near Cookstown - one of the most advanced of its kind in Europe. The Dunmanbridge plant forms part of a £39m investment supported by Invest Northern Ireland, part funded under the European Regional Development Fund. Economy Minister Arlene Foster, who officially opened the new facility said: “This new operation is a massive vote of confidence in the future of the dairy industry by Dale Farm. It will enable our largest dairy business to expand sales outside Northern Ireland with cheese sales mainly into Great Britain and Northern Europe and whey protein sales to China and worldwide." Dr David Dobbin, Dale Farm Group Chief Executive, said the large scale investment programme had transformed Dale Farm’s product range and production capability, enabling it to compete successfully on a global scale. The Group achieved sales growth of over 30 per cent last year and won new business with growing sales across the British Isles and in key export markets such as China, Russia the Middle East and Africa.

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BMC Chair Richard O'Rawe, NI Chamber Chief Executive Ann McGregor and BMC Chief Executive Marie Therese McGivern at the graduation ceremony.

A FINE WINES WIN Belfast-based Direct Wine Shipments (DWS) has beaten off competition from throughout the UK to scoop the IWSC Independent Retailer Trophy in the 2013 International Wine and Spirit Competition (IWSC). Founded in 1954, Direct Wine Shipments places a focus on high quality famous names and niche growers. From bottling Guinness and wine in the 1950s, the emphasis is now on importing wine from family owned wine producers including: Botalcura, Domaine de Cristia, Hunter’s, and Pommier. Peter McAlindon who runs the company with his brother Neal said: “Winning this prestigious award is absolutely wonderful. It is testament to our great team who work so hard and with such enthusiasm. The award shines a spotlight on Direct Wine Shipments bringing it to a much wider audience. To win a major UK trophy is a very significant achievement for a Northern Ireland company."

Kevin McAlindon (left) and his two sons Peter and Neal mark the first time a Northern Ireland company has been awarded Best Independent UK Wine Retailer of the Year.

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[COLUMNIST] PAUL MCGARRITY, DIRECTOR OF OCTAVE DIGITAL

OPPORTUNITY KNOCKS SHOPPING ONLINE IS NOW THE NORM AND BUSINESSES NEED TO ADAPT AS PAUL McGARRITY EXPLAINS.

t seems the United States has been successful in exporting more of its consumer habits ‘across the pond’ in the form of ‘Black Friday’ and ‘Cyber Monday’. Black Friday is the term for the Friday after Thanksgiving Day in the US and marks the start of the Christmas season. Cyber Monday is the Monday after Black Friday and is the key calendar date for online sales. The UK Cyber Monday figures in December 2013 were staggering with UK consumers spending £450m that day alone. Cyber Monday originally started as a marketing exercise in 2005 by small niche US online retailers who were trying to encourage consumers to spend some of their Christmas budget online. Fast forward eight years and online retail is now an integral part of how major retailers attract sales. Over the last five years in particular, retailers have invested in user-friendly websites, fast order fulfilment systems and technology to support consumers to shop at their convenience. But it’s not just the big high street brands that have succeeded through ecommerce. Many small retailers across Northern Ireland have invested in ecommerce marketing and sales operations. Belfast-based jewellery retailer Argento has combined an expanding retail network with strong ecommerce sales. Last year it invested £500,000 in order to increase online market 14 l Ambition Magazine

share and enhance Amazon and Ebay. customers’ in-store Changing consumer “CHANGING shopping experience. habits are forcing local CONSUMER At a recent small businesses to market Gateways to Growth and sell in new ways, HABITS ARE event, organised by especially online. FORCING NI Chamber, Paul However for some local LOCAL SMALL Bond from Monaghan retailers, it’s too late. based Brix Workwear Belfast city centre has BUSINESSES TO revealed how the witnessed a number of MARKET AND business had to high profile retail failures SELL IN NEW embrace rapidlyover the past 12 months. changing media and While ill-informed local WAYS, retail habits in order politicians call for more ESPECIALLY to survive. The familygovernment intervention ONLINE.” run small business was to prop up local high street trading successfully retailers, much of the blame from its retail store up for retail failure lies with the until 2009 when the double impact of fastsmall business owners who didn’t seize the rising online sales and the effect of the opportunities to change their business recession had a hugely negative impact on models by selling effectively online. sales. At that time, Brix workwear was at a A lot of the time, many business owners major crossroads and the family realised they are put off by the fear that ecommerce ‘is needed to start doing business very differently. too complicated’ or a fear of changing their One of the opportunities for them was to very traditional business model. But with the start selling online. After researching the rising trend in online shopping, most small burgeoning market online, they took the retail businesses require an effective decision to turn their backs on the old ecommerce operation. In fact, if the current economy and embrace the new. The economic contraction shows us anything, it’s business now sells successfully online through that local retailers need to respond rapidly a variety of sites including its own ecommerce to the opportunities in ecommerce and site and via third-party retailers including adapt how they sell their goods.

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FOCUS ON GROWTH

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[FOCUS ON GROWTH]

HANDS ON GROWTH WITH ECONOMIC GROWTH ON THE CARDS THIS YEAR, BUSINESS CONFIDENCE IS RETURNING. IN THIS SECTION, TWO LEADING ECONOMISTS ANALYSE A RANGE OF SECTORS AND WE FOCUS ON ONE OF OUR MOST SUCCESSFUL COMPANIES – THE DENROY GROUP – WHOSE PLANS FOR EXPANSION REFLECT THE RENEWED APPETITE FOR INVESTMENT.

ith economic recovery now well established and consumer confidence returning – the story for 2014 will be growth and ensuring the bounce-back is sustainable. However – it’s important not to get too carried away. As NI Chamber’s latest Quarterly Economic Survey reveals, Northern Ireland’s recovery is still slower than in the rest of the UK. Early indications are that the construction and manufacturing sectors may enjoy a recovery parallel to Great Britain but the businesses providing certain types of services, particularly in financial services, are lagging. Breathing life back into the economy has not been easy – but many companies here are already seeing improvements. As Finance Minister Simon Hamilton noted recently: “As I meet with and listen to local companies, I get a real sense Northern Ireland’s economy is on the move and on the move in the right direction. There is a growing optimism within firms that is reflected in fuller order books and the employment of more people.”

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Most of the economic indicators look positive. Unemployment has been coming down very gradually, but consistently, with the number of people claiming Jobseeker's Allowance standing at 60,200 compared to nearly 65,000 a year ago. There has been a series of substantial job announcements from Invest NI, mainly in the manufacturing sector, and more may be in the offing as result of the investment conference which took place last October. House prices – always a good barometer of economic wellbeing - have also stopped falling and are showing a slight recovery although people who bought property at prices akin to telephone numbers are still drowning in negative equity. However, while economists are in agreement about growth taking place, there’s discrepancy over the actual figure. The outlook ranges from the 1.6 per cent growth predicted by Esmond Birnie of PricewaterhouseCoopers (PwC), up to the 2.4 per cent forecast by Angela McGowan of Danske Bank. And let us not forget what’s happening with our neighbour, the Republic of Ireland. There

is uplift there too in certain sectors. A record 10 billion euro worth of Irish food and drink was exported last year. Bord Bia recorded a 9 per cent increase in the amount of goods going overseas in 2013, including 3bn euro worth of diary products and ingredients, 3.3bn euro in livestock and 1.65bn euro of prepared foods. However, the Republic’s economy is still fragile. There will be another austerity budget, and debts continue to weigh heavily on government and households, while the banks remain weak. Acknowledging the economic difficulties which Northern Ireland has faced for several years, the Minister for the Department of Enterprise, Trade and Investment, Arlene Foster expressed her relief at the start of the year that there had been an improvement in conditions towards the end of 2013. However, she warned against becoming complacent. “It is important that we sustain the recovery during 2014 and build on the c urrent momentum.” Overall, the economy still has some way to go before recovering to pre-financial crisis levels….but at least it’s on the mend.

GROWTH SPEEDS UP, BUT RISKS ABOUND BY NEIL GIBSON, NORTHERN IRELAND CENTRE FOR ECONOMIC POLICY, ULSTER BUSINESS SCHOOL, UNIVERSITY OF ULSTER

014 begins with the economic mood modest and many emerging markets faced upbeat for the first time in 6 years. difficulties in 2013. It appears that businesses Businesses and consumers alike are and consumers alike have grown accustomed reporting a growing sense of confidence and to the ‘new world’ in which they operate. firms are enjoying increased order and Deferred spending decisions cannot be put off inquiry levels. The official data is also forever, consumers are less likely to fear for beginning to show signs of improvement with their job and businesses are turning their employee job numbers on the rise and attention from cost reduction to prospecting unemployment levels falling. What has for new business. caused this improving mood? In some ways it CONSUMER LEADS THE WAY is difficult to determine, the economic Forecasters have been predicting an export or fundamentals have changed little over the last business investment led recovery in each of 12 months. National debt continues to rise, the last 4 years. Neither of these outcomes albeit at a slower pace, interest rates remain have come to pass, instead it has been the at their record low level and the cost of living consumer that is leading the economic continues to rise faster than pay settlements. recovery. In Northern Furthermore, the Ireland this is likely to lead global recovery in the to relatively robust growth Eurozone is very “THE RECOVERY IS

BROADENING SECTORALLY...”.

in the housing market and a welcome boost for firms in domestic markets. Clearly this consumer led recovery suggests a note of caution is required when assessing the sustainability of the recovery. With interest rate rises likely sometime in 2015 (possibly even earlier if UK unemployment falls below 7%) and further government cuts planned post general election, there must be at least a risk that consumers cannot sustain their recent momentum. NICEP would cite this as the primary forecast risk and it is why our projections suggest that after a relatively encouraging 2014 challenges lie ahead, unless the baton of growth can be passed to the business sector. SECTORAL SUCCESS IN 2014 There are a number of sectors for whom 2014 is shaping up to be a very strong year. The Agri food industry remains very buoyant in Northern Ireland and prospects are strong, despite consistent input price pressure. Demand is high and brand reputation very good indeed. New markets are being opened up all the time and the sector will play a major role in the return to growth. Elements of the ICT and high tech manufacturing sectors did not experience a recession and continue to go from strength to strength with 2014 expected to continue this trend as export demand remains robust. Private services recorded notable inward investment and expansion success last year and again this is expected to continue into 2014 as the sector becomes an ever larger The consumer led recovery suggests a note of caution is required.

The Outlet, Banbridge

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[FOCUS ON GROWTH]

Government funding should move away from job support to research and innovation.

part of the region’s export base. Perhaps the most encouraging sign in recent surveys and official data is that the recovery is broadening sectorally and this adds to the confidence that 2014 will be a positive year for the local economy. BUSINESS CHANGE IN 2014? Access to finance continues to garner significant policy attention but according to a number of business surveys business costs are arguably a more significant concern. NICEP is supporting the Department of Enterprise, Trade and Investment with business cost research to see if there are any policy choices that could be made to help alleviate the pressure. We expect skills shortages, rarely discussed in recent years, to return to prominence in 2014 and 2015. This may seem strange given current unemployment levels but there is a clear mismatch of skills available and skills required. Wage inflation, also an issue that has been dormant recently, is also likely to reappear in the next 12-24 months. Many people have endured a number of years of limited or no pay increases and faced with rising personal inflation they are likely to push aggressively for increases if the economy is perceived to be in ruder health.

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AND WHAT OF POLICY? Can we expect to see any new economic polices coming from Stormont? The new Programme for Government will be shaped during the year and though there will be some subtle changes in emphasis it will broadly follow the direction of travel of the current one. The issue of Corporation Tax will return again as the Scottish referendum draws near and we can expect a decision in the Autumn. Hopefully the decision is positive, but if not the business community will be keen to see what Plan B is; does Northern Ireland have its ‘next best idea’ ready in the wings? As the economic landscape changes, the InvestNI support offered may well begin to change. Funding should move away from the job support offered during the recession towards R&D, innovation, creativity and export programmes. Northern Ireland policy makers were

provided with a revenue boost of circa £160 million from the outturn of the Autumn Statement – it will be interesting to see where that money goes. Will it be consumed in the system or will it, for example, be used to reduce business or domestic tax burdens to provide a welcome boost to the much debated transition towards a private sector led economy? GOOD YEAR AHEAD BUT DON’T SIT BACK. The outlook has improved, the recovery is broadening sectorally and this is cause for optimism as we enter 2014. But the recovery is skewed at present towards the consumer and this is not sustainable. It cannot be a time for complacency, if the baton for growth does not transition to the business sector then this new wave of optimism will be sadly short lived. Economic recovery? Business it is over to you!

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SOUTHERN SWING BY PHILIP MCDONAGH, INDEPENDENT ECONOMIST

manufacturing exports from £5.73bn in 2010/11 fter several years of recession, the to £6.87bn by 2014/15. Growth in exports to economy of our closest neighbour seems the emerging economies (defined as the BRIC to be getting back on track and this is countries of Brazil, Russia, India and China, and good news for the Northern Ireland economy. the less familiar CIVETS countries of Colombia, In the same way that we suffered when the Irish Indonesia, Vietnam, Egypt, Turkey and South economy collapsed, we will also benefit from its Africa) was given a higher target of 60 per cent recovery. over the same period. Back in November 2011, the Northern The first Economic Strategy Monitoring Ireland Executive launched the draft Economic Report published in October 2013 reported that Strategy for Northern Ireland which set out a while other strategic targets were on course, the vision for growing the private sector of the local value of manufacturing exports had remained economy through increasing the number of local almost static over the first two years up to firms competing in global markets. Not content 2012/13. Exports to the emerging economies with the target of increasing our manufacturing had actually risen by 35 per cent, over halfway exports by 15 per cent over the next 4 years, to the 60 per cent target, many of those but because this was from responding to the a very low base it was consultation insufficient to boost the urged the “THE IRISH overall level of exports. Executive to be ECONOMY HAS TURNED So was the more ambitious. A CORNER”. target too ambitious? It With fast growth was set at a time when projected for the there appeared to be a real emerging prospect of the devolution of corporation tax in economies, surely we should stretch ourselves a the short term and perhaps this created a false bit more. After all, the Scots had just set a target sense of optimism. Even so it does not seem at in their Economic Strategy of growing their first glance to be a particularly stretching target. export base by 50 per cent over a similar, if So why have our manufacturing export sales slightly longer, timescale. been so sluggish? The Executive yielded to the pressure and Well, probably the most important answer is raised the target for export growth from 15 per that the economy of our largest export market cent to 20 per cent by 2014/15, in other words, (excluding the UK) - the Republic of Ireland – the challenge is to increase the value of The outlook for economic growth in the Republic of Ireland is modestly positive.

has experienced a period of very slow growth and demand, at least until recently. According to HMRC Regional Trade Statistics, exports to the Republic of Ireland in the year ending Q3 2013 were valued at £2.1bn which represented just over one third of our total exports of just under £6bn. Anyone trying to do business south of the border over the last few years will confirm how difficult it has been. The good news is that recent economic forecasts suggest that the Irish economy has turned a corner. Despite the huge burden of debt hanging over government, business and households, the outlook for economic growth appears to be modestly positive. The Irish government was keen to stress this optimism as it exited the bailout in early December but the respected Economic & Social Research Institute (ESRI) also published a very upbeat quarterly economic forecast shortly after the government’s own Medium Term Economic Strategy. The ESRI is forecasting economic growth of 2.7 per cent in 2014 compared with 0.2 per cent in 2012 and 0.3 per cent in 2013. This growth will come on the back of investment and growth in exports rather than consumer spending which is forecast to grow at only 1.5 per cent. Nevertheless, this is encouraging news for those selling to the investment sector in the South and the ESRI projects import growth of 3.9 per cent in 2014. The government’s own Strategy projects growth of 2 per cent next year but rising to 3.5 per cent by 2017 and beyond. The importance of the Irish market to our businesses lies not just in the renewed growth opportunities that it offers but also in its convenience and physical accessibility, particularly for small businesses looking to get involved in exporting. A recent study by InterTradeIreland (ITI) on the key features of exporting SMEs on the island of Ireland flagged the importance of the cross border market. Cross border sales represent the first export market for almost three quarters of businesses across the island, with 90 per cent of Northern Ireland firms taking their first steps in the Irish market. The experience gained in cross border trade acts as an export stepping stone for many small firms with 71 per cent of firms in the ITI survey saying that it has had a significant influence on the additional export markets for their business. This is important not just for businesses seeking to grow their business by moving outside the limited domestic markets in Northern Ireland but also for policymakers looking for initiatives that will begin to make some serious inroads into our export targets.

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PLASTICS ARE FANTASTIC WITH IMPRESSIVE GROWTH OVER THE YEARS AND MORE PLANNED FOR THE FUTURE, THE DENROY GROUP HAS BECOME A WORLD LEADER IN THE PRODUCTION OF PLASTICS. ADRIENNE MCGILL TALKS TO CHAIRMAN JOHN RAINEY.

hat would the world do without plastics? They are versatile and flexible and are responsible for countless facets of the modern life we enjoy today. Be it health, nutrition, shelter, transportation, safety, security, communication, leisure and innovations of industry – plastics are indispensible. Plastics are what legendary Northern Ireland industrialist John Rainey has built his commercial empire upon and in the process made Denman, the hairbrush brand, and Denroy, its sister plastics moulding firm, become world renowned. Denman and Denroy, both based in Bangor and with a combined workforce numbering 180, are divisions of the Denroy Group. The Group consists of Denroy Plastics – the manufacturing company who produce Denman haircare and all of the industrial mouldings; Denman International who market, sell and distribute Denman haircare products; and Denman Inc, a wholly owned subsidiary acting in America for Denman International. John holds a number of positions across the Group. He is Chairman and Managing Director of the Denroy Group, Chairman and Managing Director of Denroy Plastics, President of Denman Inc and Chairman of Denroy International Ltd having stepped down as Managing Director in favour of Philip Steele last year. He first became involved with Denman in 1972 when the Rainey family were encouraged by the Northern Ireland Government to rescue Ulster Plastics which had been placed into voluntary receivership by its parent company. At the time the family had their own small plastics firm called Martin Rainey Ltd but taking over Ulster Plastics was to catapult John into a whole new level of plastics production. Now – more than 40 years later, the Denroy Group’s growth seems unstoppable with its fields of expertise covering the haircare, aerospace, defence, healthcare and automotive industries across the world.

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The Group has just enjoyed a record year with Denman exports up by 21 per cent. Group turnover for 2013 topped £13m while exports of Denman hairbrushes to America – its largest overseas market - rose a staggering 37 per cent. Denman’s business is split between the UK professional salon market and UK retail (including Boots and Sainsbury’s) with exports to more than 50 countries. After America, its other major export markets are Japan, South Africa, Germany, Canada and Australia. Denman hairbrushes have become synonymous with quality and durability in the hairdressing industry. The brand is regarded as the “hairdressers hairbrush” because of its strong links with the hairdressing industry and also thanks to approval in the early years by one of the industry’s most famous names, Vidal Sassoon. “We produce around 250,000 hairbrushes a month and while sales in the

“AEROSPACE IS AN AREA WE ARE TARGETING AS IT HAS THE BEST PROSPECTS FOR GROWTH IN THE WORLD MARKET.”

US have particularly driven export growth, sales have also been strong in a host of other countries including South Africa, Canada, and Australia,” says John. “There is growing disenchantment from customers towards products coming from the Far East. Price levels are increasing, and service and supply is unreliable as labour costs continue to escalate. “Retailers know they can rely on us because we offer value for money and can get quality products to them on time. “In an age when computers have taken over – we have always tried to make sure we conduct our business in a very personable way.”

John says the focus for further growth in Denman is to re-shore the small number of products that are currently manufactured in the Far East and have them produced at home by Denroy. “We want to bring everything back under our own control with a view to ensuring that we have product when we want it and that the quality is of the standard we require.” While a significant proportion of the Group’s business is Denman, John emphasises that the powerhouse behind the brand is Denroy because it is that division which manufactures the hairbrushes and all the other plastics products for industry use. “Denroy is benefitting from the Denman name but it is a force in its own right and is about to get bigger – in the field of aerospace,” says John. The company already makes plastics components for Airbus but its involvement is set to expand with the announcement that it is to make parts for GKN Aerospace’s two plants in England where components for Airbus’s single aisle aircraft are being assembled. The five year deal, worth £3.5m, will see Denroy supply plastics parts used to mount fuel pipes, hydraulic pipes and electrical cables used inside the wings. With this expansion, the company plans to establish a centre of excellence at Denroy’s site in Bangor in a £2.5m investment. “Aerospace is an area we are targeting as it has the best prospects for growth in the world market. “We need to make sure we keep to the forefront of technology in order to remain a leader in plastics and aerospace is a sector where there is high demand for our expertise. “We recently won a significant contract from Bombardier to supply components for the new CSeries aircraft whose wings are being manufactured in Belfast. “As a result opportunities have also opened up in Spain, Canada, America, Mexico and Brazil with aerospace companies who require similar types of products.”

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John Rainey says the focus is on keeping to the forefront of technology.

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“I REMEMBER MY FATHER RETURNING FROM GERMANY WITH THREE PLASTICS BEAKERS WHICH WERE UNBREAKABLE.”

Denroy is currently engaged in EU funded research around a new injection moulding/composites manufacturing process for use in the global aerospace sector. “We want to develop reinforced composites in the direction of thermoplastics. This innovative and ground-breaking research together with our level of expertise, will enable us to make a significant contribution to aerospace.” In 2012 Denroy celebrated its 40th anniversary while the Denman brand recently celebrated its 75th anniversary and did so in style with events held in locations around the world including Bologna, Las Vegas, London and Hong Kong attended by employees, retailers, distributors and industry representatives. John says one of the highlights was a special and unexpected presentation of Waterford crystal made to the company by the trade union, Unite. His passion for plastics is evident as he talks about being immersed in the industry from an early age. John’s father Max was manager of the plastics division of Belfast engineering company Mackies in the 1950’s at a time of tremendous development. “I remember my father returning from Germany with three plastics beakers which were unbreakable. “He also brought back the first super ball. These balls would almost perpetually bounce when dropped from a height. I became totally fascinated with plastics.” After graduating with a degree in mechanical engineering followed by a postgraduate diploma in Polymer Science from the University of Ulster, John continued his academic studies with a Master’s Degree in Polymer Technology.

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John with one of Denroy’s plastics moulding specialists.

“There are many different properties in plastics to suit different applications - some are soft and pliable and others are stiff and rigid,” says John. “The term plastics refers to materials which are mouldable. Using heat and pressure you can change the shape of the material and cause it to take up the shape of a cavity in a mould to produce a certain product.” He points to the fact that Denman has always been seen as the glamorous part of the business but now there is a glamour attached to what’s happening in Denroy. “It is an extremely competent production facility where we can take a product from an idea through to design, tooling and production. We can also assemble, pack and distribute the product.” Looking to the future and with further

growth in the pipeline, John says the business is as resilient as the plastics it produces. “We see a very healthy period ahead. We have had a good period of growth and we think that is sustainable. “We are unique in the width and capability that we have within the company, with expertise in a remarkable range of materials and processing techniques. “I wouldn’t want to work anywhere else outside the plastics industry. It is really fantastic. “I joked with someone that I had flown from a hair show in Las Vegas to an air show in Farnborough and that only one letter separated them. “The fact is, we have managed to stretch across haircare and air transport but what unites them is plastics.”

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[FEATURE]

A NIGHT OF DAZZLING ENTERTAINMENT THE NI CHAMBER OF COMMERCE PRESIDENT'S BANQUET, 'NI CHAMBER ROCKS', TOOK PLACE DURING BELFAST MUSIC WEEK AND WAS AN OUTSTANDING EVENT AS IT CELEBRATED THE BRILLIANT AND GROWING CREATIVE INDUSTRIES IN NORTHERN IRELAND. NI Chamber President Mark Nodder was joined by Belfast-born guest speaker Paul Smith, founder of Celador, creator of Who Wants to be a Millionaire? and Finance Minister Simon Hamilton. More than 500 guests at the event, which took place at Titanic Belfast, were entertained by local artists and performers from a breadth of creative genres, including up-coming local band Silhouette and from the BBC show, The Voice, Conor Scott. 'NI Chamber Rocks' was supported by NI Chamber's Communications Partner BT, supporting sponsor NYSE Euronext and reception sponsor Keys Finance Group. NI Chamber President Mark Nodder and Chief Executive Ann McGregor with Joanne Salley and Minister Simon Hamilton.

Guest Speaker Paul Smith and BBC presenter Mark Simpson.

NYSE Euronext Team from Belfast and New York.

Mark Nodder and his wife Denise.

Headline entertainment came from Silhouette.

Conor Scott performed a range of his own songs.

Mukesh Sharma of Selective Travel and Liza Hammond of Etihad Airways present Brian Macklin (centre) with the star prize on the night on behalf of Age NI.

Judith Totten and Diane Woodside from reception sponsor Keys Finance Group.

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[FEATURE]

FIRM FOUNDATIONS SUCCESS MAY HAVE MUCH TO DO WITH LUCK, BUT AS AIDAN FLYNN, MANAGING DIRECTOR OF MAURICE FLYNN & SONS TELLS ADRIENNE MCGILL, STRATEGIC PLANNING IS ALSO VITAL.

he Institute of Directors ‘Young Director of the Year’ award is one of the most prestigious and fiercely contested titles to scoop in Northern Ireland business circles – and Aidan Flynn was clearly delighted and humbled when he was announced as the winner at a ceremony in Belfast’s Merchant Hotel at the end of last year. The 39 year old Managing Director of Maurice Flynn & Sons (MFS), was recognised for his leadership of the company which has achieved impressive and sustained growth over the past decade, and for driving a strategic focus on specific markets that have proven to be recession proof.

“WITH FEWER LOCAL COMPETITORS IN THE MARKET PLACE, IT HAS OPENED UP OPPORTUNITIES FOR US…” The company, which employs around 250 full time staff was established by Aidan’s father, Maurice in 1974, and is headquartered in Dunmurry on the outskirts of Belfast where it is one of the largest local employers. It has become a leading maintenance and construction contractor in Northern Ireland delivering high quality services to clients across the public sector. These include social housing associations, schools, colleges, councils, hospitals, emergency services, and government departments such as the Department of the Environment, Department for Regional Development and the Rivers Agency. “My father set up the business in the year I was born – he was the driving force behind the company. I joined when I was in my teens – operating machinery and working on contracts management. I did a bit of everything,” says Aidan. “In the early years, the firm was mainly involved in civil engineering, roads, footpaths and public highways maintenance. Being in the company from an early age, gave me an in-depth understanding of every element of it. This has given me a very hands-on approach and working alongside my father was the best experience I could have had.” Over the past 20 years, the business has grown dramatically – but especially so in the last 5 years. “The vast majority of our work involves

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Aidan Flynn (right) on site with Stephen Darragh, Senior Contracts Manager.

government contracts – specifically building maintenance – so there is always lots in the pipeline and whilst the nature of government contracts is that invoices can take time to agree, at least there is no risk of non-payment. “We’ve been lucky – but we have also planned strategically. When the government cuts back on finances, it is mainly in new build capital projects. The focus is, therefore, on maintaining the assets that are already built such as schools, colleges, hospitals etc. “Since 2007, the government has moved many new project monies to maintenance monies which has increased our workload substantially and, in turn, our revenues.” The company’s growth over the last year has been phenomenal with results for the year to 31 August 2013 showing a turnover of £30m, doubling from £15m the previous year. While still maintaining a very personal approach himself with clients, Aidan says his decision to

bring in a senior management team and implement a new organisational structure has been crucial to the success of the company. “We identified where the weaknesses were in the company and put an operational strategy in place. This was quite a big change for me as I had been dealing with all the day-to-day running of the business across all areas and making all the decisions but there weren’t enough hours in the day to do everything. “The senior management team identified our key markets including health, education and social housing as sectors where there was significant growth and, since that, we have been successful in gaining long-term contracts with the Belfast Education & Library Board, Belfast Health & Social Care Trust and two leading housing association consortia. “The maintenance of the social housing sector was somewhere we wanted to take the business. The company had been

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engaged for many years in social housing to some degree but we wanted to expand in this area and we saw an opportunity.” A directive from the Department for Social Development (DSD) has seen a trend of smaller housing associations combining their procurement contracts and this has given MFS a competitive advantage over other maintenance firms. In 2012 there were 38 social housing associations in Northern Ireland but the figure dropped to 25 last year and continues to fall further this year. DSD’s aim is to reduce the overall number to just 5 groupings so, rather than engaging a multitude of different contract maintenance companies, there will be a much smaller core group of operators. Overall there are 40,000 social housing units in the hands of Housing Associations, representing about a third of all social housing in Northern Ireland. “We have been fortunate because, as quite a large company with years of experience in this area, we are able to cope with the scale of work which comes up for tender whereas smaller companies can’t,” says Aidan. The company is currently responsible for the maintenance of a total of 15,000 social housing units under various Housing Association Groups across Northern Ireland. The range of work carried out by the firm’s skilled trades people is considerable – they are tasked to tackle any issue which may arise in the homes – from leaking water pipes to installing a kitchen. Recently the firm completed a contract for Helm Housing which involved installing new kitchens and bathrooms in 1,200 of the Association’s homes. “We have to go through the public procurement process regularly. Just because you have done it many times before, does not give you a green light.” “All we can do is make sure we are in the best shape possible when a tender arises. We have to ensure we have the relevant

The PSNI Memorial Garden, one of the schemes completed by the company.

The bandstand with its jazz band at Loughshore Park is another Maurice Flynn & Sons project.

expertise, that we have the right team on board, and that we have the right accreditation. “A lot of the companies we would have been competing against in the past are regrettably not in business anymore and we are acutely conscious of the risks of operating in construction in the current climate. “You don’t like to see anyone hitting the wall, but certainly with fewer local competitors in the market place, it has opened up opportunities for us and allowed us to step aside from the race to the bottom in terms of tender pricing and we are now seeing the market return to sensible and sustainable tender pricing.” A further reason for the success and growth of MFS has been a constant assessment of market demand and the continual renewal of technology to meet the changing needs of clients. The firm is currently investing £250,000, partly backed by Invest NI, in class-leading software solutions that enable the company’s field operatives to connect with its 24/7 helpdesk whose call handlers respond to requests from clients for maintenance which is then carried out according to priority, often within 2 hours of contact being made. “The new system means that our maintenance staff have a smart device in their vans and by GPS we will know who is nearest to a job when a call comes through. “When the staff member gets there, he will have all the information on his smart device and will be able to tick through tasks he has done. This means the invoice can be prepared before he has left the job and the client will be able to complete a satisfaction survey while he is there. Before and after photographs will also be taken to evidence the work. “It means we know where everybody is and what they are doing. This is a total mobile solution and is intuitive, transparent

and auditable, capturing all the right information which we need to evidence the work that has been done. Part of the reason why we are doing it is because there is a compete audit trail of what has been done, which from a public sector point of view is where the scrutiny lies.” Last year MFS’s stature within the UK was recognised when it was listed as one of the London Stock Exchange’s ‘1000 companies to Inspire Britain’ and also won a number of prestigious awards for its training of young apprentices. Skilling up young people is an area Aidan feels strongly about and the company has built alliances with Springvale Partnership, Belfast Metropolitan College and the CITB in a bid to increase the number of apprentices. “I am passionate about bringing kids into the industry. Because our work is maintenance, it is a specialist area - it is important to have our people multi-trained and we take our apprentice schemes very seriously.” There are no signs of the company’s appetite for growth ceasing – an additional 100 new jobs are likely to be created this year on the back of new tenders which the firm is confident of winning and partnerships with other firms are a possibility. “We are continuously looking at different areas, for instance the health care sector and opportunities in relation to house building in England. “I am very satisfied in relation to the markets we are identifying and we are also exploring strategic alliances with other firms who can complement our skills and experience.” With Aidan’s excellence in leadership already recognised, there is every indication that his skills as an outstanding director will deliver further success for the firm. “We intend to excel further in what we do. We will certainly not rest on our laurels”, he says confidently. Ambition Magazine l 25

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#wellconnected

#WELLCONNECTED WITH… FELLOW CHAMBER MEMBERS NI CHAMBER NETWORKING EVENTS PROVIDE ACCESS TO BUSINESSES FROM ACROSS NORTHERN IRELAND AND TO KEY GOVERNMENT INFLUENCERS. HERE, WE HIGHLIGHT A NUMBER OF RECENT EVENTS WHICH HAVE ENABLED OUR MEMBERS TO BE #WELLCONNECTED AND GROW THEIR BUSINESS.

Net4wiseowl’s Bill McCartney delivers a LinkedIn Master class at NI Chamber’s Annual Networking Conference at Belfast’s Ramada Hotel.

The Annual Networking Conference was attended by more than 300 delegates.

Patricia Heron (Regus Management) and David McIroy (RTU).

Michael Walker (The Orchardville Society) listens intently at the conference.

WEB CONNECTIONS Northern Ireland Chamber of Commerce is delighted to announce the launch of its dynamic new website. The website northernirelandchamber.com which has been developed by Belfast-based digital company Gravity, is designed to reflect NI Chamber’s evolving image and is aimed at enhancing members’ ability to network and enhance their brand and profile. The website features a new Members Area which allows you to: • Create your own profile page where other NI Chamber members can read about your company and leave recommendations • Upload your own news items and events directly to the NI Chamber website • Advertise job vacancies within your company • Provide member-to-member discounts In order to access the Members Area, you will need to log on using your unique NI Chamber Membership ID which should have already been sent to you. The website is also supported by a new mobile app, also developed by Gravity, which is available for download on the iTunes store. If you have any queries please contact Christopher Morrow, Communications Manager at NI Chamber via email at christopher.morrow@northernirelandchamber.com Draven McConville and NI Chamber’s Chris Morrow launch the new northernirelandchamber.com website and mobile app.

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NEW MEMBERS NI CHAMBER WOULD LIKE TO WELCOME THE FOLLOWING NEW MEMBERS:

Accounting Hamilton Morris Waugh Limited S. Hill & Co Investment Advisers LLP Agri-food John Thompsons and Sons Banks & Building Society AbbeyBondLovis Currencies Direct Business Services Appco Group Northern Counties Co-Operative Enterprises Ltd RT Business Solutions Ltd T/A Auditel The Mount Business & Conference Centre The New Divide Construction Adamsez UK Ltd Dimension Fitout Ltd Marcon Fit Out Maurice Flynn & Sons Ltd RICS Northern Ireland Electronics Nitronica Ltd Green Sectors Causeway Investments Ltd Kiverco Ltd Health & Beauty Access Needs Good Feet Ltd Health Works Hospitality and Tourism Evron Foods Park Avenue Hotel ICT ANSEC IA Limited Arcatech Asylia Ltd CVS Caremark Legal MCL Employment Law Manufacturing Environmental Street Furniture Ltd SJC Hutchinson Engineering Ltd Tesab Engineering Ltd Marketing & Public Relations High Performance Naked PR Professional Services Delta Group Consulting Phil-tec Public Administration The British Council Training BHB Safety Specialists ESG Group Pat Wilson Training Transport Hannon Transport Ltd

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#wellconnected UPCOMING NI CHAMBER EVENTS MINISTER ON THE MOVE – THALES UK First of four events which will see Simon Hamilton, Minister of Finance and Personnel meet with a wide range of businesses across Northern Ireland. Date: 22 January 2014 Time: 09.30-11.45 Venue: Thales UK, Alanbrooke Road, Castlereagh, Belfast Sponsor: British Airways

BRIBERY AND SANCTIONS – GETTING IT RIGHT FOR GROWTH Experts from Pinsent Masons will guide you through the legal challenges for businesses and offer solutions to help you keep on the right side of the law. Date: 4 February 2014 Time: 08.30-10.30 Venue: The factory at the MAC, Belfast Sponsor: Pinsent Masons

CORPORATE HEALTH FOR CORPORATE WEALTH Transform the Physical, Mental and Emotional Health and Wellbeing of your workforce. Date: 6 February 2014 Time: 09.30-12.00 Venue: The Pavilion, Stormont Buildings Sponsor: Health Works

#WELLCONNECTED WITH… GOVERNMENT

Paul Smith, Finance Minister Simon Hamilton, BT's Colm O'Neill and NI Chamber President Mark Nodder at the NI Chamber Rocks annual banquet.

Airtricity's Paul Cooley, NI Chamber Chief Executive Ann McGregor and Environment Minister Mark H Durkan at a NI Chamber In Camera event.

Environment Minister Mark H Durkan addresses 40 members of the business community at NI Chamber's In Camera lunch at Belfast's Europa Hotel.

NI Chamber Chief Executive Ann McGregor with the Ulster Business School's Neil Gibson and Professor Marie McHugh at an event entitled 'Translating Business Issues into Policy Solutions'.

GIANT NETWORKING EVENT Relax, network and enjoy the Belfast Giant’s game in the luxury of Odyssey Arena’s Electric Ireland Lounge. Date: 21 February 2014 Time: 18:30-21:30 Venue: Electric Ireland Lounge, Odyssey Arena Sponsor: The Odyssey Arena

For further information and to book a place at any of the above events please visit www.northernirelandchamber.com

NI Chamber's Chris Morrow and the Ulster Business School's Professor Marie McHugh and Ronnie Patton launch the 'Business Issues and Policy Solutions' event.

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#wellconnected

#WELLCONNECTED WITH… EXPORTERS

NI Chamber’s Ann McGregor and Mark Nodder launch a new export resource – www.exportbritain.org.uk.

Danske Bank Export First event with a number of experts in export finance.

Waddell Media Managing Director Jannine Waddell talks to NI Screen Chief Executive Richard Williams about the export success story of NI Screen.

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Danske Bank’s Katherine James, NI Screens’ Richard Williams and NI Chambers’ Sandra Scannell at Titanic Studios for an export themed event focusing on the success of NI Screen.

Film producer Paddy McCarney of Causeway Pictures discusses export and growth around film production.

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[FEATURE]

‘MINISTER ON THE MOVE’ TAKES OFF

Brenda Morgan (British Airways); Ricky Adair (Thales UK); Finance Minister Simon Hamilton and Ann McGregor (NI Chamber of Commerce) check-in for Minister on the Move

dynamic new initiative launched by NI Chamber in partnership with British Airways starts this month called ‘Minister On The Move.’ It will see Simon Hamilton MLA, Minister of Finance and Personnel, meet with a wide range of businesses at a variety of locations across Northern Ireland. Four of the Province’s top companies will host a visit from the Minister during 2014, with firms in each of the regions where the businesses are based, invited to come along and share their views on the economy directly with the Minister. The ‘Minister on the Move’ initiative begins on 22 January 2014 at Belfast–based Thales UK, a major electronic systems company acting in areas such as defence, aerospace, security and safety, information technology and transportation. Future events have also been confirmed with the Henry Group in Magherafelt, Glen Dimplex in Newry and Terex in Dungannon. Speaking about the initiative, Mr Hamilton said: “I want to thank the Chamber for putting this initiative together and British Airways for supporting it. I know that many businesses have been through some tough times recently and I want to make sure that, as the economy recovers, we are all ready to make the most of the new opportunities that are emerging. “These events will allow me to hear directly from local business about their views on what is needed to make this happen, to

share with them some views on how the public sector can respond innovatively, and most importantly to explore if there are new and better ways of working together from which we can all benefit.” Ann McGregor, Chief Executive of NI Chamber, said the business organisation was delighted that the Finance Minister has agreed to participate in the ‘Minister on the Move’ initiative. “Chambers of Commerce are committed to helping businesses grow and we see ‘Minister on the Move’ as being an important and mutually beneficial initiative for both business and government. It will create a forum for the open exchange of views leading to a better understanding of the importance of public policy and the economic environment in which we operate. We all have the shared aim of growing the Northern Ireland economy and an initiative such as this one allows us to keep in regular contact along the way.” Brenda Morgan, British Airways Partnership Manager for Northern Ireland, said: “British Airways is delighted to sponsor the Chamber of Commerce ‘Minister on the Move’ initiative. As the leading airline in Northern Ireland, we are committed to supporting the growth of the local economy through our Belfast to London Heathrow service, which offers a vital artery for the flow of business and commerce both into and out of Belfast. This route also provides our passengers with access to British Airways’

worldwide network of almost 130 destinations worldwide from London Heathrow, helping to maximise the growth and potential of companies across Northern Ireland to both import and export markets.” The format of each event will involve an address from the Minister, followed by an open forum for delegates to share their views on the economy directly with the Minister and to find out what the Northern Ireland Executive can do to help grow the private sector. Guests will also hear the success story of the host company, designed to inspire business growth, followed by a guided tour of the company’s facilities. DURING THE ‘MINISTER ON THE MOVE’ SERIES, THE FINANCE MINISTER VISITS: • Thales UK, Belfast - 22 January 2014 • Henry Group, Magherafelt - 19 March 2014 • Glen Dimplex, Newry– 18 June 2014 • Terex, Dungannon - 17 September 2014 For further information on the ‘Minister on the Move’ initiative and to register for upcoming events visit www.northernirelandchamber.com

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[FEATURE]

A DAY WITH THE MINISTER WHAT DOES A MINISTER DO IN A DAY? FOLLOWING ON FROM THE ‘MINISTER ON THE MOVE’ INITIATIVE, ADRIENNE MCGILL DECIDED TO FIND OUT BY ACCOMPANYING FINANCE MINISTER SIMON HAMILTON AS HE CARRIED OUT A BUSY ROUND OF DUTIES AND ENGAGEMENTS STARTING IN BELFAST AND THEN MOVING TO KILKEEL. HERE, WE CAPTURE THE DAY IN PICTURES. “Welcome to DFP,” says Minister Simon Hamilton, as he greets me with a broad smile and firm handshake in his office at the Department of Finance and Personnel. Clare House, located in Belfast Harbour Estate, isn’t laden with heavy oak doors and gleaming brass handles – it’s all open plan, bright and modern with huge windows affording a splendid view over Belfast Lough. I comment how roomy and bright the offices are – “Yes”, he replies, “open and transparent – just like DFP.” And so starts my day with the Minister. The Minister has a meeting with representatives from the Building Change Trust at DFP in Belfast.

Mr Hamilton checks his emails.

The Minister visits precision engineering company Copas Technologies in Kilkeel and is shown products by Managing Director Shaun Copas. Minister Simon Hamilton greets Adrienne McGill at DFP headquarters

The Minister listens to Shaun Copas talk about future plans for the business.

The Minister has an informal discussion with his Private Secretary Siobhan Tweedie.

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Mr Hamilton talks to Shaun Copas about DFP policy.

The Minister talks to Alan McCulla from the Kilkeel Collaborative Network about the local fishing industry.

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The Minister meets the Presidents of Kilkeel and Warrenpoint Chambers of Commerce before lunch at the Kilmorey Arms Hotel. The Minister at Kilkeel Harbour with members of the Kilkeel Collaborative Network, ahead of his meeting with the organisation, as local press photographers cover his visit.

Vice President of Kilkeel Chamber of Commerce, Gordon Coulter MBE, welcomes the Minister and guests to a lunch hosted by his Chamber and Warrenpoint Chamber at the Kilmorey Arms Hotel.

More interest from the Press.

The Minister visits aircraft seat manufacturer B/E Aerospace in Kilkeel.

Francis Kelly from B/E Aerospace explains the technology used in the seats to the Minister.

The Minister is given a tour by B/E Aerospace Chief Executive Martin McGinley.

The Minister gets a chance to test out one of the aircraft seats.

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[ADVERTISING FEATURE]

THE CURSE OF THE CORPORATE COLD COUGHS AND SNEEZES ARE FAMILIAR SOUNDS IN THE OFFICE AT THIS TIME OF YEAR, BUT SICKNESS ABSENCE IS A SUBSTANTIAL BURDEN TO BOTH EMPLOYERS AND THE ECONOMY, SO IS THERE A SILVER BULLET TO TARGET THIS SEEMINGLY SEASONAL MALAISE?

uring the average life time, most of us will suffer from around 200 colds, lasting around nine days...This means we spend an astonishing five years of our lives suffering with bunged up noses, sore throats and streaming eyes, this figure doesn’t take into account the aches and pains we feel when infected with flu or indeed persistent coughs which can leave us sore and weak. The latest statistics from Northern Ireland Influenza Surveillance show that cases of flu are rising and that GP consultations for combined flu and flu-like illness have ‘significantly increased’. The work place is the perfect petri dish, so if you do come down with something, what can you do to make sure you’re back in

the office, fighting fit, as soon as possible? KNOWLEDGE IS POWER Knowing what is infecting your system is the key to getting back on track. Randox Health has developed the world’s first molecular test specifically for Cough, Cold and Flu. From just one mucus or saliva sample, the cutting edge technology tests for 22 possible infections, all at the same time, from the common cold, to pneumonia, to influenza. This means that they can tell you exactly what is in your system, to help you deal with it quickly and effectively. Flu is the result of viral infection, which cannot be treated with antibiotics however, most bacteria can be targeted with antibiotics. With the Randox Health

Cough, Cold and Flu Check, you can find out exactly which infection you are suffering from and if it is a bacterial infection a course of antibiotics should help clear it up. Randox Health has had myriad examples of patients who have suffered with coughs, which have persisted for years, damaging their health and interfering with their work. The company discovered that many were misdiagnosed and ultimately given the incorrect treatment – by harnessing leading scientific intelligence, Randox Health has refined the diagnostic process, identifying infections with precision and helping patients to timely targeted treatment, getting them back into the office, doing what they do best!

The Cough, Cold and Flu check is available at Randox Health clinics across Northern Ireland, London and Dublin call 0870-0100-010 or visit www.randoxhealth.com for more information. 32 l Ambition Magazine

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TEXT WIZARD MARKETING BOOSTS BUSINESS FOR NORTHERN IRELAND SMES Text Wizard Marketing, a small privately owned business based in Belfast, has introduced 'Permission Based' text message marketing to a number of Small and Medium Enterprises in Northern Ireland. The result has been increased sales and profits for the SMEs which operate across a broad range of businesses sectors. Text Wizard Marketing are at the forefront of this Mobile Revolution and are amongst the first to give business owners in Northern Ireland the opportunity to benefit from this modern method of marketing. Anyone who runs a business, who manages a club or society, who runs a fitness class or a restaurant can benefit from this serviceĂŽ explained Rodney Doherty, proprietor of Text Wizard Marketing. Each business encourages its clients and customers to join a VIP text list. When that business is quiet, Text Wizard Marketing sends the customers subscribed to the list a text message with an enticing offer designed to generate interest and promote instant business. Text messaging enables information to be sent to groups of people quickly and efficiently. Potential customers receive the personal message on their mobile phones which they are likely to always have with them. As they are signed up to the VIP list, they are very unlikely to ignore or delete the message. People read most of the text messages that they receive when they receive them; 97% of text messages received are read within five minutes of receipt, making text message marketing a very effective way of communicating time sensitive information. Text Wizard Marketing advises, sets up, tests and runs these marketing campaigns along with monitoring their effectiveness. Guidance is also provided on building and maintaining relationships with customers, with the result that customers look forward to receiving future communications. Already many businesses have benefited from Text Wizard MarketingĂs services which have so far been rolled out throughout Belfast, Ballyclare, Carrickfergus, Randalstown, Antrim, Newtownards and Bangor. Mr C Kelly, manager of Kelstar Cafe & Pizza Parlours, said I have been using text marketing now for several months and have seen great results. The service provided by Text Wizard Marketing is second to none. This is the future of advertising. In addition to generating instant business, text marketing is an excellent tool in many other fields, for example: In health care text reminders are an effective way of reducing the number of no-shows for doctor and dental appointments; no-shows can be reduced by up to 70%. Schools can also benefit; parents can be contacted directly and much more reliably and efficiently than sending notes home with pupils. Hotels and restaurants can send out anniversary reminders to past customers who had spent a special occasion there, for instance a wedding anniversary or a birthday, with the offer of a special deal or a free gift. Charities can benefit too. Text Wizard Marketing is currently providing the World of Owls in Randalstown with free text marketing services as a means of broadening their support base and keeping interested parties updated on News and Events. Text message marketing has proven to be a versatile solution for businesses and professional organisations that wish to engage effectively with their customers and clients. After joining the VIP text list, customers and clients can be sent timely information and marketing messages. The low cost of these campaigns means that they are accessible to a broad range of small businesses, professional services and charities. The result is increased sales, improved efficiency, and better customer relations.

Contact details: Rodney Doherty, Text Wizard Marketing - email info@textwizards.co.uk or call 07923444875 The main theme of the business is Mobile Marketing and particularly Text Message Marketing though we also offer website development (Mobile & PC), QR Code Campaigns, Loyalty & Reputation Management Programmes and Facebook Business Pages.

www.text-marketing.us

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[ADVERTISING FEATURE]

TAKING CARE OF YOUR CAREER WITH ECONOMIC INDICATORS SUGGESTING THAT WE HAVE FINALLY TURNED A CORNER IN NORTHERN IRELAND, BUSINESS LEADERS HAVE REITERATED THE IMPORTANT ROLE OF SKILLS AND TRAINING IN HELPING LOCAL COMPANIES TAKE ADVANTAGE OF OPPORTUNITIES FOR GROWTH AND PROPEL THEIR BUSINESS FORWARD. CAROLINE BELL, BUSINESS DEVELOPMENT MANAGER AT TRAINING ORGANISATION PEOPLE 1ST, INTRODUCES ONE SUCH PROGRAMME, AIMED SPECIFICALLY AT PEOPLE WORKING IN THE FINANCIAL SERVICES INDUSTRY IN NORTHERN IRELAND.

The Providing Financial Services ApprenticeshipNI scheme is an exciting opportunity for employees working in the financial services industry, providing the opportunity to upskill their knowledge and practices and apply them in their current role. Candidates will also gain practical qualifications whilst working to professional standards and improve their skills and

performance to help with future promotion prospects. With funding provided by the Department for Employment and Learning (DEL) and the European Social Fund, the programme is open to employees of all ages, if they meet the eligibility criteria. There is no cost to the employer as long as both the candidate and employer meet the DEL requirements. Employers can have one in five of their staff

completing an apprenticeship at any one time and will receive a £500 incentive per candidate upon their completion of the full ApprenticeshipNI framework. For more information about the ‘Providing Financial Services’ ApprenticeshipNI programme please contact: Caroline Bell at People 1st – 02890 669669 or c.bell@people1st.co.uk

ECONOMICALLY AND ENVIRONMENTALLY EFFICIENT SSE Airtricity is Northern Ireland’s second largest energy supply brand and now supplies over 300,000 home and business customers with electricity and gas. The FTSE 50, Scottish based business is the number one supplier of energy to Northern Ireland businesses, is the marketleading natural gas provider and has become the first competitive market entrant into the Ten Town Gas Supply network, bringing real competition in gas supply to business customers in these areas. The company has further broadened

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its base here in recent weeks with the launch of its Energy Services business, providing gas boiler solutions and energy efficiency services for consumers. However, perhaps its most significant achievement over the last 12 months has been the delivery of the 73MW Slieve Kirk Wind Park, Northern Ireland’s first and largest grouped wind farm development. David Manning, Director of Corporate Affairs for SSE in Ireland, says that the development of projects such as Slieve Kirk are helping to provide real economic support, by helping to deliver renewables, investment and job creation for Northern Ireland. SSE’s £125million capital investment total at Slieve Kirk is a further vote of confidence by the FTSE Top 50 listed company in the Northern Ireland economy. Since it first entered the energy market here in 2008 with the acquisition of

renewable energy developer Airtricity, SSE plc has invested £400million into the future of Northern Ireland’s energy infrastructure or about £220,000 every day for the last five years. To find out more about SSE Airtricity, visit www.irelandnews.sse.com or follow the corporate Twitter account @SSEIreland

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[FEATURE]

WITH EYES ON EXPANSION BUSINESS WOMAN TRACY GILLIGAN HAS A CLEAR VISION ABOUT THE DIRECTION OF HER THERAPIE & OPTILASE CLINICS. ADRIENNE MCGILL TALKS TO THE AWARD WINNING ENTREPRENEUR ABOUT HER SUCCESS.

hat have Tiger Woods, Courtney Cox, Brad Pitt and closer to home Munster Rugby star and ex All Black player Doug Howlett got in common? They’ve all had laser eye surgery…and without it their careers may not have been as dazzling as they’ve turned out to be. And aside from having perfect eyesight what a joy it would be to have perfect skin as

well! Many people may have one or the other - but most haven’t got both. However, one highly successful Northern Ireland business woman has built a commercial empire focused on providing state of the art treatments in these two areas which have revolutionised people’s careers and confidence. Tracy Gilligan is Chief Executive of Optilase Eye Clinic and sister company Therapie Clinic which in Northern Ireland employ 58 people. Both clinics - Optilase for eyes and Therapie for skin - have experienced considerable growth and investment under the Belfast born entrepreneur’s direction. Optilase was the first independent laser eye clinic in Ireland and currently has clinics in

Belfast, Derry, Newry, Cork, Dublin, Waterford, Galway, Longford and Athlone with an experienced team of surgeons carrying out more than 40,000 laser eye surgery treatments. Laser eye surgery was first introduced in the 1970’s and is now one of the most advanced and commonly performed surgeries worldwide. In 2012, Optilase was the first to offer KAMRA Vision, a new treatment for presbyopia - the loss of short sightedness as we get older - to eliminate the need for reading glasses. Optilase is the only clinic in Northern Ireland and the UK, to offer this new surgery and is recognised as the leader in Europe and second in the world for the treatment.

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[FEATURE]

“We have a lot of clients coming from the security services, the fire brigade and sports who are unable to wear glasses or contact lenses because of their career,” says Tracy. “We provide an essential treatment for them – it is not about cosmetics. We have changed people’s lives and enabled them to do things which otherwise they would not have been able to do.” Growth has been fast-paced and there’s more to come. Tracy plans to expand the business this year and introduce cataract surgery as a procedure at Optilase. Within the next 5 years, the aim is for the company to be the UK's number One Vision specialist, and to dominate central England, London, Scotland and Wales. “We aim to be able to correct almost all types of vision and/or eye defects including Intraocular Lenses (IOLs) and cataracts and to become a centre of excellence for in-house training,” says Tracy.

“HARD WORK IS THE BACKBONE OF ANY SUCCESSFUL BUSINESS PERSON”. Meanwhile sister company Therapie Clinic has likewise experienced stellar growth. The first Therapie Clinic run by Tracy’s uncle, opened in Dublin in 2001 but she saw an opening in the market in Northern Ireland and decided to take the business northward. She launched Therapie Clinic in Belfast’s Queen’s Arcade in December 2009 with the aim of providing high-end yet affordable skin care to clients. Since then, it has continued to expand, with a Therapie Clinic opening in Derry in December 2010 (and a sister Optilase clinic opening in the city in June 2011). Then in July 2011, a stunning, flagship Therapie & Optilase Clinic opened in one of Belfast’s most prestigious buildings, Cleaver House, in a £1m investment. A Therapie Clinic also launched last year in Newry and there are plans to open a new clinic in Enniskillen later this year. Tracy attributes her business acumen to the experience she gained as a young girl. “My parents were always involved in business so I grew up in that environment – I was either helping count the day’s takings in one of their shops, or going to wholesalers or doing markets on a Sunday. We were a very business orientated family. “My work ethic comes from those early years. Being in business is not for someone who doesn’t like to work hard. I thrive on work so it is not a problem for me to be on the go 24/7. Hard work is the backbone of any successful business person. “I opened my first business when I was aged 21 and now 22 years later I’m as driven as I ever was.” Tracy says the success of Therapie is largely due to her dedication in researching new products and travelling around the world to source the most advanced skin and body treatments.

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Laser eye surgery means no more need for glasses.

Clients can enjoy a wide range of beauty treatments at any of the Therapie Clinics.

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In a series of firsts, Therapie was the first clinic to introduce the medical-grade, Soprano laser to Ireland, offering pain-free laser hair removal; the revolutionary antiageing Micro-Needling treatment (that also treats acne scars, surgical scars and stretch marks); and Laser360 technology, an advanced non-surgical anti-ageing treatment. Tracy has also introduced two award winning body treatments, which have become favourite with celebrities - the FDAapproved, body-contouring VelaShape II treatment, designed to eliminate cellulite and

tighten and tone the body; and the fatfreezing Cooltec treatment, proven to eliminate fat by up to 40 per cent after just one treatment. Tracy maintains that the arrival of Therapie Clinic in Northern Ireland has changed the face of the beauty industry by introducing the most revolutionary treatments on offer worldwide. She constantly up-dates them to ensure that whatever is in vogue with Hollywood stars in California’s Beverley Hills can be enjoyed by her clients here in Northern Ireland. “At Therapie Clinic, our ethos is all about

results-driven, effective and affordable treatments that make clients look and feel better about themselves, delivering a unique experience in a luxurious and unforgettable environment. “The aim is to be the go-to clinic in Northern Ireland, Ireland and the UK; to be recognised as skin and beauty experts, with the most advanced and effective treatments available in the world; and to provide clients with an unforgettable experience each and every time that will ensure they return time and time again”, says Tracy.

State-of-the-art equipment is used in the Optilase Clinics.

IN ADDITION TO THE THERAPIE & OPTILASE CLINICS, THE TIRELESS ENTREPRENEUR ALSO RUNS THE WATCH STORE IN DUBLIN’S JERVIS SHOPPING CENTRE AND ANOTHER IN BELFAST’S QUEEN’S ARCADE. “We are constantly adapting according to the economic

climate or people’s tastes – and that covers more affordable products. People are very price conscious. “For instance our watches are sourced from all over the world. We go to the World Trade Show in Basle in Switzerland and other trade shows throughout the year. It is vital for the business to find the best products and the best prices.”

Tracy’s business success has been recognised by a string of awards in recent years including being named one of the top 50 businesses in Northern Ireland by the Belfast Telegraph; Employer of the Year 2012 and Best Clinic 2012 in the Local Women Business Awards; short listed for the UTV Business Awards 2012 and the Women In Business awards 2012; and

named Outstanding Business at the Local Women Business Awards 2013. “I intend to keep growing the business because people want what we offer and I get great satisfaction from hearing how much we have helped them,” says Tracy. There’s no better recommendation than that.

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[FEATURE]

NETWORKING MEANS GETWORKING ESTABLISHING MUTUALLY BENEFICIAL RELATIONSHIPS WITH OTHER BUSINESS PEOPLE, POTENTIAL CLIENTS AND/OR CUSTOMERS MAKES COMMERCIAL SENSE. ADRIENNE MCGILL HEARS ALL ABOUT IT.

“Coming together is a beginning; keeping together is progress; working together is success.” Henry Ford

hese words of wisdom, from one of the world’s greatest industrialists, capture the essence of building relationships in business and that is where networking comes into its own. Whether your aim is to increase your customer base, find new markets or create partnerships – networking is the key to unlocking potential growth. But while it is often seen as an important way of developing a company, how do people make best use of networking opportunities to encourage new business leads?

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MAGICAL MEETING Illusionist David Meade, offered the magic touch at NI Chamber’s annual networking conference recently as he be-dazzled over 300 delegates with his antics. His mind game left everyone astonished and wondering how did he do that?

David, who is the public face of Lexus, the high-end hybrid car brand exclusively sold by Charles Hurst in Northern Ireland, helped motivate attendees at the event which took place at the Ramada Plaza Hotel at Belfast’s Shaws Bridge. The hugely popular gathering, which was sponsored by Arthur J Gallagher & Co, gave companies across Northern Ireland the opportunity to meet and engage with potential new business contacts and develop working relationships. The event also featured a LinkedIn master class from Net4wiseowl’s Bill McCartney.

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NI Chamber’s Business Development Director, Oonagh O’Reilly says like any activity in life, the more you prepare for networking, the greater the chance of success. “The key to successful networking is to do your homework about the event and those other business representatives likely to attend. You must approach a networking event determined to get something meaningful out of it such as new contacts, business leads and ideas.” Networking takes different forms ranging from structured events that can be based on a type of speed dating in which participants have a set time to pitch their products/ services to a potential customer or can be a less formal mingle with a chat and card exchange. “Networking is a great way to market your business in a very informal environment,” says Oonagh. “You can also gain worthwhile market information from other businesses as well as potential customers. Information gleaned from a conversation could help you to adapt your product or service, perhaps even to focus on a new opportunity. “We’ve quite a bit of experience of various networking formats in the Chamber and offer a programme of such activities in Northern Ireland and the Republic of Ireland. “Our experience shows that networking works for smaller companies in particular. Usually, we run sessions to enable companies to make the best use of these events. We appreciate that some business people find informal networking difficult. Striking up a conversation with a stranger can be challenging. Working the room is also a great skill. But it’s one that can be developed with experience and confidence.” At every business event or networking occasion, there is the potential for making new contacts and gaining leads to follow up. However, Oonagh advises against spending

Illusionist David Meade, Lexus Brand Ambassador with Oonagh O'Reilly, NI Chamber Business Development Director and Niall McFerran, Managing Director of Arthur J Gallagher & Co at the Chamber’s annual networking conference.

vital time with someone you already know or with a business colleague. Networking is your opportunity for making new contacts or at least reviving old ones. “There are several basic rules to bear in mind. Prepare well in advance, know whom you want to meet and what you want to achieve. “Remember that you are networking to develop your business. So take plenty of business cards and don’t be afraid to hand them out, because you never know where new business will come from. “Someone you meet may pass your card on to another contact interested in your product/service. It’s also important to impress by being professional and organised. If someone asks you to call them, make sure you do and as quickly as possible, even if it’s just to say ‘thank you’. “At a networking event, it’s also worthwhile to have a small notebook for leads, ideas and requests. Take time afterwards to evaluate the session, as soon as practicable, and the follow-up actions you may need to take.” Overall, networking works best when a structured approach to what should be seen as a business opportunity is developed and implemented. So get networking!

THANK YOU TO ALL OF THE EXHIBITORS AT NI CHAMBER’S ANNUAL NETWORKING CONFERENCE: A Different View Aer Lingus Arthur J Gallagher Asdon BT Datactics DFC DSV EPAS Ltd Equality Commission Erindar FedEx Express Europe H&J Martin Innov8 Office Supplies InterTradeIreland Kantar Media Labour Relations Agency Lexus Loud Mouth Media Mindmill MITIE Noonan Services Group Ramada Plaza Regus Solmatix Renewables Springvale Learning Text Wizard Marketing Titanic Belfast University of Ulster Webrecruit Ireland

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[FEATURE]

John Bell, a keen surfer, believes business executives should catch the wave of opportunity to improve their businesses.

PERFECTING PERFORMANCE A COMPANY’S SURVIVAL CAN VERY OFTEN DEPEND ON MAKING CHANGES AT THE TOP AND DOWN THROUGH THE ORGANISATION. ADRIENNE MCGILL HEARS HOW ADOPTING ‘A DIFFERENT VIEW’ CAN MAKE ALL THE DIFFERENCE.

oardroom bust-ups and disagreements in companies can make for some lively exchanges which aren’t generally made public. But there are always exceptions. Lord Alan Sugar and Richard Desmond reportedly had a verbal fisticuffs last year that would merit its own television show. A furious expletive-laden exchange apparently ended with the host of the Apprentice being shouted at by the Channel 5 owner who yelled “You’re fired!”. The heated exchange between the two television heavyweights took place in a glass-walled boardroom of YouView of which Lord Sugar had been chairman, located at Desmond's Northern & Shell Thameside skyscraper in London and was seen by around 100 employees. Generally, board directors and company

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executives are exceptionally polite individuals but there are times when simmering tensions boil over and prove to be counter-productive to their company and damage its long term interests. It is, therefore, important for the working relationships that exist at a board and senior management level to be harmonious. Of course, differences in opinion will arise – but these cannot be allowed to result in a total breakdown in communication. Ultimately, this could lead to the ability of the company to trade effectively being severely compromised. So when personalities, tempers, opinions and language look like they are getting out of hand – it’s time to step back and take ‘A Different View’ – and that is where a forward thinking Northern Ireland company comes into its own.

A Different View is a performance improvement consultancy that helps people and companies become more efficient and productive by analysing all aspects of the work environment and designing new processes and procedures to improve how the company operates. The Co Antrim company was established by John Bell and his wife Sarah in 2012. Using their 25 years of combined experience gained in working for FTSE 100 companies, including RBS, Rio Tinto and public and not-for-profit sectors, they help facilitate dedicated sessions to enable companies to perform better. The couple operate the business from their beautiful home near Ballycastle perched in the hills overlooking the Atlantic Ocean on the Antrim coast. It is the ideal location for company directors, senior, mid

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management and junior teams and businesses of all size and sector to come to perfect their operational performance. “As a performance improvement company, we help companies who have got long term problems figure out solutions to those problems – be that growing a market, introducing a new product, restructuring a team – it can be one issue or a whole range,” says John. “Typically, you find the focus of that work relates to leadership or team effectiveness. Individuals in a company can say – ‘this is how we are going to face a business problem’ but they might not have the best solution. “Teams may not operate as effectively as they could. Sometime barriers pop up and that results in them not being as efficient as they could be. That is where we come in. “We get that team working together, so that they are then able to work through business issues whatever form those take. We help facilitate that. “We generally take the team as a group because it is often not the individual dynamic that is the challenge – it is the team dynamic. “At the core of what we do, is helping clients become good leaders and teaching them to appreciate being aware of themselves – how to react to others, how to use and control emotions, how to focus on objectives and make decisions and how to accept people and the situations for what they are. Leadership is something that should be used by organisations to make sure they stay one step ahead of the game,” says John. The company has worked with numerous individuals and teams from firms worldwide to help them increase their leadership presence and to deliver high impact results for their businesses and for themselves. John cites a recent example of a firm who sought help. “The company had a 45 per cent market share. It had stuck to the same strategy for 10 years and did not see the need to change its business plan. The mind set was don’t rock the boat. “However, the Managing Director noticed that much smaller competitors were increasing their market share by five to ten per cent by introducing a more innovative way of operating. “He could see that his management team had become too comfortable in their way of thinking and that by standing still, this was jeopardising the future of the company. “We helped the company re-position itself and become more dynamic in drawing up a strategy for long term growth and survival. It was vital for all of the management team to be aware of what competitors were doing rather than turning their backs on it.” A Different View uses a combination of external physical stimuli, individual reflection

“OUR WORK IS CENTRED AROUND PEOPLE WHO WANT TO BE THE MOST EFFECTIVE LEADER OR BE PART OF THE MOST EFFECTIVE TEAM.”

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[FEATURE]

Clients can take part in a wide range of action activities using the local landscape.

Sarah Bell helps clients enjoy leisurely activities such as creative writing and meditation.

and practical applications to help individuals and teams perform better. And rather than being stuck in a dull conference centre, clients benefit from undertaking the course in 42 l Ambition Magazine

the informal surroundings of the Bells’ own family home. The company offers a twostage programme for groups of between 6-8 people. The first stage helps clients clear their minds and is dedicated to selfreflection. It helps individuals understand how they approach and deal with problems and core issues. The second stage focuses the individual or team on the core issues they are trying to resolve and how these translate into decisions which have to be made. Among the areas explored with individuals are: Personal leadership style, preferences and weaknesses: effective communications; personal stress management; career development; decision making; and individual leadership development plans. “Leadership is a core driver of business performance,” emphasises John. “At the end of the day, every individual in an organisation has a responsibility to work as best they can. But if they are excited about it, engaged by it and constantly curious at better ways to improve – those individuals are leaders in their own right.” When it comes to working with a team, John says it’s not a hard concept to understand that if a group of people work well together they’re going to be more efficient than if they

were working on their own. But it’s not always easy to get that across. “Why is it so difficult to get groups of highly capable individuals to pull together into a high performing team? To achieve this we focus on inter team working styles, preferences, strengths and weaknesses; group decision making: group psychometric testing; employee engagement and contribution; and individual and team development plans. “Our work is centred around people who want to be the most effective leader or be part of the most effective team,” emphasises John. And that also involves fun! As part of honing leadership skills, A Different View also offers clients a choice between an ‘action’ programme – with exciting and challenging activities such as mountain biking, surfing, abseiling and mountaineering taking place in the stunning local landscape and a ‘grass roots’ programme which includes mediation, creative writing and even farming and gardening. There is something for every delegate regardless of age or physical ability. “The whole range of activities we offer has one purpose in mind and that is to enable people to filter out as much noise as possible which they bring with them. It is about using an activity to de-clutter their brains so they can be as focused as possible on their business issues.” John himself has a passion for the outdoors which sees him spending most of his free time surfing on the Causeway Coast or gravity riding in the steep forests of the Antrim glens. He says the emphasis on taking people away from their normal working environment and using the challenge and stimuli of the amazing surroundings of the Causeway Coast helps them to create a different way of thinking – and in the process a different way of improving their business.

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[FEATURE]

Amanda gives her dog Ruby a blow dry at the salon.

A CUT ABOVE THE REST LOOKING GOOD CAN SET TONGUES WAGGING – BUT IN THIS CASE IT’S MORE LIKELY TO BE TAILS – AS ADRIENNE MCGILL FINDS OUT.

manda Wark, is a young entrepreneur who didn’t ‘paws’ for a moment when it came to deciding on a career. From the age of 11, she dreamt of running her own dog grooming business – and now 11 years later her dogged determination has paid off. Glasgow born Amanda opened her salon, Cloud K Nine on Mill Street in Newtownards, in 2012 and since then, the pooch pampering business has thrived. “I moved with my mother from Glasgow to Northern Ireland when I was twelve and in my fourth year in school, I got the chance to do work experience at a dog groomers,” says Amanda. “I absolutely loved it. For the first time in my life I was smiling because I was enjoying what I was doing. I only did cleaning work in the salon and brushed up dog hair – but that didn’t matter – I was around dogs all day and felt I had a real understanding of them. “That was the moment I really decided to work with animals and gaining experience in dog grooming gave me more interest.” She left school after completing GCSE’s in 9 subjects and enrolled on an animal management course at the Bangor campus of South Eastern Regional College. Following this, with funding assistance from the Frank Buttle Trust – an organisation which helps young people shape their own future she undertook a dog grooming course at

Smart Pets grooming school in Bangor. “After I completed the course, I got a parttime job in dog grooming which was great but I was still intent on opening my own business. “I then heard about the Prince’s Trust which assists young people who are keen to set up in business. “I contacted the organisation and got fantastic advice and support. The Prince’s Trust also helped me with funding in order to start my dog grooming salon which was a real boost. “As I had a part time job at the dog groomers, I had been able to save some money. From time to time I would use some of the money I had squirrelled away and buy something small that I knew I would need for my future business.” However, Amanda had set herself a strict deadline! She was determined to open her business before she reached the age of 21 and time was running out. She eventually found ideal premises on Mill Street in Newtownards and used the funding from the Prince’s Trust towards signage and advertising her business. “I got the keys to the premises three days before I turned twenty-one and over those three days I had to get the salon ready. I was determined to get it done. “The biggest expenses were the dryers, grooming table and bath which cost £1,000 alone.”

So what skills are involved in the profession and is it difficult to groom a dog? “It can be,” says Amanda. “But not if you understand the temperament and behaviour of the dog. It is also important to be patient. “A dog won’t allow itself to be groomed if it is nervous, scared, or unsure. It is hard to groom a dog that is not going to cooperate very much. “You have to be able to use your common sense and adapt because every dog does not react the same way. “And of course dogs do bite. I’ve rarely been bitten but being bitten comes with the job. Most of the time you can have a dog groomed without a problem.” Amanda says she intends to lead the business to further growth and has ambitious plans. “This year I hope to introduce a small range of products to sell such as grooming products, collars, leads, dog toys and treats. “In the longer term I have bigger plans. The point when I will be really happy with the business is when I have a larger dog grooming salon, boarding kennels, dog training grounds, horse stables, cattery, kennels, and a rescue centre. It’s a very big idea – but that is my final aim and I won’t give up until I get there.” This is definitely an idea that isn’t going to be buried.

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[ADVERTISING FEATURE]

DOING THE BUSINESS: CONFERENCE VENUES Northern Ireland may be small, but it’s a big player when it comes to conference and exhibition venues. The Province has, in recent years, gained an enviable reputation as a top location for world-class events having hosted the MTV Europe Music awards, The World Police and Fire Games and most recently The G8 summit. From Presidents to Prime Ministers, celebrities to sportsmen – they’ve all experienced a warm welcome in the impressive surroundings of the many conference and exhibition centres across Northern Ireland. Over a billion pounds has been invested in Belfast alone over the past decade and as a result, the city is fast becoming the destination of choice for national and international event organisers. The Financial Times recently listed Belfast as one of the Top10 places in the world

Holiday Inn, Belfast

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to host a conference and TripAdvisor users voted the city as one of the ‘Top 10 destinations

White Horse Hotel, Derry/Londonderry

Corick House Hotel, Clogher

on the rise across Europe. In addition to the wide range of conference halls and exhibition centres, a number of civic venues such as Belfast’s stunning City Hall are available for hire, helping to ensure that an event is not only a success but is accommodated in impressive surroundings. With Northern Ireland’s two main airports – Belfast International and George Best Belfast City – offering direct access to 33 cities across the UK and a further 42 European and International destinations – guests and delegates travelling to the Province have a wide range of options. From castles to a gaol, historic buildings and museums through to the Queen’s residence in Northern Ireland or the most famous ship in the world - a multitude of unique and interesting exhibition and conference venues can be found only in Northern Ireland.

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[ADVERTISING FEATURE]

DOING THE BUSINESS: CONFERENCE VENUES original Georgian house, and the remainder located in the new wing of the hotel. All rooms have been individually designed and decorated to an exceptional standard, giving a classically luxurious edge, with stunning views of the gardens, valleys and countryside. Each room is fully equipped to ensure maximum comfort during your stay. For further information or to make a booking please contact the Conferencing and Banqueting Team on 028 8554 8216 or via functions@corickcounrtyhouse.com *Spa facilities are due to open early 2014

EFFORTLESS ELEGANCE Just like you, Corick House Hotel is at heart a business, and so they endeavour to provide their corporate clients with an exemplary professional service. Whether your event is large or small, the hotel has the capability of making it exceptional. Centrally located whilst remaining secluded in the country, the venue is ideal for business lunches, conferences, training, team building and residential retreats. The team at Corick House Hotel offer a vast range of

experience and will ensure your every need is met. Offering a range of seating plans, refreshments and rates which can be tailored to suit individual needs, there is no request too big or small. Give yourself the chance to escape the hustle and bustle of the business world for a step back in time in this 4*, award winning hotel. For those requiring residential conference facilities the hotel boasts 43 luxurious bedrooms and suites, nine of which are situated in the

A VENUE WITH VARIETY

ou might be looking for the perfect venue for training, a client presentation or a team building session. Or perhaps you just need a well-equipped space for that last minute meeting. The answer is as close as the Holiday Inn Belfast, who will take care of your every need. Simply choose between the purpose build Academy Conference and Training Suites or the flexible meeting and banqueting space of the Olympic Suite, tell them how you want your event to run and leave the rest to them. The experienced team will ensure everything

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is ready in advance for a prompt start, breaks are on schedule and food is freshly prepared to order. Boasting superfast 26Mb Wi-Fi, a business centre providing full administrative support, allday refreshments, delicious energy-sustaining menus and some ‘not so healthy’ treats, the dedicated conference team are present to support you from start to finish. Once business is over, the 4 Star Holiday Inn can accommodate delegates overnight in the 170 bedrooms with full complimentary use of Spirit Health Club with its gym, pool and spa.

FREE MONDAY AND FRIDAY’S MEETING OFFER Call now to secure free room hire in The Academy Conference and Training Suites available any Monday or Friday of your choice until the 31st March 2014 subject to availability, Term’s and Conditions apply. For further information on this offer, to book your complimentary room hire or organise to view the facilities call the Conference Team on 02890 271708 or email meetings-belfast@ihg.com

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Nestled in the heart of Clogher Valley where style and elegance meets country hospitality, this idyllic 17th century house is the perfect place to do business

“Let your business be our pleasure”

Centrally located just off the main A4 Road, 20 minutes fom Omagh, 30 minutes from Dungannon & Enniskillen & 60 minutes from Belfast. Corick House Hotel and Spa must be seen to be believed. Facilities:

• Complimentary WiFi Access & Parking • 7 function rooms with break out areas • Catering from 2 - 400 delegates • Tailor made packages • All the latest technology

• Light refreshments, Lunch, Dinner • Corporate Accommodation Rates • Dedicated meeting & events team • 43 luxury bedrooms & suites

20 Corick Road, Clogher, Co. Tyrone BT76 0BZ Tel: 028 8554 8216 Email: reservations@corickcountryhouse.com Web: www.corickcountryhouse.com

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[ADVERTISING FEATURE]

APPRENTICESHIP TAKE OFF

White Horse Hotel DERRY

LONDONDERRY

Business Hotel of choice in the North West • • • • •

Largest Banqueting Suite in the City Free WiFi • Free Large Car Park Premier Conference Venue • 58 Guest Rooms Award Winning Restaurant • Beauty Rooms State of the art Leisure Centre Complex with Pool, Sauna, Steam Room and Fitness Suite

Employment and Learning Minister, Dr Stephen Farry recently visited apprentices participating in the Airport Apprenticeship Scheme at Belfast International Airport. The scheme offers individuals the opportunity to follow apprenticeships in aviation operations within the airport’s fire and rescue service and electrical engineering maintenance. The Engineering Maintenance apprenticeships are funded through the Department for Employment and Learning’s ApprenticeshipsNI and the Aviation Operations apprenticeships are funded by Belfast International Airport. Dr Stephen Farry said: “I commend Belfast International Airport’s Apprenticeship Scheme which has created opportunities for young people in key sectors such as engineering. This innovative scheme is an excellent opportunity for those wishing to enter the aviation industry by equipping participants with the appropriate skills and qualifications which will enhance their career prospects while assisting the airport develop its workforce.” Jaclyn Coulter, Human Resources Manager for Belfast International Airport said: “I am delighted, that the airport is launching our apprenticeship in aviation operations and engineering maintenance which demonstrates our commitment to learning and development in this sector. The apprenticeships will provide a unique opportunity to undertake nationally recognised qualifications and workplace training whilst working in a dynamic and exciting aviation environment.” For further information on ApprenticeshipsNI visit www.nidirect.gov.uk

A WARM WELCOME

Best Western Plus White Horse Hotel 68 Clooney Road, Derry, BT47 6SL

www.whitehorsehotel.biz T: 028 7186 0606 E: reservations@whitehorsehotel.biz

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The Best Western Plus White Horse Hotel is a well established favourite for its conference and banqueting facilities in DerryLondonderry. Having recently completed a 1.2m refurbishment plan, the hotel is an ideal venue for all your corporate needs. Website: www.whitehorsehotel.biz

Belfastâ&#x20AC;&#x2122;s newest Conference Suite Conference and meeting room facilities for 2 to 250 people State of the art equipment Complimentary parking

w ww.malon elodgehot e l b e l fa s t . c o m

T:028 9038 8000 info@malonelodgehotelbelfast.com 66 Eglantine Avenue, Malone Road, Belfast, BT9 6DY

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[ADVERTISING FEATURE]

Client’s kitchen, Co. Armagh.

THE PERFECT FIT ALWOOD HAS BEEN SUCCESSFULLY RUNNING FOR 80 FANTASTIC YEARS. DURING THIS TIME, THE COMPANY HAS PROGRESSED AND EXPANDED SO THAT THEY NOW OFFER A WIDE RANGE OF HELPFUL SERVICES FOR THEIR CUSTOMERS. ALWOOD INITIALLY STARTED BY CREATING UNIQUE, HANDCRAFTED LUXURY KITCHENS. TODAY THEY DESIGN AND CREATE FURNITURE TO FIT ANY ROOM ALONG WITH OFFERING CONSTRUCTION SERVICES. AMBITION MAGAZINE CHATS WITH ALFIE BRIGGS TO SEE WHAT THE SECRET TO THEIR SUCCESS IS.

What factors do you think have made Alwood remain so popular with its customers? Undoubtedly the first and main reason is the level of quality of both the furniture and the design, after that the reasons vary. Our people the customers actually deal with – the

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designers - are the face of Alwood and their skill, competence and professionalism reflect the best of what we are about. Can you tell us about the history of Alwood kitchens? Not in a sentence- we were the first firm to

make fitted kitchens, at a time when sculleries were the norm. We have always pushed the design, manufacturing techniques and it shows. In the 50’s we were invited to the design center in London to present our furniture as the first to use the now normal kitchen hinge.

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Despite the economic recession, is there still a strong place in the market for Alwood? As far as market share goes in Northern Ireland we have grown. What the recession seemed to do was to make people think long and hard about the longer term, our kitchens and fitted furniture were never going to be bought on a whim and when you consider the lifespan of a kitchen and the other costs associated with the installation such as tiling, plastering, plumbing etc. it makes sense to get it right the first time rather than go for a short term option. Do you think the economy in Northern Ireland will grow in 2014? Most businesses I have spoken to are cautiously optimistic, but we have a stronger order book for 2014 than we have for any year since the crunch. We are seeing encouraging signs across the board and people appear to be returning to a quality product that represents value instead of looking for purely low prices. Is there a particular type of kitchen that seems to be trending over the last year? Yes but as ever there is an evolution to the designs. The term trending is somewhat concerning as it is short term and our kitchens are made to look good for decades. Open plan living/kitchens are a definite theme and have been on the increase for over a decade now, as such the tones, detail and layouts have all been influenced and the look of kitchen has become a central feature

for the entire home as a result. The key decision for any individual or couple is whether or not they like it. What would you recommend for a customer that wants to make some changes to their home this year? Think about your situation, are you going to stay in the house and don’t do the renovation if it is only plan “B” rather than moving house or building. What key factors over the last three years have influenced Alwood’s business model? The growth of the company. We have more design and industry awards than almost any other kitchen company in the UK and we can’t sit back. We are ahead because of our knowledge of the industry, our buying position, our staff and the customers we can attract as a result – we need to maintain that momentum and grow with the improving economy. What are the pros and cons of running a family business? Pro: Family Con: Family But in all seriousness, the solidarity of the family extends throughout the firm; we have some of the most committed people within the business from the factory floor, to senior management. This has been key to keeping and attracting the right people and our work ethic and reputation as a business has been strengthened accordingly. www.alwood.co.uk

Client’s kitchen, Co. Armagh.

Ambition Magazine l 51

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[COLUMNIST] TREVOR ANNON, CHAIRMAN OF THE MOUNT CHARLES GROUP

STANDING TALL

BRANCHING OUT TO HELP NORTHERN IRELAND’S FORESTRY LANDSCAPE HAS NEVER BEEN MORE IMPORTANT, SAYS TREVOR ANNON

hey have been part of the landscape since the dawn of time.They have endured the shifting weather patterns that have been part of those many millions of years.But through every cycle of storms, fire, ice and earthquakes, the remarkable resilience of trees to cope with the dynamic of disasters is testimony to nature’s powers of recovery. The huge Saint Jude’s storm at the end of October, while largely lacking significant impact in Northern Ireland terms, was a stark reminder of the toll that weather can take on tree stocks. The fact that at least ten million trees were directly affected across large areas of Southern England during the storm is a huge statistical number. But when placed against the fact that in the same area more than 650 million trees survived the worst consequences of the storm, it underlines that tree stocks across the UK continue to have massive survival reserves.That capacity to regenerate and ultimately reach levels of sustainability is even more important in the context of Northern Ireland. It also, however, opens tremendous opportunities for new woodland landscapes. Areas capable of effectively contributing to the rolling development of an extraordinarily important natural resource have been identified in a number of locations. They have the capacity to help sustain wildlife habitats while at the same time providing a priceless facility for wider society. Like the rest of the island of Ireland, we have had to contend with the aftermath of a sustained programme of commercially generated deforestation of native

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woodlands stretching back to at least the 1600s. The destruction of native woodlands has had a dramatic evolutionary impact on the Irish landscape. As a result, the province now ranks as one of the least wooded regions in Europe. Compared to the European average of 44 per cent, Northern Ireland’s total woodland cover is seven per cent. Of even more concern is the fact that less than one per cent of that figure comprises our ancient woodland heritage. It therefore makes the role of organisations such as the Woodland Trust vital components in redressing such an obvious habitat imbalance. An ambitious project centred on the Faughan Valley in County Londonderry

is a prime example of how modern conservation methods can help redesign our forestry landscape for the benefit of generations to come. The area around the Faughan Valley is a magnet for various forms of wildlife. Given its stunningly tranquil location it is incredible to think that it is around 15 minutes drive from the city of Derry. The Woodland Trust’s objective is to purchase, with the support of a public appeal, an additional 53 acres close to the banks of the River Faughan. The target set by the Trust is at least £50,000 and the donations will support its acquisition and longterm development. Its vision is to help create a magnificent woodland base linked to a continuous wildlife corridor stretching between three existing Woodland Trust woods. The scheme will also include a network of sympathetically designed pathways providing direct access to 10 miles of woodland and riverside walks. At the heart of the project however, is the role that the various species of native trees incorporated into the project will play. Mother Nature will always hold the potential to generate a certain level of threat and damage to our landscape. That’s why it is vital that ambitious schemes such as the development of the Faughan Valley succeed. Northern Ireland needs to be able to benefit from the huge emotional and environmental benefits that being close to nature brings on so many diverse fronts.

“MOTHER NATURE WILL ALWAYS HOLD THE POTENTIAL TO GENERATE A CERTAIN LEVEL OF THREAT AND DAMAGE TO OUR LANDSCAPE.”

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[FEATURE]

Janet McCollum.

AT THE TOP OF THE PECKING ORDER MOY PARK IS SET FOR A FURTHER ERA OF DYNAMIC GROWTH UNDER THE DIRECTION OF ITS NEW CHIEF EXECUTIVE JANET MCCOLLUM WHO TELLS ADRIENNE MCGILL ABOUT HER PLANS FOR LEADING THE BUSINESS.

hen Moy Park assumed responsibility for its Brazilian parent company’s entire operations in Europe last April, the Craigavon based poultry processor took on a major role within Marfrig, one of the largest food groups in the world. The move, part of a restructuring by Marfrig, which is headquartered in Sao Paulo, gives Moy Park responsibility for the Brazilian company’s combined businesses in Europe which includes Keystone Europe and Marfrig. This makes Moy Park responsible for a turnover of around £1.5bn and for Marfrig’s beef processing businesses in continental Europe. It is an enormous business but the new Chief Executive of Moy Park is unruffled by the tasks which lie ahead. In fact, she is delighted at the prospect of further expansion. Janet McCollum, former finance director at Moy Park, who has been with the company since 1993, took up the top role on January 1,

“BEING PART OF A GLOBAL FOOD COMPANY HAS GIVEN MOY PARK AN INTERNATIONAL PERSPECTIVE AND ALLOWED FOR EXPANSION.” succeeding Nigel Dunlop who held the position for the past six years. A graduate in Business Administration and French from the University of Aston in Birmingham, she is an Associate Member of the Chartered Institute of Management Accountants and sits on the main board of the Northern Ireland Chamber of Commerce. “As Chief Executive, it will be my job to provide strategic direction and leadership to

the Moy Park Group which now includes Marfrig’s European businesses,” says Mrs McCollum. “The Moy Park business has grown in sales revenue both organically and through acquisition and its turnover is now almost £1.5bn. “Ultimately, it is my responsibility to ensure that Moy Park moves forward, providing fresh high quality, locally farmed poultry and complementary convenience food products, and that we continue to meet and exceed our customers’ and consumers’ expectations.” Moy Park employs over 12,000 people across fifteen sites in Northern Ireland, England, Ireland, France and Holland. It works with 600 farmers throughout Northern Ireland and provides own label and branded chicken products to most of the leading retailers in the UK, Ireland and across Europe. The company, which celebrated 70 years in business last year, is a major employer in

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[FEATURE]

Moy Park supplies most of the leading retailers in the UK, Ireland and across Europe.

Northern Ireland with a workforce of 5,500, a highly successful exporter and a key player in the local food industry. In 2010, the firm expanded its base in the Province with the acquisition of the O’Kane poultry business, which enabled the company to enter the turkey market. The company’s growth has been dramatic since its acquisition in 2008 by Marfrig with turnover increasing to £1.09bn in 2012 and profits of almost £25m. Mrs McCollum says this growth, driven by demand, has been achieved by complementing its strengths in agriculture and operational excellence with innovation, food development and consumer insight capability, focusing on the customer and ultimately the consumer. “The executive team, over the past number of years, has put together a strategy for the business which is based on several overarching goals. “Firstly, we want to continue to grow our core UK and Ireland retail fresh poultry and convenience foods business – this is absolutely key to the heart of our business. “We also want to continue to boost our presence in food service distribution. And we want to grow our wider Continental European business, being a major part of Marfrig’s international operations. “Moy Park in Craigavon already provides extensive support services to all of our operations across Ireland, UK and mainland Europe covering the supply chain, technical quality, safety, finance, HR, food development and innovation. “We have built a centre of expertise here in Northern Ireland to support the wider operations. “The Moy Park strategy will continue as we journey to become a leading and a highly regarded food company in Europe. I feel the business has in place, a clear direction for the future.” The Craigavon company is now part of Marfrig’s global network of production, commercial and distribution sites across 16 countries in the world. 54 l Ambition Magazine

“Being part of a global food company has given Moy Park an international perspective and allowed for expansion,” says Mrs McCollum. “One of the greatest benefits of being part of the Marfrig group is the opportunities it provides. “The new organisational structure has enabled Moy Park to open up opportunities for our customers also. We can access a wide range of Marfrig products which are currently sold internationally in other markets.” Demand for poultry has never been greater. According to the British Chicken has become Poultry Council, poultry is expected to increasingly popular account for more than half of our with consumers entire meat consumption this year, up because of its versatility. from just over a third 20 years ago. Consumers eat their way through 2.2 million chickens a day, with 70 per cent reared in the UK. Across Moy Park, there are 4 operations that process fresh poultry producing 4.5 million chickens per week. “Consumers are increasingly looking for healthier options and chicken is very popular because of its versatility,” says Mrs McCollum. “There are two key factors that set Moy Park chicken apart. First of all, we have a major focus on animal welfare – leading the market in higher welfare, organic and free range chicken production. “We also have a unique situation in Europe where we have a fully integrated supply chain. We have 3 generations of stock - from the grandparents to the parents and the broilers. We know the lineage of the chickens so we can be certain of the integrity of our supply chain.” However, there are major pressures facing the company and the

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The company is a major employer in Northern Ireland.

poultry industry in general, particularly the volatility of feed and input costs such as energy - not to mention the weather. “Food is becoming more expensive to produce and we have to work with our customers to understand the volatility in the market and ensure we have the means to recover the costs in the market where we can. “Nature of course can also play havoc – in 2012 because of the weather, we had one of the worst wheat harvests. This impacted input costs coming into the business. It is something we have to manage effectively with the markets. “We also have to look at developing new export markets and expanding internationally. China holds huge potential but this market currently remains locked to us because of trade restrictions. “The Department for Environment, Food and Rural Affairs (DEFRA) is currently working with the Chinese authorities to reach an agreement on the export of poultry meat and Moy Park has been active in building relationships in this market. “At the end of the day – it is about understanding what the consumer wants and ensuring that we deliver to fulfill their needs.” When it comes to taking on new talent, Moy Park this year placed great emphasis on employing graduate management trainees who are keen to experience industry. Mrs McCollum, attributes her early career success to the experience she gained as a graduate management trainee with Coca Cola and

Schweppes following her degree course which entailed spending a year in Switzerland working for a Swiss packaging company. “After gaining such experience, I knew I wanted to go into industry and to succeed within the business environment. Looking back it was very competitive – but it’s even more so now for graduates. “Here in Moy Park, we feel very strongly about bringing graduates into the organisation. In the last year, we have brought in twenty two graduates. As well as graduates, we have some very talented people joining the great team we already have in the business. “Moy Park is a company that provides opportunities for very fast advancement for those who want it.” This focus on pushing ahead also applies to company strategy. As a forward thinking company, a commitment to continuous improvement and developing new ways of doing business is very much to the fore. “Ultimately Moy Park’s success is down to its people. We have a really strong team of dedicated and committed people full of passion and energy for this business. From our farmers to our factory staff and throughout the whole company, we have people who would go the extra mile to ensure that we meet and exceed our consumers’ and customers’ expectations.” Mrs McCollum is evidently thrilled about her new position even though it will mean extensive and frequent travel to Europe, the US and Brazil. “I am both very excited and greatly honoured to be taking on the new role. Moy Park is a very successful and thriving business in which I have worked for twenty years. “I know the company inside out but I am enthusiastic about where the business can go. I am very much looking forward to the challenges and the opportunities that lie ahead. “Together with the support of the Moy Park executive team, I have every confidence that we will continue to build upon the strong, growing and profitable organisation it is today.” Ambition Magazine l 55

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[FEATURE]

GETTING IT RIGHT US COMPANY OLENICK IS AT THE FRONT END OF MAKING SURE THAT HUGE AND COMPLEX IT SYSTEMS WORK PROPERLY THE FIRST TIME… AND EVERY TIME. ADRIENNE MCGILL REPORTS.

Brandon McGuire (centre) with a group of the firm’s highly skilled software testers who are based in Belfast.

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orthern Ireland may seem a world away from the Midwest United States, but for one American business executive who hails from there – being based in the Province is proving to be a strategically important move for his company. Brandon McGuire is Operations Manager in Northern Ireland for Olenick & Associates, a specialist IT services provider to major international organisations across the world. Headquartered in Chicago, the company’s expertise covers the full lifecycle of IT systems

including software testing, project management, business requirements analysis, infrastructure support, software engineering, and managed services. Basically, the company tests massively complex and large scale IT projects for clients in order to identify any problems or issues and rectify them before the system goes live. Some of the company’s largest clients are in the energy sector including gas, electricity and nuclear power companies. Olenick’s client base also includes the financial and legal sectors. The firm was founded in 1998 by owner Tom Olenick and has become the largest software testing firm in the US Midwest. Based in the windy city, the company also has an office in Philadelphia and offshore operations in Buenos Aires, Argentina and Northern Ireland. Olenick’s Belfast IT facility opened in June 2012 creating 55 new jobs with almost 15 of the positions filled so far at its offices on Lombard Street in the city centre. The company's Belfast operation, whose establishment was backed IN by Invest NI, trades as Olenick Global Limited and provides advanced technology solutions to the firm’s existing US and new European client base. “Locating in Belfast has been pretty critical,” says Brandon. “Our model in the States has been traditionally operating ‘on site’. For instance, a client will come to us and say they have an IT project and need four Quality Assurance engineers, six Functional Testers, and Test Automation Engineers. “We then send a pool of our testers and engineers to the client to work on the project. “But now, we are in a sense re-educating our clients by saying what they require can be done remotely from, for example, our Belfast office. “Instead of us being face-to-face with the client on site – we use our Global Solutions Network – where our test labs in Belfast, Chicago, Philadelphia, and Buenos Aires can work remotely but together on the same project for a client. “For instance – a few months ago we were working on a website for a client which had been built in HTML form but they wanted to get it re-engineered in Wordpress. “We did some of the development in Buenos Aires, the device and operating system browser testing was done in Belfast, and Chicago was responsible for further development. “We may be working in different locations – but we are still working together.” Olenick & Associates, as a specialist in quality assurance and software testing, was especially encouraged to locate in Northern Ireland by the Software Testers Academy initiative which was launched in 2011 as part of a collaborative effort by government, the software sector and academia to deliver new software testing talent in Northern Ireland. “Our centre in Belfast fits with our strategic

aim of offering a wider breadth of service options to our client base and will provide the platform for longer term new market development in the UK and Europe. It will also continue to deal with a substantial portion of work we do offshore for our US clients,” says Brandon. “There is such an impressive IT footprint in Northern Ireland and the pool of talent is likely to get bigger which is great for Olenick in terms of our timeline for growth. “In our Belfast centre, we will have increasing need for software testers, test automation and functional testing engineers and hands on performance testing. My vision is for this to be a testing centre of excellence. “Currently in Belfast we are testing brand new IT products which have been developed by a particular client and it’s our job to ensure that every aspect of the system operates exactly as designed and as expected. That system will

“WE MAY BE WORKING DIFFERENT LOCATIONS – BUT WE ARE STILL WORKING TOGETHER.” then be sold on by the client to an end user and we will also offer support to the end user.” In addition, Brandon says having a six hour time difference between Belfast and Olenick’s headquarters in Chicago is a real advantage in terms of extending the work day….but in a good way. “By being in Northern Ireland, we have strategically put ourselves in a good place with agile testing projects. We have a six hour advantage for most of our clients. A project could come out on a Monday night, developers come in on Tuesday and we have already got 6 hours worth of testing done on it. In an agile environment, we are in a really good position to keep things moving. Overall here, we have a 14 to 16 hour work day given the time difference with the US and that is a real benefit.” Olenick’s expertise was recognised last September at the prestigious International Legal Technology Awards in the US at which the firm won the Distinguished Peer Award for outstanding achievements in the ‘Innovative Consultant of the Year’ category. The firm, which provides specialised IT services to the legal sector was recognised for its focus on quality assurance and developing test scripts for leading software applications. So from testing software for large energy providers to developing IT systems for law offices – Olenick’s range and depth of work is impressive. “We have a good stock of work in the pipeline and I am really delighted that our Belfast base has such a pivotal role,” says Brandon. “That really bodes well for the future.”

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[COLUMNIST] IAN RAINEY FORMER INTERNATIONAL BANKER

BRAVEHEART AND THE FALL OF RBS BLOOD HAS BEEN SPILT ON THE BANKING BATTLEFIELD IN RECENT TIMES WITH RBS’S QUEST TO EXTEND ITS DOMINANCE IN THE UK ENDING IN DISASTER. IAN RAINEY, WHOSE CAREER SPANS MANY YEARS IN INTERNATIONAL BANKING, EXAMINES ITS ROAD TO DEFEAT.

Mel Gibson in Braveheart.

great friend in Dublin remarked to me in the early 2000’s that he believed that the Celtic Tiger would never have been a success had the country not succeeded in breaking the hold of the Catholic Church. I have to admit that I haven’t had the courage, post the banking crisis, to tell him that maybe it would have been better if the Catholic Church had lingered a little longer. However, with the recent collapse of the Co-operative Bank and the shenanigans of its Chairman the Reverend Flowers, a Minister within the Methodist Church, maybe the Church is no guarantor of probity within the banking sector. The collapse in 2008 of the Royal Bank of Scotland (RBS), parent of Ulster Bank, has continued to be in the spotlight with Ian Martin’s book ‘Making it Happen: Fred Goodwin RBS and the Men who blew up the British Economy’ laying the blame for the Bank’s collapse on an over exuberance drummed up by the iconic movie Braveheart. One senior insider in the Bank told Martin: “Braveheart had a lot to answer for, it gave those guys in Edinburgh too much confidence”. This is not too far from the truth when it is noted that the former Chief Executive of the Bank, Fred Goodwin adorned his Executive Meeting Room at Head Office with an exact replica long-sword of the kind wielded by Mel Gibson in Braveheart. Understanding how RBS failed is also a great 58 l Ambition Magazine

“DURING THAT BID FOR AMRO, ALEX SALMOND, SCOTLAND’S FIRST MINISTER, WROTE TO GOODWIN OFFERING “ANY ASSISTANCE MY OFFICE CAN PROVIDE”. HE SIGNED THE LETTER “YOURS FOR SCOTLAND, ALEX”. study in the lack of corporate governance and also in the need for both strong leadership as well as good management. Sir George Mathewson the Chairman of RBS, in the run up to its demise, was a great visionary who saw in the history of prudent Scottish Presbyterian banking the foundation for RBS becoming not only a leader in British banking but also in world banking. Mathewson had been the Chief Executive of the Scottish Development Agency and had done a great job in bringing new high tech industries into Scotland at a time when the country was suffering from the demise of shipbuilding and other heavy engineering industries on which the country had been built. He was the visionary with the leadership skills and in 1998 he hired Fred Goodwin, who was then the Chief Executive of Clydesdale Bank. Goodwin, a Scot born in Paisley, was very much a rising star, having become a Partner in Deloitte at the age of 30. Mathewson in his ten years as predecessor to Goodwin as CEO, had revolutionised RBS from a sleepy old bank whose profits had dropped to £12.6m in 1993. By 2003 the bank was making a profit of £6.2bn. Braveheart was to the fore in their first joint conquest, when RBS succeeded in taking over

Natwest Bank, the biggest bank in the UK with 64,000 staff and some 75,000 corporate customers. In his book, Martin refers to Mathewson and Goodwin on winning the battle for RBS “swooping on its Natwest’s London headquarters like medieval monarchs on a cross -border raiding party – and shipping the contents of its wine cellar back to Edinburgh”. It should also be noted there were a number of political factors which played along with the avarice of the RBS. On 1 July 1999, the new Scottish Parliament was opened in Scotland. And there were strong Scottish contacts in London, with none other than Gordon Brown (the son of a Kirkcaldy Presbyterian Minister) resident in No.11 Downing Street as Chancellor of the Exchequer. By the time Fred Goodwin made his fatal bid for AMRO Bank, Brown had been elevated to Prime Minister and another Scot, Alistair Darling, occupied No.11. During that bid for AMRO, Alex Salmond, Scotland’s First Minister, wrote to Goodwin offering “any assistance my office can provide”. He signed the letter “Yours for Scotland, Alex”. RBS’s desire to get control of the Dutch Bank was predicated on it having a US subsidiary, La Salle Bank, which if acquired, would give RBS coverage of the Western half of the USA to balance its penetration of the Eastern half with its subsidiary Citizens Bank. Unfortunately for RBS in the middle of the bidding process, Bank of America jumped in and acquired La Salle Bank. This should have stopped RBS in its tracks as the rationale for the take-over of AMRO was now expunged. But it didn’t, largely because Barclays Bank had now appeared on the scene as the favoured suitor for AMRO. Again Braveheart came to the fore and RBS was driven to outbid Barclays, even though it had done virtually no “due diligence” on the Bank. Martin refers to the due diligence on AMRO consisting of “two CD’s and one leaver arch file” – but they beat the English, only to find that AMRO’s loan portfolio was stuffed with sub-prime junk. It was the predominance of this sub-prime junk which was to prove the death knell of RBS causing a run on the Bank which had to be rescued ironically by Messrs Darling and Brown with the Bank of England injecting £45.2bn to rescue RBS on 8 October 2008. For a short three month period in 2008, RBS was the biggest bank in the world with £1.9tn in total assets. I’m not aware of an Irish movie like Braveheart but I would suggest that there were maybe also some traces of nationalism in the boardrooms of Ireland’s damaged banks.

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[ADVERTISING FEATURE]

INVESTING IN RESEARCH & DEVELOPMENT (R&D)? ARE YOU GETTING THE CREDIT YOU DESERVE? LARGE COMPANY REGIME

The rate of R&D tax relief for a Large Company is currently 130%. This means that for every £100,000 of qualifying expenditure, the company will be able to claim a further deduction of £30,000, which at the current top rate of corporation tax at 23% equates to a corporation tax saving of £6,900. WHO CAN CLAIM R&D TAX RELIEF?

The primary criterion to determine if a particular activity or project qualifies is whether there is an advance in science or technology, with the resolution of scientific or technological uncertainties. The focus should be on whether the company has produced new products, services and processes or significantly enhanced existing ones. RECENT DEVELOPMENTS

The above the line (“ATL”) tax credit was introduced on 1 April 2013 for large companies meaning that those companies investing in R&D but with no corporation tax liability in the year can now claim cash back. A further development relates to the introduction the “Patent Box” regime which also came into effect from 1 April 2013. ARE YOU GETTING THE CREDIT YOU DESERVE?

he UK Government, in introducing the R&D tax relief regime back in 2000, recognised that encouraging innovation was a vital component in the strategy for improving the UK’s productivity, performance and competitiveness. However, locally based companies have been slow on the uptake, historically claiming less than any other region in the UK. That position has now improved markedly, with a reported 225 Northern Ireland registered companies in the 2010/11 year claiming in excess of £200m in enhanced deductions - but there remain a significant number who are still unaware of this valuable relief. WHAT IS R&D TAX RELIEF?

R&D tax relief is available as a “super

ASM

CHARTERED ACCOUNTANTS

deduction” for companies which invest in R&D activities. There are two R&D tax relief regimes – one for SMEs and one for Large Companies, and the rate will depend on whether the company is an SME or a Large Company. SME

An SME purely for the purposes of claiming R&D tax relief is classed as having fewer than 500 employees, and either an annual turnover of less than €100m, or a balance sheet not exceeding €86m. The “super deduction” rate of R&D tax relief for a SME is 225% which was introduced with effect from 1 April 2012. The effect of this super deduction is a corporation tax saving of almost £30,000 for every £100,000 of qualifying R&D spend.

So, in conclusion, there are a number of extremely generous reliefs available to companies in Northern Ireland investing in R&D, and if your business is engaging in developing new or enhancing existing products, services or processes, you could be missing out. If you are in doubt, or feel that an R&D relief claim can be made but are unsure of the process, we are here to help. So, do not hesitate to get in touch.

Caroline Keenan Tax Director ASM Chartered Accountants caroline.keenan@asmbelfast.com 028 9024 9222

PROFESSIONAL KNOWLEDGE. 20 Rosemary Street, Belfast, BT1 1QD Tel: 028 9024 9222 www.asmaccountants.com caroline.keenan@asmbelfast.com Ambition Magazine l 59

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[NEWS]

LIKE YOUR GRANDPARENTS USED TO MAKE IT! Age NI is working in partnership with family porridge producer, Flahavan's to encourage families across Northern Ireland to take a trip down memory lane this winter. The charity and Flahavan's want to stir up childhood memories around the breakfast tradition of eating porridge and encourage people to go online to share their memories of how their ‘grandparents used to make it!' James Flahavan of Flahavan's explains: “Our partnership with Age NI is the perfect fit, as it embodies the ethos of Flahavan's – we are a seventh generation family company – milling and producing porridge for families across Ireland. Most of us can remember our grandparents serving up a bowl of porridge or feeding a new-born in the family their first spoonful.” Siobhan Casey, Director of Marketing

for Age NI, said: “We are delighted to work in partnership with Flahavan’s on this competition. Grannies and Grandas across Northern Ireland make a huge contribution to family life and many of us have wonderful breakfast time memories. We’re looking forward to hearing from people across Northern Ireland who have fun, sweet and heart-warming stories to share!” The 'Like Your Grandparents Used To Make It!' competition will run on www.ageni.org/breakfastmemory until February 2014 and will see two gourmet Flahavan’s hampers given away every month to lucky winners.

David McCurry, Age NI Consultative Forum Member with his grand-daughter Aoife promoting the 'Like Your Grandparents Used To Make It!' competition

To find out how your organisation could work in partnership with Age NI, contact Maeve Egerton at maeve.egerton@ageni.org

[ADVERTISING FEATURE]

INCREASING PERFORMANCE The “Smart Office Concept” developed by the Innov8 Design Team focus on creating well designed office space taking into account factors such as layouts to facilitate better performance, always revolving around the user and their individual tasks. The Innov8 Team have skilled interior designers with a passion to transform the

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conventional workplace, creating a cost effective space to increase communication and group input, creative “Breakout” spaces and integrating new technologies and developing effective working and storage solutions. On display Innov8 boast products and concepts from worldwide manufacturing partners, laid out in a unique environment

providing a canvas to really portray current furniture trends and design concepts, The Innov8 product portfolio encompasses floor coverings, partitioning, storage both fixed and mobile, furniture packages and complimentary seating. Why not call into the Showroom at 1 -3 Glenmachan Street, Boucher Road, Belfast or visit www.innov8officeinteriors.com

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[ADVERTISING FEATURE]

FIRST COMPREHENSIVE REPORT ON SME ACCESS TO FINANCE LAUNCHED For the first time InterTradeIreland’s ‘Access to Finance for Growth’ report provides a reliable indication of the supply of funding available to the 300,000 SMEs on the island of Ireland from banks, government, venture capitalists and angel investors. The report estimates that bank funding to SMEs in Northern Ireland in 2012 amounted to £4.7 billion. This accounts for 93% of the credit taken up by SMEs, much of which is short-term financing, e.g., overdrafts or bank funding. A series of recommendations address two key areas - information and financial capability - and are designed to support work already on-going in both jurisdictions. The full ‘Access to Finance for Growth’ report is available at www.intertradeireland.com/researchandpublications

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[APPOINTMENTS]

AIB Group (UK) has appointed three new Board Directors. Steve Reid, appointed as Managing Director of AIB Group (UK), is joined on the Board by Margaret Butler, who has over 42 years experience within the Financial Services Industry in Northern Ireland, England, Scotland and Australia and Sir Bruce Robinson, former head of the Northern Ireland Civil Service and former Chief Executive of the Industrial Development Board.

NEW APPOINTMENTS

Cherelle McIlfatrick has been appointed Account Executive for Outsource, the Antrim-based provider of IT and telecoms solutions.

Anna McClimonds has been appointed Assistant Solicitor in the Litigation Department at Cleaver Fulton Rankin Solicitors.

Christopher McCluskey has been appointed Assistant Solicitor in the Litigation Department at Cleaver Fulton Rankin Solicitors.

Maureen Edmondson has been appointed as the new Chairman of Ofcomâ&#x20AC;&#x2122;s Advisory Committee for Northern Ireland (ACNI).

OUR PEOPLE ARE YOUR PEOPLE www.graftonrecruitment.com

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IT’S A SELLER’S MARKET WHEN YOU’VE GOT SKILLS YOU HAVE TO BE QUICK OFF THE MARK TO GET THE BEST EMPLOYEES THESE DAYS AS SINEAD WALLACE, GRAFTON COMMERCIAL DIRECTOR FOR IRELAND EXPLAINS. There is a lot of discussion at the moment around education matching with the jobs of today and the future. The conversation could lead to developing a new generation of young people that are able to fill the gaps in the job market. Great! But that does not change the fact that there is a skills shortage today in certain sectors, as seen by the recent news that Harland and Wolff need to bring in skilled trades people to fill the positions generated by a new contract that they have secured. You may also notice that there are poster campaigns to recruit for IT specialists. Those with skills, experience and a good track record are becoming a valuable commodity. And don’t they know it. Market forces that were in favour of the employer are shifting towards the

Bronagh Magee has been appointed as BMW Product Genius at Bavarian BMW where she will update new and existing customers on the latest BMW products and technologies.

employee, as they realise that they are in demand. It means that employers and the HR team need to think again about their recruitment processes. Speed is of the essence. The candidate that you were going to appoint has had other options, and has accepted the offer that was followed up the next day. The second on your list has also gone. Back to square one. The change in the market means you have to make your decision more quickly, and that can mean putting a more efficient structure in place. First interview followed two weeks later by the second may no longer be appropriate. The questions asked at the first interview for the job need to be designed to help you make up your mind more quickly, and the second

Paul McIlwrath has been appointed Fresh Foods Category Planner for Henderson Wholesale, part of the Henderson Group.

Vicki Hassan has been appointed Senior Manager, Sales at Danske Bank.

interview needs to be within a week. It is also a world where you are being interviewed as well. A job seeker with options will look into the companies that are potential employers. They will go to your web site, your LinkedIn profile and see what others are saying about you. Making your company the one of choice can mean making your online presence more accessible and engaging. Employers are right – there is a skills shortage, education needs to be designed to produce people that are ready to start work in engineering, IT, the creative industries, pharmaceuticals, research and development. But today, it is the fleet of foot that is getting the best employees, and you need to be the Usain Bolt of employers.

Richard Stack has been appointed Corporate Banking Manager at Danske Bank.

OUR PEOPLE ARE YOUR PEOPLE www.graftonrecruitment.com

Ambition Magazine l 63

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[COLUMNIST] BRIAN TELFORD - HEAD OF MARKETS AT DANSKE BANK

PROSPEROUS NEW YEAR FOR EXPORTERS? CURRENCY FLUCTUATIONS MEAN EXPORTERS SHOULD BUDGET AS BRIAN TELFORD EXPLAINS.

his time last year, local exporters could have been forgiven for hoping that policymakers had ‘peace and goodwill to all men and all global markets’ down as a New Year’s Resolution. If they did, they certainly appeared to get their wish. 2013 proved to be a less volatile year for economies around the world after a series of political shocks rocked markets in 2012. This comparative lack of surprises has led to a refocusing on economic fundamentals. It means that we are beginning to see some differentiation in the three markets that have the most impact on our exporters – the Eurozone, the US and the UK. Currencies are trading more in line with the perceived strengths of each economy, rather than the actions of policymakers. Accordingly, there are some signs of a three-speed pace of recovery. The Eurozone is under the most pressure. While bad news from countries such as Spain and Portugal is to some degree ‘priced in’ to the single currency, some concerns have been raised over the strength of the French and German economies which could put downward pressure on the Euro relative to other currencies. As a mark of how seriously the European Central Bank (ECB) is taking this, it has even discussed the possibility of negative interest rates – charging institutions for holding deposits with them as a means of encouraging those institutions to find investment opportunities offering greater return. The picture for the US is more optimistic, with robust data on jobs having emerged over the past few months. However, next year, the US Federal Reserve is expected to begin ‘tapering’ the bond-buying programme that has been used to support the economy. This is likely to create some fluctuation around the strength of the dollar if and when this tapering is announced. The UK has arguably exhibited some of the most positive signs. Not only was GDP in the third-quarter better than expected, coming in at growth of 0.8 per cent, forward-looking

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survey data has pointed to continuing strength. These strong numbers have led the Bank of England (BoE) to revise its outlook on the health of the UK economy. In fact, the BoE has brought its forecast of when unemployment may hit the forward guidance threshold of 7 per cent forward by a full year. Based on what is known at the current time, there is no imminent downward pressure on sterling. What effects could these changes have on exporters? Well, while slower than expected growth in major markets could represent a risk, a return in local confidence which encouraged companies to invest and strengthen their supply chain would be no bad thing. When thinking about how currency fluctuations might affect exporters, it is worth taking a step back and understanding why individual firms are exporting in the first place.

“STRONGER STERLING MAKES A CAREFUL CONSIDERATION OF PRICING IMPORTANT.”

Many companies are not exclusively targeting domestic or foreign audiences but rather a mix of both. If a firm has been exporting to compensate for weaker domestic demand, a stronger local economy is of benefit to them as it implies an increase in appetite closer to home. It also underlines the importance of the budgeting process for exporting firms. Stronger sterling makes a careful consideration of pricing important, as the exporter’s products become more expensive relative to local substitutes in the buyer’s home market. Managing currency exposure should be thought of in the same way that firms manage any other input cost. While currency volatility can change, a business that locks in exchange levels that are suitable for their business can plan ahead with more certainty. Engaging with your bank at an early stage is an important part of this process for companies. Getting an appropriate risk management strategy in place allows organisations to get on with their core business. With these strategies in place, exporters can approach 2014 with greater confidence.

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[FEATURE]

WHAT IS YOUR FAVOURITE PART OF THE DAY? I get up at 6.45am making sure I’m ready first, then I wake the kids, give them breakfast and get them dressed. It is a military procedure to make sure everyone is ready to go by 8.30am! I work four days a week, part time, so I’m able to collect Katie from school at 2pm and Daniel at 3pm and then collect the twins from my childminder. We’re usually back home again by 4pm, everyone has snacks and then it’s homework time for the two eldest. We all eat dinner together once Neil is home, which is my favourite part of the day. From 8pm to 9pm we get the kids ready for bed and I prepare their packed lunches, sign homework and ensure their school bags are ready for the next day. I then spend an hour or so catching up on work before I finally chill out for a while before bed. WHAT DO YOU DO TO ENSURE A WORK/LIFE BALANCE? After having the twins I reduced my working hours to fit it all in. I’m off on a Friday and get to spend some quality time with them before picking the others up from school. Weekends are precious and dedicated family time, so I usually take the children out somewhere, which we all enjoy. I am lucky to be married to a very hands-on father. I always take holidays when the children (and Neil) are off

“ WEEKENDS ARE PRECIOUS AND DEDICATED TO FAMILY TIME...” school to spend as much time as possible with them.

MUMS WITH POWER BRONAGH LUKE OVERSEES THE CORPORATE IMAGE OF THE FAMILYRUN HENDERSON GROUP, OWNERS OF THE SPAR, EUROSPAR, VIVO AND VIVOXTRA BRANDS IN NORTHERN IRELAND. SHE IS MARRIED TO NEIL, WHO IS HEAD OF THE PHYSICS DEPARTMENT AT HUNTERHOUSE COLLEGE IN BELFAST. THE COUPLE HAVE FOUR CHILDREN; DANIEL (7), KATIE (5) AND TWINS CALLUM AND JAMES (2). BRONAGH LIVES IN CARNMONEY, NEAR BELFAST AND HAS A 10 MINUTE COMMUTE TO WORK IN MALLUSK.

DESCRIBE YOUR JOB I am the Corporate Marketing Controller for the Henderson Group, where I have worked for almost 19 years. My main role is to drive and lead our corporate marketing objectives, particularly in the area of the Henderson Group brands, our retail brands, corporate, consumer and retailer PR, and our CSR initiatives, which include sponsorships, events and charity activity. I am passionate and enthusiastic about helping others and feel fortunate I get to practise this through my role at the Henderson Group.

HOW HAS HAVING CHILDREN IMPACTED YOUR PERSONAL AND WORKING LIFE? Having children, as anyone will tell you, is life changing! For me it’s all for the better and I feel so blessed to have four loving, healthy children. The biggest change for me is the lack of freedom to just do as you please. Social occasions are still a very important part of my life, but they are certainly not as frequent and need planned well in advance! From a work life perspective, I think it’s important to educate children in the values of working hard for what you have. ARE WORKING MUMS IN GREATER NEED OF STATE SUPPORT THAN STAY-AT-HOME MUMS? I feel both are in need of support to a certain level. I took the full amount of maternity leave with my children as I feel this is when they need you most. Childcare can be expensive, especially with four children but we are fortunate to have a fantastic childminder. We also have to bear in mind that childminders have to make a living too – childcare costs are actually another parent’s wages!

DO YOU THINK YOU WILL ALWAYS REMAIN IN EMPLOYMENT? My career is important to me and I’m passionate about my job; I enjoy the work ethos and discipline it brings to my life. My mother and father also were both career people so I think a strong work ethic is certainly something you’re brought up with. The Henderson Group is a fantastic family-run and family-orientated company, the best in its sector and I have the privilege of working with some really talented people. It’s important to me that I can come to work and make a difference.

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[FEATURE]

BRIGHT YOUNG BUSINESS BRAINS

Adrienne McGill (NI Chamber); Gail McKibben (Ulster Bank); Geordan Shaw (Regent House Year 11 pupil) displaying the Algebra calculator devised by his team who are pictured in the background with Vivienne Stoops (Ulster Bank); and Leigh Nelson (Newtownards Chamber of Commerce). Also pictured is Steve McIlwrath (Avalon Guitars); Ryan Kerr (Ernst & Young) and Heather Boyle (A Slice of Heaven NI).

REGENT HOUSE STUDENTS ENTER THE DRAGONS’ DEN INNOVATIVE CONCEPTS AND PRODUCTS PROVE THE VALUE OF A NEW GENERATION OF INVENTORS.

acing a panel of business dragons’ is not for the faint hearted – but teams of budding entrepreneurs took it in their stride recently as they pitched their business ideas and inventions to a line-up of dragons. Nine teams of pupils from Regent House Grammar School in Newtownards, stepped into the den as part of the QuickStart programme organised by leading business education charity Young Enterprise NI and Ulster Bank. The initiative sees students, aged 14-15, create innovative business ideas, and develop business plans over a 12 week period. Students form their own business and take on key business roles including Managing Director, Financial Director, Marketing 66 l Ambition Magazine

Director and Human Resources Director. Having worked on their business plans since the beginning of the school term in September, the students, in the final stage of the programme, were tasked with pitching their ideas to a panel of judges from local companies and business organisations. The line-up featured dragons from a range of business backgrounds including Leigh Nelson (Newtownards Chamber of Commerce), Heather Boyle (A Slice of Heaven NI), Steve McIlwrath (Avalon Guitars), Ryan Kerr (Ernst & Young) and Adrienne McGill (Northern Ireland Chamber of Commerce). Ulster Bank staff Gail McKibben and Vivienne Stoops have been the students’

volunteer business advisers, guiding them through the process of starting their businesses and developing their products. On the day, 9 companies delivered their presentations with a range of innovative business ideas and products. Each of the businesses delivered their presentations and fielded questions from the panel. While many of the products were in concept or prototype form, the judges were able to question the viability of the business in order to assess whether the product could go forward into production. They also analysed the proposed financials, marketing strategies and business plans before deciding on the winning business. The winning team “Alpha One” were praised for their innovative tracking device

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concept. Whilst many mobile phones feature a built in tracking application which helps the owner find the phone if it is mislaid or lost, the device location cannot be updated when the mobile is switched off. The students worked on a concept whereby a tracking device could be built into a streamlined sticker that would affix to the device and be traceable even if the item is not connected to a cellular network. Runner Up team “Wonder Wellies” had a creative idea for Wellington boots that would change colour when wet. With a range of suggested colours and customisations, the boots would be a hit amongst festival-goers, and young children alike.

“THERE WAS A WEALTH OF BUSINESS TALENT AND ENTHUSIASM DISPLAYED BY ALL THE TEAMS.” Speaking on behalf of the judging panel, Adrienne McGill, said the panel had been very impressed by the students’ range of innovative ideas and products. “There was a wealth of business talent and enthusiasm displayed by all the teams. The students had obviously put a lot of hard work into their respective projects. There is every indication that if some of these young people do go into business in later life, they will be very successful.” With innovative concepts such as these coming through the Young Enterprise NI QuickStart programme, it is easy to see how the future of the Northern Ireland economy will be influenced by the next generation of entrepreneurs. These young people are experiencing business first hand, with guidance from volunteer business advisers bringing the experience to life. The competition marked the end of the QuickStart Programme at Regent House for 9 businesses, with another 9 taking the challenge this year in the Spring term. Young Enterprise NI is a charity and is part-funded by the Department of Education. For further information and for details volunteering and fundraising opportunities please visit www.yeni.co.uk.

Speaker Roisin McKee, Director of People 1st in Northern Ireland, joined students Claire Calvert (left) and Hannah McGirr to do some future gazing.

CONFERENCE HELPS STUDENTS FUTURE GAZE STUDENTS PROVE THEY ARE STAR PERFORMERS IN MANAGING HOSPITALITY EVENT.

Leading figures in the hospitality industry inspired students at Ulster Business School recently at the first fYOUture conference which took place at the Belfast campus of the University of Ulster. The hospitality sector, recognised as a priority sector in the economic strategy for Northern Ireland, contributes £860m to the economy here annually. A report this year by People 1st – the sector skills council for hospitality, passenger transport, travel and tourism – has suggested an additional 19,600 positions in the field will need to be filled by 2020, with 5,100 of them new jobs. The conference was organised by second year students from the BSc (Hons) International Hospitality Management degree course who are studying a module on corporate events. It was sponsored by the students’ own Hospitality Events and Tourism Society (HEAT Society), based at the Belfast campus. Speakers included Susie McCullough, Northern Ireland Tourist Board’s Director of Business Support and Events, who talked about the developing events industry in Northern Ireland, and Roisin McKee, Director of People 1st in Northern Ireland, who gave advice on graduate employment opportunities locally and internationally. Hoteliers Michael Musgrave, general manager of Hotel du Vin in Edinburgh and Adrian McLaughlin, general manager of the Gibson Hotel in Dublin, both graduates in hospitality from Ulster Business School, also talked about their experiences in the industry and career

achievements. Michael McQuillan, founder of The Streat Café chain, who is also a Visiting Professor at the University of Ulster, spoke about entrepreneurial spirit and starting your own business. Event Management module lecturer in the Department of Hospitality and Tourism at Ulster Business School, Nikki McQuillan, said: “Our students organised this conference themselves, taking charge of everything from negotiating sponsorship, marketing and co-ordination of speakers and management of the day. The skills that they learn and practise on the BSc (Hons) International Hospitality Management course add value to their degree and increase their employability by preparing them to meet the expectations of future employers. Student Claire Calvert, marketing manager of the fYOUture conference team, said the concept of the conference was designed around ‘the future’ in order to inspire students to build their dreams and strive to achieve their future potential. She said it had been a great experience for all the students from the corporate events module to organise a real conference and gain experience which would help them in their placement year in 2014 and in their future careers. Students from collaborative partners including Belfast Metropolitan College, Southern Regional College, South Eastern Regional College and North West Regional College also attended the conference.

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[FEATURE]

MY AMBITION IS TO... WHERE THERE’S ENERGY IN A COMPANY, THERE’S AMBITION. HERE WE TALK TO GERARD GRAHAM (35), WHO IS PROCUREMENT MANAGER FOR WILSON CONSTRUCTION WHICH IS HEADQUARTERED ON BELFAST’S ANTRIM ROAD.

olving a Rubix Cube can be extremely frustrating not to mention almost impossible! But Gerard Graham is one person who can sit back and calmly work out the algorithms which go a long way to solve this perplexing game. His ability to get to grips with the intricacies of a mind-boggling puzzle has proved to be a valuable skill in the construction industry. Gerard, from an early age harboured a desire to work in construction and after attending Grammar School in Downpatrick, he continued his studies at the University of Ulster where he graduated with a BSc (Hons) in Construction Engineering and Management, followed by a Master’s Degree in Computing and Information Systems. “I’ve always had a ‘problem-solving’ methodical mind-set and from an early age was interested in the formation of structures. This interest developed through my early years, therefore, it was no surprise that I was keen to pursue a career in construction. “I thoroughly enjoy the commercial side of my role with Wilson Construction. Getting out and about to meet clients and suppliers is an extremely important aspect of my job, this allows me to interact with people and develop the social aspect of business.” As an integral part of his construction degree, Gerard completed a one year placement where he gained significant experience with Farrans as a student Site Engineer. Gerard was delighted to be based at 68 l Ambition Magazine

the £100m Odyssey complex in Belfast while ensure all staff members are suitably qualified. the building was being constructed. After This year I was delighted to take on the role of successfully completing his construction Northern Chairman of Novus, the division degree, Gerard undertook his Master’s within the professional body the Chartered Degree in Computing and Information Institute of Building, which develops young Systems and was subsequently accepted on to leaders in the construction industry.” Invest NI’s Explorers Programme which gave As if his professional career was not busy him experience identifying export markets. enough, Gerard spends a great deal of time “I was linked with Wrightbus in Ballymena taking part in activities to raise funds for a variety and spent a year working of charities. Last June he and living in Holland did a skydive to raise “I’VE ALWAYS HAD investigating export money for the Northern opportunities. Ireland Children’s A ‘PROBLEM“The vast experience I Hospice and will be SOLVING’ gained working with undertaking the London METHODICAL Wrightbus CEO Mark marathon in April 2014 in Nodder - the current NI aid of Cancer Focus. MIND-SET...” Chamber President – Gerard has also taken part was invaluable. Overall, I in triathlons to raise money for spent almost five extremely beneficial years the Alzheimer’s Society. Incredibly it doesn’t working for Wrightbus as a Business stop there! Gerard is also a highly talented Development Executive. I then later took the dancer whose speciality is Modern Jive. experience gained and decided to apply it to “I teach at a dance club – Ceroc NI in North working for a construction company.” Belfast on a regular basis and have been doing Gerard joined Wilson Construction in 2011 so for about five years. I find the dancing to be and was responsible for successfully a great form of relaxation – it is totally implementing and developing the company’s different to my daily routine. I have taken part ISO management systems across quality, in some competitions and exhibitions.” environmental, sustainability, and health & Gerard plans to progress further up the safety management. He also acts as Bid management ladder in Wilson Construction Manager on public and private sector building and engage in more charity work – secretly and refurbishment projects. he would like to appear on ‘Strictly Come “I also look after the company’s marketing Dancing’! “I am always busy – that’s for sure and am currently developing a new website. but I enjoy everything I do. It is important to In addition, I manage the company’s training to make time for things that you enjoy.”

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[FEATURE] Ann McGregor MBE, Chief Executive of Northern Ireland Chamber of Commerce and Fred Smyth, Regional Business Manager, Bank of Ireland UK, launch Connecting for Growth, a new cross-border trade initiative to encourage business between companies from Northern Ireland and the Republic of Ireland.

CROSSING BORDERS BUSINESSES ARE BEING GIVEN THE CHANCE TO EXPAND THEIR PRESENCE IN THE MARKET PLACE BY UNWRAPPING CROSS BORDER OPPORTUNITIES. HERE, WE REVEAL DETAILS OF THE NEW PROGRAMME DESIGNED TO ACHIEVE THIS.

orthern Ireland Chamber of Commerce, in partnership with the Bank of Ireland UK, have launched Connecting for Growth, a new cross-border trade initiative designed to facilitate increased business between companies from Northern Ireland and the Republic of Ireland. The Connecting for Growth programme will focus on bringing together more than 250 businesses with procurement teams from large buying organisations and is open to any businesses that have an interest in developing cross-border trade opportunities. The Programme will include three largescale Meet the Buyer events, which will provide participants with an opportunity to make a pitch to a wide range of private sector buyers. The events will also encourage participants to network and develop links with each other through a cross-border speed networking event focused on developing useful connections and improving sales technique. Commenting on the Programme, Ann

McGregor MBE, Chief Executive of Northern Ireland Chamber of Commerce, said: “Northern Ireland Chamber of Commerce is delighted to partner with Bank of Ireland UK in order to deliver this exciting new business growth initiative. The Connecting for Growth Programme in partnership with Bank of Ireland UK will enhance the export capability of local businesses and encourage trade between companies from Northern Ireland and the Republic of Ireland. “Unlike other Meet the Buyer initiatives, Connecting for Growth is open to any business that has a product or service our buyers are interested in purchasing. There is no restriction on size, sector or support already received through the public sector. The programme is about creating sales opportunities, building networks and facilitating growth.” Fred Smyth, Regional Business Manager at Bank of Ireland UK, said there was a realisation amongst companies that engaging

in or expanding cross-border trade was essential to a solid growth strategy. “Supporting economic development in Northern Ireland by facilitating and encouraging business growth is a priority for Bank of Ireland UK. “With an extensive branch and business banking network in both Northern Ireland and the Republic of Ireland, we are ideally placed to support and advise businesses who want to invest and develop their operations by entering new markets. “Among our customers we are seeing an increasing ambition to develop these new trading opportunities and they perceive cross-border trade as a means to achieve that. By partnering with the Northern Ireland Chamber of Commerce on this new programme we believe we can help businesses of all sizes to benefit from really practical advice, networking and sales development opportunities.” Recruitment is now open for the first Meet the Buyer event which will take place in Belfast on March 2014.

For further information visit www.northernirelandchamber.com or email Sandra Scannell, Operations & Programmes Director at NI Chamber of Commerce at sandra.scannell@northernirelandchamber.com.

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[FEATURE]

IN THE FAST STREAM STREAM IS A GLOBAL NAME IN CONTACT CENTRE SERVICES AND, AS ITS MANAGER IN NORTHERN IRELAND PATRICK FORRESTER TELLS ADRIENNE MCGILL, NEW TECHNOLOGY KEEPS FLOWING IN.

nyone who has seen the film The Internship, will gain an understanding (if they don’t already have one) of the skills involved in working for a technology giant - making a brilliant sales pitch, offering indepth technical support and possessing a thorough understanding of customer needs – to name but a few. In a brief resume - Billy (Vince Vaughn) and Nick (Owen Wilson) are two middle aged

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salesmen who are forced to become interns at Google when technology renders their former jobs obsolete. However, in gaining the coveted internship alongside an army of brilliant college students, they have to compete with a group of the world’s most elite, tech-savvy geniuses to prove that they have what it takes to carry the name Google intern champions. At the end (not a spoiler, don’t worry)

Vaughn and Wilson’s characters are finally in their element in a climactic scene where they use their sales skills to pitch Google search advertising to a local pizzeria whose owner is at first dubious about the benefits but is eventually won over when told by the pair: “Everybody’s searching for something. They are searching for you. Just let us help them find you”. And in the same succinct way, US contact

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O2 is one of Stream's major customers.

Stream’s Country Manager Patrick Forrester.

centre giant Stream Global Services, which provides customer support for top names in telecommunications, computer hardware, gaming, entertainment, travel and financial services, encapsulates what it does in the motto: “Caring people…building businesses…building careers.” The company, which is headquartered in Minneapolis, has two operations in Northern Ireland employing a total of 1,750 people. It established Stream Intelligent Contact in Belfast last year following the takeover of direct marketing company LBM with a base on Airport Road West and another at Springvale Business Park. Stream had previously employed 1,000 people in Londonderry but that operation, which offered a different type of service to that of Stream Intelligent Contact, closed in

2012 after 15 years in operation. A total of 15 staff members remain at Stream’s offices in the North West who perform largely head office functions. Stream Intelligent Contact takes calls and makes calls for its clients in the UK and Ireland who include Vodafone, O2 and British Gas. “Stream’s three pronged strapline is all about growth. If we look after our people, they will do their best for us, this in turn means we help our clients to grow and thereby they will place more work with us which will allow us to grow,” says Stream’s Country Manager, Northern Ireland, Patrick Forrester. “We aim to be absolutely vital to our clients because of the service that we provide, the targets and results we deliver for them and also the added value solutions that we offer in terms of the innovation we can suggest about how they can enhance their performance. That is at the heart of everything we do. “We service the entire customer life-cycle. It can be anything from the acquisition of customers who aren’t currently with our clients to welcome calling, health check

calling, cross selling, up selling, and upgrading to existing customers for our clients. “For example, on behalf of our client British Gas, we might call a customer who has bought gas and electricity from British Gas, to ask are they interested in boiler insurance or in home emergency cover? “For customers of our mobile clients, we call and ask if they want an upgrade or enhanced service in order to retain them before they start looking at an alternative deal elsewhere. “And then there is the renewal window – where a customer has started to look elsewhere and either wants to cancel or to upgrade. We will service those requests.” Customer care is a particular focus for Stream with big names such as Microsoft and Dell among its clients. Stream globally makes or takes over 1 billion calls per year with more than 40,000 employees delivering sales, customer care and technical support on behalf of many Fortune 1000 companies through its global network of approximately 55 service centres in 22 countries.

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[FEATURE]

Stream's people interact with customers through phone calls, email, website, text and social media.

For instance, you may find that if you have an Xbox issue – you’ll be calling into a Stream contact centre somewhere around the world to deal with it. Stream prides itself on its support and sales professionals being focused on the needs of customers and businesses, through the multimillions of one-on-one customer interactions it manages each year, whether it is by phone, chat, email, or through social media. “Communications are getting smarter all the time and the technology that we use is a reflection of that,” says Patrick. “Rather than having a segmented customer lifecycle where you are getting called at every stage – be it retention, sales, upgrades – we have an overview of the customer and put an emphasis on customers having a good experience. People are happy to communicate in different ways whether through social media, web site interaction, phone, web chat, text, or email.” New technologies and new forms of communication and interaction all require a significant shift in customer service strategies. “In recent years there has been a move away from only voice response. Customers are now going to websites to find an agent so they can engage in a web chat. “From a customer point of view it means a quicker resolution, and from a service perspective, it is means a higher volume of engagement,” says Patrick. “Customer intelligence plays a big part – a lot has to do with the intelligence that companies have around customers in terms of understanding their preferences and tailoring offers to them. “If you have an overview of the customers’ life cycle, then you know what is pertinent to that customer, you know if they have had a certain challenge with a piece of technology or a complaint, and you will know what products they buy. “Of importance to all of our clients are the innovative solutions that we can provide to take things to the next level.”

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Patrick points to the example of voice analytics and the creation of word clouds. “For quality monitoring purposes, teams of people are employed to listen to hours and hours of recordings of contact centre calls. Voice analytics technology is a new development. This now happens using technology which can download 3,000 hours worth of calls and analyse them in seconds. It can detect how many times certain words are used in those calls which again provides our clients with information on their customers which they may not have. This is an innovative solution telling customers about certain things that are being asked for, or certain feed-back that has been given on a variety of products and services.” With an average age of 27, Stream The call Intelligent centre Contact pulsates certainly with energy. pulsates with energy. At each of the work stations in the various contact centre rooms there is a multi-platform PC. Many of the call handlers choose to walk around wearing headsets as they enthusiastically communicate with clients. Employees come from a diverse background including a wide range of industries and professions, university, college, and trades. Patrick himself, perhaps, has had one of the most intriguing career paths. A former student at Belfast Inst, he initially studied law at King’s College in London but dropped out – not only because he wasn’t

keen on a job as a lawyer – but also because he had become exceptionally skilled in the sport of Fencing. From the age of 16, he travelled the world as a member of the Great Britain team taking part in international competitions and in 2001, held the top position as British Number One in Fencing. However, after 10 years of playing at top level, Patrick felt it was time to hang up his sword and seek a more long-term career. In 2002, he joined insurance firm RIAS as a call centre agent based at Springvale Business Park in Belfast and within 2 years was promoted to team manager and then contact centre manager. When in 2005, LBM opened its contact centre a short distance from RIAS, Patrick made the move and joined as contact centre manager, becoming General Manager in 2006. He was subsequently appointed Business Development Director (Ireland) with LBM shortly before the company was acquired by Stream. “Having worked my way up within a contact centre operation and knowing it inside out is beneficial,” says Patrick. “My job is to deliver great results for clients, facilitate client growth, look after customers and ensure all our people are fully engaged.” Overall, Stream’s mission is to have its support and sales professionals use their training and their ingenuity to make the right decision at the right time – and that’s why just like Google – it employs only the best.

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SAY GOODBYE TO YOUR OLD DENTURES, AND HELLO TO YOUR NEW FIXED TEETH Advances in dental treatments mean we no longer have to suffer from loose, ill-fitting or uncomfortable dentures. Every day tasks including eating and speaking with confidence can become difficult. At Cranmore we are proud to offer you a range of solutions using dental implants to help overcome such difficulties.

What are Dental Implants?

Benefits of Dental Implants

What Are Implant Retained Dentures?

* Allow you to speak naturally. * Enjoy all your favorite foods again. * Helps you to appear younger and healthier. * Stable foundation for replacement teeth.

A dental implant is a small titanium screw that is placed into the jaw bone to replace the missing tooth root. Titanium is used as it is generally very compatible with the human body and bone bonds well to it, giving a stable and long-term structure on to which the replacement tooth is fixed.

Dental implants can be used to secure and provide additional stability for a full upper or lower denture. To secure a denture between 2 and 4 implants need to be placed to give a stable and long-term structure on to which the denture is fixed. Once healed this artificial root acts as a base for fixing a denture and can lead to highly aesthetic, long- term, functional teeth.

What Are Teeth In A Day?

As the name suggests this treatment involves the placement of dental implants and attachment of provisional teeth restorations within the same day. It usually requires between 4 and 8 implants depending on your individual needs. After the requisite healing time your final restoration is fitted. Teeth in a day can successfully provide a quick solution for missing teeth without the waiting time associated with traditional dental implant treatment. It is often considered as a solution for a person who has no teeth and is a denture wearer.

Why Choose Cranmore?

* Dr Nelson has a Masters Degree in Dental

Implantology and was awarded UK Single Implant Award at the Aesthetic Dentistry Awards 2013.

* Cranmore provides a four-year guarantee for all dental implants.

* Cranmore is the only practice in Northern to be a member of the Leading Dental Centers of the World.

* Complimentary, no obligation consultations are available with our Patient Care Coordinators.

* Finance options are available.

COMPLIMENTARY CONSULTATION CALL 028 9038 1822

15 Windsor Avenue Belfast BT9 6EE

www.cranmoredental.com

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[NEWS]

MAKE THE SWITCH More than 150,000 homes and businesses across Northern Ireland are now connected to high speed fibre broadband, according to the latest figures released by BT. Dundrum based stove suppliers and fitters, County Down Stoves and Flues, which employs four fulltime staff, were announced by the communications giant as the 150,000th customer to make the switch. David and Wendy Campbell are the owners of County Down Stoves and Flues, the exclusive Northern Ireland agents for the UK manufacturer Clearview stove. Explaining the reason for upgrading their internet service to fibre broadband, David said: “For us, the internet is an essential part of how we do business. We want to be able to provide product information on our website, communicate with customers on Facebook, in addition to

Colm O’Neill, CEO, BT Ireland and Graham Knuttel with Jowita Rogalska, from the Southern Regional College in Lurgan.

STUNNING SCIENCE BOFFINS TROPHY The beautiful trophy going to the 50th winner of the BT Young Scientist & Technology Exhibition has been unveiled. BT last year commissioned a nationwide search for a creative new design demonstrating innovation and technology for the new trophy. The competition received 87 entries from across the island of Ireland and 19 year old Jowita Rogalska, from the Southern Regional College in Lurgan was selected as the overall winner of the competition with her design entitled ‘genius is found in simplicity’. It captured the imagination of the judging panel including renowned artist and lead judge, Graham Knuttel, Colm O’Neill, CEO, BT Ireland and Dr Tony Scott, co-founder of the BT Young Scientist & Technology Exhibition. Speaking about the award Jowita Rogalska said: “I was shocked but absolutely thrilled to learn that my design had been selected as the new trophy for the BT Young Scientist & Technology

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Exhibition. I wanted to create a trophy design that demonstrated innovative flair but also a sense of simplicity so I experimented with a number of ideas before arriving at my finished design ‘genius is found in simplicity’. Speaking about the design competition, Graham Knuttel said: “The calibre of entries received was truly incredible and we had a difficult job in selecting the overall winner. Creativity is an allencompassing concept that spans both art and science and this design competition was an excellent way to show budding designers that science can be a real source of inspiration for their works.” As the overall winner of the trophy design competition, Jowita receives a commemorative trophy of her own, a MacBook laptop and the honour of having her trophy design created and presented to the winners of the BT Young Scientist & Technology Exhibition from 2014 to 2016.

Pictured (L-R) is Frank McManus, BT’s Head of Wholesale Sales and Service and David and Wendy Campbell, owners of County Down Stoves and Flues.

regularly accepting and sending large image files with architects and clients from across the province and further afield. We also offer free wi-fi to all visitors at our Downshire tea rooms which make up an integral part of the unique experience at our premises. “Since installing fibre broadband we have been hugely impressed by the increased speed of our internet connection. Fibre means that we don’t have to travel out to customers’ houses to get images and information about their proposed installation as much. With faster upload and download speeds we can now share customer photos, house designs and even walk-through animation files so much faster – saving us time and money.” Frank McManus, BT’s Head of Wholesale Sales and Service added: “To reach 150,000 connections at this stage in our fibre journey is a strong milestone and demonstrates that Northern Ireland homes and businesses are embracing our leading-edge fibre infrastructure, which remains ahead of most major European countries.” Fibre broadband uses the latest fibre optic technology (known as fibre to the cabinet, or FTTC) to greatly increase broadband speeds by replacing a section of the copper network with superfast fibre optic cable. The result is download speeds of up to 80Mbps, and upload speeds of up to 20Mbps. Northern Ireland’s fibre broadband network is open access, meaning that other internet service providers can use the network to provide competitive and innovative services to their customers. Currently 24 internet service providers are using the network, delivering download speeds of up to 80Mbps and upload speeds of up to 20Mbps.

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[FACE TO FACE WITH....] RAYMOND MULLIGAN, DIRECTOR, JOHNSTON CAMPBELL

WORKING CAPITAL MAKING YOUR WEALTH GROW REQUIRES PLANNING AND MANAGEMENT AS RAYMOND MULLIGAN TELLS ADRIENNE MCGILL

ealth management is a term which has come increasingly to the fore in recent years with a growing number of high net worth individuals seeking professional help in order to preserve and enhance their wealth and get the most out of their finances. Entrepreneurs, property developers, business owners – they’ve all played a role in improving the wealth of the UK – but while they’ve made money for themselves ….and lots of it….ensuring that they’ve invested in the correct assets, markets and vehicles is vital. Raymond Mulligan, director with Belfast based wealth management company Johnston Campbell says one of the key challenges is to manage the expectations of an investor in a low-growth environment especially given current low interest rates. He points to the fact that with investors having seen their wealth shrink during the height of the market difficulties, professional advice should be near the top of their priorities. “A lot of business people have had their when wealth managers are actively involved fingers burnt and are almost paranoid about in their client’s retirement planning this can investing anything and are frustrated by the mean, among other things, updating and low return on their deposits. changing your client’s investment profile “If I can find out what the person’s based on where they are in their life cycle, motivation for investing is, I can drill down with older customers being moved into into his/her attitude to investment risk and more stable investments. what is his/her capacity for loss. Once I “When I meet a client for the first time, I understand why they want to do it and want to find out who and what is important where they are on that continuum of risk, and what do they want to achieve? then we can look at the “There will never tax situation.” be a time when we Wealth management is “PEOPLE THINK are driven by often confused with product. “It is all WEALTH investment management about helping clients MANAGEMENT – the latter being achieve their IS JUST ABOUT generally confined to objectives. picking the best stocks, “My philosophy is INVESTING bonds, exchange-traded – remove anxiety MONEY." funds, mutual funds and and bring clarity.” the like for clients. The difficult However, for wealth managers, that’s economic conditions over the last four to only where their job starts. five years have been more about the “People think wealth management is just survival of businesses, people and about investing money. The fact is, we uncertainty. As a result of that, people were advise people about how to grow their very reticent to make any decisions that wealth, how to protect it legitimately from were taken outside of their normal day-tothe tax man, we help them enjoy it in the day survival mode. However, the mood is most tax efficient way and when the time is now more positive. right how to pass it on. “Quarter three of 2012, was the first time “Wealth management is not just about that we saw a discernable change in the growing a client’s money – it is also about psyche of people generally speaking. the tax input and also the legal structures Certainly during 2013, we found people within which those assets are held. It covers being more active in the market place about areas such as trusts, wills, insurance and their wealth management be it tax planning, retirement. In other words, wealth investing, house purchases. management covers the depth and breadth “We are definitely seeing much more of managing wealth.” cautious optimism in the market place than For instance, as Mr Mulligan explains, we would have seen 12 months ago.

“However, the degree of that progression will be influenced heavily by the banks and how the banks lend. Business and clients need working capital and need to be able to borrow significant amounts at reasonable cost to go for capital projects. I would be optimistic for the future but clients will be significantly influenced by banks providing liquidity but also being reasonable in their treatment of people who have substantial debt.” Johnston Campbell manages over £330m of client’s money. Essentially the company’s investment role is to manage capital over long-term cycles and to achieve returns by understanding the capital cycle and adjusting client’s asset allocation accordingly and managing return expectations. “Looking at any portfolio – diversification is the mantra. It has been proven that diversification creates value over and above the actual individual choice of funds. “When it comes to the composition of your portfolio between the London Stock market, international stock markets, commercial property, gilts and corporate bonds, cash alternatives – it is these which make a significant difference not the individual funds.” At the end of the day, we can’t know precisely where we’ll be, in life or financially, many years into the future. But wealth management requires the right mixture of character, chemistry, competence and commitment between a client and the company managing his/her money. “It’s all about establishing a long term relationship,” says Mr Mulligan.

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[COLUMNIST] MAUREEN O’REILLY, NI BASED INDEPENDENT ECONOMIST

NORTHERN IRELAND IS OPEN FOR EXPORT!! SELLING INTO INTERNATIONAL MARKETS HAS NEVER BEEN MORE CRUCIAL SO SEIZING OPPORTUNITIES WHEN THEY COME IS A MUST, ACCORDING TO MAUREEN O’REILLY.

t is something of an accolade in economic terms to be described as small and highly open. Put simply, this means that in spite of a country/region’s size it has significant exposure to external trade, both exports and imports. Ireland has been held up as an exemplar of success in terms of its openness, particularly in the meteoric growth of its export base. During the 1990s alone, exports increased almost 5-fold and over the last five years it has been one of the only parts of the Irish economy to have experienced growth. Irish exports currently account for 108 per cent of GDP compared to 32 per cent for the UK and 14 per cent for the US placing it second only to Singapore in the world rankings. That is a significant achievement for a country that ranks 119th in world population terms. While the Northern Ireland economy has no problem ticking ‘yes’ to being ‘small’, the ‘highly open’ part is much more challenging. Despite some excellent successes, Northern Ireland’s export base remains small. In 2013 goods exports were valued at £6bn, just 2 per cent of the UK total, the lowest share across the 12 UK regions. While Northern Ireland’s exports as a share of the regions value-added (GVA) is on a par with the UK average (19%), it is well below other small UK regions such as the North East (33%) and Wales (28%) with which Northern Ireland is typically compared. The top 10 manufacturers alone account for half of Northern Ireland’s export sales so in any one year their performance can have quite a significant impact on the overall manufacturing export results. Northern Ireland does largely rely on only a small number of trading partners such as Ireland, the US and Canada for the majority 76 l Ambition Magazine

"FOREIGN DIRECT INVESTMENT (FDI) IS A CRITICAL ELEMENT IN HELPING GROW THE EXPORT BASE OF A SMALL REGIONAL ECONOMY LIKE NORTHERN IRELAND..."

of its exports. However, inroads are increasingly being made into a wide range of both emerging and developed markets albeit from a relatively small base. Growth has been particularly strong in exports to Asia, largely China, along with Latin America, the Middle East/North Africa and Australia. In the last year alone exports to the BRIC countries, the largest and fastest growing emerging markets in the world, have increased by 30 per cent. Northern Ireland is now exporting goods to all trade territories across the world with Asia Pacific and India/Middle East/Africa each making up 11 per cent of goods exported. The local tradable services sector is also becoming increasingly globalised with three-fifths of

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sales among its more highly export orientated firms, largely dominated by IT, being sold to markets outside the EU. This sector has actually weathered the recession here quite well. Foreign Direct Investment (FDI) is a critical element in helping grow the export base of a small regional economy like Northern Ireland and is playing an increasingly important role in improving our trade presence globally. It has undoubtedly been the major contributory factor to Ireland’s export success helped in no small part by the country’s low corporation tax regime. Foreign multinationals currently account for around 90 per cent of Irish exports and have helped make Ireland one of the leading world exporters of high and medium tech products. That tax advantage, along with the corresponding FDI inflows and export outflows, does not fall to Northern Ireland as yet and any decision would appear to be at least one year off after the Scottish referendum. Northern Ireland also has the added disadvantage of having to compete in an internal market within the UK to secure FDI in the first instance. Despite this, Northern Ireland has punched above its weight in terms of FDI success with Derry and Belfast recently being ranked first and second across the UK cities in terms of FDI activity relative to its population size.

Software has been a particular success story and this has certainly contributed to Northern Ireland’s stronger tradable services performance in recent years. Near markets like Ireland and North America will always be more natural trading partners for Northern Ireland. That is not unique to here. The US, Germany and France are the UK’s top trading partners. Ireland’s top trading partners are the UK, US and Belgium. However, good inroads have and continue to be made here into global markets and Fujitsu’s recent announcement of continued expansion is evidence of this.

With world trade projected to grow by 5 per cent in 2014 and 6 per cent in 2015, we should be hopeful of more positive announcements like this in the years to come. Northern Ireland has the ability to be a small, highly open economy. The groundwork is there. However, increased investment in helping local businesses to trade internationally along with the continued attraction of new and expanding FDI, is critical to Northern Ireland’s exporting success. A more competitive tax regime would also of course be a great help!

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[COLUMNIST] MICHAEL BLACK - PARTNER WITH CLEAVER FULTON RANKIN

A MATTER OF TIME ZERO HOURS CONTRACTS - DON'T PANIC! SAYS MICHAEL BLACK

ver since Vince Cable criticised zero hours contracts there has been a growing clamour for these contracts to be regulated but, despite perceived abuses by certain employers, the value of zero hours contracts has been under-appreciated. CIPD figures indicate that nearly a million workers are employed on zero hours contracts in the UK with an estimated 1 in 20 workers in Northern Ireland engaged in this way, proportionally more than in GB. The flexibility of such contracts can be illustrated by their popularity in sectors such as tourism, retail, catering, health and agriculture. Sports Direct reportedly employs over 20,000 of its 23,000 workforce on zero hours contracts while the NHS has almost 100,000 workers on zero hours contracts in the UK. Some recent media reports have been alarmist and misleading. For instance, several reports claimed that zero hours staff are not entitled to holiday or sick pay which is clearly incorrect. Zero hours workers are entitled to paid holidays and statutory sick pay calculated according to the actual hours worked. The current government review of zero hours contracts is unlikely to result in their abolition although Mr Cable is particularly

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“THE CURRENT GOVERNMENT REVIEW OF ZERO HOURS CONTRACTS IS UNLIKELY TO RESULT IN THEIR ABOLITION.”

unhappy with the use of “exclusivity” clauses which unfairly prevent workers from being able to commit to any other employment. Minister Stephen Farry, Department of Employment and Learning has indicated that he will retain a watching brief of the GB review while echoing the Business Secretary’s concerns of exclusivity clauses. The key benefit of zero hours contracts is the flexibility that they provide employers who are not obliged to provide a minimum amount of work while, except where exclusivity clauses are used, the worker can refuse to work when it is offered. Such contracts allow employers to have a bank of workers they can call upon when required. As well as the cost savings arising from not having to pay staff when there is no work available, employers also benefit from workers being precluded from acquiring employment status who cannot enjoy the right to claim unfair dismissal or the right to receive redundancy and sick pay as well as maternity pay. Perhaps some of the mistrust of zero hours contracts arises because of the confusion over what is a zero hours contract. There is no

accepted legal definition of what a zero hours contract actually is but it is not always the case that a person working under a zero hours contract is a worker as opposed to an employee. In many cases a zero hours contract staff member will be classified as a worker and will therefore have some, but not all, of the rights that an employee has such as statutory holiday entitlement and national minimum wage protection. Employers should not simply assume that zero hour workers are automatically regarded as not being employees as their status will depend on the exact nature of the practical arrangements in place and not just on the type of contract involved. If employers do not use zero hours contracts in the correct way they run the risk of creating employment rights if demanding exclusivity and thus reducing flexibility. While perceived abuses of zero hours contracts will fuel calls for a ban there is no doubt that a complete prohibition will create a more inflexible labour market.

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BUSINESS BITES FROM BRUSSELS

[NEWS]

NEW DEVELOPMENTS ANNOUNCED BY THE EUROPEAN COMMISSION ON A RANGE OF ISSUES, WILL HAVE AN IMPACT ON BUSINESSES, CONSUMERS AND THE GENERAL PUBLIC IN NORTHERN IRELAND. HERE, WE GIVE A SNAP SHOT OF THE LATEST NEWS FROM BRUSSELS.

HORIZON 2020 Horizon 2020, the next EU research and innovation programme, will have a budget of nearly €80 billion over the next seven years. It is the biggest EU research programme yet and one of the biggest publicly-funded worldwide. It is also one of only very few programmes in the next EU budget to see a strong increase in funding – a nearly 30 per cent jump in real terms over the current Seventh Framework Programme. Horizon 2020 is a totally new type of research programme for the EU that has been designed to deliver results that make a difference to people's lives. Built on three pillars – Excellent Science, Industrial Leadership and Societal Challenges – it will fund all types of activities, from frontier science to close-to-market innovation. For the first time the programme brings all EU-level funding for research and innovation under one roof, provides a single set of rules and will radically slash red tape. The overarching goal is a more coherent, simpler programme that will make it easier to participate, especially for smaller research organisations and small businesses. It will run from 2014 to 2020 and will replace the Seventh Framework Programme for Research (FP7). l

RULES TO HELP PROTECT AGAINST THE THEFT OF CONFIDENTIAL BUSINESS INFORMATION

COMMISSION TIGHTENS KEY EU CORPORATE TAX RULES

The issue of tax avoidance is very high on the political agenda of many EU and non-EU countries and the need for action to combat the issue has been highlighted at G8 and G20 meetings. The European Commission has proposed amendments to key EU corporate tax legislation, aimed at significantly reducing tax avoidance in Europe. The proposal will close loopholes in the Parent-Subsidiary Directive, which some companies have been using to escape taxation. In particular, companies will no longer be able to exploit differences in the way intra-group payments are taxed across the EU to avoid paying tax at all. The result will be that the ParentSubsidiary Directive can continue to ensure a level-playing field for honest businesses in the Single Market without opening opportunities for aggressive tax planning. The proposal will be an important contribution to the ongoing battle against corporate tax avoidance at both EU and global level. Member States are expected to implement the amended Directive by 31 December 2014. l

The European Commission has proposed new rules on the protection of undisclosed know-how and business information (trade secrets) against their unlawful acquisition, use and disclosure. The draft directive introduces a common definition of trade secrets, as well as means through which victims of trade secret misappropriation can obtain redress. It will make it easier for national courts to deal with the misappropriation of confidential business information, to remove the trade secret infringing products from the market and make it easier for victims to receive damages for illegal actions. There are substantial differences in the laws in place in EU countries on protection against trade secret misappropriation – with some countries having no specific laws on the issue. Businesses find it difficult to understand and access the systems of other Member States and are reluctant to bring civil court proceedings as they are not sure the confidentiality of their trade secrets will be upheld by the courts. This proposal aims to give businesses an adequate level of protection and an effective means of redress if their trade secrets are stolen or misused. l

COSME: € 2.3 BILLION TO FOSTER THE COMPETITIVENESS OF SMES

The proposal of the European Commission for a programme for the Competitiveness of enterprises and SMEs (COSME) aims to encourage the competitiveness of European enterprises. With small and medium-sized enterprises (SMEs), current and potential entrepreneurs and business support organisations as its main targets, the programme will provide better access to finance, access to markets, deliver business support services and promote entrepreneurship. The European Parliament recently adopted the COSME programme and, subject to approval by the Council, the Programme will run from 2014 to 2020 with a foreseen budget of €2.5 billion. In order to achieve its objectives, the COSME programme will ensure continuity of initiatives and actions already undertaken by the Entrepreneurship and Innovation Programme (EIP), building on the results and lessons learnt. While many successful features of the EIP will be continued, access to the programme will be simplified to make it easier for entrepreneurs and SMEs to benefit from it. l

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[FEATURE]

Invest NI Chief Executive, Alastair Hamilton with Mark Hutchinson at the opening of the new AeroTech facility.

ON A NEW FLIGHT PATH ONE OF NORTHERN IRELAND’S LEADING ENGINEERING COMPANIES IS FLYING HIGH WITH THE OPENING OF A NEW AEROSPACE DIVISION. ADRIENNE MCGILL TALKS TO HUTCHINSON AEROTECH MANAGING DIRECTOR, MARK HUTCHINSON.

he global aerospace industry deserves to be championed. It somehow defied the worst economic downturn in living memory and has continued to grow. According to the Global Aerospace Outlook 2013, a recent report commissioned by industry trade body ADS Group expects demand over the next 15 years for 27,000 new large civil airliners and 40,000 rotor aircraft could translate into orders worth £474bn for UK firms involved in the sector. One company which intends to show up

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on the radar as a supplier to world-wide aircraft manufacturers is laser cutting firm SJC Hutchinson Engineering. The company recently launched a new specialist division, Hutchinson AeroTech, in an Invest NI backed £3.6m investment, geared towards the machining and supply of stainless steel and titanium components for the aerospace sector. The high tech operation based in Antrim, will create 27 new jobs, 14 of which will be based in the firm’s existing Kilrea site which

has a current workforce of 65, and 13 at the new facility. The new purpose built premises, spanning 10,000 sq ft, has state-of-the-art laser cutting machines including one of only three customised German-made Trumpf Trumatic 6000 in the world and is the only one in the UK. Invest NI has offered SJC Hutchinson Engineering over £686,000 to support the investment, including £349,000 towards its research and development activities, part

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“WE TOOK A STRATEGIC DECISION TO LOOK AT NEW MARKETS THAT WE COULD SERVICE AND AEROSPACE WAS TOP OF THE LIST.”

funded by the European Regional Development Fund. “This is the start of a new era for the company”, says Mark Hutchinson, Managing Director of Hutchinson AeroTech. “Approximately 18 months ago we took a strategic decision to look at new markets that we could service and aerospace was top of the list. “This new facility will process titanium for the aerospace industry using laser technology which has not be done before. “We will also supply the aerospace industry with sheet metal components. "We've already invested £1.5m in the latest cutting edge technologies and R&D to ensure that we can service the needs of this highly specialised sector.” The company’s main focus for now is on supplying Canadian aerospace giant Bombardier with aircraft components and to

become a key supplier of sophisticated high value parts for the international aerospace industry. In particular, the increasing use of composites in plane manufacture has been an important development for Hutchinson AeroTech. Properties like high stiffness, strength and wear resistance makes titanium composites of interest for technical application. Composite materials are widely seen as being one of the keys to helping the aerospace industry meet its efficiency targets and aircraft across the board are using the materials in ever-increasing amounts. “The emphasis is very much on designing planes that are lighter and more fuel efficient – titanium is a very light material and easy to manage,” explains Mark. “Using our laser machines to cut it totally eliminates the need to rework the

components when they come off the cutting machines and this means faster and more efficient processing.” The company’s decision to diversify into aerospace has been one of the biggest developments in its 40 year history but it is a move which will see the firm build on its strong engineering experience. Aerospace accounts for around 14 per cent of manufactured exports from Northern Ireland. The sector employs over 8,000 people and generates annual revenues of close to £1bn. "Building on over 40 years experience working with clients who demand precision and accuracy will help us meet the stringent needs of the aerospace sector. Our investment in researching the effects of laser cutting on aerospace materials should differentiate us from our competitors and allow us to offer customers higher quality components for precision applications,” says Mark. Hutchinson AeroTech is currently working with a number of academic institutions and aerospace companies to research the effects of processing aerospace materials using a laser including Queen’s University, the University of Ulster and the University of Strathclyde. Meanwhile the company’s Kilrea headquarters will continue to provide a wide range of services to customers including laser cutting, steel bending and folding, product development and design across a range of industries including coach building, road transport, agriculture and quarrying. “There was an assumption for a long time that the manufacturing sector was in the doldrums with a lot of work going to China,” says Mark. “However, our experience shows that there has always been a need in Northern Ireland for local manufacturers. “Companies now want good quality products but they want to use your expertise in order to help them develop their business.” Last year Hutchinson Engineering, which was established by Mark’s father Creighton in 1971, was named as winner in the ‘Most Dynamic Subcontractor’ category at the annual Manufacturing Technologies Association (MTA) awards held in Birmingham and in a further triumph, Mark won the Family Business Director of the Year title at the recent Institute of Directors Northern Ireland (IoD NI) Director of the Year Awards. “Our company motto is ‘Engineering excellence through innovation’ and that is what we aim to achieve with the establishment of Hutchinson AeroTech,” says Mark. And with one of the most advanced production facilities available in the UK, there is every indication that the company’s ambitions are set to soar.

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[FEATURE]

TRANSLATIONS FOR EXPORT SUCCESS THE GLOBALISATION OF THE BUSINESS COMMUNITY HAS LED TO AN INCREASED DEMAND FOR LANGUAGE TRANSLATIONS ACROSS MANY BUSINESS SECTORS. ADRIENNE MCGILL HEARS HOW SAPPHIRE LINGUISTICS IS HELPING COMPANIES ENSURE THEY’RE NOT MISINTERPRETED.

ranslating a business idea into commercial reality takes time and effort. But a new and dynamic company which launches in Northern Ireland this month has done just that with the aim of helping companies talk the language of business – in whatever language they need. Language Services Provider, Sapphire Linguistics has been established by linguist and former export sales executive Brent Larmour. Based in the Scottish Provident Building just opposite Belfast City Hall, the company provides multiple language services for a huge range of businesses across all sectors. This includes global export companies, IT operations, software developers, the legal and financial professions and also the public sector covering healthcare, immigration authorities, local councils and government departments.

Brent Larmour says the growth in demand for language services reflects an increase in global trading opportunities.

“THERE ARE MANY MARKETS WHICH REMAIN UNTAPPED BECAUSE OF LANGUAGE BARRIERS...”

But it’s not just a translation agency - the company also provides a variety of services around languages and technology including website localisation (rendering a website technically and lingusitically functional for any country) and multilingual desktop publishing. The firm’s establishment comes as a major drive takes off by NI Chamber, the British Chambers of Commerce and UK Trade and Investment to boost the export sector in the UK. The focus of Sapphire Linguistics is on providing translation services for 20 major EU and global business languages across more than 100 countries. Given that the translation industry is increasing annually by around 10 per cent and has an annual global turnover of $34bn, there is plenty of demand for language services.“We provide solutions to language related business challenges,” says Brent. “There are over 6,000 languages in the world – but within those, just eight languages 82 l Ambition Magazine

account for around 95 per cent of global business translations. “There are many markets which remain untapped because of language barriers but we want to help businesses overcome this issue and enter new markets. “One of the main reasons why the UK has fallen behind other global nations in terms of export is because there is an incorrect assumption that everyone wants to do business in English.

“Market research has shown that 82 per cent of global online customers will prefer to purchase an item from a website that is constructed in their own language. “The world has become a smaller place because of the internet with companies able to advertise their products anywhere they want. “We will be assisting companies on the linguistic and technological side to create their own multi-lingual website.

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“A LOT OF OUR TRANSLATORS ARE NOT JUST LINGUISTS – THEY HAVE SPENT TIME IN INDUSTRY...”

“A company has to be able to communicate what it does through its website. However, only using the language of the country where the firm is based is of no use to a potential customer on the other side of the world who does not know that particular language. “Multi-lingual websites are therefore very important to reach as wide an audience as possible. “Furthermore these firms will need

translation services not only for their website and social media platforms but also for manuals and documentation to accompany a particular product.” With only 27 per cent of global internet users speaking English as their first language, export businesses should also be thinking about tapping into the other 73 per cent of web users. And that is the market which Sapphire Linguistics is targeting.

The company has amassed a team of around 300 expert translators who are based all across the world in five continents. This figure, says Brent, could increase to around 1,000 such is the scale of work in the pipeline. “We ensure that our translators are native speakers of the target language – this is the language into which someone translates. The source language is the language of the original hard copy or electronic document,” says Brent. “A lot of our translators are not just linguists – they have spent time in industry and so they know very specific and very technical terminologies that are used in certain sectors.” Sapphire Linguistics can also bring together teams of translators to work on one specific project which will involve collaboration across a number of countries and different languages. The company will also project manage the work. “We also encourage companies to include translation services into their marketing budgets. This will avoid them having to approach a language provider at the last minute who they’re not familiar with. “Sapphire Linguistics makes a point of forming an on-going relationship with a business from the start, looking at their target market/s and sector in order to become familiar with their business language requirements. The company currently has a prelaunch website www.sapphirelinguistics.com but will formally launch with a bi-lingual website in English and German for strategic reasons. Brent, a native of Holywood in Co. Down, who is a graduate of the University of Portsmouth and a fluent German speaker with a background in export sales in manufacturing and engineering, says that as well as targeting companies in the UK and Irish markets, Germany holds a host of opportunities. “Germany remains the strongest exporting country in Europe. It is a nation which really supports its SMEs with around 80 per cent of its GDP coming from small and medium sized businesses of whom a very high percentage are exporting. “It therefore makes sense for us to target the German market whose companies are selling into countries across the globe.” Brazil, Russia, India, China, and South Africa (BRICS) are also countries Sapphire Linguistics is focusing on because of their export levels. “We look at which languages a company should be translating into and the countries they should be targeting. It is all about helping businesses to grow and succeed in export markets,” says Brent. With a heavy focus this year on trading internationally – communicating effectively with overseas clients in their native languages will ensure greater export potential becomes a reality.

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[NEWS]

ON THE UP NI CHAMBER'S LATEST HEALTH CHECK ON THE ECONOMY SHOWS AN IMPROVEMENT WITH THE OUTLOOK MORE POSITIVE.

orthern Ireland’s economic recovery persists but still remains patchy and shows slower signs of recovery compared to the rest of the UK. That is the main finding of the latest Quarterly Economic Survey (QES) from Northern Ireland Chamber of Commerce in partnership with business advisors BDO. The Quarter 4 survey for 2013, made up of responses from 350 local businesses, revealed

that almost all key balances remain positive with many showing a continued sign of improvement, particularly in manufacturing. The survey also revealed that business prospects for 2014 are generally positive with three quarters of local businesses expecting growth during 2014, albeit modest for the majority. One in ten businesses are more pessimistic and

anticipate their business prospects will deteriorate in the coming year. The survey revealed that almost three quarters (73%) of local businesses envisage they will target new markets in 2014, 62 per cent intend to make new investment in their product and 52 per cent are planning on recruiting more staff (although this means that 48 per cent are not intending to recruit).

Specific findings relating to Quarter 4 of 2013 include: Manufacturing Manufacturing business confidence and investment intentions continue to strengthen. The improvement in business confidence particularly stands out this quarter with turnover at +61 per cent (an increase of 7% points from the previous quarter) and profitability at +44 per cent (an increase of 10% points). There is also continued improvement in investment intentions, especially in terms of plant and machinery. However there are challenges: • Export sales and order balances have improved over the quarter although remain low (export sales +14% and orders +12%). • Around half of manufacturers are experiencing recruitment difficulties, particularly in relation to skilled manual workers. • Cash flow has become a particular problem for local manufacturers this quarter (-12%), meaning that more companies are reporting a deterioration in their cashflow position than are recording an improvement. • There has been a large increase in the prices balance (+38% from +25% in previous quarter). This means that more businesses are expecting the price of their goods to rise. Increasing raw material prices was cited as the biggest driver of this. When compared to the rest of the UK, Northern Ireland’s export orders are the weakest of all UK regions alongside Wales. In terms of cash flow, the only other regions to have negative balances were Scotland (-24%) and London (-1%). The percentage of local businesses under pressure to raise prices is now the third highest of the UK regions.

Recruitment difficulties

Services Momentum in the service sector recovery continues: • Domestic sales balances have increased from +20 per cent in the previous quarter to +34 per cent. Orders have also increased from +17 per cent in the previous quarter to +32 per cent, revealing a significant increase meaning the services sector order book is now stronger than the manufacturing sector. • The sector’s cash flow position has also improved from +5 per cent in the previous quarter to 24 per cent and businesses are not feeling under the same pressure to raise prices. • The recruitment balance in the last 3 months was low but there were signs of improvement in recruitment intentions. This appears to have translated into actual jobs this quarter with the employment balance for the last quarter up from +7 per cent to +40 per cent - an almost six-fold increase. Seasonal recruitment is likely to have played part in this. • However, recruitment intentions over the next 3 months remain strong (up from +28% to +39%). Northern Ireland’s domestic orders are now on a par with the UK average (32%). Employment balances are very strong this quarter, the second highest of UK regions after London and Northern Ireland’s recruitment intentions rates as the highest of all UK regions having been the lowest in the previous quarter. Confidence, in terms of turnover and profitability, is still lagging behind the UK particularly in terms of profitability – lowest of the UK regions after Scotland.

The survey revealed that local businesses are still having recruitment difficulties although this has started to stabilise. A total of 50 per cent of manufacturers in Northern Ireland have experienced difficulties (national 81%) with 38 per cent of local service based companies having difficulties (national 60%). These are however much lower than the UK average.

per cent are positive compared to 19 per cent who are negative. The area where businesses were most negative in relation to their main bank was in its responsiveness to business banking needs, with this being cited as an issue by almost one quarter of businesses. A total of 55 per cent of businesses claimed to know their Banking Relationship Manager with 21 per cent claiming they do not know.

Business and banks relationship

Business costs and inflation

Local businesses were also asked to rate satisfaction with their main bank. This revealed that many more businesses are satisfied with their banking relationship than dissatisfied – 49

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Two issues have become more of a concern to businesses over this quarter: interest rates (up from 15% to 22%) and inflation (up from 17% to 21%). The survey also asked the Northern

Ireland business community whether their business costs had risen or decreased above the UK inflation rate which stood at +2.7 per cent during the period of the survey (December 2013). Over half (53%) stated that their business costs had risen above this rate in the last year, 36 per cent said their costs had increased at the same rate and 9 per cent indicated their costs had decreased below this rate. Only 3 per cent stated their costs had decreased. Just 4 per cent indicated they were able to pass on all cost increases while 35 per cent said they were able to pass on some of the costs but not all, and 61 per cent were unable to pass on any increase.

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"QUARTER ON QUARTER THINGS SEEM TO CHANGE IN AND BETWEEN THE SERVICES AND MANUFACTURING SECTORS."

Commenting on the survey, Ann McGregor, Chief Executive of Northern Ireland Chamber of Commerce, said: “According to the latest survey results, the economic recovery gathered pace in Northern Ireland over the past three months. Yet again

most of the main balance figures increased on the previous quarter and businesses are generally more confident about the future. We are especially happy that our members’ business prospects for 2014 are generally positive. “We are especially delighted to see that three quarters of businesses envisage that they will target new markets in 2014. NI Chamber of Commerce will continue to focus on inspiring export and we will be launching a new UKTI supported initiative with the world-wide Chamber network to support trade in 2014. “We will also be prioritising access to finance and pursuing the devolution of Corporation Tax to Northern Ireland following the Scottish

Referendum.” Meanwhile, Maureen O'Reilly, the independent economist who analysed the data in the survey, said the findings showed a case of swings and roundabouts. "Quarter on quarter things seem to change in and between the services and manufacturing sectors. You have business confidence on one side with manufacturing but cash flow issues on the other. In services, you have great recruitment happening but that is counterbalanced with issues concerning confidence around profitability. It would be really good to see in the next quarter some kind of consistency between the two sectors."

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[NEWS]

ANALYSIS FRANCIS MARTIN, CORPORATE FINANCE PARTNER WITH BDO NORTHERN IRELAND STUDIES THE FINDINGS OF THE QUARTERLY ECONOMIC SURVEY.

he most encouraging finding of the latest Quarterly Economic survey is the significant improvement in confidence and optimism amongst respondents, stimulated by: i. The optimism that comes from the fact that the UK economy is growing at its fastest rate for three years, a buoyant jobs market, lower borrowing forecasts and a confidence that the UK recovery will continue to strengthen further in the short term; ii. The confidence that is returning to the market in the Republic of Ireland, most notably the exit from the bail-out, the continuing growth in exports and in foreign direct investment; iii. The sense that the economic recovery in Northern Ireland itself is beginning to gather momentum. We cannot under-estimate the combined positive impact of all these factors on ‘embedding’ confidence even further in the mindset of business and in creating the resolute determination to bring greater strength to a faltering recovery. 86 l Ambition Magazine

“BUSINESSES ARE WORKING HARD, WANT TO GROW AND ARE CERTAIN OF THEIR OWN CAPABILITIES TO GROW”.

Is this confidence misplaced? No, but there are still many challenges ahead. The survey points towards Northern Ireland continuing to lag behind the rest of the UK in terms of our recovery path. Our experience at BDO with our own clients matches many of the concerns highlighted in the survey: ongoing recruitment issues, the potential skills gap, the increasing pressure on businesses to raise prices yet, in many cases with an inability to do so, and fundamental cash flow issues. All of these ‘temper’ confidence and continue to be potential barriers to growth. Businesses are working hard, want to grow and are certain of their own capabilities to grow. But this confidence needs to be nurtured further so that it becomes stronger still: growth will not be achieved by businesses working alone, working in isolation from banks and other financial institutions, from Government and from advisers, all of whom have a key role to play in developing short term

and long term initiatives to both bring about a sustainable recovery and to create a business environment conducive to growth.

These initiatives must reflect: i. Improved access to finance for faster growth, especially in exports; ii. A priority on increasing the number of exporters in Northern Ireland, from less than 1,400 active exporters, or a low 2 per cent of our business base; iii. A reduction in the cost of doing business as a result of tackling red tape, business rates and energy costs; iv. Efforts to address recruitment and retention in business by improving skills, so that businesses have access to people with the right skill sets, to enable them to compete internationally; v. The continuing campaign to pursue the devolution of corporation tax varying powers to Northern Ireland.

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by James Stinson

Supported by

www.agnewcorporate.com

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[LIFESTYLE] JAMES STINSON, BUSINESS CLASS MOTORING WRITER

EVOLUTION OF THE SPECIES IF IT AIN’T BROKE, DON’T FIX IT IS THE MANTRA AT MINI HEADQUARTERS, WRITES JAMES STINSON.

f it ain’t broke, don’t fix it is the mantra at Mini headquarters. Some twelve years, after the BMW-owned Mini hatchback first went on sale, and seven years after its first major update, this third version has just been revealed. And a blind man on a flying horse would be pushed to spot the difference between this and the previous model. Sure, this latest version is a little bigger and there are some subtle styling changes but the overall look is very similar, which is testament to what a popular car this is. Mini can’t make enough of them and is still finding new markets all over the world for its little wonder. And there’s a lot to be said for continuity. Since its rebirth in 2001, Mini has had some of the best resale values around, presumably because older models still look as fresh as newer ones. Still that’s not to say this new version doesn’t offer anything new because while looks can be timeless, technology doesn’t stand still. The latest Mini Hatch,

remember there are eight variants now, is nearly four inches longer than the current one, as well as being a little wider and fractionally taller. This means an increase in passenger room and a luggage volume of 211 litres, which isn't much for a supermini and is soundly beaten by some city cars but is still a great advance on the existing model's 160 litres. There are three new engines, all of them turbocharged. The Cooper gets a 134bhp 1.5-litre three-cylinder petrol engine, the Cooper D a 114bhp 1.5-litre diesel and the Cooper S a two-litre petrol unit producing a maximum of 189bhp. The Cooper D is the most economical Mini yet, with an official combined figure of 80.7mpg and a zero tax CO2 rating of 98g/km. Also new are sixspeed manual and automatic gearboxes, and a "sports automatic" with, Mini says, particularly low gearchange times. The suspension has been designed to improve the handling, which would take some doing,

and MINI also says that the Hatch has been designed to achieve maximum scores on all the world's crash test programmes. It goes on sale in the spring - priced from £15,300 for the Cooper, £16,450 for the Cooper S and £18,650 for the Cooper D. Few will actually sell at these prices because most Mini buyers like to personalise their cars from the endless list of styling options – interior and exterior, which is why you rarely see two the same. However, included in these prices are a thoroughly revised interior, keyless entry and start, air-conditioning, front foglights, a trip computer, electrically adjustable exterior mirrors, a USB interface and Bluetooth connectivity. As with all previous Minis, a great many options are available, such as allLED headlights, internet connection, active cruise control, variable damper control and a rear-view camera. The attention to detail is impressive and thoroughly reflective of Mini under BMW ownership.

The T he complete complete fleet f leet solution solutio 18 B 18 Boucher ou c h e r W Way, ay, B Belfast el fa s t B BT12 T1 2 6 6RE RE 028 0 28 9038 9038 6600 6600 www.agnewcorporate.com w w w.agnewcorporate.com 88 l Ambition Magazine

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[LIFESTYLE] JAMES STINSON, BUSINESS CLASS MOTORING WRITER

FIERY BY NATURE THE FASTEST GOLF THAT VOLKSWAGEN HAS EVER PUT INTO PRODUCTION IS NOW AVAILABLE TO ORDER PRICED FROM £29,900.

TOPLESS THE NEW AUDI A3 CABRIOLET IS AVAILABLE TO ORDER NOW, PRICED FROM £25,790. EVERY VERSION HAS A FABRIC ROOF WHICH CAN BE OPENED AT SPEEDS OF UP TO 31MPH IN 18 SECONDS.

A three-layer one with extra sound insulation is offered as standard on the Sport and S line models (which also have sports suspension and a lowered ride height) and as an optional extra on the entrylevel SE. The engine line-up includes a 138bhp 1.4 TSI turbo petrol unit (with cylinder-on-demand technology for improved fuel economy), a 178bhp 1.8 TSI and a 148bhp 2.0 TDI turbo diesel. The 1.4 TSI and 2.0

TDI come with manual transmission, the 1.8 TSI with a seven-speed S tronic semiautomatic. Front-wheel drive is standard in each case. A 1.6 diesel and a 181bhp version of the 2.0 TDI, the latter being available with either front- or four-wheel drive, will join the range later. The quattro system will also become an option with the 1.8 TSI engine, and it will be standard on the 296bhp S3 Cabriolet when that arrives.

Featuring a heavily modified version of the unit found under the bonnet of the Golf GTI, the Golf R's two-litre turbo petrol engine produces a maximum of 296bhp and is mated to a sixspeed gearbox - either a manual or a twin-clutch DSG semiautomatic – and a clever fourwheel drive system. In manual form, the Golf R takes 5.3 seconds of the 062mph run, a considerable advance over the 5.7 of the previous model. With DSG, the figure is 4.9 seconds. DSG models also have better fuel economy and lower CO2 emissions of 40.9mpg and 159g/km respectively,

compared with 39.8mpg and 165g/km for the manual. With either transmission, the top speed is limited to 155mph. £29,900 will buy you a threedoor manual, while the DSG costs £31,315. Five-door models cost £30,555 for the manual and £31,970 for the DSG. Optional extras include leather upholstery, 19" wheels (the standard diameter being 18") and Adaptive Chassic Control with, for the first time on a Volkswagen, a Race mode, which stiffens up the damping, improves throttle response and, in the case of the DSG, alters the gearshift pattern.

MAKING A SPLASH A NEW SECOND GENERATION QASHQAI IS NOW ON SALE FEATURING A LARGER CABIN AND MORE UPMARKET STYLING. From launch, this latest Qashqai will be offered in four trim levels - Visia, Acenta, Acenta Premium, and Tekna - with a 113bhp 1.2-litre turbo petrol engine, plus 108bhp 1.5-litre and 128bhp 1.6litre dCi turbo diesels. Later in the year, a 1.6 turbo petrol will be added to the line-up, raising the maximum amount of power available from a Qashqai to 148bhp.Most Qashqais will be front-

The T he complete complete fleet f leet solution solutio 18 B 18 Boucher oucher Way, Way, B Belfast el fa s t B BT12 T1 2 6 6RE RE 028 0 28 9038 9038 6600 6600 www.agnewcorporate.com w w w.agnewcorporate.com 90 l Ambition Magazine

wheel drive and have a manual gearbox. Those fitted with the 1.6 diesel engine, however, can also be specified with fourwheel drive (for £1700) or CVT automatic transmission (for £1350) but not both. Only the Acenta Premium and Tekna versions have the option of fourwheel drive, but the CVT auto is available with all trim levels. Prices range from £17,595 and £27,845.

2014 Hot 0ffers Contact us on 028 9038 6600

Mercedes-Benz E-Class Range from £299 +VAT per month • Was £349 +VAT per month • Based on E220CDi SE 4dr Manual • CO2 from 120g/km • Other Models available inc. Estate • Fully Maintained Contracts also available

Seat Leon Range from £189 +VAT per month • Was £219 +VAT per month • Based on Leon Hatch 1.6TDi SE 5dr Manual • CO2 from 99g/km • Other Models available inc. Sport Coupe & Estate • Fully Maintained Contracts also available

Ford Mondeo Range from £219 +VAT per month • Was £249 +VAT per month • Based on Mondeo Hatch 1.6TDi Eco Zetec Business Edition 5dr Manual • CO2 from 109g/km • Other Models available inc. Estate • Fully Maintained Contracts also available

Vauxhall Vivaro 2.0CDTi 115ps Sportive Van from £199 +VAT per month • Was £239 +VAT per month • Based on high spec Sportive model • Includes Plylining • Fully Maintained Contracts also available

Quotations available on specific requirements to suit your needs – for Personal Contract Hire just add VAT.

Are you a Fleet Manager looking for Total Fleet Control? Let us introduce Agnew Fleet Manager…. A system that will streamline the administration of your fleet to the absolute minimum, eliminate paperwork and automatically help you to fulfil your duty of care as an employer. Ultimately, it will save you not only time but money – contact us today to learn more. All rentals are plus VAT at 20% and are based on Agnew Corporate Contract Hire (not funded through a Manufacturer Scheme), payment profile of 3+47 (48mth term) with RFL for term of Contract, 10000 miles per annum non maintained. Subject to availability, terms and conditions apply. Pictures are for indicative purposes only. Join us on Facebook.

18 Boucher Way, Belfast BT12 6RE 028 9038 6600 www.agnewcorporate.com

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[LIFESTYLE] JAMES STINSON, TRAVEL WRITER

SOMETHING FOR NOTHING BA lounges exude class and comfort.

AIR TRAVEL CAN BE TIRING AND STRESSFUL BUT BEING A FREQUENT FLYER CAN HAVE ITS REWARDS TOO AS JAMES STINSON EXPLAINS

Only a few travellers get to enjoy champagne, earning points (1 Rewards4all point for every not to be sniffed at as anyone who has ever canapés and lie-flat beds but you’d be £250 you spend). Points can also be queued for an early morning departure will surprised what perks are available to business redeemed against flybe flights though the real tell you. people travelling on more modest means. You value of the scheme is in Premiercard. Flybe’s The entry threshold is a little higher – the might not get the very best rewards but biggest selling point is the range and frequency equivalent of 24 return flights (2,400 points) frequent flyers, even travelling economy to of flights from Belfast City to London in a 12 month period. That’s a London and other UK destinations, can still Airport though it stops stiff ask but do-able if you take in the odd get something for nothing. At the lowest flying to London European or transatlantic flight from Dublin level, programmes from Aer Lingus and Gatwick at the too. One business class return to America or flybe give you access to airline lounges end of March. Canada racks up 600 points. at Belfast City Airport. At the upper That will BA’s Executive Club programme is the daddy end, British Airways’ Executive Club leave Aer of them all with numerous ways of collecting programme is the most Lingus as the and spending points. 300 tier points gets you sophisticated, with benefits including basic bronze membership access to numerous lounges at while 600 takes you to Silver Heathrow (as well as Spa treatments) (the point at which most of the “FOR SOME Aer Lingus offers three and the ability to earn and redeem useful benefits like lounge levels of membership BUSINESS points not just with BA, but also with a access kick in). It’s not a across its frequent flyer host of partner airline and hotel chains programme that you could PEOPLE, programme. around the world. feasibly get into just flying FREQUENT They exist to encourage loyalty among only airline flying between Belfast and London FLYER customers - a way for airlines to differentiate between Belfast City but comes into its own if you fly PROGRAMMES themselves from the competition on and Gatwick and means on long haul, and especially on something other than price and, as such, are many flybe customers business class flights, from ARE EASY TO shunned by easyJet and Ryanair.Each scheme will have to start Heathrow. GET INTO BUT is different, with different benefits and collecting points all over United’s mileage plus THEY AREN’T membership thresholds. Flybe’s Rewards4all is again for an entirely programme is also worth a JUST FOR THE the most limited but also the most generous in different scheme. Aer plug for those that use its that you have to rack up just 18 economy Lingus’ Gold Circle is Newark service from Belfast ELITE FEW.” return flights (35 points) in a 12 month period more wide ranging, International. For some to get a Premiercard, which allows you to use with three different business people, frequent flyer flybe lounges at Belfast City and other UK membership levels – Gold, Prestige, and programmes are easy to get into but they airports as well as fast track security at Belfast Elite.Gold is the one that most closely equates aren’t just for the elite few. Be diligent when City. Fly on more expensive New Economy to flybe’s Premiercard, offering lounge access at it comes to collecting - stick to one airline if and Flybe Plus tickets and you get these much Belfast City and other UK airports as well as you can - and you too could be enjoying faster.The flybe credit card is also handy for fast-track security at Belfast City. The latter is the benefits.

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[LIFESTYLE] NOEL MCMEEL, EXECUTIVE HEAD CHEF, THE LOUGH ERNE RESORT

CULINARY DELIGHTS NOW THAT THE HEAVY EATING EXCESSES OF CHRISTMAS ARE OVER – IT’S TIME TO GET BACK IN SHAPE WITH LIGHT, CLEAN FOOD. AWARD WINNING EXECUTIVE HEAD CHEF AT THE LOUGH ERNE RESORT NOEL McMEEL SHARES ONE OF HIS DELIGHTFUL DISHES WHICH IS SURE TO GET THE TASTE-BUDS TINGLING AND GET YOU BACK TO FEELING HEALTHY.

FRESH LOBSTER, SEA BREAM WITH SALTED SQUID, BUTTERED ASPARAGUS, CITRUS FOAM

SERVES 4 SEA BREAM • 4 fillets of Sea Bream, skin on (scaled) • 1 tbsp. extra virgin olive oil + extra to finish • Juice of 1⁄2 lemon • Sea salt and freshly ground black pepper • 1 lobster • 2 litres boiling salted water • 500g melted butter • 1 medium Squid cleaned and sliced • 2 Lime • Extra-virgin olive oil • 1⁄2 teaspoon Salt CITRUS FOAM • 11⁄2 cups Orange juice • 2 tablespoons Sugar

• ½ pt Heavy cream • 1⁄2 Lemon • 1⁄2 sheets Gelatine COURT-BOUILLON • ½ lit White Wine • 1lit Water • 2 tbsp White Vinegar • 3 Stalks of Celery, roughly chopped • 1 Carrot, peeled and roughly chopped • 1 Leek, well-rinsed and roughly chopped • 1 Yellow Onion, peeled and roughly chopped • 2 Cloves Garlic • 1 Fennel Bulb, roots and green top cut off, sliced in thick wedges • A handful of whole Asparagus

PREPARATION: Bring a very large saucepan of salted water to the boil. Using long tongs, quickly but carefully lower live lobster into the boiling water. Simmer for about 10 minutes, or until lobster is bright red. Remove and leave to cool. Once cooled cut into quarters (first into half lengthways and then into quarters) while keeping lobster in the shell. SEA BREAM Cut each fillet on top of the skin, 3 times with a sharp knife (this allows the heat to penetrate more easily). Season with 4 pinches of salt and 2 of pepper. Over a high heat, in a large, ovenproof frying pan, heat the oil. Sear the fillets on the flesh side for 30-40 seconds in the hot olive oil. Turn the fillets over and cook for 2-3 minutes.Transfer to the oven and cook for 2-3 minutes longer, depending on thickness. Taste and correct the seasoning, if necessary, then sprinkle the lemon juice over the fillets. COURT-BOUILLON Bring all court bouillon ingredients to a boil in a medium sauce pan, lower to a simmer, and cook 15 to 20 minutes.

Place squid in medium saucepan. Strain hot court bouillon over the squid. Turn heat on low so that liquid steams but does not simmer, for 1 minute. Taste a squid ring: it should be just opaque and tender. If still chewy and translucent, cook for another 30 seconds to 1 minute but no longer. Also add the Asparagus into your stock for less than 1 minute. FOR THE CITRUS FOAM Combine orange juice and sugar and reduce over medium heat by half. Add the juice of half lemon. Add gelatine in cold water until soft, about 5 minutes, then squeeze gently to remove excess water and add to warm juice reduction. Add juice to heavy cream and strain through a sieve. Shake and refrigerate for 2-4 hours before using. I put it into a thermo pack but when using it you can add it to a blender and mix for 12 minutes, and always make sure that the foam is warm when serving. TO SERVE Add all of the ingredients neatly on to a warm serving bowl, allocating a quarter of the lobster per plate, pour foam around the sides of the fish and serve.

Ambition Magazine l 93

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[LIFESTYLE] REBECCA MCKINNEY, PERSONAL STYLIST, VICTORIA SQUARE, BELFAST

WITH A NEW YEAR COMES A BRAND NEW DEMAND FOR REINVENTING SOMETHING IN YOUR LIFE, BE IT YOUR FITNESS REGIME, YOUR DIET OR YOUR WARDROBE! AND THAT OF COURSE INCLUDES WHAT TO WEAR IN THE OFFICE SO IT MAY BE A GOOD TIME TO GET INSPIRED BY SOME CELEBRITY LOOKS - CHECK OUT MIRANDA KERR. IT'S GREAT TO GET A FEW IDEAS OF ITEMS THAT COULD BE PICKED UP IN THE JANUARY SALES SO YOU CAN LOOK AS GOOD AS A SUPER STAR BUT AT A FRACTION OF THE COST. REBECCA MCKINNEY GUIDES US THROUGH GETTING A CELEBRITY LOOK FOR LESS, WHICH WILL HOPEFULLY SPARK A FEW THOUGHTS ABOUT WHAT TO WEAR IN WORK AND AT THE WEEKENDS!

THE NEW YEAR STYLE STEAL

THE POINTED COURTS Pointed toe courts had a fashion revival in 2013 and are set to soar in the New Year. Grab a nude or black pair and wear with everything. Kurt Geiger sale have some brilliant offerings or head to Topshop or River Island for varying heel height options. I will be living in these for my smart casual outfits in 2014. Check out Miranda wearing hers to dress up skinny jeans!

THE ACCESSORIES Take a leaf out of Miranda’s style notebook and pay attention to accessories! A plain shirt or blouse can be changed by simply adding a statement necklace or oversized scarf. It is all in the detail with Miranda, so pay attention to accessories, like hats, jewellery and handbags. Great sale pieces to pick up in January can be found in Accessorize, River Island and Topshop!

LADIES LOVE MIRANDA Miranda Kerr is the go-to girl for effortless style. And guess what! You don’t need a supermodel budget to get her look! She is a working mum, who looks equally great during her down time as she does on the catwalk. We salute her style!

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THE TAILORED BLAZER Miranda wears blazers so well! She always goes for a navy or black, slightly loose fit that instantly modernises a plain tshirt, polo neck or blouse. My favourite affordable, ‘wear everywhere’ blazers come from H&M. Treat yourself this January and wear right through spring!

THE SKINNY JEANS Everyone needs a great pair of skinny jeans. Style it like Miranda and go for a dark, indigo denim that can be dressed up and down accordingly. For a perfect fit, look in Warehouse and Monsoon. My clients can’t get enough of denim from these brands – total bargains at under £50.

THE WHITE BLOUSE A crisp white shirt works wonders with any outfit; great in the office with a tailored trouser and instantly cool with a chunky necklace and jeans. Search the sales in Reiss and Hobbs for bargain pieces that will stand the test of time. Miranda would approve!

If you would like a little help with a special outfit, why not call in to see me at Victoria Square by booking a personal styling appointment? Email ps@victoriasquare.com for availability and let me help you make seasonal dressing even easier! Rebecca x

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[COLUMNIST] JIM FITZPATRICK, INDEPENDENT BROADCASTER

SIGN OFF… ACTIONS SPEAK LOUDER THAN WORDS NORTHERN IRELAND STAGNATES AS THE MUCH VAUNTED HAASS TALKS COME TO NOTHING WHICH, SAYS JIM FITZPATRICK, IS HARDLY SURPRISING.

’ve got my iPhone beside me as I write. I’m Dr. Richard Haass and Co-Chair of the All writing on my laptop. But if I break off and Party Talks Professor Meghan O’Sullivan. have a spare moment later I can pick up this article on the iPhone and continue working. I use the little thing for calls, texting, taking photos, taking video, editing video, video conferencing, scanning articles, as an internet connection for my laptop, GPS navigation, and - of course - surfing the internet. I can use my fingerprint to unlock it, my voice to command it. Sometimes it’s hard to imagine life without it. And yet, the iPhone didn’t exist whenever devolution was restored seven years ago. So much has changed since then. The world is truly a different place. Although sometimes in Northern Ireland it doesn’t feel like that. The sad reality is that in the time it took Apple to revolutionise the way we live and pile up more cash than the American Government, Stormont’s most memorable achievement is a 5p tax on plastic bags. The problem with our politicians is that they’re all process and no product. They’re addicted to process - like heroin junkies on a course of maintenance therapy. They say the economy is their number one priority, but their inaction tells a different story. growing local disputes into toxic regional In an era of scarce public money, political problems. inaction sees millions squandered on policing That’s not to say there are not lessons to be trouble and servicing division. In an era of learned from our American cousins. intense and ever-growing global competition, When I first visited New York as a student in political inaction thwarts the private sector’s 1990, it was a dangerous place. 2,245 of its efforts to create jobs and wealth. citizens were murdered that year. With youth unemployment at record levels I witnessed the aftermath of a stabbing as I and business start-ups at record lows, the arrived at Port young and the mobile will Authority bus simply leave Northern “THE PROBLEM WITH station and a Ireland for a better shooting a few days future elsewhere. OUR POLITICIANS IS later as I was That’s why the Haass THAT THEY’RE ALL leaving in a minibus talks were ill-conceived PROCESS AND NO to the airport and fatally flawed from bullets ricocheting the start. The PRODUCT.” off a wall in front and Americans should not then a man clambering have got involved. The from a car clutching his stomach, blood oozing British and Irish should not have allowed it to between his fingers. happen. It was a big mistake. New York today is a different place. Last By labelling “the past”, “parades” and “flags” year the number murdered was a record low as issues of equal importance and bringing of just 333 - that’s an 85 per cent reduction in them together into a single talking-shop, the the rate. So what happened? process conflated and confused a number of In the mid 1990s a Mayor called Rudy distinct and very separate themes. It also risked 96 l Ambition Magazine

Giuliani and a Police Commissioner called Bill Bratton put in place a new policy on crime called “Zero Tolerance”. Basically, they stopped letting things go. No matter how difficult for their officers or apparently minor the offence, they tackled the crime. They locked criminals up and they put more cops on the streets. It’s a policy that has continued - at times controversially. It hasn’t been universally popular. But no-one questions that crime is down dramatically. Northern Ireland has generally adopted a different policy. It doesn’t have a name, but let’s call it “Maximum Tolerance”. Illegality is often tolerated and accommodated lest confronting it causes more trouble. Inaction by politicians is forgiven with the usual trite explanation “it may not be perfect, but look at how far they’ve come…” But the deadline for delivery is long past. The rest of the world isn’t waiting and doesn’t care. That’s the message Stormont needs to hear from London, Dublin and Washington. If it really is time to “fish or cut bait” then please stop chartering new boats.

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F R E E M O N DAY & F R I DAY M E ETI N G S O F F E R F R E E M O N DAY & F R I DAY M E ETI N G S O

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