Ambition Issue 1 (Nov/Dec 2013) by NI Chamber of Commerce and Industry

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NOVEMBER/DECEMBER 2013 ISSUE 1

ALSO IN THIS ISSUE: GROWING SOMETHING BRILLIANT DELIVERS A GLOW • NEW OWNERS SWOOP ON BIA.

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Contents NOVEMBER/DECEMBER 2013 l ISSUE ONE

NEWS 08 Meet The Team 42 Dinner with Finance Minister Simon Hamilton 51 BDO's Francis Martin on his new roles

COLUMNISTS 16 Paul McGarrity 26 Trevor Annon 55 Ian Rainey 70 Maureen O'Reilly

FEATURES 20 Paul Smith, creator of Who Wants To A Millionaire?

LIFESTYLE

23 More growth for Randox 29 Fastank - at the centre of emergencies worldwide

90 Book a seat for air travel plans

32 Belfast International Airport on new owner's radar

92 Stay glamorous and cosy this winter

34 Growing Something Brilliant conference sparkle

94 In the driving seat

46 NAMA Chairman Frank Daly explains plans in

96 Kitchen cool

Northern Ireland 48 NI Chamber Rocks with a blistering night of

NI CHAMBER COMMUNICATIONS PARTNER

entertainment 56 Young entrepreneur is a material girl 62 Young business sparks 74 Broadband in the fast lane? 84 Chicago is a blast for business

NI CHAMBER PATRONS

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Belfast International Airport The Airport of Choice

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[EDITORIAL]

DRIVING AMBITION

Editor: Adrienne McGill Publisher: Chris Sherry Advertising Manager: Catherine Patton Email addresses: adrienne.mcgill@northernirelandchamber.com c.pattton@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 413 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

e all need ambition in our lives – it’s what industries. It is guaranteed to be a night not to be drives us. There’s a quote which says; ‘A missed! dream without ambition is like a car NI Chamber itself is an ambitious organisation without gas - you’re not going anywhere.’ which powers ahead in its purpose to assist But let us start with the dictionary meaning of members and I am very proud to be at the centre of ambition: its latest exciting project as Editor of Ambition. 1. Having a strong desire for success etc. Those with ambition are all around us and 2. Enterprising or daring, but requiring hard work Northern Ireland doesn’t appear to lack ambition and skill. when it comes to striving for economic success. It’s the perfect title for this publication - NI Last year’s Irish Open, the launch of Titanic Chamber’s brand new magazine – because ambition Belfast, the new Causeway Visitor Centre, the is what has made our members’ innovative, forward World Police and Fire Games, the thinking and above all else – successful. Derry/Londonderry City of Culture, the Game of NI Chamber, in Ambition, seeks to celebrate Thrones studios… these are the most visible and ambition and the ambitious, tell you what they are acclaimed signs of our recent ambition. doing, learn from their experiences, and champion However, take a moment and consider the their success in order to inspire others to do the Northern Ireland economy and you will discover same. that evidence of our ambition, is all around us; the As you turn the pages of Ambition, that’s who Titanic Quarter, our ever increasing agri-food you are going to read about. We hope a little of the industries, The William J Clinton Leadership Institute stories told, rubs off and fuels your ambition as you at Queen’s University, the development of the seek to grow your business, not just in Northern University of Ulster in Belfast city centre, the Ireland, but around the dominance of the Port of world. Belfast on island-wide logistics, This first issue of the growth of our creative and “WE WANT TO KEEP OUR digital Ambition brings a industries… one could unique insight into go on. MEMBERS ABREAST OF the life of We firmly believe businesses Chamber EMERGING BUSINESS resident here, and those members and international investors we TOPICS, IDEAS AND welcome to these shores, their businesses. We feature a have never lacked ambition, STRATEGIES TO HELP remain hungry for success and cascade of company profiles, have the wherewithal to THEM MAKE DECISIONS.” invigorate news, views, the local economy. advice and explore You can’t plough a straight domestic and furrow if you continually look over international issues, communications, entrepreneurs your shoulder and so we say to Northern Ireland businesses; suppress your doubts, yield to your and young business talent. There's also a look at ambition and claim the success you seek. travel, motoring, food and fashion. We’ll be with you every step of the way and We want to keep our members abreast of cover you in Ambition. emerging business topics, ideas and strategies to help them make decisions. Our centre pages in this issue feature the hugely Adrienne McGill anticipated ultimate business event of the year – “NI Editor Chamber Rocks” with The President’s banquet Ambition which will be a dazzling celebration of the creative

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[WELCOME]

OUR AMBITION IS YOUR AMBITION

mbition is at the core of all that NI Chamber does. We have ambitions for our members, for the growth of businesses and for the Northern Ireland economy as a whole. We are very excited about our new magazine – Ambition – because it provides an outlet for members to share their experiences with each other and also provides them with inspiration to take their businesses forward. In this first issue, you will be reading about our Growing Something Brilliant campaign. Through this campaign we had the ambition of achieving a number of things: • To celebrate what has already been achieved by the business community • To inspire more businesses to set up, grow and export • To provide practical support from experienced exporters •To influence policy makers regarding the conditions required for business growth Ambition has the same focus. The magazine celebrates the success of you as a member; it inspires others to follow your lead; it provides practical support by providing a rich source of information to help you grow; and you can be sure that this magazine will be on the table of every government minister and persons of key influence. Growing Something Brilliant is more than a stand alone business event – in the same way that Ambition is more than a stand out business magazine. We are also delighted to have Adrienne McGill as Editor of Ambition. Adrienne's name is synonymous with business in Northern Ireland, having been Business Editor of the News Letter for 17 years, and in journalism for 25 years.

In that time, Adrienne covered all of the major business news in Northern Ireland in her own unique style which presents often complex issues in a writing style which is accessible and reader friendly. She has received multiple awards at regional and national level for her journalism. Adrienne is a familiar presence in the boardrooms of Northern Ireland businesses, large and small and is very highly regarded. The Ulster Tatler Group, partner of NI Chamber in the production of Ambition, whose stable of publications include many leading titles, further adds integrity to the magazine. We are delighted to have formed the association with Chris Sherry, Managing Director of the Ulster Tatler Group and his team. I am absolutely sure you will agree that in terms of our magazine production, we have moved to a new level. In this publication, we celebrate what has been achieved by having you, our members featured within its pages. In so doing – we hope the best of Northern Ireland will inspire the rest of Northern Ireland. You’ll find information and guidance on helping you overcome barriers to growth which will help unlock the potential of your company. We are determined for Northern Ireland businesses to be successful – our ambition is helping you achieve your ambition.

“AMBITION PROVIDES AN OUTLET FOR MEMBERS TO SHARE THEIR EXPERIENCES WITH EACH OTHER”

Ann McGregor Chief Executive Northern Ireland Chamber of Commerce

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[NEWS]

MEET THE TEAM

AMBITION’S DYNAMIC AND ENERGETIC TEAM IS DEDICATED TO ENSURING THAT READERS ENJOY A WIDE RANGE OF VIBRANT CONTENT IN THE MAGAZINE, PROVIDING A RICH SOURCE OF INFORMATION, NEWS AND GUIDANCE ON TOPICAL BUSINESS ISSUES.

ADRIENNE MCGILL, EDITOR OF AMBITION, is a multi-award winning journalist and former Business Editor of the News Letter where she headed the business desk for 17 years. With a career in journalism spanning 25 years as a reporter for weekly and daily newspapers in Northern Ireland, she brings to the magazine a wealth of experience in business writing, a huge network of contacts, and in-depth knowledge of commercial issues. Her background in business journalism covering breaking stories and crafting smart business features gives her a distinct connection with Chamber members and their commercial ambitions. CHRIS SHERRY, MANAGING DIRECTOR OF THE ULSTER TATLER GROUP, has held the position for more than 10 years. The publishing Group, based in Belfast, was established by Chris’ father, Richard, in 1962 and since that time it has grown to include a stable of top titles including Ulster Tatler, Ulster Tatler Interiors, Ulster Bride, Living Design, Perspective – the RSUA journal and City Life, the magazine for Belfast City Airport. Chris has worked in the publishing industry for more than 20 years and has been involved in the concept, design and production of many new magazines.

ANN MCGREGOR, CHIEF EXECUTIVE OF NI CHAMBER, who has led the organisation for the past 5 years, is passionate about communicating with Chamber members in order to promote their interests and raise their concerns with government. For Ann, Ambition is the perfect means for members to share their successes or learn about growing their businesses through export and entrepreneurship. Ann is the former Chief Executive of Enterprise NI, and was awarded an MBE in 2012 for her services to small business development and enterprise. 08 l Ambition Magazine

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CHRIS MORROW, COMMUNICATIONS AND POLICY MANAGER OF NI CHAMBER, advises members on how to maximise their use of key NI Chamber communication vehicles specifically through Ambition, e-zines, and social media. He also assists in sourcing stories for Ambition and can direct members on how best to present their story for a feature or news piece. Chris also sets up many of the photo-shoots used in the magazine to accompany content across all sections.

OONAGH O’REILLY, BUSINESS DEVELOPMENT DIRECTOR OF NI CHAMBER, leads the membership and communications team and is responsible for driving new membership, engaging members, sourcing sponsorship and creating partnerships for business programmes. With a focus on personal connections, Oonagh can put businesses – from start-ups to multinationals - in touch with Ambition to raise their profile and share their success.

CATHERINE PATTON, SALES AND MARKETING MANAGER OF THE ULSTER TATLER GROUP, has been with the company for 11 years and has a 16 year long career in advertising. Catherine is responsible for advertising across all the titles which the Group publishes and oversees the teams dedicated to these publications. She is the first point of contact for businesses wishing to advertise in Ambition.

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[NEWS]

A SMARTER TOMORROW

Smart products, services, processes and ideas for businesses will be explored at a new and highly innovative exhibition which takes place next Spring. The Smart Business Show at the Odyssey Arena, Belfast, on 29 and 30 May 2014, is the first of its kind in Ireland or the UK and is the brainchild of event organisers SelfBuild Ireland. It will bring together a targeted audience of entrepreneurs and business professionals from small to medium sized businesses and large corporations across Ireland with the aim of highlighting smarter ways to trade. The exhibition will have four key zones: • Smart Money • Smart Marketing • Smart Start-up, Growth and Management • Smart Information, Communications and Technology Spokesman for the organisers, Brian Corry,

Smart Business Team (L-R) – Brian, Clive and Gillian Corry.

said: “The Smart Business Show is not just about technology; it’s a business innovation event where visitors can pick up a wide range of ideas in other sectors such as management and HR.”

The organisers have already signed up the cream of Northern Ireland’s business organisations as partners including the NI Chamber.

WORLDS OF INDUSTRY AND ACADEMIA COMBINE TO DELIVER MEDICAL ADVANCES

FIRM DRIVES SUPPLY OF TRAFFIC CONES A Northern Ireland company has teamed up with a US safety products firm in a partnership which will see the introduction of an innovative new product for use by the emergency services. The Dunellen Group based in Dunmurry, working in conjunction with Viewbrite Safety products, a Miami headquartered occupational safety specialist, has established Viewbrite Europe to develop and produce collapsible traffic cones, designed to comply with European traffic regulations. Viewbrite Europe spent 12 months on an R&D project in order to produce cones for the European market. The result is a revolutionary safety cone that is easily deployed – saving much needed time for first responders and space in emergency vehicles. Stephen Donnelly, Chief Executive of The Dunellen Group which also owns Star Instruments said: “We are absolutely delighted at the finished product and the response to it so far. Working in conjunction with Police Forces, Fire and Rescue Services, Local Authorities and Councils we believe that we have produced what will be a “must have” item for the Emergency Services”. Viewbrite Europe is already supping cones to the PSNI, and the Northern Ireland Fire and Rescue Service while Viewbrite Safety Products, supply to the NYPD, Washington State Fire Department and the US Army.

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Almac, the Craigavon pharmaceutical company, is making a £13m investment in two research and development projects in collaboration with Queen's University Belfast, aimed at helping develop a breakthrough treatment for cancer. Almac's research division, Almac Discovery will carry out trials in collaboration with Queen’s to assess the performance of the first "novel" cancer drug fully developed in Northern Ireland and will also help to set up a new anti-cancer drug discovery unit at Belfast City Hospital. The drug ALM201, derived from a natural protein, was originally discovered by a Queen's School of Pharmacy research team led by Professor Tracy Robson, and developed by Almac Discovery in Craigavon in collaboration with Professor Robson. The anti-angiogenic drug works by preventing the growth of new blood vessels thereby inhibiting tumour growth. However, unlike the majority of other anti-angiogenic therapies on the market, it works by an entirely new mechanism and hence has the potential to treat a wider range of patients than currently possible including those resistant to existing therapies. Alan Armstrong, CEO of the Almac Group said: "By integrating academic and clinical researchers with experienced industrial scientists we have the means to accelerate cancer focused drug discovery towards the ultimate goal of improving patient care.” Professor James McElnay, Acting President and Vice-Chancellor of Queen's, said not only was the collaboration set to deliver significant future economic benefits for Northern Ireland, it would result in an increase in the development of potential new therapeutic

Alan Armstrong, CEO Almac, Enterprise Minister Arlene Foster with Prof David Waugh, Director, Centre for Cancer Research and Cell Biology.

approaches for patients, and accelerate the process in which treatments move from the lab bench to bed side. Enterprise Minister, Arlene Foster welcomed the collaboration and said: "Almac is a highly respected and successful drug development company focusing on innovative cancer treatments that have global potential. This significant investment in research and development will enhance collaboration between academia and industry. This will ensure the investment is maximised, that research is effectively commercialised and that ultimately, enhanced treatment solutions are made available to cancer patients."

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[NEWS]

Neil Naughton, Deputy Chairman, Glen Dimplex with Martin Naughton, Founder of the Glen Dimplex Group and Dick Strawbridge, TV presenter and Sustainability Expert (centre) at the launch of Glen Dimplex's next generation renewable boiler replacement.

IN A CLASS OF ITS OWN Continuing its strategy of developing world-class renewable technologies, Glen Dimplex has launched its nextgeneration renewable boiler replacement – the ‘A Class’ Air Source Heat Pump. Following the April 2013 launch of the Quantum Energy System, in which the company invested £8.5m with support from Invest Northern Ireland and the European Regional Development Fund, a further £4m has now been invested in the three-year Research & Development, and manufacturing of the A-Class. Developed in Dunleer, with manufacturing taking place in the Glen Dimplex plants in Newry and Portadown, it is hoped that the introduction of the ‘A Class’ will create an additional 55 jobs between the two factories over the next three years. The ‘A Class’ was launched by TV presenter and Sustainability Expert, Dick Strawbridge – who hails from Co. Antrim, Founder of the Glen Dimplex Group Martin Naughton and Deputy Chairman of the Glen Dimplex Group Neil Naughton. Neil Naughton said that the Dimplex ‘A Class’ Range had been designed to maximise yearround heating system efficiency. He added: “After three years

development and testing, our ‘A Class’ Air Source Heat Pump has been proven to outperform all other leading heat pumps in the market. “The Dimplex ‘A Class’ Range has been specifically engineered to deliver optimal performance at typical UK and Irish winter temperatures. It’s not the first Air Source Heat Pump but it’s now the most efficient Air Source Heat Pump available in the UK and Ireland. The outstanding performance really sets it in a class of its own, and that’s why there’s huge potential for the ‘A Class’ and for our manufacturing plants in NI.” TV Presenter, Dick Strawbridge delivered a keynote address to delegates on the importance of sustainability. Commenting on the launch of this revolutionary new Air Source Heat Pump, he said: “Renewable technology is the way forward and in order to meet the Government’s 2020 targets, more homeowners must embrace sustainable technology. Products, such as the ‘A Class’, are helping to develop a ‘greener economy’ and Glen Dimplex is leading the way by pressing ahead and inventing new and ever-more efficient technologies.”

SMALL BUSINESSES URGED TO EVOLVE AND ADAPT IN ORDER TO SURVIVE Small businesses are being challenged to think about the way they do business and how they need to adapt to ever changing consumer behaviours. An innovative new business support programme launched by Danske Bank aims to get small businesses thinking about the ways consumers now pay, shop, communicate and do their banking. The Business eVolution programme includes customer seminars in every branch, where small businesses can get expert

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advice and practical support on how to adapt and target the consumer of the future. Katherine James, Head of Small Business at Danske Bank said: “The revolution in payments has enabled the creation of whole new industries such as online sales. “The businesses which will thrive and grow will be the ones which keep pace with change and adapt to new market places.” One such business is Argento, now the fastest growing online jewellery department store in the UK and Ireland. Accounts

Glynn Roberts, Chief Executive, NIIRTA; Katherine James, Head of Small Business, Danske Bank; and Vincent Francis, Accounts Manager, Argento.

Manager Vincent Francis said: “This year our turnover from online sales is anticipated at around £3 .5m- £4m, almost 20 per cent of our total turnover.’

Glyn Roberts, Chief Executive of the Northern Ireland Independent Retail Trade Association (NIIRTA) welcomed the programme.

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FUTURE SHINES BRIGHT AT CORPORATE LAW FIRM Corporate law firm A&L Goodbody recently awarded four scholarship placements, in addition to the firm’s regular summer internship programme, open to local law students. Winners of the scholarship benefitted from a two-week internship at A&L Goodbody’s Belfast office, a significant cash prize towards their studies and the opportunity to participate in commercial awareness sessions which enabled each participant to boost their business acumen and gain an insight into key aspects of business in Northern Ireland. The online application for traineeships for 2014 is now open. A&L Goodbody was recently ranked as Ireland’s most innovative law form for 2013, by the Financial Times The FT Innovative Lawyers 2013 rankings are based on extensive research and interviews with clients, to identify excellence and innovation in Europe-based law firms.

Designer Lisa Allen with Grant Thornton’s Gareth Neill in one of the sensational rooms at the firm’s Clarendon Dock offices.

FINANCE, FILMS, FUN AND FLAIR Pictured (L-R) is Gareth Walls, Partner and Head of Employment Law, A&L Goodbody; winners Ben Smith and Jade Gabriel; Linda Burton, Office Manager, A&L Goodbody; Ciaran McAlinney, Partner, A&L Goodbody; and winners Mary Hassan and Gemma Coulter.

AUTOLINE INSURANCE WHEELS INTO ACTION FOR JAPANESE TELEMATICS DELEGATION Autoline Insurance Group were full of youkoso (welcome) recently as a delegation of Japanese researchers from Nomura Research Institute in Tokyo arrived at their Newry headquarters. The delegation were on a fact finding mission after reading an article about Autoline’s innovative use of telematics technology to reduce the price of car insurance for young people. The team from the leading research consulting firm travelled from Tokyo and New York to find out more about how telematics works in practice with the view to seeing if a similar system could be rolled out in Japan. Caroline Currie, Autoline Insurance Group said: “It is exciting to see the technology that we have devised with our partner MyDrive Solutions getting worldwide recognition. We have

already spoken about how the system is working for our clients at conferences in Europe and we are delighted to share our success with the team from Nomura Research Institute. “Telematics technology, which allows you to monitor driving using a downloadable smartphone app called the ‘Road Safe Reward App’, is revolutionising the insurance industry. ‘It has long term benefits as well, helping people to recognise and address bad driving habits which should improve road safety.” Mr Ikko Soga, Nomura Research Institute America, Inc. said: “Autoline have been very helpful and very welcoming. We look forward to continuing to build our relationship with Autoline and to finding our more about how Northern Ireland is embracing and utilising this technology.”

After a year of design and transformation, the uber-modern style refurbishment of Grant Thornton's three floor, Clarendon Dock office in Belfast, inspired by renowned designer Lisa Allen, has been wowing staff and clients. Ditching the perception that business advisors' offices are boring, Grant Thornton, with Lisa’s help, have made a point of showcasing their unconventional approach to business and created one of the firm’s trendiest working environments. Partners at the company wanted a "creative" workspace in which their staff would feel excited to work and changed the office layout to make it more fun. The themed meeting rooms - Harry Potter, Star Wars, Jurassic Park and Willy Wonka Emporium - will host training sessions and large group meetings. Grant Thornton said it hoped the fun, yet functional, office features, would inspire creativity and productivity among staff and attract more new graduates to join the company. Lisa Allen said the inspiration for her designs for the Grant Thornton office came from blockbuster movies. “People are fascinated by movies and are in awe of what Universal and Disney can create, transporting people on a new discovery and away from day to day stresses of modern day life. Life along with

work can be stressful and people can find it hard to gain a work life balance. "My design aim was to create an open functional office design for Grant Thornton people to work in, yet have unique meeting rooms where they could step away from their desks and feel they have been transported to a jungle when they are in the Jurassic Room, or a Spaceship when in the Star Wars room, or magically be in the Common Room at Hogwarts. "Office space does not have to be traditional and boring - it can be a fun place for people to work and relax during breaks, and recommend to their friends as a great place to work.” Around 250 employees are based at Grant Thornton’s Clarendon Dock offices, of which 80 per cent are client facing. Gareth Neill, Partner at Grant Thornton said: “We hire people who are smart and determined and we favour ability and attitude over experience. It was important for us to invest in a creative environment, showing we care about our people, while inspiring them to grow with the business and most importantly recognizing the excellent work that they do. "Everyone working for Grant Thornton is amazed at the office transformation and how Lisa has turned her stunning vision into reality.”

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[NEWS]

LEARN TO COOK LIKE A PROFESSIONAL

The school offers a wide range of courses designed to appeal to all Lobster is a gastronomic delight with its firm, white, sweet and succulent ages and abilities – from novice cook to kitchen supremo. meat - but cooking this king of crustaceans requires some skill. Cooking sessions cater for groups to help improve team building, And no better place to learn than at the Belfast Cookery School – the city’s first purpose built cookery school run in association with and located getting together with a friend to cook your own gourmet meal or to launch a food related product. just beside the Mourne Seafood bar on Castle The School has 16 fully equipped, Street. individual cooking stations and, led by Joanne McCoubrey is the founding director of one of the School’s chefs, patrons are the award winning Mourne Seafood Bar in taken through every step of a cooking Dundrum and Belfast and also Belfast Cookery process across a variety of menus. School. As the class goes on, the chef She says people taking part in the classes can explains in detail the preparation and expect to have great fun in a relaxed atmosphere cooking technique. and enjoy wonderful food at the same time. · Full details on the courses “Under the expert guidance of our including duration and cost can be experienced chefs you will be given a step by found along with the booking step lesson in creating a delicious meal you can calendar on re-create time and again at home to impress Belfast Cookery School chef Stephen Jeffers www.belfastcookeryschool.com family and friends.” with director Joanne McCoubrey.

NI CHAMBER BOARD MEMBER TAKES TOP POST AT MOY PARK

Finance Minister, Simon Hamilton; Secretary of State, Department for Business, Innovation and Skills Vince Cable; Declan Gormley, Managing Director, Brookvent and Enterprise Minister Arlene Foster.

BROOKVENT HOSTS MINISTERIAL MEETING Vince Cable, Secretary of State for Business, Innovation and Skills, attended a roundtable event recently to discuss how Northern Ireland businesses could secure access to finance to help them grow and develop. The event took place at Brookvent, a Dunmurry-based manufacturer of energy-saving ventilation systems, which exports to European markets, the Baltic states and China. Brookvent was the first beneficiary of the Growth Loan Fund receiving £425,000 in September 2012. This enabled the company to invest in new staff, support small scale R&D projects and to pursue the larger contracts which require more working capital funding. Also involved in the discussions were Finance Minister Simon Hamilton and Enterprise Minister Arlene Foster. Before touring the company

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premises, the Ministers discussed a range of issues with Mr Cable, including what banks and others are doing for SMEs. Mr Cable said the government was fully behind business with support such as Start-Up Loans and the new £4bn Business Bank. Declan Gormley, Managing Director of Brookvent, said a major component of the firm’s success had been a focus on innovation and R&D. “That has put us in a strong position to compete and succeed globally. It’s the cornerstone of our business but it has only been possible because we have carefully targeted financing options to drive that growth. As well as availing of traditional facilities through the banks, we have worked with Invest NI and received support from the Growth Loan Fund which is managed by WhiteRock Capital Partners.”

Northern Ireland Chamber of Commerce Board Member Janet McCollum is to take over the role of Chief Executive Officer of Moy Park in the New Year. Janet, who is currently Moy Park Group Finance Director, succeeds Nigel Dunlop who is retiring from the position in January after 6 years as CEO of Moy Park following a career spanning 33 years in the consumer goods sector. Since joining Moy Park in 2008, Nigel has played a pivotal role in the complete Nigel reorganisation Dunlop and turnaround of the business. Moy Park has since achieved record levels of profitability and has almost doubled in size during this period. Moy Park recently became fully responsible for the entire European business of its Brazilian parent company, Marfrig. His sucessor Janet has had a long and high flying career with Moy Park and more recently has played a key role in the comprehensive turnaround of the Moy Park business leading to significantly increased sales, profitability and cash. Prior to joining Moy Park, Janet started her career with Coca Cola and Schweppes Beverages after graduating in Business

Janet McCollum

Administration and French at the University of Aston in Birmingham. Janet is an Associate Member of the Chartered Institute of Management Accountants and sits on the main board of the Northern Ireland Chamber of Commerce. Marcos Antonio Molina dos Santos, CEO and Chairman of Marfrig Group, said: “I would like to express my sincere and warmest thanks to Nigel for his personal contribution to the success of Moy Park and for his support to the wider Marfrig Group during his time with the Company. “I would also like to congratulate Janet on her appointment as CEO Moy Park and wish her every success in the new role. Between now and the end of the year Nigel will work closely with Janet to ensure a smooth and effective transition for the business.”

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FOUR PILLARS

[COLUMNIST] PAUL MCGARRITY, DIRECTOR OF OCTAVE ONLINE COMMUNICATIONS

THE REASONS WHY BUSINESSES NEED TO IMPLEMENT THE FOUR PILLARS OF DIGITAL MARKETING

n the news analysis of the recent economic growth figures, many correspondents pointed to the success of UK business to adapt to the increased trading pressures of the last five years. Most of the economic growth in the last quarter came from businesses who responded well to the challenges and opportunities presented by increased globalisation, rapid technological change and hyper competition. In short, growth businesses pointed to their ability to adapt their business strategy to market and sell into new markets by leveraging new technology. Since the start of the recession in 2008, the revolution in technology – from social media to search engines - has had a massive impact on the way people communicate, research and purchase. Just consider some of the following statistics: • 13.5% of all UK purchases are via online • 40% of offline purchases are researched on the internet • Over 50% of people in UK and Ireland use Facebook • One third of all internet page views are via Mobiles Businesses need to understand how people operate online, where the opportunities are and how they can capitalise from the growth in digital media and sales. From experience, businesses typically need to address four different digital areas – online brand; online visibility; engagement; data capture and conversion. Unfortunately many businesses have a very scattered approach to their own online media such as websites and social media sites. According to Google research, 40 per cent of Irish commercial SMEs do not have a website. The rise of mobile

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and socialise. In turn, businesses now seek to be active on social media sites such as Facebook, Twitter and Linkedin and make sure they engage with people in a way that The second major digital priority for creates a positive brand experience. businesses should be to make their brands Priority number three for digital visible online. Many businesses still suffer from marketing is to ensure that you are a ‘build it and they will come’ attitude in capturing valuable customer and lead data regard to websites and social media. In reality, from sources including your website, social you have to strongly promote your website media channels, trade shows, networking online and build audiences for your social etc and integrating it with your marketing media sites otherwise your business will suffer and sales. Indeed, you might have noticed from low rates of online traffic. Your that all of the top UK retailers including businesses needs to attract lots of very Sainsbury’s and Tesco as well as savvy SMEs relevant and targeted traffic especially on have very prominent data capture facilities search engines. Many businesses are investing on their websites and send out sales in search marketing via Google AdWords and oriented promotions on a regular basis. Finally, you have to convert traffic and leads to sales. Whether you are BUSINESSES NEED TO selling via your website or generating B2B leads, your UNDERSTAND HOW website needs to convert PEOPLE OPERATE people to take an action whether that be getting a ONLINE, WHERE THE customer to agree to a call OPPORTUNITIES ARE back, sign up to an email AND HOW THEY CAN newsletter or purchase via a site. CAPITALISE FROM Octave has published a THE GROWTH IN DIGITAL new guide for businesses MEDIA AND SALES. to help them learn more about digital marketing. Produced by Paul McGarrity, the guide explains the latest trends on how people are using digital and social media and how businesses can benefit by marketing Search Engine Optimisation to drive brand effectively online. awareness and gain website traffic. * The guide is available to download via Marketing is being transformed by media change. Social media in particular is having a http://www.octavedigital.co.uk/digitallearning/online-guides/ major impact on how people communicate devices also presents a challenge. Many businesses are unaware that their website fails to display correctly on a mobile device.

#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 RECENT EVENTS WHICH HAVE ENABLED OUR MEMBERS TO BE #WELLCONNECTED AND GROW THEIR BUSINESSES.

Networking at annual Golf Day. Pictured are the winners, ‘Team Grant Thornton’.

Members provided with an opportunity to network and gain best practice from Paul McIlroy of Chain Reaction Cycles.

Members are provided with an opportunity to speak one-on-one with experts in roundtable format.

Growing Something Brilliant Conference: an opportunity to network with 500 businesses.

Growing Something Brilliant with Mark Campbell, (Randox), Alan Little (Nacco Materials Handling), Moya Johnston (Survitec) and Mark Simpson (BBC).

An opportunity to network and gain best practice from a wide range of legal experts in social media including A&L Goodbody, Big Blue Squid, Budget Energy and Simply Zesty.

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

Agri-food Dantes Foodservice Ltd Mourne Seafood Bar Rich Sauces Business Services A Different View Bisnet-Ireland LLP Biz Developers NI EM Rentals GPS Colour Graphics Ltd Sapphire Linguistics Ltd The Midcounties Co-operative Charity Cancer Research UK Construction JD McGeown Ltd Totalis People Creative Industry Pale Blue Dot Green Sectors Ace Energy Services Rocket Landscapes Health & Beauty Randox Health Hospitality and Tourism Maldron Hotel Belfast Malmaison ICT Market Resource Partners Legal Forde Campbell LLP Kearney Sefton Solicitors Manufacturing Arc Devices Caspac Smurfit Kappa Marketing & Communications Creative Zoo Marketing Enlighten IC Inform Communications The News Letter Ulster Tatler Pharmaceutical AMS UK Ltd Professional Services Horwood Neill Holmes Securitas Silver Tongue Translations Ltd Ulster Wealth Management Retail Viewbrite Europe Ltd Telecommunications OFCOM NI Straight Communications Ltd Training Workforce Training Services

Ambition Magazine l 17

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#wellconnected UPCOMING NI CHAMBER OF COMMERCE EVENTS

#WELLCONNECTED WITH… GOVERNMENT

NI CHAMBER ROCKS – THE PRESIDENT’S BANQUET 2013 Flagship gala dinner celebrating the Northern Ireland creative sector Date: 14 November 2013 Time: 19.00-late Venue: Titanic Belfast Dress Code: Black tie

CHRISTMAS NETWORKING PARTY A great evening of networking and Christmas fun at the Radisson Blu. Date: 4 December 2013 Time: 17.30-19.30 Venue: Radisson Blu, Gasworks

Members were provided with an opportunity to network and engage with Finance Minister Simon Hamilton at private NI Chamber/Ulster Bank dinner.

In Camera with DEL: Pictured with Minister Dr Stephen Farry is Dermot McGovern from event sponsor Airtricity and NI Chamber Vice-President Kevin Kingston.

ANNUAL NETWORKING CONFERENCE Connect with over 200 business delegates. Featuring structured networking and a social media master class. Date: 10 December 2013 Time: 08.30-12.00 Venue: Ramada, Shaw’s Bridge

CAROL SERVICE Traditional NI Chamber carol service followed by a Reception at the University of Ulster, York Street Date: 12 December 2013 Time: 18.00-20.00 Venue: St Anne’s Cathedral

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

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Growing Something Brilliant government engagement session featuring DETI’s Alastair Ross.

NI Chamber Chief Executive Ann McGregor representing members’ interests during a meeting with Prime Minister David Cameron. Also present Chair of Invest NI, Mark Ennis.

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#wellconnected

#WELLCONNECTED WITH… EXPORTERS

Martin Murdoch from Norbrook and Michael Haddock from Rich Sauces at Invest NI In Camera.

Armstrong Medical Export Sales Director Nigel Armstrong provides attendees with a tour of Armstrong’s 90,000 square foot manufacturing facility in Coleraine.

Dermot Sweeney from Quizdom at Invest NI In Camera.

A range of digital marketing experts participated in the ‘Danske Bank Export First e-commerce’ event. These included representatives from the Web Bureau, Hastings Hotels, DisplayNote Technologies and Target Dry.

Members are provided with an opportunity to ask a wide range of ecommerce questions to experts in a meet the expert style event.

NI Chamber of Commerce and the Causeway Chamber hosted a joint event in Coleraine with local success story Armstrong Medical.

Chamber members were invited to participate in a roundtable with Invest NI. Pictured are Kevin Kingston, Alastair Hamilton, Mark Nodder and Mark Ennis.

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[FEATURE]

ON A WINNING STREAK PAUL SMITH HAS CREATED MILLIONAIRES ON TELEVISION AND FILM AND WOWED AUDIENCES IN THE PROCESS. AHEAD OF BEING IN THE SPOTLIGHT AS GUEST SPEAKER AT THE NI CHAMBER PRESIDENT’S BANQUET, THE BELFAST BORN MEDIA SUPREMO TELLS ADRIENNE MCGILL ABOUT REALISING HIS PASSIONS

t has viewers at the edge of their seats, the suspense is palpable, the big prize is within grasp…..but it can still all go terribly wrong. The hit television show Who Wants to be a Millionaire? where contestants answer questions of increasing difficulty to win a maximum prize of £1m, has become a universal sensation and is the most internationally popular television franchise of all time having aired in more than 100 countries wordwide. It has catapulted its creator, Belfast born Paul Smith (66), the multi millionaire producer and founder of Celador, into the top stratosphere of television and film supremacy. His company, Celador, also co-produced the smash-hit film Slumdog Millionaire, which won eight Oscars, seven BAFTAs and four Golden Globes. It is fitting, therefore, that such a media giant should be the guest speaker at the NI Chamber President’s Banquet being held at Titanic Belfast on 14 November, where the importance of the creative industries, of which television and film is so much a part, will be celebrated. “The creative industries fly the flag for the UK overseas,” says Paul. “In particular, the television business brings a huge amount of money into the exchequer in terms of the revenues that come from overseas sales and licensing. I don’t think for one second that anyone, anywhere dismisses the value of the entertainment industries or the creative industries. “I know about the success the creative industries have had in Northern Ireland such as the filming of Game of Thrones and the production of great films like Good Vibrations. There has been considerable success in the sector and long may it continue. I am a great consumer of anything that the creative industries produce.” Paul, who now lives in Surrey, received a CBE in the 2012 New Year Honours list for his services to the media industry. Later the same year, the University of Ulster awarded him the Honorary Degree of Doctor of Sciences for services to Media and Enterprise. “Celador has been a hugely successful company,” says Paul. “I am proud of that and all the associated companies that go with it. That has been my life since 1981. Everone recognises in Celador’s development there are two milestones - Who Wants to be a Millionaire? and Slumdog Millionaire. They were recognised by the creative community as being outstanding in each of their respective areas.” The success of Millionaire, as Paul affectionately refers to the TV show which has spawned celebrity versions and online spin-offs, he believes is down to a simple formula. “It is a compelling programme. It arrests the attention of the viewer. They can identify with the person who is sitting in the chair. It is a genuine human drama that unfolds. There is no downside – the worst that can happen is that the person goes away with nothing at all – the best that can happen is that they go away with £1m so it is a very uplifting experience to watch. “Quiz shows are the simplest form of interactivity for those who want to remain passive. That is not a contradiction in terms – it means for

20 l Ambition Magazine

Paul Smith is a huge supporter of the creative industries.

those people who don’t want to actually be in the studio but want to attempt to participate by sitting at home, they can answer the questions and see whether or not they can do better than the person who is the current contestant. Therefore it is very engaging programming. It is classic and will never be bettered.” However, he thinks it’s time for a change in the format and the programme should be put to bed for a period of time and then reawakened. “I think Millionaire has got close to running its course and it has become repetitive. It has lost its simplicity and uniqueness. My personal view is that it should be rested for a while and given a chance to breathe and then re-launched in a few years time.” Celador sold its television production arm in 2006, netting millions for Paul and his fellow executives, and rights to the show have since been bought by Sony. Last December, a law suit, which was brought before the deal took place, saw a US appeals court uphold a $319m ruling against the Disney Corporation over profits from Who Wants to be a Millionaire?

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A jury decided in 2010 that Disney's ABC network had cheated Paul’s company, London based Celador International out of its entitlement to a 50 per cent share in profits from the American version of the show, which airs five days a week on coast-to-coast television and has proven hugely lucrative. Paul describes it as a “a victory for a small company over a multinational.” He says: “All we were asking for was the money we were entitled to. The court recognised that and we won the case and we got the profits.” Paul, who hails from the Antrim Road and was educated at Inst. can trace his interest in television back to his youth. After he finished his A levels, he applied for positions with the BBC and UTV in Northern Ireland but without success. However, he managed to get a summer job as a Picture supplied by Victory Television. projectionist in Belfast’s Grand Opera House cinema in 1963. His dream of getting into television was eventually realised in 1966 when, aged 19, he was taken on as a projectionist with the BBC in Paul’s and he is currently in the process of establishing a network of UK London. commercial radio stations. So far, Celador Radio operates eighteen “I was incredibly focussed. It was something that I was completely and licenses in the South and South West of England. utterly obsesseVd with. I wanted to get into the television business above Looking back at his achievements and his affinity with Northern Ireland, all else and I did it by the most obvious route which, at the time, was with Paul points to the good fortune he has encountered over the years and the BBC. It was the only real place where you could join a broadcasting there’s every indication that there is still more to come. organisation without any qualifications. I started at the very bottom and “I am very fortunate to have had a career where I have been able to worked my way up.” realise my passions and my loves in terms of my business and my career. He left the BBC in 1973 and joined LWT where, under the head of That is very fortunate and incredibly rewarding in terms of satisfaction and entertainment, Michael Grade, Paul came up with the idea for It’ll be indeed financially. Alright on the Night and also launched Jasper Carrot’s first television “Northern Ireland is a huge influence on me – I absolutely adore it. I series. Both were huge hits. lived the first 19 years of my life there and I feel proud to be from Since then his career in television production has been meteoric with Northern Ireland. I love the country, I have an incredibly strong Celador Productions, which he formed in 1983, responsible for, amongst emotional attachment to it. I am really looking forward to coming over others, ‘Carrott's Commercial Breakdown’ (BBC1), ‘Britain's Brainiest and am going to make the most of my visit.” Kids’ (ITV1), ‘Auntie's Bloomers’ (BBC1), ‘You Are What You Eat’ (Channel 4) and ‘The Hypnotic World of Paul McKenna’ (ITV1). Aside from television and film, radio has been a long held interest of Paul Smith, guest speaker at NI Chamber Rocks - Page 48-49

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[FEATURE]

THE SCIENCE OF TOMORROW AND FOR THE WORLD OF TODAY SAVING LIVES AND IMPROVING PEOPLE’S HEALTH IS THE ‘RAISON D’ETRE’ OF RANDOX LABORATORIES, FOUNDER AND MANAGING DIRECTOR DR PETER FITZGERALD TELLS ADRIENNE MCGILL

he global headquarters of Randox Laboratories are nestled down a narrow leafy country road surrounded by idyllic countryside with flower filled meadows and lush green pasture land on the edge of Lough Neagh near Crumlin. A discreet sign cloaked by ivy on a tree is the only indication that you have arrived. But don’t be deceived by this chocolate box image. Taking place at this location is a multimillion pounds world class research and development operation which is leading the field of medical diagnostics. Randox has expanded steadily over the past 15 years and gained an international market for its wide range of diagnostic tests which are used across the world in hospitals, research laboratories, pharmaceutical companies and veterinary facilities. Many of the tests, which cover the medical assessment and treatment of health disorders, as well as food testing and forensic toxicology, have saved the lives or improved the health of millions of people. The company has offices and distribution facilities in more than 140 countries and employs in excess of 1,000 people. Such is the growing demand for its products, that 260 new staff have been taken on since the start of the year some of whom will be working at Randox offices in Brazil, Chile, France, Mexico, Korea and Vietnam. A further major development in the New Year, will see the opening of

a state of the art laboratory in Saudi Arabia. The Dubai operation will undertake a wide range of health checks for private clients and companies covering areas such as cardio vascular disease, cancer and respiratory disorders, in addition to drugs and alcohol testing. New laboratories are also planned for Hong Kong in China and Durban in South Africa. The Dubai facility follows the £6m deal announced by Randox earlier this year with the Saudi Arabian Ministry of Health for the delivery of fifty of Randox’s innovative RX Daytona Plus kits for the analysis of blood. These are being supplied to hospital laboratories across Saudi this year and there is the potential for additional orders. The company’s growth this year has been impressive – with the majority of products sold outside the UK and a heavy focus on exports particularly in the emerging markets of Brazil, Russia, India and China – sales in the first six months of the year rose by 40 per cent. “Dubai will be a very significant development for us. We are expanding our business internationally and in Northern Ireland and so are very busy,” says Dr Peter Fitzgerald, Randox founder and Managing Director. “South America is making very good progress as is the Middle East and we see signs of sales in Africa beginning to rise. We believe the main reason for growth is that a lot of the emerging markets, in particular, latch onto new products much faster than the developed world. These markets are very keen for diagnostics to be used to help improve health.”

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[FEATURE]

“We hope people Will be more self-sufficient When it comes to looking after their health. it is a case of identifying medical conditions or illnesses Which are treatable and this in turn Will stop other complications from arising. We find clinicians are receptive to What We are doing.”

However, while the tests have been sold extensively to overseas markets, the NHS in Northern Ireland has been slow to take up the tests for use in hospitals despite the fact that Randox has developed strong relationships with clinicians in the Republic of Ireland and Europe. “The market here is very slow,” says Dr Fitzgerald. “ Fundamentally America and the emerging markets are taking up new products and new ideas faster than in the UK. The Republic of Ireland is also quicker to take up ideas than the North. We decided to start Randox Health clinics to offer tests to the public because we weren’t getting tests fast enough into the NHS.” The company established Randox Health as a preventative healthcare clinic. The health screening service uses cutting-edge technology to detect a range of medical conditions before symptoms arise enabling a person to seek specialist advice if required or make changes to diet and/or lifestyle. The aim is to prevent serious illness through providing the most detailed 24 l Ambition Magazine

information in a timely manner. Randox operates the clinics from its base in Crumlin and London, the Culloden Hotel, Cultra and from next year Dubai. The extensive diagnostic screening menu offers 250 individual tests. People can select a health check which can include tests for vitamin deficiencies, nutrition, hormone status, kidney and liver function, diabetes, stress and arthritis. Dr Fitzgerald, who set up Randox more than 30 years ago, is the genius behind the company’s unique technology - the innovative Biochip Array Technology (BAT). The Biochip, the foundation of Randox's success, is revolutionary and ever evolving and its development has involved an investment of £180m. It is basically a miniaturised lab, which allows Randox to test a patient for many different diseases at once – allowing results to get to doctors and patients, within 48 hours. Randox can run hundreds of tests at once

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making the process cost effective whereas the NHS runs only 5-6 tests a time, per patient and it can take up to 3 months to get the results back. The Randox chemical tests, done with just one blood sample can help in the diagnosis of a huge array of medical issues and life-threatening illnesses. The biochip can be employed to process thousands of biological materials in seconds. “For example, if you have a cough, you go to the doctor and get medicine or tablets which may or may not work. You may need to go back and get a different medicine or antibiotic. All this is a waste of time and money,” says Dr Fitzgerald. “However, we have a chip which identifies different respiratory infections. It means you can get a specific diagnosis and then can be prescribed the right antibiotic. “Respiratory problems in particular are a huge issue in the UK. One of the most satisfying things about what we do is that we are actually involved in curing someone who has potentially a very serious illness. “ We hope people will be more self-sufficient when it comes to looking after their health. It is a case of identifying medical conditions or illnesses which are treatable and this in turn will stop other complications from arising. We find clinicians are receptive to what we are doing.” Again, in an attempt to promote self- sufficiency in health matters, Randox has developed a revolutionary new sexual health test called Confidante. It is the only over-the-counter product, which can be bought in pharmacies, that can simultaneously detect 10 of the most common sexually transmitted infections (STIs) in a single test. The product has been launched in Northern Ireland and Randox is encouraged by sales so far and how the service has been received by the general public. Aside from health tests, demand for the company’s testing equipment for illegal substances has also risen against the background of a worldwide increase in the use of banned drugs. In August new technology developed by Randox was unveiled to senior policing officials from around the world attending the World Police and Fire Games in Belfast which will allow police officers to test immediately for the presence of a wide variety of drugs at stations instead of sending samples off for analysis. The potential for the system to be adopted by forces across the world is immense as it allows for the testing of several hundred substances in a matter of minutes. “We have the widest range of tests of any organisation in the world for the testing of drugs. Every time a new drug comes on the market we usually have a test for it very quickly. We can test for designer drugs and spice drugs. “We are the world leader in the development of tests for narcotics. We sell them very widely throughout the world to police forces, medical examiners and forensic laboratories. This is a growing business for us,” explains Dr Fitzgerald.

“I HAVE MET PEOPLE WHOSE LIVES HAVE BEEN SAVED BECAUSE OF ONE OF OUR RANDOX TESTS. IT IS WHAT WE ARE HERE TO DO.”

In the area of food diagnostics, where new products are under development, Randox supplies high performance diagnostics kits for measuring antibiotics in food such as beef, lamb, fish and honey. The firm is the only one in the world which has a specific test for the presence of antibiotics in honey. Its tests are sold to big honey producers in the Far East, Europe, South America and Germany. Such has been the scale of growth, the company operates across 5 sites in Co Antrim and has lodged a planning application for a 20,000 sq ft extension at its headquarters. Randox also has a diagnostic operation in Donegal and a manufacturing facility in Bangalore, India which opened at the start of the year. With turnover last year topping £74m, much of the profits are re-invested in research and development - an area where the annual spend is around £13m. But with a continuous focus on improvement, Dr Fitzgerald stresses there is no time to stand still – lives are at stake. “I have met people whose lives have been saved because of one of our Randox tests. It is what we are here to do. Our raison d’etre is to try to improve healthcare. Of course we are medical researchers but we have to operate as a business. If we did not run Randox as a business then we would not have money to invest in R&D. “But we always need to improve. We are pleased that we are executing our strategy. We would like to move faster – but we are moving in the right direction. We are happy but not complacent.”

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SOWING SEEDS

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

THE AGRI-FOOD SECTOR IS THE MOST IMPORTANT COMPONENT OF THE NORTHERN IRELAND ECONOMY GENERATING MORE THAN £3 BILLION ANNUALLY IN REVENUE STREAMS.

he reputation of Northern Ireland as a region committed to the production of high quality foodstuffs is built around a combination of positive factors. They range from a clearly defined grass-based production focus for livestock to total traceability as a key access factor in opening new and divergent markets. During the past year however the food industry, as a whole, has suffered reputation and financial damage by the actions of a small number of rogue elements. As in all parts of business life the ability to deliver a totally transparent package on behalf of the customer chain is a critical component in the trust building process. The fact that Northern Ireland produce has a distinct traceability attachment is a critical bonus factor. Against a background where consumer confidence was stretched to the absolute limit at times, as each new tainted food chapter was opened, it has helped cement the credibility factor for local products. The Northern Ireland agri-food industry, helped significantly by its expanding SME base, is our fastest growing sector. Companies such as Finnebrogue and Mash Direct continue to develop opportunities through an innovative approach in terms of opening new markets on the back of specifically themed products. The upward spiral in demand for animal and protein-based diets, primarily meat and dairy,

26 l Ambition Magazine

will open global export opportunities on an unprecedented scale. The rapid rate of economic growth in the BRIC countries of Brazil, Russia, India and China is transforming the dietary requirements of their respective populations. As those countries become ever more affluent there will be a corresponding demand for a much more western linked combination of foods. We’ll see the transfer from a cerealsbased diet to a mainly protein accented diet built around red meat, pork, poultry and dairy products. But that demand will also deliver fresh challenges that those companies in Northern Ireland that wish to take advantage of must be prepared for. The attraction of western oriented brands and value-added convenience type foods such as ready meals, microwave and even boil-in-the bag products represent the new dynamic in terms of product development.

The world’s population is set to soar in urban areas. By 2020 it is estimated that the global population will increase from its current 50 per cent urban figure to at least 70 per cent by 2050. It is a statistic that holds a staggering exports related potential – one that holds out the prospect of Northern Ireland companies taking pole position in exploiting lucrative niche markets. However it will require our foodstuff industry to continue being flexible and responsive to the needs of the emerging markets. That will mean investment in new manufacturing techniques if we are to remain at the cutting edge of food production technology. But Government must understand the need to tackle red tape restrictions in order to help with the vital process of fostering innovation for our most important industry.

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SPB_Ambtn_A4_1013.indd 1

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[FEATURE]

A BUSINESS OVER-FLOWING WITH SUCCESS

Seamus Connolly, Founder and Managing Director of Fast Engineering.

MORE THAN 30 YEARS AGO A BELFAST ENGINEER DESIGNED AN INGENIOUS WATER SYSTEM WHICH CONTINUES TO BE USED IN EMERGENCY SITUATIONS ACROSS THE WORLD. ADRIENNE MCGILL TALKS TO SEAMUS CONNOLLY ABOUT HIS INNOVATIVE PRODUCT.

n 24 March 1989, the tanker Exxon Valdez grounded on Bligh Reef in Alaska’s Prince William Sound, rupturing its hull and spilling nearly 11 million gallons of crude oil into a remote, scenic and biologically productive body of water. Prior to the 2010 deep water Horizon BP oil spill, it was the largest single oil spill in US coastal waters. In the weeks and months that followed, the oil spread over a wide area in Prince William Sound and beyond, resulting in a previously unprecedented response and clean-up. That crisp day in Spring, Seamus Connolly was enjoying a round of golf on the green at Fort William in Belfast. He was about to take a shot on one of the narrow tree lined fairways at the Club when he received a call alerting him to the disaster in Alaska and asking for his help. Within minutes, the Belfast born civil engineer was in his car en route to his

company, Fast Engineering in Antrim. The emergency management services in Alaska knew he was the only person who could provide the specialist help they needed desperately and his expertise since then has been in constant demand. Seamus is the designer and developer of innovative and life-saving portable water tanks which provide aid relief to organisations, fire fighters, oil and chemical companies following a spill and animal rescue services across the world. “I remember without hesitation driving to the factory and receiving an assessment of the scale of the disaster. Within a short period of time we were able to fly tanks directly to Schiphol Airport in Holland and they were then transported onto Alaska. The tanks were the first equipment to arrive and provide relief as result of the oil spill,” says Seamus.

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[FEATURE]

Fastanks are used across the world to tackle forest fires.

As recently as August this year, the tanks played a major role in the clean-up of a devastating oil spill in Thailand. A pipeline operated by PTT Global Chemical leaked spilling an estimated 50,000 litres of oil and polluting tourist beaches over a large stretch. Seamus established Fast Engineering in 1981 and for more than 30 years, the company has been producing its award winning Fastanks to provide assistance in some of the worst natural disasters ever to strike the earth. In 2011 Fastanks were rushed to the horrific earthquake that struck north eastern Japan, spawning an incredibly destructive tsunami that crippled the Fukushima nuclear power plant. They were also used following the earthquake in Haiti in 2010 and during the humanitarian crisis which took hold in Liberia in 2003 when clean drinking water was supplied to around 24,000 refugees. From purpose-built premises in Antrim where 12 people are employed, the portable storage systems which can be assembled quickly and hold between 1 ton and 10 tons of water, are freighted to more than 80 countries across the world. With the rate and scale of disasters increasing at an alarming speed, demand for the tanks has been phenomenal. Orders have grown by 40 per cent this year necessitating an expansion of the production facility. Our export market accounts for 80 per cent of the business,” says Seamus. “For example we have equipment going out to Northern Iraq and we have just shipped out 40 tanks to a pipeline company in Alaska. We also have orders from Australia and Indonesia so we are kept on our toes but it is all fantastic.

“FOR EXAMPLE WE HAVE EQUIPMENT GOING OUT TO NORTHERN IRAQ AND WE HAVE JUST SHIPPED OUT 40 TANKS TO A PIPELINE COMPANY IN ALASKA. “

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The Exxon Valdez which spilled oil into the waters off Alaska.

“Exports are very buoyant and in the aid relief sector we have brought out some new products which are causing a lot of excitement. “In the oil industry, there have been many pipeline spills. After the BP spill in the Gulf of Mexico, oil companies were afraid they could end up paying vast sums like BP. There is a great scare factor, so all of the oil companies are stocking up on their oil spill protection equipment. “Because the tanks are so easy to carry by hand and so quick to assemble, it means that companies can respond practically immediately to oil spills and prevent further environmental damage. Also in that area, through our research and development, we have created a unique wild life rescue system. We are selling those very successfully to every oil spill base around the world. “It is like a hospital unit for birds and other sea animals that have to be recovered following an oil spill. Our system involves three tanks which are

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The Japanese earthquake and tsunami which devasted a huge area.

used as veterinary units – once the animals have been washed and the oil removed from them, they are put into the tanks so they can get their buoyancy back. “In another area of work with the fire services around the world, once again transport ability and ease of use together with the quality and reliability of Fastank, plays into our court beautifully. “Generally we design tanks specifically for helicopter fire fighting. We developed that with the Alaskan Forestry Service. When you are fighting fires you have to mix fire retardant chemicals with the water. The tanks allow them to make foaming agents into the water which is then used to bomb the fire. Alternatively, if you can get close enough to set up a tank at the edge of a fire you can pump the water to it.” Among the international aid relief agencies with which Fast Engineering works are the Red Cross, Oxfam, Concern and currently Medicine Sans Frontier following the development of a new water distribution system. Fastank Waterpoint, is an all-in-one box system containing a tap stand and tank, which is providing communities in Ethiopia with a safe place to collect drinking water in their villages. Local communities previously had no access to clean water which resulted in on-going sanitation and health problems. One community to benefit are the Menagesha. They built a concrete base and pumped water from a nearby river using 60m of hose. The Waterpoint kit was set up in minutes without tools or training and provided clean water to a community of approximately 12,000 people. “This system will service people with purified water from a dirty source such as a river or well. The water comes into the tank where it is purified and distribution is through a Fastap which is a new design of tap stand that we supply. It is in a hexagonal type of formation so that 6 people can have their own individual space and water outlets. They don’t need to lift their container up to the tap. They can put their jerry can on the ground

and bring a nozzle to it which is much more hygienic and less stressful. The flow rates through this design system are much quicker so people only have half as long to queue in the hot sun during the day. Water can be supplied to people for a week. Any spilt water is recirculated for animals to drink or to grow vegetables. Nothing goes to waste because water is such a valuable commodity in these places,” says Seamus. While fire fighting, aid relief and the oil industry all have different requirements – at the core of it is the water storage system which can be adapted to suit the particular need. There is a degree of cross-pollination but the company engages in continuous innovation with around 10 per cent of revenue re-invested in research and development. The firm collaborates with the structural testing laboratories at Queen’s University, Belfast for the testing of new designs. Although Seamus considers himself to be an engineer first and a businessman second, much of Fast Engineering’s success in export markets can be attributed to his shrewd analysis of currency fluctuations. “The beauty of exporting is the excitement which comes from it and the foreign exchange work that you have to do to protect the company and optimise the value of an order with movements of foreign exchange – I just love that part of it. I monitor the markets closely and cash in dollars or euros at the appropriate time. We have been quite successful in that area which gives us an extra margin coming from export sales.” With climate change making less water available in many regions as glaciers recede, rainfall becomes less predictable, and floods and droughts become more extreme – there is every indication that Fast Engineering’s expertise will be called upon for many years to come. As an engineer by profession and at heart, Seamus is constantly working on new designs for future products. It seems there are plenty of innovations involving water distribution systems in the pipeline. Ambition Magazine l 31

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TAKE OFF FOR GROWTH [FEATURE]

Aerial view of the airport.

A NEW OWNER, PRESIDENTIAL ARRIVALS, INFLUX OF ATHLETES AND AN ARRAY OF ANNIVERSARY CELEBRATIONS – THERE’S BEEN A LOT ON THE FLIGHT PATH AT BELFAST INTERNATIONAL AIRPORT AS ADRIENNE MCGILL DISCOVERS.

The line-up of helicopters which flew the G8 leaders to Co. Fermanagh.

he sale of Belfast International Airport (BIA) to a Texan firm last month by Spanish owners Abertis was the grand finale to an exceptionally busy and momentous year for the operation as it celebrated its 50th anniversary. ADC & HAS Airports Worldwide paid a total of £251m (€297m) for both Belfast International and Stockholm Skavsta, the rights to operate terminals at Orlando Sanford in Florida and an airport management business in the US. The company, which is headquartered in Houston, was formed in 2008 by Airport Development Corporation of Canada and Houston Airport System and specialises in developing and running airports. Abertis, who are better known as toll road operators, said the decision to sell was part of a strategic review of all its airport assets. Jeff Scheferman, President and CEO of ADC & HAS Airports Worldwide expressed his delight at the completion of the transaction. “We have ambitious plans to operate, grow and hold these assets,” he said. “Airports are our only business and we are truly looking forward to working with our management teams at each of our new assets to develop the potential of our people, drive innovation and expand the opportunities now open to our group.” The deal was finalized not long after BIA had been the focus of worldwide attention as US President Barak Obama, on board Air Force One, and the other leaders of the G8 countries in their own respective aircraft touched down at the facility before they were helicoptered to the Lough Erne Resort in Co. Fermanagh for the G8 Summit. There was also hectic activity around the World Fire and Police Games as thousands of athletes from countries across the globe flew into BIA as they prepared to compete with fellow members of the emergency services. For BIA Managing Director John Doran, the arrival of new owners comes with significant expectations for growth including new routes, new 32 l Ambition Magazine

airlines and new markets. “We are talking to airlines about new routes and we are looking at access to Germany, Italy and Scandanavia. Beyond that, we are looking at Canada and at some stage we need to seek further access into the US,” says Mr Doran. “We also want to look at emerging markets beyond Europe which Invest NI would like to do business into and from which we would like to draw tourism and Foreign Direct Investment (FDI). That could be assisted by ease of access over a Middle Eastern hub and at the moment we are engaged in good discussions with target airlines towards this objective, in partnership with the Northern Ireland enterprise and investment authorities. “Our new owners bring a lot of experience in airport management, airport development and they bring a long term investor who is prepared to put money in for the long haul. “Those are the three ingredients that an airport like Belfast International needs in order to grow and develop. “The first priority of our new owners will be to focus on the strategic direction of BIA with the management team and what resources they

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BIA Managing Director John Doran played a central role in co-ordinating traffic movements as the G8 leaders flew in and out of the facility including US President Barak Obama on Air Force One.

The giant Russian Antonov plane is just one of the many cargo aircraft to have used the airport this year.

need to put behind that to make sure it happens.” Mr Doran said government would have a part to play as well and that involved supporting air access development. He pointed to the success of the former £4m Air Route Development Fund which had been central to Continental Airlines - now United Airlines - launching a direct flight from Belfast International to New York. “This contributes about £20m a year into the local economy in terms of FDI and tourism spend. The service has been operating for the past 8 years equating to £160m being ploughed into local economy. “The public investment into this service from the Fund was about £1m so the return on it has been substantial. That success could be repeated if such a fund was made available again.” The lack of a direct service from BIA to London Heathrow, following the decision by Aer Lingus to move to Belfast City Airport where BA also operates the route, leaves a gap but with flights to London covered by easyJet’s services to London Gatwick, Luton and Stansted, John Doran says this market is well covered from BIA. Around 4.3m passengers passed through the facility last year – but numbers are likely to be down this year – largely due to the good

weather this summer luring people to holiday at home. Seats on flights to sunny European destinations may have been down but the arrival of the leaders of the 8 most powerful countries in the world certainly spread a warm glow across Northern Ireland with huge media interest. “The arrival of the G8 leaders at Belfast International had been in the planning for the best part of a year,” says Mr Doran. “When they arrived in separate planes, they disembarked and were flown to Co Fermanagh. There were around 40 helicopters on the ground at BIA and the delegations were transported in civilian helicopters with military escorts. “While this was happening, commercial traffic was going on as well. This had to be configured into all the normal airport operations. “Everything ran smoothly despite it being a very busy day involving ourselves, the PSNI and other statutory agencies.” Hot on the heels of that, were the World Fire and Police Games, with teams of athletes travelling through the airport followed by a range of ongoing events since the start of the year to celebrate the airport’s 50th anniversary including the static display of the Avro Vulcan XH558 aircraft. The plane, which was available for public viewing, last visited Belfast in 1985. “We knew there was going to be a lot of interest in the Vulcan. We put a ballot on our website at 5.30pm with 400 places available and by 5.50pm they were all gone. On the day there was great excitement and it was wonderful to see so many people come to the airport to see this famous military jet,” says Mr Doran. Looking at the flight path ahead with ADC & HAS Airports Worldwide at the controls, it seems BIA is on course for a new era of expansion. “In any discussions we have had with our new owners, they are very impressed with the quality of the management team we have here and will be placing a lot of reliance on them in terms of the strategic development of the business,” says Mr Doran. “We are very pleased that ADC & HAS Airports Worldwide is our new shareholder. They have expressed their view that they would like to see this airport grow and they will support management with the resources necessary to make that happen. That is the encouraging message we are getting and we look forward to working with them in order to achieve those strategic objectives.” Ambition Magazine l 33

PAGE34,35,36 3pgs_Layout 1 05/11/2013 14:38 Page 1

[FEATURE]

Prime Minister David Cameron gives his support to Growing Something Brilliant.

GROWING SOMETHING BRILLIANT SPARKLES WITH IDEAS THROUGH ITS HIGHLY SUCCESSFUL GROWING SOMETHING BRILLIANT CAMPAIGN, NI CHAMBER HAS THROWN DOWN THE GAUNTLET TO POLITICAL LEADERS TO LISTEN TO BUSINESSES HERE AND HELP THEM GROW. ADRIENNE MCGILL REPORTS

he Prime Minister not only got behind NI Chamber’s ground breaking Growing Something Brilliant (GSB) campaign – he even got in front of it (pictured) when in Northern Ireland last month to celebrate all that was good about business here. At a private address, organised by the Northern Ireland Conservative Party, to the leaders of Northern Ireland’s major business organisations, including NI Chamber Chief

34 l Ambition Magazine

Executive Ann McGregor, after he had spoken at the Investment Conference at Titanic Belfast, David Cameron embraced many of the main themes which are central to the Chamber’s innovative GSB initiative. The Prime Minister said the government was determined to do everything within its power to help companies to “employ, invest and grow.” He gave his support to a range of measures

to help business, including lowering corporation tax and creating new enterprise zones which he said would stimulate growth across the economy. However, Mr Cameron laid bare the challenge: “The state sector is too big and the private sector too small. And every politician is committed to the rebalancing that needs to take place not least by continuing to work on

PAGE34,35,36 3pgs_Layout 1 05/11/2013 14:38 Page 2

Prof Marie McHugh (Ulster Business School) answers questions using Qwizdom’s audience response system.

Cormac Diamond (Bloc Blinds).

Neil Gibson (Northern Ireland Centre for Economic Policy Economist).

Terry Cross (Delta). Mark Nodder (NI Chamber) with Ian Paisley Jr. (North Antrim MP).

Adam Marshall, (British Chambers of Commerce), David Manning (Airtricity), Ann McGregor (NI Chamber), Leigh Meyer (Citigroup), Mark Nodder (NI Chamber).

corporation tax so we can make a final decision on the devolution of these powers by next Autumn.” The Prime Minister’s comments came just weeks after more than 500 members of Northern Ireland’s business community came together at Titanic Belfast for the GSB conference - one of the most unique and largest economic events ever to take place in the Province. GSB, a private sector led event organised by NI Chamber in partnership with headline sponsor Airtricity, and supporting sponsors NYSE Euronext, BDO, easyJet and Pinsent Masons, aimed to inspire more businesses to set up, grow and export showcasing what has already achieved by the local business community and sharing their expertise and contacts. Split into a number of interactive zones, the conference provided business with an opportunity to gain support, seek inspiration and benefit from exceptional networking opportunities designed to stimulate growth in

Mark Nodder (NI Chamber) gives the opening address.

their business. Keynote speakers included Leigh Meyer, Managing Director, Global FX and Money Market Operations at Citigroup and Dr David Dobbin, Group Chief Executive at United Dairy Farmers who outlined how they both ran brilliant businesses in Northern Ireland collectively employing more than 2000 people. The Conference also took the opportunity to question delegates on a number of issues surrounding business growth using local company Qwizdom’s Audience Response System. It was revealed that out of the 500 businesses in attendance: • 68 per cent believed that the Northern Ireland economy will grow in the next year with 15 per cent believing it will stagnate and only 1 per cent believing it will worsen. • 77 per cent of businesses were either very confident or quite confident that they can grow their business over the next year. • For exporters, the biggest barriers to growth were finance requirements and credit risk; skills shortages including language and

Stephen McCully (Power NI), Alan Egner (Power NI) and Paul McBride (Pinsent Masons).

international sales experience; and adjusting products for international markets. • For non-exporters, a lack of confidence, fear of risk and a feeling that their companies were too small held them back. NI Chamber will shortly publish the key outcomes of the event, and take the recommendations and observations made by businesses to those in a position to make policy changes. The event underlined the need to address the following barriers in particular: • Access to the necessary skills • Access to finance • Practical barriers to exporting – including knowledge gaps of the socio, legal and cultural issues faced by new exporters. The outcome paper will be presented by NI Chamber to the Economy Minister and the Department of Enterprise, Trade and Investment (DETI) committee at Stormont in January as a call to action. The report will also be circulated to all members of the Assembly. “What we are trying to do with Growing

Ambition Magazine l 35

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[FEATURE]

Delegates listen to the sponsor’s address by David Manning of Airtricity.

Something Brilliant is encourage people to take little steps which will eventually lead to a stampede and that is actually what will give the economy some momentum,’’ says NI Chamber President Mark Nodder. “It does not take away from the need to look at a structural change in the economy which could be driven for instance by a lower rate of corporation tax attracting more Foreign Direct Investment from a burgeoning US economy. “We have to look at all the measures that are on the table for debate in the Cameron economic pact. We have to do the best deal we can to help ourselves but there is a lot within the existing economic policy and regulation framework to help each other.” Ann McGregor points to the successful programmes which NI Chamber has developed in order to give practical support to businesses including Gateways to Growth, Chamber Connections and Export First in partnership with Danske Bank. There is also the international Chamber programme which connects Northern Ireland businesses to Chambers across the world. But she stresses that there are a number of areas which need to be targeted. “There are signs of improvement in the economy but Northern Ireland is still lagging behind the rest of the UK and one of the biggest issues that has been raised is competition – how do we help businesses compete more? We have to look at reducing costs around energy and rates and also look at the strained relationship between banks and business. “We need to make sure that people have skills, in particular export skills. There is also a shortage of people with specific technology skills and international sales staff. We are going to be lobbying government to make sure something happens. “We would like to see the graduate programme reinstated for businesses who have the potential to export and also to see

Aspire Magazine l 01

36 l Ambition Magazine

employment tax credits for firms who employ an export staff member. “We will be asking the Executive, the DETI Committee and MLAs what they are doing to help business and getting them to respond with an action plan. “In Northern Ireland, we have only 1,400 goods exporters – that is just 1.2 per cent of our existing business base. This number has fallen from a peak of 1,700 in 2009 and has

slumped faster here than in any other UK region. “We need to tackle the underperformance of export and we need experienced exporters to help those that aren’t selling overseas. “We have amazing companies like Ciga Healthcare, Randox, Wrightbus and Armstrong Medical who are exporting all over the world. “But there are so many others who could do the same with a bit of help.”

BACKGROUND IN RECENT YEARS, THE BUSINESS COMMUNITY IN NORTHERN IRELAND HAVE CAMPAIGNED FOR THE DEVOLUTION OF POWER TO REDUCE CORPORATION TAX. THIS IS REGARDED AS THE GREATEST SINGLE MOST EFFECTIVE ECONOMIC INTERVENTION WHICH CAN INSPIRE EXTERNAL INVESTMENT IN BUSINESS. However, political reality has intervened in that campaign and the ultimate decision now waits on the far side of the vote on Scottish Independence. That won’t happen until Autumn 2014 and while the battle remains very much alive, NI Chamber believed that a parallel initiative was required, rolled out alongside the ongoing political campaign on Corporation Tax. It’s against this background that Growing Something Brilliant was born. The GSB campaign was launched in May this year by NI Chamber President Mark Nodder joined by Mayor of London Boris Johnson in the presence of more than 200 members of the local business community, the First Minister Peter Robinson, Secretary of State Theresa Villiers and the Ministers for Finance, Employment and Learning, Regional Development and Justice. The aims and objectives of the campaign are: • To celebrate what has already been achieved by the business

community in Northern Ireland. • To inspire more to set up, grow and export. •To help as many small companies as practical move successfully and profitably into export. NI Chamber President Mark Nodder said Growing Something Brilliant marked the beginning of a project which would define how Northern Ireland, as a business and political community, set a new course for economic growth. He added: “It is the process by which we ask ourselves and one another a simple question – how can I grow my business? “The campaign is about taking inspiration from each other. It is about saying to our political leaders ‘This is what you can do for us right now, under existing legislation and within the competency of the Executive and Assembly’. We can help ourselves, we can learn from each other’s experiences and we can work in partnership with our own government.”

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38 l Ambition Magazine

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PAGE39 new Face 2 Face (karen blair) RHP_Layout 1 01/11/2013 18:52 Page 1

[FEATURE]

THE SKY’S THE LIMIT

NORTHERN IRELAND’S ECONOMIC GROWTH WILL NOT TAKE OFF UNLESS THE AIR CONNECTION WITH LONDON HEATHROW IS MAINTAINED AND ENHANCED, AS KAREN BLAIR, PLANNING AND ENVIRONMENTAL SOLICITOR WITH CLEAVER, FULTON, RANKIN TELLS ADRIENNE MCGILL

lanning and environmental issues play a vital role in the success of many projects and commercial ventures. These areas have increasingly made an impact in Northern Ireland with a variety of controversial developments putting the focus on the legislation around them – particularly in the area of airport expansion. One person whose knowledge and expertise in the field makes her much in demand is Karen Blair. A planning and environmental solicitor with Cleaver, Fulton, Rankin in Belfast, she has worked with the legal practice for more than 20 years, most recently in the position as managing partner, and then as managing director. When studying a client’s proposal Karen must consider the environmental consequences, planning policy and the economic benefits. She acts across a wide spectrum of industries including retail, energy, waste, regeneration and also in aviation for which she has a special interest. “Aviation generally is important to Northern Ireland business because of our location and because we are an island off an island,” says Karen. “It is important from a business growth perspective that we have good connectivity and good access to London Heathrow as the main international hub. “The Belfast to Heathrow route is absolutely critical and also in terms of getting international access. The service Aer Lingus and British Airways provide from Belfast City Airport, which could be increased, is important for the

business community. I think we should not forget there is also inward tourism which comes via the Heathrow international hub as well. “The wider business interest association with aviation is particularly important. We are conscious that all clients, when they are making investment decisions, are looking at connectivity issues and proximity to airports.” The aviation sector makes a considerable contribution to the UK economy topping £50bn a year, it pays £8bn in tax and supports almost 1 million jobs. However, airport development invariably causes heated debate and none more so than the controversial proposal by London Mayor Boris Johnson to close Heathrow and replace it with a four-runway hub in one of three locations east or north of London. He has said Europe’s busiest airport, which is operating at almost full capacity, should be replaced with a hub at one of two undeveloped sites in the Thames estuary or at an expanded Stansted airport, over 50 km north of London. His proposals have been submitted to the Davies Commission on UK airport capacity. “This is being seriously considered and a lot of time and money is going into the plans,’’ says Karen. “Of course a decision on it will be many years ahead but in the meantime, Heathrow is the hub and we have to have access to it. Any plans to close it could only happen in the future if the new airport had equally good public transport links and the same international connectivity from it. This is a proposal which is

being very actively pursued by the London Mayor. “The outcome of the Davies Commission will be interesting not just for the South East of England but for all of the UK, particularly Northern Ireland.” The Northern Ireland Chamber of Commerce is due to make a submission to Commission chairman Sir Howard Davies on the need for the Province to have access to an international hub. Sir Howard said last November that he’d examine all options on securing additional runway capacity in southeast England, including the upgrading of Heathrow. However, for expansion to contribute to economic growth, viable development proposals need to take shape before the moment is lost. Karen points to growing frustration among clients whose schemes are being held up in the planning system because of red tape and who are then forced to walk away. “Clients can get frustrated with delays in the planning process – it is a matter of working your way through the process and helping clients in different sectors do that. “You may have a client who is keen to invest, but because of delays in the planning process, those investment decisions are reconsidered and the client has walked away. The client may take the money elsewhere and invest it in a jurisdiction with a speedier decision making system.” The worry is that if development is grounded so too will be the future of the Northern Ireland economy.

Ambition Magazine l 39

PAGE40-41 2PGS _Layout 1 04/11/2013 15:54 Page 1

[NEWS]

ECONOMY GIVEN A SPARK AS RECOVERY GETS UNDERWAY NORTHERN IRELAND BUSINESSES ARE SEEING GROWTH AT LAST BUT UNDERCURRENTS OF WEAKNESS REMAIN. ADRIENNE MCGILL REPORTS ON BDO AND NI CHAMBER’S LATEST SURVEY FINDINGS

or the first time in 6 years, there are signs that Northern Ireland’s economic horizon is beginning to lighten up – but a dazzling glow is still some way off. NI Chamber’s latest quarterly survey for Q3 of 2013, released in partnership with business advisers BDO, reveals that businesses are performing better with improvements in sales, profitability and employment compared to the previous quarter. In the survey, which sought responses from 400 businesses, manufacturing and service firms reported domestic sales are now at their highest levels for many years.

40 l Ambition Magazine

“BUSINESSES ARE REALLY TRYING TO MOVE AHEAD – BUT THEY HAVE A LOT TO CONTEND WITH.” In manufacturing, domestic sales are up significantly from +20 per cent to +32 per cent with the domestic orders balance up from +20 per cent to +24 per cent where previously it stood at -10 per cent.

The cash flow balance in the manufacturing sector has also moved positively rising from -20 per cent to +3 per cent which is a big improvement on the start of last year, while profitability has increased to +34 per cent from +14 per cent in Q2. There are also strong improvements in investment intentions for manufacturers both in terms of plant and machinery and staff training. However, inflationary pressures are increasing. This quarter sees a large increase in the prices balance (now +25 per cent and up from +11 per cent in Q2 and +10 per cent in Q1 of 2013) which is concerning. In the services sector, domestic sales and orders have increased significantly (sales up from +8 per cent to +20 per cent and orders up from +4 per cent to +17 per cent), although still lower than manufacturing. Despite the signs that Northern Ireland’s economy is improving, it is not recovering at the same pace as the UK as a whole. In manufacturing the domestic sales balance is lower for Northern Ireland manufacturers than the national average (+32 per cent in Northern Ireland versus +38 per cent in the UK) and the export balance is considerably lower, around one–sixth of the UK average (+6 per cent versus +35 per cent). In services, Northern Ireland ranks amongst the bottom regions across the domestic and export sales/order balance. Meanwhile recruitment intentions in the next 3 months are slightly higher in Northern Ireland with +28 per cent versus +26 per cent in the UK. According to Maureen O’Reilly, an independent economic analyst: “The big message is that there are definite signs of improvement. There are more businesses reporting increases than decreases across key balances. “But the issue is that it is still very fragile – particularly for services in this quarter. It could be a seasonal issue over the summer. “Manufacturing is definitely stronger although not performing at the same rate as the UK as a whole in terms of recovery. That is not unexpected because we had a deeper recession and we had much more exposure in terms of the property collapse and what happened in the Republic of Ireland which had a big impact here. “Another concern is the issue of rising prices and that is not a good sign going forward. “Businesses are really trying to move ahead – but they have a lot to contend with. Cost pressures are particularly an issue in terms of raw material prices.” Ann McGregor, Chief Executive of NI Chamber welcomed the upturn but called on the government to do more to help businesses. “The economy has been modestly growing for some time, and we are at the precipice. The government must be bold and implement measures to boost growth further, and the Autumn Statement is an opportunity to do so. As we get ever closer to the General Election, political parties must not be drawn into politicking for cheap votes at the expense of clear-long term solutions to bring about a sustainable recovery.”

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ANALYSIS MICHAEL JENNINGS, BUSINESS RESTRUCTURING AND FORENSICS PARTNER AT BDO NORTHERN IRELAND DISCUSSES WHY LOCAL BUSINESSES ARE CAUTIOUSLY OPTIMISTIC.

Our clients are more confident and cautiously optimistic in their outlook which closely mirrors the results of the Chamber of Commerce and BDO’s recent economic survey. The survey of almost 400 Northern Ireland businesses shows positive quarterly improvement across a range of business indicators including turnover, profitability, cashflow levels, employment and investment intentions. For the first time since 2007, there were no negative balances in either our manufacturing or services sectors with the results for manufacturing particularly strong. Although Northern Ireland’s economy is gradually starting to improve, it is not recovering at the same pace as the UK as a whole with turnover, export levels and business confidence lagging behind. The survey and our clients also tell us that business bureaucracy and red tape is increasing, especially for small businesses with employment, health and safety and procurement mentioned as being three of the areas most burdensome. The Real Time Information (RTI) system for tax and auto-enrolment pensions were two examples cited by a number of businesses as areas of concern which are adding to administration workloads. The announcement by Mark Carney, Governor of the Bank of England to keep interest rates on hold until UK unemployment has reduced to 7 per cent or below has given some reassurance to our clients which was also confirmed by 60 per cent of the businesses surveyed. Wider business concerns being highlighted by local businesses include increased competition, business rates, and unrealistic artificially low pricing with some clients worried that “zombie” companies are still trying to buy work. On a daily basis we are seeing an increasing focus on restructuring and advisory work with solutions including informal and formal creditor arrangements, debt restructuring and increasing levels of support from financial institutions. On a positive note, the number of corporate business failures and formal insolvencies are down around 35 per cent in comparison to the same period last year. There is also a notable increase in investor activity with more purchasers interested in acquiring distressed and restructured businesses and assets. Our local businesses are not taking the early signs of recovery for granted and whilst business fundamentals are slowly improving there is a degree of caution and reluctance with our business owners asking the question “Are we quite there yet?”. We are at a crucial point in the economic cycle and it is incumbent on all stakeholders including business owners, financial institutions, government and advisers to play their part in developing long term initiatives to bring about a sustainable recovery.

Ambition Magazine l 41

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TIME TO SHAKE AND STIR THE PUBLIC SECTOR [NEWS]

SINCE TAKING UP THE ROLE OF FINANCE MINISTER IN JULY, SIMON HAMILTON HAS PLEDGED TO UNDERTAKE A REFORM OF NORTHERN IRELAND’S PUBLIC SECTOR. ADRIENNE MCGILL JOINS LEADING BUSINESS FIGURES OVER DINNER AS HE TELLS THEM WHAT HE HOPES TO ACHIEVE.

Transactions Capital and this comes with conditions. We have to work e plans to bring a breath of fresh air into the corridors of with partners in the private sector to ensure that investment in our Parliament Buildings at Stormont, to dust down cumbersome infrastructure takes place. ministries, to shine up archaic procedures and in general spruce “That is just one example of why the public sector must become more up all departments to make them more effective and fit for purpose – but innovative, creative and reform the way things have been done in the can the Minister for Finance and Personnel Simon Hamilton deliver on his past. promise? “We need to come up with ideas and be creative for the benefit of the The task he faces was debated recently at a private dinner hosted by Northern Ireland economy. Changing public expenditure circumstances is NI Chamber and Ulster Bank at its Donegall Square East headquarters in underlining the need for us as a public sector to reform so we can Belfast where, in the company of two leading economists, the Ulster capitalize on the opportunities when they arise. Bank’s Richard Ramsey and Head of Group Economics at Royal Bank of “We are in a position where the public expenditure landscape is Scotland Stephen Boyle, prominent members of the business community changing, public expectations are growing grilled the Minister on his commitment to and if we don’t get to grips with reform in its reform the public sector and put to him some many facets, then we may not have a ideas of their own on how this could be “THERE IS STILL A problem, this year or next year – but achieved. BELIEF THAT WE DON’T somewhere down the line, we will have a The event took place shortly before the HAVE TO REFORM AND very serious problem. Minister named Dr Colin Sullivan as director “We have to reform now – and do it in a of the Public Sector Reform Division which is THAT WE WILL way of our choosing and at a time of our tasked with seeking out inefficiencies across CONTINUE TO BE choosing or else it is going to be forced upon the civil service. us by circumstances. Mr Hamilton, an accountant by profession, BAILED OUT BY THE “I don’t claim to have a monopoly on who was elected to Stormont 6 years ago as EXCHEQUER.” what public sector innovation looks like – but MLA for Strangford, believes focussing on I am glad that I have started a conversation making the public sector more productive and on the issue which has been well received by efficient will benefit the private sector in the the business community.” long term. A number of guests expressed the opinion that public sector reform is He told guests: “It is clear that we are going to have less resources in often viewed negatively as opposed to being seen as an opportunity to the future – but more demands on the public purse – that is the challenge develop benefits for the economy. They suggested that communicating for government. Whilst it looks like we are going to get more capital tough, harsh, unpopular messages was unlikely to win the hearts and expenditure, it is going to be a different type - it will be Financial minds of the electorate and so changing mindsets was the Finance Minister Simon Hamilton, Dr place to begin reform. David Dobbin Chief Executive, United “We can’t hold onto out of Dairy Farmers and Dan McGinn, date ideas just because this is Corporate Affairs Manager Ulster Bank. the way things have been done in the past,” said the Minister. “It is only by being innovative in government that we can ensure that the delivery of services to the public does not suffer. “There is still a belief that we don’t have to reform and that we will continue to be bailed out by the Exchequer. But change is happening and we have to move with it.” There was also a view among guests that a change in culture in the public sector was dependent on strong leadership. And strong leadership is precisely what Mr Hamilton intends showing across his department and powering ahead with reform of the public sector.

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Finance Minister Simon Hamilton with Dr Bro McFerran, Managing Director, Allstate NI, Stephen Boyle, Head of Group Economics, Royal Bank of Scotland, and Richard Ramsey, Chief Economist, Ulster Bank, NI.

GUESTS ATTENDING THE DINNER WITH THE MINISTER • Stephen Boyle, Head of Group Economics, Royal Bank of Scotland. • Dr David Dobbin CBE, Chief Executive, United Dairy Farmers. • David Gavaghan, Chief Executive, Titanic Quarter Limited and CEO of Strategic Investment Board.

Dr Bro McFerran, CBE, Managing Director, Allstate NI makes a point at the dinner.

• Jackie Henry, Partner in Deloitte. • Francis Martin, Partner in BDO NI. • Dr Bro McFerran, CBE, Managing Director, Allstate NI. • Peter McNaney, Chief Executive, Belfast City Council. • Tracy Meharg, Executive Director, Invest NI, Business Solutions Group (BSG). • Richard Ramsey, Chief Economist, Ulster Bank, NI. • John Toner, Managing Director, WIS. • Dan McGinn, Corporate Affairs and Communications Manager, Ulster Bank. • Oonagh O’Reilly, Business Development Director, NI Chamber. • Adrienne McGill, Ambition Editor, NI Chamber.

Peter McNaney, Chief Executive, Belfast City Council. Dan McGinn, Corporate Affairs Manager Ulster Bank. Richard Ramsey, Chief Economist, Ulster Bank, NI and Stephen Boyle, Head of Group Economics, Royal Bank of Scotland.

Ambition Magazine l 43

PAGE44 DAWN PATTON_Layout 1 05/11/2013 14:44 Page 1

[FEATURE]

CRAFTING A COMPELLING MESSAGE ADVERTISING IS EVERYWHERE AND WHEN AN IMAGE MAKES YOU LOOK TWICE – IT HAS DONE ITS JOB AS ADRIENNE MCGILL FINDS OUT

hen it comes to making an impact – there’s no second chance at making a first impression. So picture this film clip…… a camera zooms in close on a golf scene. There is no one in sight but coming into view is a ball being driven down the manicured 10th fairway of the five star Lough Erne Resort in Co. Fermanagh which then settles beside the signature hole as the flag flutters in the breeze. At the top of the screen appear the words ‘World Class’. There are a few small islands in the background and the swaying bough of a fir tree to the left of the scene. In vivid contrast to the pristine verdant course, is the choppy blue-grey water of Lough Erne, one of Europe’s largest waterways. The view then changes to a very formal and partially lit setting indoors as the camera focuses on an oval shaped mahogany inlaid table on which sits small flags of the UK, US, Japan and Germany. At the bottom of the screen the words ‘World Stage’ appear. Around the table, mahogany chairs upholstered in mute coloured material with sand, gold and cream fibres are positioned and a richly designed carpet lies underneath. Writing pads are stationed at each place. The screen then changes to show Invest NI’s logo and below the web address www.g8ni2013.com. The words read ‘Inspiring Place/Leading Business.’ The advertisement lasts only a few seconds but it makes an immediate impression. And that’s the whole point. Advertisements, online or offline, have to catch people’s attention within seconds – or else they don’t work. They have to jump out and stand out so that the product or message gets across and is seared in people’s minds. And ads are everywhere – from bill boards to magazines, from movies to the internet, there is no escape from being saturated with a commercial message. The creative talent behind the Lough Erne advertisement was Belfast based advertising agency Genesis who were tasked with devising a global campaign for Invest NI to promote Northern Ireland as a first class tourist destination and an attractive location in which to do business. The advertisement featured on BBC America TV around the G8 Summit in June at which the leaders of the eight wealthiest nations met at the Lough Erne Resort. Following on from this, the agency has been involved with the international investment conference which took place in Belfast last month. Dawn Patton is a senior account and new business development Director with Genesis who has been with the agency for 6 years and works closely with clients to take a brief from concept to reality. She says: “You first have to find out from the client what his/her message is and what is the aim of the ad campaign. Once a creative brief has been signed off by the client, it gives you a creative spring board to work on. “The creative team will come up with ideas which are scrutinised against an evaluation matrix of what the campaign needs to deliver. You might have an idea which looks lovely but there is no real meat to it – you really need to devise an idea which will work across all different touch points and cover the target audience be it on radio, television, newspapers, magazines or online. “The main challenge is in getting the message across. Advertising has to be based on the truth. If you can get that nugget, it will be the foundation for what the concept is going to be. With the help of strategy, research and information you can make a good judgement on the direction a campaign needs to go. Even if a client wants something edgy and different, it has to fit with the brand. Your ad really needs to cut through and challenge your target audience.” Creative giants Saatchi & Saatchi built their phenomenally successful agency with a philosophy underlined by the motto - "Nothing is Impossible." That’s the ‘genesis’ of success in advertising.

DAWN ADVISES THE FOLLOWING TO GET YOUR MESSAGE OUT THERE!

A striking image of Dawn Patton, a Director with Genesis Advertising, who believes strong pictures capture attention when getting a message across. 44 l Ambition Magazine

1. Start with defining who you want to get the message out there to. Rarely are you targeting everyone. 2. Identify the message(s) you want to communicate against their ability to address the business opportunity/challenge in hand. 3. Profile the most efficient means to engage with your target audiencein the right place, at the right time and at the lowest cost. 4. Find a compelling expression of your message(s) which intuitively connect with your audience segments and which prove irresistible to their internal logic. 5. Measure the impact of the activity to understand how the activity has impacted, as well as the return on investment.

PAGE45 Optilase FullPG_Layout 1 01/11/2013 19:01 Page 1

IIncredible ncrediblee Medical Medical Adv Advances vances mean

No N oM More ore Read Reading ding Gla Glasses asse Incredible medic Incredible medical al advances adva around the world, w orld, and sspecifically pecifically w with a pioneering ssurgery urgery ccalled alled KAMRA V Vision, means we no lon longer ger h have ave tto o be dep dependent on reading glasses. gl asses. At Optilase, Optilase, w we ea are proud to be the only on ly cclinic linic in Northern Northern Ireland Irel and the UK, to offer off er thi this, s, lif life-changing e-changing ey eye treatment. As w we eg get et o older, lder, w we e lo lose se o our near vision. Everryday yday ttasks asks like like reading reading menus, price tags and ttexting exting bec become ome diff difficult, without the use u se of rreading eading glasses. glasses. The T technical term ffor or this this lo loss ss off ccrispness rispness is “presbyopia”. It’s a n natural atural pr process ocess th that at happens to us all, usually u sually from from our midmid-40s. 40s. With W ith KAMRA Vision Vision comes comes freedom, convenience ienc e and self self-sufficiency -sufficiency and critically - no mor e dependency on reading rea more glasses. In a pain free, non-invasive procedure, ssimple, imple, p ain fr ee, non-in yyour our yyounger ounger vision vision ccan an be b restored.

Wayne Crewe Brown Head Surgeon Optilase Clinic

How does it work? What’s called a “KAMRA inlay” is used, an exceptionally small ring, just 3.8mm in diameter and weighing less than a grain of salt. The inlay has an opening in the centre and is placed under the surface of the cornea over the centre of the pupil. It corrects presbyopia by narrowing the opening that permits light rays to enter the eye. The inlay repositions the focal point back onto the surface of the retina to achieve crisp, sharp vision. Expect to return to your usual routines the very next day! The result is picture perfect vision, without the need for cumbersome reading glasses! To find out if you are a suitable candidate, why not contact Optilase on 08000 121 565 or visit www.optilase.co.uk

“The tr “The treatment eatment itse itself was absolutely painless and took less than seconds 30 sec onds per eye. I no longer have to wear any sort of glasses. changed not only my working life but the quality It rreally eally has change altogether”. of my life altogethe

Brian Loughlin, from L/Derry had the Kamra treatment at Optilase, Belfast “I had the Kamra treatment at Optilase and it has absolutely changed my life. I used to need reading glasses to see anything up close, my mobile, computer, the newspaper. As soon as I heard that I could get rid of my reading glasses I went for an assessment at Optilase, L/Derry. Thankfully, I was an ideal candidate and I booked my treatment for the very next week. The treatment itself was absolutely painless and took less than 30 seconds per eye. Immediately afterwards, my reading vision was fantastic! I no longer have to wear any sort of glasses. It really has changed not only my working life but the quality of my life altogether”.

hlin l Brian Loug y Inn Hote

Transform your life today! Call Optilase for a free consultation

ountr e Belfray C th f o r e n w O

Free Fr ee C Consultation o onsulta tion Call C 08000 121 565 www.optilase.co.uk w ww.optilas se.co.uk Cleaver Clea ver House House,, Belf Belfast ffas ast - Carlisle Rd, L/Derry - 1 Canal Court, Court, o 34 Mer Merchants rchants chantss Qua Quay, ay y, Ne Newry wry

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IS THERE DRAMA FOR NAMA IN NORTHERN IRELAND? [FEATURE]

NAMA IS KEEN TO FINANCE FURTHER PROJECTS IN NORTHERN IRELAND THAT CAN DELIVER A COMMERCIAL RETURN, THE AGENCY’S CHAIRMAN FRANK DALY TELLS ADRIENNE MCGILL, AS HE REVEALS DETAILS AT A NI CHAMBER EVENT.

Frank Daly, NAMA Chairman says the organisation welcomes commercial proposals from its debtors.

he First Minister may have stirred up a prickly debate some weeks ago when he criticised the National Asset Management Agency (NAMA), the Republic of Ireland’s bad bank, for inhibiting economic growth in Northern Ireland.

Peter Robinson said "holding on to assets to realise their value in the long term" in his opinion did little to boost the Northern Ireland economy. He made the comment not long after the Province’s new Finance Minister Simon Hamilton said how conscious he was of the central role that NAMA plays in the local economy. Whatever the difference of views, there is no doubt that the agency has added a new dimension to the local property market following the crash of many developers. NAMA was set up in 2009 to cleanse the Irish banking system of toxic loans on property – £3.5bn of which relate to Northern Ireland. The agency was authorised by the Irish Government to take land and property development loans off the books of certain Irish banks after excessive property lending and then sell them off by 2020, preferably at a profit. In Northern Ireland, NAMA's acquired loans of £3.5bn represent 4 per cent of the agency’s total portfolio of acquired loans. To date, the agency has approved £123m in funding to its Northern Ireland based debtors of which there are 61 out of 850 in total. NAMA Chairman Frank Daly has stressed that the agency is working its way through a series of targets towards its wind-down in 2020. By then, NAMA expects to have repaid the €30bn in debt used to buy the total loans.

46 l Ambition Magazine

Talk of a €1bn profit over its lifetime has been put to one side – and break-even is now the new aim. So far, NAMA has collected €800m from debtors on assets that they either tried to hide or had sought to transfer out of the reach of the agency. In Northern Ireland, the agency has made steady progress. It has sold assets worth £106m and kept to its commitment not to engage in fire sales of assets or dumping of properties. This year, NAMA has released funds to complete new offices for the Northern Ireland Executive's Land and Property Agency in Belfast. It has also been involved in the deal to sell the Invest NI HQ to the Executive and has released funds for a major housing scheme in Dundonald. Details of the agency’s progress ‘Three Years On’ were revealed by Mr Daly and senior NAMA executives at an event hosted by the NI Chamber attended by more than 200 guests at Belfast’s Hilton Hotel. The focus was on detailing initiatives by NAMA to reactivate the property market including development finance, vendor finance, loan sales, assets sales and portfolio sales. Speaking to Ambition, Mr Daly, who is also Chairman of NAMA’s Northern Ireland advisory committee said: “Peter Robinson suggested that NAMA could do more for the Northern Ireland economy – I don’t have any problems with a view like that. “We have been at pains to take in the view of the Northern Ireland Executive. We got some very clear views from the start about not dumping assets and not fire selling and we have kept to this. We have had a measured programme of sales and disposals in Northern Ireland which is proportionate to the portfolio we have up here.” He added: “We always listen to what is said about us – we have had a

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Invest Northern Ireland’s headquarters.

very measured responsible approach in Northern Ireland – and there is more we can do. Northern Ireland is very important to us. It is more important than just numbers – we have contributed to the stabilization here.” Mr Daly points to the fact that NAMA is also providing vendor finance to potential buyers of commercial property as further evidence that the agency is committed to getting the market back on track and looking for other projects to fund. “We have also been exploring other ways of stabilising the property market here – not least in providing new money for debtors in Northern Ireland who want to expand and do new developments. We have provided almost £140m to date. That is a direct injection into the Northern Ireland economy - putting jobs on the ground and stabilising businesses. “Our key message is that we have the wherewithal to provide additional capital expenditure or new money and we very much welcome commercial proposals from our debtors for that.” In June it emerged that NAMA is providing £15m to complete two office buildings in Belfast city centre as part of a programme to enhance the value of its assets in Northern Ireland. The money will finance the completion of the Soloist Building at Lanyon Place and Lanyon Plaza. Construction work on phase one of the £17m Soloist Building which covers 90,000 sq ft finished in 2010, while the building of the 15 storey high Lanyon Plaza which cost an estimated £45m and includes apartments, rental space and basement parking started in 2007 but ceased three years ago. Plans were also announced by NAMA to provide £9m for a 95-unit housing development in Dundonald and the agency confirmed three major sell-offs of properties on its books in Belfast, Newtownabbey and Newcastle to housing associations. “By putting property on the market, that is contributing to confidence in the market,” says Mr Daly. “There is €2bn to be invested in Ireland between now and 2016. We have not distinguished whether that is north or south of the border. The money is there but the issue is whether commercially viable projects are put in front of us. We are using tax payers’ money to do this so we have to be

The Lanyon Plaza Building.

responsible and there has to be a commercial return to justify that investment.” Will NAMA have achieved its purpose by the end of its life span? It must repay €30.9bn in senior debt owed to the banks it originally bought the loans from, as well as €3.5bn in interest plus cover its costs. “We have already repaid a quarter of it and will repay another quarter by 2016 – we are confident at the moment looking out at 2020 that we will have repaid all of the €30bn,” says Mr Daly. “Three years on, the indicators are good for NAMA achieving its objectives.”

Ambition Magazine l 47

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BE PREPARED FOR AN ELECTRIFYING NIGHT AS NI CHAMBER ROCKS [FEATURE]

NI CHAMBER IS GETTING SET FOR A BLAST WITH MEMBERS AND GUESTS AT THE PRESIDENT’S GLITTERING ANNUAL BANQUET LATER THIS MONTH. IT WILL BE A CELEBRATION OF THE CREATIVE INDUSTRIES FOCUSING ON THE TALENT OF THE SECTOR IN NORTHERN IRELAND. ADRIENNE MCGILL REVEALS WHAT’S IN STORE AND WHY MUSIC, ART AND DANCE IS TAKING CENTRE STAGE.

listering sets of rock music will thunder through Titanic Belfast on 14 November as NI Chamber hosts the highlight of the year – the President’s banquet. NI Chamber Rocks promises to be the most sensational business event ever staged in Northern Ireland with a cascade of music, entertainment, art, dance and a showcase of the multi-talented creative industries sector. In addition to upcoming Northern Ireland band Silhouette, whose song ‘Can’t Keep Up’ featured on the Northern Ireland Tourist Board’s television ad last year, more than 500 guests will be entertained by Conor Scott, singer song writer and star of the BBC’s programme, The Voice. The highlight will be an illuminating interview with Paul Smith, the Belfast born multimillionaire and founder of Celador who created the international hit TV Show ‘Who Wants To Be A Millionaire?’. He’ll be jetting into Northern Ireland especially for the banquet. While business events in Northern Ireland are usually more sedate events, this one is guaranteed to get the crowd rocking in their seats and on their feet as performances by groups and solo artists pulsate throughout the Titanic Suite during the evening. And the title – NI Chamber Rocks – carries a message which perfectly captures the essence of the business organisation and what it hopes to achieve on the night. NI Chamber President Mark Nodder, who has had a life-long passion for music, and was a guitarist and song writer with a band while at University, says the rock theme is very apt. “NI Chamber rocks because as a business organisation, it is not frightened of taking risks. We are not afraid of asking difficult questions and fighting for our members at local and national government level. “We continually lead dynamic and innovative programmes and Conor Scott, events to assist who appeared members as they seek in the BBC to grow their business show, The both at home and Voice, will be internationally. one of the artists “Also, NI Chamber performing at NI deliberately tries to do Chamber Rocks things differently from Picture courtesy of the BBC. other organisations. Some of our events are quite intimate and edgy while others are largescale and grand. I think we do those better than anybody else. “I’d like young business people to feel NI Chamber, which has a fantastically talented and creative staff, is vibrant. This is not an ivory tower where policies are distilled and served up to Stormont. NI Chamber is immediate, accessible and it is going to help them grow their businesses. “I decided at some point during my two years as President that we would have a bit of fun and have an event with a rocking edge to it. That was the kernel of the idea and it has grown.” Alongside this, and against the backdrop of Northern Ireland’s rich musical heritage with such notable talents as Van Morrison, Snow Patrol, the Undertones and Ash, NI Chamber felt it was vital to highlight the importance of creative industries. The sector, which is one of the fastest growing in the UK, has been seen to be increasingly important to economic well-being with proponents suggesting that human creativity is the ultimate economic resource.

48 l Ambition Magazine

Silhouette

Creative industries have been defined as “those industries which have their origin in individual creativity, skill and talent and which have a potential for wealth and job creation through the generation and exploitation of economic property.” They cover a wide range - advertising, architecture, art and antiques, crafts, design, designer fashion, film and video, interactive leisure software, music, the performing arts, publishing, software and computer services, television and radio. The most recent figures available for 2009 show that the sector contributed £329m to the Northern Ireland economy while the number of people employed was estimated at 21,000. “You don’t realise that there is a thread of creative talent and design capability that runs through industry from bus design to architecture. It is something which we need to foster. We talk about knowledge based economies in the future but it is more than knowledge. It is creative ability and innovation which really sets us apart,” says Mark. “NI Chamber Rocks will showcase creative industries and give them centre stage at our event. It will be a brilliant night with plenty of networking, fantastic live music, entertainment and words of wisdom from television mogul Paul Smith. “This will be a very different business event and guests are in for a fantastic night”.

THANK YOU TO: Our communication partner, BT; supporting sponsors, NYSE Euronext, Keys Group; star prize sponsors Etihad Airways and Selective Travel Management; and venue partner, Titanic Belfast.

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NI Chamber Rocks is going to be a major hgh note in Mark Nodder’s Presidency of the business organisation. But his Presidency has also coincided with two of the most successful years in the history of Wright Group, where he is Managing Director. Under Mark’s leadership, the Ballymena company, which was founded in 1946, has become one of Europe’s leading and most successful bus manufacturers. The company has achieved stellar growth recording pre-tax profits of £3.85m on a turnover of £157m for 2012 – up from £133m in 2011. Mark, who is a lawyer by training, worked previously for the Saudi Arabian Ministry of Defence and before joining Wright Group, held a number of senior management positions in a range of companies including Shorts Missile Systems (now Thales) and marine survival equipment manufacturer RFD (now Survitec). He joined the Wright Group in 1998 and headed up Business Development activities until being appointed Group Managing Director in 2006, succeeding owner Jeff Wright, son of William Wright. Headquartered in Ballymena, where bus design and production takes place, the firm employs over 1700. Earlier this year the company announced plans to partner with Daimler in India to produce a new range of buses for the rapidly growing Indian market. Wrightbus is already assembling buses from kits in Singapore, and has recently begun a similar project in Zhuhai China for customers in Hong Kong. Wright Group currently has a contract to supply 600 new buses for London over three years in a deal worth around £212m. The deal has resulted in the opening of a new chassis plant in Antrim. New buses are already operating on two major routes in the capital and the vehicles will be in action on two further routes before the end of the year. Over the years, Wright Group has pioneered low floor buses in the UK and has earned a reputation for producing vehicles which are stylish, durable, high quality and packed with innovation. “When I became Managing Director of Wright Group one of the things I was conscious I needed to do was to develop a better network for the company within our local community and more broadly in Northern Ireland because up until then, we were a fairly low profile company,” says Mark. “I got to know NI Chamber and joined the Chamber Council, then the Board. It was a great opportunity to get involved in something that was outside of buses but where my own experience could be shared with people who had hopes to grow their business or get into export markets. It sounds a bit altruistic but I got a lot of satisfaction out of doing that, so the affinity with the Chamber really just strengthened. “NI Chamber Chief Executive Ann McGregor asked me to become Vice President with a view to being President. I was very surprised and honoured and it was hard to say no. “I took up the Presidency in 2012 and have enjoyed every moment.”

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WhiteRock Capital Partners company profile WhiteRock Capital Partners is a committed and highly-skilled team of investment officers and financial analysts – all from banking and accountancy backgrounds – that manages the £50 million Growth Loan Fund, finance for which has been provided by Invest Northern Ireland and private investor, Northern Ireland Local Government Officers’ Superannuation Committee (NILGOSC).

ith our first trading year having concluded in September, it has been a good time to take stock and see the impact that the Fund has had on the real economy. By providing loans of between £50,000 and £1,000,000 on a fully commercial basis, WhiteRock Capital Partners has aimed to stimulate widespread business growth, particularly through export. The Fund’s loan finance offer, which provides growth finance to established SMEs in Northern Ireland, has enabled companies to develop new and existing export offers, assisted with their working capital requirements and created and secured hundreds of new jobs. Over 50 loans worth more than £12 million have been approved for businesses across Northern Ireland. The average wait from submission of a business plan to loan approval is 10 days. These substantial figures, considerably ahead of target, are the evidence that shows the Growth Loan Fund’s support to be an important component of economic recovery here. WhiteRock supports a truly diverse range of companies. For example, one firm that received support from the Fund, Lowden Guitars, a guitar manufacturer from Downpatrick, is selling a market-leading product to countries across the world. Another, Budget Energy, is the fastest growing and most competitive provider of electricity in Northern Ireland. Maydown Precision Engineering is providing machine components and small sub-assemblies for the aerospace industry throughout the UK, Europe, US and Asia. These are all firms that are

making serious inroads by taking an innovative approach to product development and R&D. Northern Ireland firms can compete globally and the Growth Loan Fund is helping them do so. This loan finance is complementary to other existing sources of finance including bank lending, trade finance and equity investors, and the Fund primarily works with those in the manufacturing, engineering and tradable services sector. Our main differentiator is that our loans are typically unsecured and we do not seek personal guarantees. WhiteRock has built strong relationships with members of the advisory community – lawyers, accountants and business consultants – as these are the people who deal with and make recommendations to SMEs, day in, day out. We’re looking forward to welcoming many more firms into our streamlined application process. The hard work of innovative companies producing world-leading products is the only way to generate economic recovery. WhiteRock is proud to support these companies in their efforts in building a sustainable and balanced economy for Northern Ireland.

Whiterock Capital Partners LLP 8th Floor 11-13 Gloucester Street, Belfast BT1 4LS Tel: 028 9500 1060

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TAKING BUSINESS TO THE HEART OF GOVERNMENT

[NEWS] FRANCIS MARTIN, CORPORATE FINANCE PARTNER, BDO AND VICE PRESIDENT OF BCC

WITH HIS FINGER ON THE PULSE OF BUSINESS IN NORTHERN IRELAND, FRANCIS MARTIN TELLS ADRIENNE MCGILL WHY HIS TWO NEW ROLES ARE CRITICAL TO THE PROVINCE’S ECONOMIC DEVELOPMENT

Francis Martin, one of Northern Ireland’s leading business advisers.

espite the fact that the economy may be starting to turn the corner, businesses across Northern Ireland are still facing an uphill battle. One person who appreciates better than most what that involves is Francis Martin, Corporate Finance Partner with international business advisers BDO Northern Ireland who is based at the firm’s Belfast headquarters. Prior to resuming the leadership of BDO NI’s Corporate Finance division, Francis was the Managing Partner of the company - and also the immediate Past President of NI Chamber, on whose board he remains a proactive member. Regarded as one of Northern Ireland's top business advisers, Francis is leading the Corporate Finance team at a time when an increasing number of companies are seeking advice on strategy surrounding acquisitions and disposals, investigations, fundraising and management buy-outs. "Nobody could have foreseen the level of recession we have experienced and, like other firms, we had to respond to the challenges,” says Francis.

“We've done that while remaining focussed on providing exceptional service for clients and empowering our people to take decisions. We are seeing positive changes in the marketplace, albeit embryonic. Some of our ambitious clients, particularly those that are export focussed, are now proactively looking at M&A opportunities. There has been a realisation that they need strong balance sheets and that there is a need for equity injection.” He adds: “My involvement with the Chamber has given me a real understanding of the economy and what's happening out there. “Having helped shape some of the changes to policy and built strong relationships with Stormont, I will be bringing all the strands of my experience and learning back to the work we do, and for the benefit of BDO NI's clients." In addition to his role within BDO NI, Francis created a landmark earlier this year when he was elected as Vice President of the British Chambers of Commerce (BCC), the umbrella body of 54 accredited Chambers across the UK. BCC, headquartered in London, is the largest

business network in the UK representing almost 100,000 businesses employing more than 5 million people. It is the first time in BCC’s 150 year history, that a Chamber member from Northern Ireland has been elected to the prestigious role which comes with considerable influence in shaping government policy on economic issues as well as providing Northern Ireland with a stronger input into business affairs stemming from Westminster. The appointment also brings the Province to the fore in the Chamber network. Francis says: “I understand the needs of business through my position with BDO NI and the role of the Chamber network as a former President of NI Chamber. I also appreciate the challenges BCC has in providing the services around policy development, influencing at government level and contributing to the growth of businesses within individual Chamber areas." Francis is particularly excited about a new international programme developed by BCC in partnership with UKTI whereby 20 Chambers based overseas will gain BCC accreditation. This will ensure there is a joined up global network of Chambers which will be of particular benefit to exporters. “We want BCC as a business association to be at the heart of a drive to help companies become more global in their approach.” He also emphasises that his personal association with BCC will be of major benefit to the Northern Ireland economy as NI Chamber taps into the services offered by the accreditation body. “The most critical service is creating a new platform to enable members to trade internationally and this will help the Northern Ireland economy develop and grow. “I want to use the network of contacts that BCC creates to have a voice at national level for Northern Ireland. “I can shape the direction of lobbying by BCC to ensure that we have included within it the needs of the Northern Ireland business community around corporation tax and internationalisation.” With evident enthusiasm, Francis says he is determined to make business better for all concerned. “My aim is to capitalise on my growing and evolving networks for the good of BDO NI, our clients, NI Chamber, BCC and the wider Northern Ireland economy.” That is indeed a commendable ambition.

Ambition Magazine l 51

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[ADVERTISING FEATURE]

STILL GOING STRONG

Main airline easyJet at Belfast International Airport

2013 is special year, Belfast International Airport is celebrating 50 years on its current site at Aldergrove. From quite humble beginnings, the airport now operates to around eighty domestic and international destinations with over 200 flights a day on average, serving over 4.3 million passenger and handling over Airport managing director John Doran 40,000 tonnes of cargo. Our growth has been steady and continuous, and 2013 is no different. We work continuously with our current airlines and potential new operators to extend our reach and broaden the range of destinations for the benefit and convenience of local consumers and visitors alike. Over the last 50 years weâ&#x20AC;&#x2122;ve had to deal with every conceivable challenge, from recession, unpredictable and often appalling weather to

The terminal at Belfast International Airport

business interruptions necessitated by volcanic ash, but throughout it all, our staff have been magnificent. Belfast International in 2013 is an utterly different place from when we opened for business in 1963, but our role is ever more central to the social and economic aspirations of Northern Ireland. One thing remains constant, and that is our commitment to continue to serve communities right across the country, to facilitate business and social mobility and to enrich the travelling experience of our customers.

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[FACE TO FACE WITH...] FEARGAL MCCORMACK, MANAGING PARTNER, FPM

DARE TO BE DIFFERENT

KEEPING YOUR HEAD ABOVE WATER IN BUSINESS DURING THE DOWNTURN MAY BE DIFFICULT. BUT AS FEARGAL MCCORMACK TELLS ADRIENNE MCGILL – IT’S A CASE OF SINK OR SWIM.

or many companies in Northern Ireland, forced to take action swiftly because of the scale the challenging economic climate has of the economic downturn. forced them to re-strategise and follow a “Over the last couple of years, many path they may not have otherwise taken. construction companies, architects, consulting It is a big but necessary decision – and those engineers and quantity surveyors have gone who have done it have found they have not only abroad and got work because there has been survived the recession but have in fact thrived. no work in Ireland. Feargal McCormack, Managing Partner of “In a recession, your first thought is to cut business advisors FPM, headquarted in Newry, staff, reduce costs, cut over heads ….. but that says diversifying and exploring new markets is is not going to move you on.” the key to survival for businesses. He says forward-thinking company chiefs “In 2007/2008 when the initial economic have come to recognise the need to get a downturn hit us, companies foothold in new markets. focussed on cost reduction and By doing so – they gain a looking internally at cost better market insight, “IF WE ARE controls. That was fine then stronger customer but it was not where we loyalty and a competitive GOING TO want to be now. advantage. INSPIRE OUR “The smart companies “Leadership is probably have adapted and have TEAM, WE the most important more importantly gone into factor in any business MUST FIRST stage two transitional change organisation. That is a INSPIRE by looking at delivering skill we must put more growth based on strategic emphasis on in the OURSELVES” positioning. What markets Northern Ireland should they be in? What business community. product development do “We also need inspiration. they have? They have come to the conclusion If we are going to inspire our team, we must that the island of Ireland with a population of 5 first inspire ourselves. By caring and helping million people is too dangerous to place all their people, you ultimately create a strong business. faith in.” We have to encourage the boomerang principle Feargal says progressive businesses may have – which means we have to encourage the been thinking about re-strategising but were customer to come back rather than going in

search of the quick buck.” Feargal points to businesses in the Republic of Ireland as a prime example of survivability. Core firms such as Ryanair, Smurfit Capita, CRH, and Kerry group maybe headquartered in Ireland but their revenue sources are 80 per cent outside of the island. “Over the last 5 years of the recession in the Irish economy, companies have decided to grow their income sources far beyond Ireland and Europe. We need to encourage that culture in Northern Ireland. Looking at costs and reducing man power may help you survive – but it will not help you thrive. A sustainable growth business is a bit like riding a bicycle – if you stop peddling you fall off. The key point is that you have to learn from mistakes.” The fact is that in today’s competitive environment, companies have to set themselves apart, rise above the crowd and make a positive impact on customers. The mantra is ‘Dare to be Different.’ “You also have to invest in product development and differentiation but of course measure risk and cash flow” says Feargal. So what of the future? It seems that only those businesses who are prepared to adapt, be flexible and adjust to world economic conditions stand a chance. “All that matters now is what is ahead – how do we come from behind to catch the rising tide?” observes Feargal. “ We have to learn from the past but not be restricted by it.” Ambition Magazine l 53

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[COLUMNIST] IAN RAINEY FORMER INTERNATIONAL BANKER

WHEN BRIBERY AND CORRUPTION MEANS WALKING AWAY

IAN RAINEY HAS TRAVELLED THE WORLD DURING THE COURSE OF HIS CAREER AND IN THE PROCESS FOUND HIMSELF IN SOME DELICATE SITUATIONS. NOW BACK IN NORTHERN IRELAND AS MANAGING DIRECTOR OF MSL SEARCH AND SELECTION, HE RECOUNTS HOW AT A MEETING IN THE PHILIPPINES, SHADY CHARACTERS MADE HIM AN UNEXPECTED OFFER

he Business Press was at great pains earlier in the year highlighting the problems Glaxo Smith Klein (GSK) have been facing in China. The corruption charges against them have got maximum press from a Chinese Government which has put ”fighting corruption” as one of its foremost policies. Having a key foreign target like GSK has served to take the focus away from local corruption, particularly at Government level, in a country where corruption is a way of life. For GSK to stop its 700 Chinese sales staff paying bribes to hospital doctors to increase sales, would be as easy as pushing water up a hill. However, it’s a timely reminder for Northern Ireland business men and women of what can happen in far flung markets. As Vice –President Asia for a major US bank in my earlier career, facing corruption and getting around it was part of daily life. Probably my most memorable challenge was while living in the Philippines at a period when its President Ferdinand Marcos and his wife Imelda (pictured) best remembered for symbols of the extravagance of her husband’s political dictatorship - reigned supreme. While parking my car in the underground parking area of Pacific Bank Building in Manila, I used to meet a local businessman who would be chauffeured into the building accompanied by a military guard. We never spoke to each other but one morning he asked me if I was with an American Bank and could I come up to his office for a discussion. As it transpired he was the Consul General for a Latin American Government in the Philippines and he wanted to know if my bank had any banking relationships in

Libya. I advised that we had and he proceeded to tell me that he, as Consul General, was acting as the “middle man” between North Korea and Libya (2 countries which did not have formal diplomatic relationships). North Korea was importing oil from Libya, but the Letters of Credit would be the risk of his government. Having confirmed with my Head Office that we were prepared to entertain 2 shipments per month for $5m per shipment, a meeting was arranged two weeks hence, for me to meet with the Libyans, the North Koreans and his Consular Trade Official. On the designated day, I got a phone call to go to the Consul General’s Office. Having worked for 9 years in Africa before going to the Far East I had been in the offices of some rare players but I was shocked to find that my new colleagues looked like some of the toughest hoods you would ever want to encounter in any dark alley. The terms of the two shipments per month were discussed and I advised that my bank would

be prepared to open 2 Letters of Credit per month for $5m each. In terms of The Customs and Practice of Letters of Credit I then enquired about the payment instructions from the purchasers (my new friends from North Korea). Funnily enough there was a discrepancy and I advised that I must have detailed payment instructions corresponding to the $5m per shipment. At this stage the Consul General in Manila asked me quite bluntly would $50,000 per shipment be “enough for me”! I politely and quickly advised him that I wasn’t in the business for personal gain and that there was obviously a misunderstanding. I was ushered from a very uncomfortable room by my host, who made a point of ignoring me again every time he met me in the car park or the elevator in the future. In short, corruption is endemic in Asia and Africa and you need to be able to anticipate and deal with it as you see fit. Soon after this escapade I was to learn that a Canadian banker in our building had hastily left the country with his secretary, leaving his wife and family to close up their home and get “I POLITELY AND QUICKLY back to Canada under their own steam. Another American ADVISED HIM THAT I banker in Malaysia was found in WASN’T IN THE BUSINESS a dark alleyway with a bullet in FOR PERSONAL GAIN AND his back that same year. There is great business to be done in THAT THERE WAS these countries but ‘knowing OBVIOUSLY A your customer’ is key and should MISUNDERSTANDING.” always be measured against short-term gain.

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HAVING DESIGNS ON A SUCCESSFUL BUSINESS [FEATURE]

WEAVING IS A SKILL WHICH AT ONE STAGE WAS MATERIAL TO NORTHERN IRELAND’S ECONOMY AND ONE YOUNG ENTREPRENEUR HAS MADE IT HER MISSION TO REVITALIZE THIS AGE OLD TRADITION AS ADRIENNE MCGILL DISCOVERS.

ich colour blends, opulent fibres, glorious textures and mesmerising designs – just some of the hallmarks of the unique work of a highly talented young textile designer from Northern Ireland.

Jude Cassidy is a female entrepreneur who has woven her way to success in the design and production of high end textiles and become a role model in the process. The 28 year old, from Belfast who holds a degree in textile design from Glasgow School of Art, is breathing new life into a traditional industry which was once the life blood of the Northern Ireland economy. Jude has gained a growing reputation as the creator of unique hand woven collections and her latest linen array underlines her desire to revitalise Northern Ireland’s long established association with the fabric. “My degree course gave me skills in four areas – printing, weaving, embroidery and knits,” says Jude. “I instantly knew I was going to be a weaver. I liked the idea of being able to create my own fabric from scratch - it was very exciting. The fact that you could create something so beautiful from threads including silk, wool and cotton was really fascinating.” Jude produces all of her textiles on a 150 year old loom at her business premises in Jude Cassidy, Weaver Saintfield and her creations include scarves, shawls, throws and soft furnishings such as curtains, cushions, headboards and trims. profile designers in London including David “After I graduated, I worked for John England Linley and her collections sell in up-market where I was the head designer. But I really boutiques across the city. She also works with wanted to work for myself and I saw a gap in retailers to develop their own range. the market for something a little more Jude’s fabrics can bespoke. I could see people wanted be woven to order Irish textiles with a modern twist and “I COULD SEE from as little as a began working on various metre to larger PEOPLE WANTED amounts combinations such as a polyester or and for viscose thread with linen.” IRISH TEXTILES clients who require Spurred on by this, she set up WITH A MODERN large quantities, her company Jude Cassidy Textiles these are produced in 2009 with funding support from TWIST AND on powered looms the Prince’s Trust, the Arts Council BEGAN WORKING at a mill in Belgium. and the Crafts Council. One of the “This is a real ON VARIOUS jump first contracts she got was for the for the extension to the Merchant Hotel in COMBINATIONS.” business – but very Belfast where she was exciting,” says Jude. commissioned to design and weave “For a hotel group or fabric for 70 cushions to adorn the lavish a commercial building where there is quite a rooms. large order, it makes financial sense for me to Delighted with the commission she says: design it on my loom in Saintfield and then get “That gave me a really good foot in the door the mill in Belgium to weave it.” with high end interior designers and it was a Such is Jude’s success that she has become a marvellous way to showcase my work.” Prince’s Trust Young Ambassador and promotes Jude, who also spent a period in Paris and the organisation in its support of aspiring young Thailand focussing on design and colour entrepreneurs and young business leaders of combinations, has worked with many high tomorrow.

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“Because I am a young entrepreneur I get a lot of young people starting out in business who contact me and ask for advice. They want to know – how did you start? Who did you contact? “I always recommend they go to the Prince’s Trust because the organisation was so helpful to me. I could not have managed without it in terms of support and advice. “Since being made a Young Ambassador - I have given talks in schools, offered advice to students and hopefully inspired them to set up a business. I really enjoy doing this. “If you are really driven and you have a good product, there is a lot of help out there for you. I am currently working with Invest NI and have gone on a trade mission to Amsterdam to try and start exporting my products there.” Calling on the skills of a traditional industry but adding a modern dimension, Jude has sewn them together to create a highly successful and growing business. “I am revitalising an old traditional industry. Belfast used to be called Linenopolis because of all the linen that was produced. Now, it all comes from Europe. I think it would be good to get the industry to go back to Irish weaving and hopefully I can help in a little bit of that.”

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Laura Jackson (BDO NI), Carol Thompson (McCulla Ireland), Teng Leong (Moy Park), Maria McAllister (Bank of Ireland UK) and model Zoe Salmon.

LADIES BUSINESS LUNCH RAISES FUNDS Over 40 local companies supported a female business lunch event organised by Action Cancer in association with Bank of Ireland UK and BDO NI recently, in celebration of the charity’s 40th anniversary. From the outset the event, which took place at the Merchant Hotel, Belfast, had a clear focus on entrepreneurship and saw 150 business women attend. The guest speakers for the event were Rachel Abbott – Author of “Only the Innocent” and “The Back Road”; Christine Boyle – Managing Director of Lawell Asphalt Roofing; and Beth Goodraham – Personal Stylist. The ladies lunch raised a phenomenal £13,500 for Action Cancer. This fantastic amount of money will help Action Cancer to maintain its breast screening service, the only one of its kind in Northern Ireland for women aged 40-49 and 70+ and enable future screening of another 170 women.

POWER NI STILL NUMBER ONE FOR CUSTOMER SERVICE After ten years of competition, Power NI continues to be Northern Ireland’s number one electricity supplier with over 35,000 business and farm customers. Since the beginning of this year, its commercial sector has seen eight months of steady growth with over 700 customers returning from other suppliers. Customers are assured of a friendly, local service and the latest figures released this summer Alan Egner, Commercial Sales & by the Consumer Council NI showed Marketing Manager at Power NI. that Power NI received the lowest number of formal complaints per 100,000 customers than any other electricity supplier in NI, for the second year running. Alan Egner, Commercial Sales and Marketing Manager at Power NI comments: “At Power NI, we pride ourselves on our great value ways to save energy and money. For example, small business and farm customers who pay their bills by Direct Debit can get additional discount by activating their Energy Online account. This gives customers 24/7 online access to their account where they can view bills and payments as well as monitor usage, helping reduce their carbon footprint. Alan concludes: “Our competitive prices, great value and friendly, local service all add up to happier customers. With 100s of customers switching back, stick with value and service from Northern Ireland’s number one energy company.” To find out more on how Power NI can better your business, visit powerni.co.uk/business.

Ambition Magazine l 57

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[ADVERTISING FEATURE]

TEST YOUR STRESS Do you know that stress is the primary cause of sickness absence within the UK? According to the Health and Safety Executive a staggering 10 million working days were lost to stress between 2011/2012. We all know the impact stress related illness can have, not just on the sufferer, but on other colleagues, HR managers and on the wider economy. Some employers aim to relieve tension with innovative

solutions such as lunctime yoga and office based massage, but why not take action to prevent stress in the first place? Pioneering health profiling company, Randox Health, has discovered specific markers in the body which are directly linked to stress. With just one simple blood test, Randox Health can identify these hormones and proteins and provide the individual with a complete picture of how their body deals with stress.

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Pensions Auto-Enrolment: SMEs … it’s over to you 2014 will see the auto-enrolment baton handed over to SMEs throughout the UK. The largest employers have been implementing the new legislation for the last year and already more than 1.6 million people have been enrolled into a workplace pension. he new reform means that all businesses will have to enrol all eligible employees into a qualifying pension scheme and pay contributions on their behalf. Iain Ferguson from Belfast-based auto-enrolment providers, Workers Pension Trust, explains:

“Our local marketplace is dominated by SMEs and so the first half of next year will see this legislation become a reality for hundreds of firms across Northern Ireland. All businesses with between 62 and 499 employees will have to comply between January and July 2014 and those with lower staff numbers will have various completion dates through until 2017.

What can be learned from the first year of Auto-Enrolment? “Firstly, employees appear to be ‘buying into’ the process, with opt-out rates being much lower than initially expected. Across the UK they are averaging only around 10%. This represents a great success and employers need to pay close attention to those numbers when preparing their budgets. “Secondly, many of the larger companies have reported that it can take considerable time, effort and resources to implement the process. The message to smaller employers is that they need to plan well ahead – allow at least 6 months.”

Choosing a qualifying pension provider. Iain recommends that the first step for firms is to research the various providers available, to determine which one best meets their autoenrolment needs. “Look at their level of experience and expertise, as well as how willing they are to provide support throughout the process. The right provider can be an invaluable help in ensuring you fully comply with your legal requirements smoothly and on time.”

Workers Pension Trust (WPT) is a not-for-profit organisation that was designed specifically to meet the auto-enrolment needs of local firms. Iain adds: “The administration team at WPT has been operating a multi-employer pension scheme for businesses since 1982. We were able to draw on that experience to develop a local scheme which complies fully with autoenrolment legislation and is open to all businesses. We have the knowledge and experience to guide local businesses through every step of the way.”

For more information on the Free auto-enrolment delivery package provided by Workers Pension Trust, please visit www.workerspensiontrust.co.uk or contact Iain Ferguson on 028 9087 7142 or iainf@workerspensiontrust.co.uk

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[FEATURE]

MUMS WITH POWER NAMED CIM MARKETING DIRECTOR OF THE YEAR IN 2010, GILLIAN MCCLEAN IS DIRECTOR OF MARKETING, COMMUNICATIONS AND TRADING AT NATIONAL MUSEUMS NORTHERN IRELAND. SINCE JOINING THE ORGANISATION IN 2006, SHE HAS OVERSEEN AN ENTIRE GROUP REBRAND AND DIRECTED SOME OF NORTHERN IRELAND’S BIGGEST CULTURAL MARKETING CAMPAIGNS. GILLIAN IS MARRIED TO SALES MANAGER MALCOLM AND HAS THREE CHILDREN REUBEN (11), NAOMI (8) AND CHLOE (5). SHE LIVES NEAR MAGHERAFELT AND HAS A 50 MINUTE COMMUTE TO THE ULSTER FOLK & TRANSPORT MUSEUM IN CULTRA.

DESCRIBE YOUR JOB I am responsible for all commercial activity at National Museums Northern Ireland which includes marketing, communications and trading. It is a wide remit but I have a talented and dedicated team and, while it’s always busy, it is a very rewarding job. I joined the organisation in 2006 and haven’t looked back. Since I started there have been many changes, not least the wonderful rejuvenation of the Ulster Museum and an entire rebrand of National Museums Northern Ireland. WHAT DOES YOUR TYPICAL DAY INVOLVE? My day begins at 6.45am. With three kids to get organised – one of whom is the ultimate morning person - and a 50 minute commute, there is no time to ease myself into the day gently! Once we have all dressed and had breakfast together, it’s time for the school run at 8.30am and then I travel to the Ulster Folk & Transport Museum where I’m based. People sometimes remark on my long commute but I can honestly say that I don’t mind it – my colleagues often joke my car is my second office! It also gives me the opportunity to listen to Good Morning Ulster and be up-to-date with any breaking news. I usually reach the office shortly after 9am and then it’s straight into the thick of it! I get home around 7pm and then it’s dinner, hearing all about the kids’ day then homework time which can sometimes last until 9pm. Chloe (5) is usually in bed for 8.45pm and then Reuben and Naomi try to get to bed before 9.30pm.

“MY WORKLOAD IS SUCH THAT I COULD WORK 24/7 BUT FAMILY LIFE IS SO IMPORTANT AND CHILDREN GROW UP VERY QUICKLY.” WHAT DO YOU DO TO ENSURE A WORK/LIFE BALANCE? It’s not always easy but I do always try to keep life in perspective. As soon as I get home, my husband and the kids know they have my full attention. My workload is such that I could work 24/7 but family life is so important and children grow up very quickly. We try to ensure weekends are special family times and the kids love the traditional Sunday family roast together so that is always a special family time in the McLean house. I’ve also learned to switch off my Blackberry on holiday! HOW HAS HAVING CHILDREN IMPACTED YOUR PERSONAL AND WORKING LIFE? I think any parent would agree that children change your life completely. I

love being a mum but I also love my job and, now the kids are a bit older, they are interested in what mummy does during the day. They have even appeared in some of our advertising campaigns so they’ve been very excited to see themselves on billboards and in brochures. On how they have impacted my working life, children and families are a very important focus for us at National Museums Northern Ireland so it’s been really useful to design and implement a marketing and communications strategy not just through marketing director lenses but also as a mum. ARE WORKING MUMS IN GREATER NEED OF STATE SUPPORT THAN STAY-AT-HOME MUMS? It’s a good question. I think both need support. I’m very fortunate to have such a supportive husband as well a superb after-school programme at my children’s primary school but I would say working mums who don’t have that luxury could definitely do with more support as childcare costs are so high. DO YOU THINK YOU WILL ALWAYS REMAIN IN EMPLOYMENT? I would like to think so - I think working is in my DNA. I’m ambitious and enjoy a challenge and, while retirement seems like a wonderful prospect some days, it’s still a long way off!

Ambition Magazine l 59

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[ADVERTISING FEATURE]

BENEFITING YOUR BUSINESS Although business centres have been popular in the US for over 30 years it is only in recent years that they have been an option and available in the UK. A business centre can house serviced offices, meeting spaces, research facilities and secretarial support plus many other services. Located in the heart of Belfast, Titanic Suites is one of the city’s most prestigious business centres offering an array of services all within the stylish and boutique former linen mill. Refurbished fourteen years ago to house four floors of serviced offices and meeting space the building can accommodate companies with up to thirty-five staff. Taking serviced office space with Titanic Suites can benefit your business in many ways including: • A fixed monthly fee including utilities, rates, cleaning, broadband and even furniture • A reception team will answer all your calls meaning no call will ever go unanswered • A prestigious location in the heart of Belfast business and commercial district

• Flexible terms from just 6 months • Opportunity for growth as your business can expand within the premises • An opportunity to network with other tenants Titanic Suites not only offer offices but also a range of other services to support your business including virtual services, beautiful meeting spaces and Northern Ireland’s only independent research facility. Manager of Titanic Suites Claire Martin comments; “Titanic Suites is a full services business centre and we aim to support our clients in whatever way we can whether that is with an office or the use of our meeting spaces. Many of our clients have also recognised that in this difficult financial climate they may need a presence in the city but without the attached overheads so from just £50 +vat per month they can use Titanic Suites as their business address and avail of discounted meeting space”. Website: www.titanic-suites.com www.northernirelandchamber.com

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Offices in Belfast from just £179 +VAT per month We are a boutique serviced office facility called Titanic Suites Ltd based in the heart of Belfast’s commercial and business district. Formally a Victorian Linen Mill, the building was extensively and tastefully refurbished to create 12,600 sq ft of prestigious office space with units in a range of sizes. We can offer you an exclusive location, flexibility and most importantly affordability.

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BRIGHT YOUNG BUSINESS BRAINSS [FEATURE]

Jan Gilliand, interim Chief Executive Young Enterprise Northern Ireland, with Matt Getty, Laura Stewart and Iain Jones, Regent House Grammar School Pupils and Gail McKibben from Uster Bank.

INSPIRING YOUNG PEOPLE IN BUSINESS

NORTHERN IRELAND’S YOUNG PEOPLE, WHOSE TALENTS WILL HELP SHAPE THE FUTURE ECONOMY, ARE BEING GIVEN THE CHANCE TO EXPERIENCE THE REAL WORLD OF BUSINESS THROUGH YOUNG ENTERPRISE NI AND ULSTER BANK’S QUICKSTART PROGRAMME.

he 10 week initiative sees 14-16 year old students set up and run their own company with a volunteer business mentor. QuickStart has been funded by Ulster Bank since 2010, running across 40 schools in Northern Ireland with over 3,000 young people starting their own businesses while showcasing innovative products, building confidence and gaining valuable employability skills.

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Ulster Bank supports QuickStart through its Community Impact Fund. Jan Gilliland, Interim Chief Executive Young Enterprise NI stressed the benefits of QuickStart for young people. She said: “This is an intensive real life experience that provides students with an understanding of the highs and lows of running their own business as they take their product idea from business plan to

market place.” Ian Jordan, Director, Corporate Banking Division, Ulster Bank, said: “We are delighted to support Young Enterprise Northern Ireland through our Community Impact Fund. This is an important programme which gives young people their first taste of enterprise and business, at a time when they are making vital career choices.” A core feature of the programme is giving young people

an understanding of how a business works, entrepreneurship and self- employment. They also gain experience of key business functions such as marketing, financial management, sales, customer service, communications and human resources. In addition, they are given practical experience of a range of economic concepts such as the market, supply and demand, raising finance, cost, price, profit and competition. Regent House Grammar School, Newtownards, is just one of the schools taking part in the QuickStart programme which Young Enterprise NI will deliver

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across Year 11 for the 2013/14 academic year. With a total of 220 pupils participating, there will be 27 programmes running throughout the academic year, equalling 9 programmes in each of the 3 school terms. Each term Young Enterprise NI will provide a number of volunteer business advisers to guide each group through the programme. For each of the 27 programmes, Regent House Grammar School students will set up and run their own real-life business in groups over a period of 10 weeks. Towards the end of each term, Young Enterprise NI in conjunction with the Regent House and Ulster Bank will hold a ‘Dragon’s Den’ event where each business will present their product and business plan to an expert panel. A winner will then be crowned for the term. * For more information on Young Enterprise NI visit www.yeni.co.uk, connect on Facebook, or follow @YoungEntpriseNI on Twitter. For further details on Ulster Bank’s community initiatives, go to www.ulsterbank.com.

Martin McKernan and Kersty Martin are two of 10 high calibre trainees who have been selected for the Document Skills Foundation Course developed by Allen & Overy (A&O) and South Eastern Regional College (SERC).

HIGH CALIBRE TRAINEES SELECTED FOR UNIQUE COURSE A GROUP OF 10 HIGH CALIBRE TRAINEES HAVE BEEN SELECTED FOR AN INTENSE COURSE DESIGNED TO BOLSTER EXPERTISE IN THE LEGAL MARKET.

“THIS IS AN IMPORTANT PROGRAMME WHICH GIVES YOUNG PEOPLE THEIR FIRST TASTE OF ENTERPRISE”

eveloped by international law firm Allen & Overy (A&O) and South Eastern Regional College (SERC), the Document Skills Foundation Course is the only programme in Northern Ireland to create opportunities for employment in the production and management of complex legal documents. The 12-week course offers intense training on legal text processing, speed keying and digital transcription and includes a hands-on placement at Allen & Overy’s office in Belfast. Last year, more than half of the trainees taking part in year one secured offers of employment before graduation, including three who joined the ranks of A&O. Paula Feeney Document Services Manager at Allen & Overy’s Support Service Centre in Belfast said: “Opportunities are available for those with the right skills to develop rewarding careers in the legal sector. This course is about preparing

people to meet a demand that is already here and sustain a pool of high quality talent that can excel in a modern fast-paced work environment. It is not just about creating great Allen & Overy employees, but equipping people with the know-how that can benefit the Northern Ireland business community.” Thompson Keating, Director of Corporate and Economic Development at SERC said the programme is about providing people with practical, sought-after skills. “The practical knowledge from this programme will give trainees the edge in the jobs marketplace. “SERC is committed to working with businesses and providing training in response to their needs. This course is a powerful demonstration of how further education colleges and the private sector are working together to support employment and economic development,” he added.

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MY AMBITION IS TO ... [FEATURE]

YOUNG PEOPLE HOLD THE KEY TO NORTHERN IRELAND’S FUTURE AND PROSPERITY. HERE WE TALK TO ANDY MCKEE (24) WHO WORKS FOR THE DIGITAL DIVISION OF BUSINESS ADVISORS DELOITTE, ABOUT HIS ASCENT UP THE CAREER LADDER.

lways desperate to get his hands on the latest gadgets- be it laptops, game consoles or phones – Andy McKee was hooked on technology from a young age. Growing up in Spa, Co. Down, he attended Spa Primary School and Down High School where his love of technology was nurtured through studies including maths, science and computer studies. Computer Science at Queen’s University, Belfast was the next logical step for Andy – who describes himself as ‘a bit of a geek’ – and it was here where his passion for programming and the language of code was born. “My degree allowed me to spend a lot of time understanding programming languages and how coding worked. I also completed a year-long placement with Latens in Belfast which put my book knowledge into practice. Dealing with clients was daunting at first but soon I felt really at home with the technology.” Graduating in 2010, Andy then spent a year with a small technology house NISoft, which he describes as a fast

paced and highly process driven environment. But always on the lookout for the newest techniques, technology and skills Andy took up a job with Deloitte in 2011. Best known for delivering professional services in accounting, audit and tax, Andy was an early recruit to the Belfast team’s growing technology consultancy practice. He is part of the Deloitte Digital team who focus on delivering exciting digital solutions including mobile app’s and web development. Attracted by the exposure to global clients, rapid development and the opportunity to work with industry experts, Andy quickly immersed himself in the graduate programme. “When I moved to Deloitte, I had a lot of questions from friends like – ‘when did you become an accountant?’ But to me taking the job in the firm’s growing technology practice was the best of both worlds. It allowed me access to the training and development opportunities you’d expect from a global company, and to work on some really exciting international projects, whilst still retaining the culture and dynamism of a small development house.” “There is a really strong

I HAVE AMBITIONS TO BE LIKE BRIAN O'DRISCOLL - A GREAT LEADER AND SPORTSMAN!"

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team ethos in the Belfast office and we try to get together at least once a month for a social. Last month we went to a cookery school which was a good laugh- but I’m definitely sticking to programming computers over programming ovens!” Andy’s skills are certainly taking him in the right direction within Deloitte - this year he picked up a UK wide award for ‘Technology Analyst of the Year’ as well as the ‘Deloitte Digital Newcomer’. He also participated in the Deloitte Ride Across Britain Event, cycling 982 miles alongside 80 colleagues to raise money for charity. And what of his ambitions? For Andy, he's dedicated to developing a "deep understanding" of the technology he works with, and one day hopes to take up the reigns as a Software Architect within the business designing large scale technology for a global client. True to form, Andy’s inspirational figure in life isn’t a rock star or screen god – but is a hardworking, successful technology mogul. “Andy Rubin – he’s a senior executive at Google who oversaw the development of Android. Whilst being very successful, and rich, he still immerses himself in the very technical detail behind his projects- and that’s a real inspiration to me. And not to be too much of a geek, I'll also say I have ambitions to be like Brian O'Driscoll - a great leader and sportsman!"

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QUEEN’S TEAM TAKES TOP HONOURS AT 25K AWARDS

[NEWS]

ProAx-SiS co-founder Lorraine Martin with the £25k award.

Queen’s University Belfast team, which is developing a range of novel medical diagnostic tests has been named the overall winner of the 25k Awards 2013. Sponsored by Bank of Ireland these prestigious annual awards are made under the NISP CONNECT entrepreneurship programme, which is based at the Northern Ireland Science Park in Belfast’s Titanic Quarter. The tests being developed by ProAx-SiS will enable routine monitoring of patients with chronic conditions such as cystic fibrosis, either within the clinic or at home. To do so, ProAx-SiS has developed small molecule, peptide-based inhibitors, known as Protease-Tags. These serve both as a means to trap active proteases – an enzyme that breaks down proteins and peptides and to provide a visual readout of their presence in biological samples. Category winners in the Bank of Ireland UK sponsored 25k Awards, were: • Bio Tech: ProAx-SiS, QUB, sponsored by Warner Chilcott. • Clean Tech: ADFerTech, QUB, sponsored by Dow. • Software & Digital Media: Liopa, QUB, sponsored by Intel. • Hi-Tech: Eye-C-3D, UU, sponsored by IBM. The awards, were presented at a packed VIP gala ceremony in the iconic Titanic Belfast

building, next to Northern Ireland Science Park in the city’s Titanic Quarter. ProAx-SiS co-founder Lorraine Martin said the team was delighted to receive the award. “The prize will give us a foothold on the commercial ladder and the extent of exposure can only be useful as we move towards securing external investment,” she added. Steve Orr, Director of NISP CONNECT, said: “Congratulations to ProAx-SiS for an innovation which shows great commercial potential - this is an exciting time for the team, and for all the category winners and finalists. “The £25k Awards offer a showcase for regional research talent to display world-class

“THE £25K AWARDS OFFER A SHOWCASE FOR REGIONAL RESEARCH TALENT TO DISPLAY WORLDCLASS INNOVATIONS”

innovations, as well as providing a valuable training and development process as they move beyond the initial stages of business development. “NISP CONNECT programmes are designed to inspire, encourage and nurture local technology entrepreneurs during conception, growth and improvement stages, and to continue that process to help them reach their goals.” Ciaran McGivern, Head of Business Banking Northern Ireland, Bank of Ireland UK, added: “Developing innovative ideas that have market potential is at the core of Northern Ireland’s mission to create a more vibrant private sector. “If we are to make this mission a reality we not only need academia and industry to collaborate but we need commerciality to be part of the equation - to ensure that ideas with real potential can be developed into success stories. “Bank of Ireland UK is proud and delighted to support the NISP Connect 25k Awards again this year. We wish this year’s winner, ProAx-sis and all the finalists every success in the future and look forward to working with them all closely.” Other finalists in the 25k Award included: Jenarron Therapeutics (UU); Digitease (UU), Inkintelligent (QUB), Columbus (QUB), Xpress LF (QUB), Nite Rider (UU).

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[FEATURE]

INVESTING IN NORTHERN IRELAND ‘MAKES GOOD

BUSINESS SENSE’

THE PROSPECT OF HUNDREDS OF JOBS BEING CREATED HERE AFTER THE RECENT SALES PITCH BY THE PRIME MINISTER MAY BE SOME WAY OFF. BUT POTENTIAL INVESTORS COULD NOT FAIL TO BE IMPRESSED BY THE ENDORSEMENTS OF FOREIGN FIRMS ALREADY HERE AS ADRIENNE MCGILL REPORTS.

orthern Ireland seems to be wallowing in its new title as the land of opportunity – taking the mantle from America in business terms – it would seem. First Minister Peter Robinson and Deputy First Minister Martin McGuinness are just back from visiting Chicago and Boston, where they met CEOs from Fortune 500 companies, potential investors, and representatives from government and academia who heard about Northern Ireland’s attractiveness as an inward investment location. Health Minister Edwin Poots was also in Boston to Deputy First showcase Northern Ireland to potential investors Minister Martin as a leader in healthcare innovation. McGuiness, Prime Minister David Many of the world’s top companies already Cameron, have a presence here including NYSE Euronext, Secretary of State HBO, Microsoft, Bombardier, Seagate, Caterpillar, Theresa Villiers Allstate and 800 others from 40 countries around and First Minister the world. Almost 8,000 jobs have been created Peter Robinson. from foreign investment in the last three years alone. At the international investment conference, which took place at Titanic Belfast shortly before the Ministers left on their US mission, more than 100 potential investors were addressed by a number of high-profile existing inward investors, particularly from the US, who spoke about their experiences of doing business in Northern Ireland. The event, sponsored by Danske Bank and British Airways, attended by business executives from the US, France, China, Japan and Canada, was organized to capitalize on the international acclaim Northern Ireland gained after hosting the G8 summit in Co. Fermanagh in June.

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Senior Vice President of HBO, Jay Roewe told the conference the American television network chose Northern Ireland over several other destinations to film the Game of Thrones series because of the drive and determination shown to him by Mr Robinson and Mr McGuinness who had visited him twice in the US. “From the first time Peter and Martin came and talked to us, we saw their passion. HBO sees a special relationship with the people of Northern Ireland. This is a true partnership. “I am spending tens of millions of dollars on investment, taxes,

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Mr Cameron addresses delegates.

insurance. This is a business operation and we have to take intelligent risks. “We’ve had a great experience in Northern Ireland and there is no reason why other investors shouldn’t as well.” Delegates also heard from the Chief Executive of Canadian aerospace giant Bombardier, a company which has invested over £2bn in its operations in Northern Ireland since it acquired Shorts planemakers in Belfast in 1989. Pierre Beaudoin said: “Every time I visit our operation in Belfast I know we made the right decision to invest in Northern Ireland.” The company, in recent years has been rolling out a £520m investment – one of the largest ever to be made in the UK - in its Belfast operation where the advanced composite wings for the new CSeries jet are being manufactured. At the opening in Belfast of the new wing facility and joined by Prime Minister David Cameron, Mr Beaudoin announced that the firm was creating 250 jobs at its Queen’s Island site over the next 12 months to cater for its expanding aircraft programmes. This, is in addition to the 230 posts the company is creating with a £120m investment in a research and development centre in In the new wing facility, workers at Bombardier’s Newtownabbey. Belfast plant listen to Mr Cameron. By the end of next year, Bombardier’s workforce in Northern Ireland will total 6,250. There was further endorsement from US insurance firm Allstate whose Executive Vice President of Technology, Suren Gupta, told the conference that the company had "saved over a billion dollars" due to its decision to locate in Northern Ireland 15 years ago. He said few places in the world could compete with the Province when it came to setting up a European base. “When I look at the prospects for investment, Northern Ireland is one of the best places to do business in. It really is a key ingredient in how we run our company.” He described the talent pool as “outstanding” and said the government had helped the company build its business and the universities had offered their services gladly. Karl May, President and Chief Executive of US technology firm Vello, said the company had found staff in Northern Ireland who were keen to see the company grow and develop IT products for the next generation.

Bombardier Chief Executive Pierre Beaudoin discusses the new CSeries jet with the Prime Minister.

The First Minister told delegates that potential investors were often surprised when they discovered how much Northern Ireland had to offer. Mr Robinson said: “Northern Ireland has come a very long way over the past 15 years - politically, socially and economically. We have many of the building blocks in place to take our economy to a higher level and inward investment will play a very crucial role.” Meanwhile the Deputy First Minister said Foreign Direct Investment brought many benefits to the community by creating jobs and boosting economic growth. Mr McGuinness said: “It also generates additional opportunities within the local supply chain and leads to the expansion of many home grown businesses.” By the time the Prime Minister took to the podium to trumpet all that was good about investing in the Province – potential investors were already well on their way to being convinced. “ I’m passionate about the power of business to create jobs and growth and I’m passionate about what Northern Ireland has to offer,” said Mr Cameron. “ Put your money in Northern Ireland and be part of this incredible success story because investing in Northern Ireland makes good business sense.” Mr Cameron also heaped praise on Northern Ireland for having put on a “great” and “peaceful” G8 during the Summer. He raised a laugh when he told the conference that of the handful of tents in the protestors’ camp – two turned out to be Dutch tourists. “What was seen this Summer was a new Northern Ireland open for business, ready for investment, strengthening the foundations for peace, stability and prosperity and determined to be defined not by its divided past but by its shared future.”

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[APPOINTMENTS]

Recent new hires and promotions at A&L Goodbody include (L to R): Ivan Waide (Partner), Andrew Spratt (Associate), Mark Thompson (Head of office), Peter Stafford (Chairman), Patrick O'Hanlon (Solicitor). Front: Lisa Bryson (Associate) and John Dugdale (Associate).

NEW APPOINTMENTS Judith Jones has been appointed Assistant Solicitor in the expanding Private Client Department at Cleaver Fulton Rankin Solicitors. Judith holds an LLB Law and Spanish (Joint Hons) from Queenâ&#x20AC;&#x2122;s University and in 2005 graduated from the Institute of Professional Legal Studies with a Distinction. Currently Judith is undertaking the STEP Diploma in Trusts and Estates (Northern Ireland), having achieved Distinctions in both the Administration of Estates and Administration of Trusts modules, having been placed first in the Trusts Module in 2012. Prior to joining Cleaver Fulton Rankin, Judith worked in a family practice in Belfast, managing the Private Client Department.

Ciaran McLaughlin has been appointed as corporate banking development manager at Danske Bank.

OUR PEOPLE ARE YOUR PEOPLE www.graftonrecruitment.com

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Daniel Hughes has been appointed as business acquisition manager at Danske Bank

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OUR PEOPLE ARE YOUR PEOPLE Ciaran Barr has been appointed Chief Financial Officer (CFO) for BT Ireland its all-island operation.

RECRUITING THE RIGHT PERSON FOR A JOB IS KEY TO THE SUCCESS OF ANY BUSINESS. BETH MCMAW, DIVISIONAL MANAGER - PERMANENT RECRUITMENT WITH GRAFTON RECRUITMENT ANSWERS YOUR QUESTIONS.

Q: Our HR Department has tried to recruit for a position, but we were unable to make an appointment as we simply didn’t feel any of the candidates were right for the job. What next as I don’t feel putting another advert up is going to work? A: You are right to have advertised the position and it is disappointing to hear you have received a poor quality response. Points to bear in mind when advertising are; • The time of year that you advertise • The strapline that you use to attract attention • The strength of your company in the market. Chris Davis has been appointed Chief Operating Officer at Ulster Bank.

Eddie Cullen has been appointed Managing Director of Corporate and Institutional Banking at Ulster Bank.

A professional Recruitment Consultant working for an established and well recognized agency would be your best port of call. If they are a true Consultant they will; • Meet you to understand your business and the position you are recruiting for and ensure your job description and person specification are accurate in terms of what you need • Carry out a candidate attraction campaign on your behalf through in-house database searches, jobsite searches and social media networking • Screen the pool of candidates against the criteria and carry out face to face interviews with candidates to assess the relevance of their experience to the job • Present you with a small selection of candidates who can do the job and arrange interviews; all you will have to do is interview this selection of candidates and decide which one is right for your company and the job. Q: We are an SME company with 30 staff and

Beth McMaw, Divisional Manager - Permanent Recruitment with Grafton Recruitment.

until now have had staff stay with us for a long time. We want to grow the business and to do this we need to recruit an outstanding Business Development person. Where do I start? A: Your best course of action would be to arrange a meeting / consultation with a good Recruitment Consultant from a reputable agency. If you can get someone to recommend an individual then that often gives you the reassurance you need. They will in turn understand where your business is and where you want it to go in the coming years and how this person can help you achieve this goal. They will then prepare a job description and person specification for your approval before commencing the candidate attraction, recruitment and selection process outlined above. Q: We are recruiting for a few different roles at present and I thought that as there are so many people looking for work there would be no problem filling these jobs. However, we have been swamped with CV’s of candidates who simply don’t meet the criteria we have stipulated. Help! A: Completely understand where you are coming from and how frustrating and time consuming. Whilst we should be in an employers market regarding candidates quite often the good candidates are actually still in employment and are afraid to risk making a move. Try working with a Recruiter who can not only attract candidates from a variety of sources but can also sell the opportunities to potential candidates and approach people who aren’t necessarily looking for a new job.

OUR PEOPLE ARE YOUR PEOPLE www.graftonrecruitment.com www.northernirelandchamber.com

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Is Forward Guidance Boosting Business Confidence? [COLUMNIST] MAUREEN O’REILLY, NI BASED INDEPENDENT ECONOMIST

THE NEW CHAIR OF THE US FEDERAL RESERVE JANET YELLAN COULD BE MORE OF A DOVE THAN A HAWK. MAUREEN O’REILLY EXAMINES HER STRATEGY.

ast month Barack Obama nominated Janet Yellen as the new Chair of the US Federal Reserve, considered the most powerful central banker in the world. The move is viewed as historic as not only would Yellen become the first woman to head the US central bank in its 100-year history, she would also be the first ever woman to head a major central bank anywhere on the globe. Obama described her nomination as one of his most important economic decisions. Yellen, who succeeds Ben Bernanke, brings to the Fed table a particular set of skills as an economist with strong academic credentials. The social and economic cost of unemployment is a particular concern for her and she frequently warns of the dangers of short-term unemployment becoming a longterm phenomenon. It is largely because of this that she has been described in monetary policy terms as a ‘dove’ because she believes that interest rates should be kept low to boost spending and investment in the economy

Ben Bernanke, the outgoing Chair of the Fed.

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Janet Yellen, the new Chair of the US Federal Reserve.

in turn creating jobs and lowering unemployment. A ‘hawk’ in contrast is more preoccupied with high inflation and favours higher interest rates to provide price stability in an economy. Typically a trade off exists between inflation and unemployment and the challenge to governments and central bankers is to find the most effective policies to manage this. Given Yellen’s dovish tendencies it is not surprising that

she has been a strong advocate of ‘forward guidance’ on interest rates. ‘Forward guidance’ describes the announcement by the Fed in December 2012 that it was committed to keeping the federal funds rate, the rate at which the banks lend to each other, at between 0 and ¼ per cent for as long as the US unemployment rate remains above 6.5 per cent (with the caveat of inflation staying low). The Fed expects that it might be mid 2015 before that 6.5 per cent threshold is reached.

Unemployment in the US currently stands at 7.3 per cent while inflation is 1.5 per cent. The Bank of England has followed suit under the direction of its recently appointed Governor Mark Carney. Carney reinforced his credentials as a dove very early on in his new role announcing in August this year a strategy of forward guidance on the likely path of UK interest rates. The Bank of England has committed to keeping its base rate at 0.5 per cent until the Labour Force Survey unemployment rate has fallen to a threshold of 7 per cent (subject to some ‘knock out’ conditions including a break in the link if inflation is at 2.5 per cent or above in 18-24 months time). From the Bank of England’s perspective this forward guidance is important in reinforcing the recovery because it gives businesses and households greater ‘certainty and clarity’ around spending and investment decisions. So has Carney’s forward guidance helped provide confidence to the business community that interest rates will remain low? The latest Northern Ireland Chamber survey representing almost 400 businesses here suggests a relatively mixed response. While those that took some reassurance from the guidance were in the majority (57%) a sizeable minority have taken no reassurance from it at all (28%). The remaining 15 per cent have no spending, investment or recruitment intentions. So perhaps not the resounding endorsement that one might expect. Uncertainty around when the 7 per cent unemployment

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The Impressive interior of the US Federal Reserve.

threshold might be reached is certainly an issue (for 33% of members). One quarter of members think that the threshold will be reached before the Bank of England’s own prediction of mid-2016. The British Chamber also believes the 7 per cent rate will be reached earlier than the Bank of England predicts, sometime towards the end of 2015, although in its view this would still provide businesses with a reasonably long period to plan and invest. While not directly linked with the forward guidance it is noteworthy that members believe it will take much longer for Northern Ireland to reach the 7 per cent unemployment threshold than the UK as a whole. This is despite the fact that Northern Ireland’s unemployment rate is currently lower than the UK average, currently 7.3 per cent against a UK rate of 7.7 per cent. A further sign perhaps of a more tentative recovery here! Where does this leave inflation? Some commentators suggest that Yellen will be hawkish and will deal with rising

Members of the Federal Reserve meet.

inflation if and when needed. The same certainly applies to Carney who has made it clear that if inflation becomes an issue he will address it and that will mean putting up interest rates. Over the last 12 months the UK inflation rate has largely stayed around 2.7 per cent, viewed as tolerable in relation to the Bank of England’s 2 per cent target. However, price pressures have not abated in the way in which

the Bank of England would have hoped. In fact, the latest Northern Ireland Chamber survey suggests that businesses here are feeling increased pressure to raise the price of their goods and services and this is supported by other surveys including the Ulster Bank PMI. While this may not have been an option for businesses when the economy was struggling, recent evidence that the economy is

beginning to stabilise might make price rises more feasible. The Bank of England however remains of the view that inflation should not be an issue, at least in the short to medium term, and remain committed to its focus on the unemployment rate. So faced with a trade off between high unemployment and high inflation which one would you target – are you a dove or hawk?

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[AWARDS]

LOCAL COMPANIES IN RUNNING FOR TOP UK BUSINESS AWARD

ive companies from across Northern Ireland and a Lisburn-based Chief Executive have been crowned winners of the Northern Ireland Chamber of Commerce’s ‘Chamber Awards 2013’ and will now compete with fellow regional winners from Chambers of Commerce across the UK in the national finals as they seek to win a top UK business accolade. Northern Ireland Chamber of Commerce has announced the five firms – Anaconda Equipment International, Core Systems, ShredBank, Workspace Group and Whiterock Capital – along with Marie Marin, Chief Executive Officer of Social Enterprise Employers For Childcare Charitable Group, as the Northern Ireland winners in their respective categories of the ‘Chamber Awards 2013’. The national winners will be announced at a ceremony at the Chamber Awards Gala Dinner on 28 November 2013 at the Brewery in London. Each of the successful Northern Ireland companies could also pick up the Award for Outstanding Business Achievement – with a £25,000 cash prize courtesy of the RBS Group. Ann McGregor MBE, Chief Executive, Northern Ireland Chamber of Commerce said: “Northern Ireland firms have surpassed themselves with the outstandingly high calibre of entries to the Chamber Awards. The high standards are a testament to the dedication and ingenuity of the local business community under challenging conditions. Each of our winners can go into the UK finals with a great sense of pride in what they have achieved to date and can be confident of success on the UK stage – we wish them all well.” Nora Senior, President of the British Chambers of Commerce (BCC) said: “I visit businesses up and down the country and am constantly impressed by their determination, innovation and the contributions they are making to their local communities. Many of them are optimistic and looking for opportunities to grow and find new markets for their products and services both at home and abroad. These are the kinds of businesses that will become the wealth creators of tomorrow, and will play a

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crucial role in helping the UK economy move from being good, to being great in the months and years ahead.” Carryduff based ShredBank picked up two Northern Ireland prizes – Commitment to People Development and Marketing Campaign of the Year – while Core Systems won the Exporter of the Year Award and Whiterock Capital claimed the Most Promising New Business title. The Workspace Group won the Northern Ireland Sustainability Award; Anaconda Equipment International won the Excellence in Innovation Award while Marie Marin, Chief Executive Officer of Employers For Childcare Charitable Group, was awarded Northern Ireland’s Outstanding Personal Achievement. Highly Commended Awards were also claimed by Anaconda Equipment International (Exporter of the Year), BRC Partnership (Commitment to People Development), Team Solutionz (Excellence in Innovation) and National Museums/Visit Belfast (Marketing Campaign of the Year). Northern Ireland Chamber of Commerce has also been shortlisted for an ‘Excellence in Membership Services Award’ in a special Chamber of Commerce category where 53 UKwide Chambers compete for recognition as the Chamber that is most committed to customer service and adding value to members. The 2013 Chamber Awards for Northern Ireland feature a number of high profile judges including representatives from BDO, BT, Danske Bank and Parity Talent Management.

THE FULL LIST OF WINNERS IS AS FOLLOWS: • Exporter of the Year - Core Systems • Commitment to People Development ShredBank • Excellence in Innovation – Anaconda Equipment International • Most Promising New Business - Whiterock Capital • Outstanding Personal Achievement – Marie Marin, Chief Executive Officer, Employers For Childcare Charitable Group • The Sustainability Award – The Workspace Group • Marketing Campaign on the Year ShredBank Highly Commended:

Pictured L-R are James Carson (ShredBank), Con Gallagher (Anaconda Equipment International), Brian Murray (The Workspace Group), Patricia O’Hagan (Core Systems), Ann McGregor (NI Chamber of Commerce and David McCurley (Whiterock Capital).

• Exporter of the Year – Anaconda Equipment International • Commitment to People Development BRC Partnership • Excellence in Innovation – Team Solutionz • Marketing Campaign on the Year – National Museums and Visit Belfast

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[FEATURE]

LIFE IN THE FAST LANE? THE RISE AND RISE OF THE INTERNET IS PUTTING A GREATER FOCUS ON THE INFRASTRUCTURE OVER WHICH IT IS DELIVERED. ADRIENNE MCGILL REPORTS ON HOW NORTHERN IRELAND IS FARING.

he internet has become vital, some would say critical, for citizens, businesses and the economy. It’s an epoch defining technology as great as the car and one that’s only going to become more important in the years ahead. Moreover, how we access and use the internet, is fast becoming a measure of a country’s economic standing. Northern Ireland is doing well on some fronts. Figures from Ofcom (August 2013) show Northern Ireland has the highest availability of superfast broadband in the United Kingdom, thanks mainly to a joint £54m investment by the Department of Enterprise, Trade and Investment (DETI) and BT in fibre to the cabinet technology, completed in March 2012. And we are already reaping the dividends from that investment. Shortly after it was made, more Ofcom numbers showed that average download speeds in Northern Ireland, which had been the lowest of the four UK nations, had more than doubled to be the highest. It’s not uncommon to find a house, even in seemingly remote areas, where you can get download speeds of 30Mbit/s and more. Project Kelvin, the high-powered fixed cable connection linking Northern Ireland to North America and Europe, which came on stream in 2010 has also significantly increased the ability of businesses to communicate and trade around the world.

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However before we get too carried away, it’s worth looking at the other side of the coin. While many people are enjoying the benefits of faster broadband – a kind of thoroughbred product - there is deep frustration from others who are stuck on the broadband equivalent of a packhorse. This is only going to become more pronounced as decent broadband isn’t just desirable but a necessity. And, as is so often the case, people living in the country appear to be getting the worst of it. The problem appears to be one of geography. BT’s fibre to the cabinet technology, which has supplanted the older and slower copper wire network in most areas, has significantly increased availability of superfast broadband. However, whether or not you get superfast broadband speeds depends on how far you live from your nearest streetside cabinet. If it’s anything over three miles, you are unlikely to get a service which is any better than the one delivered down the old style copper wire. This is a bit of headache for BT and DETI. Extending the fibre network so that every home and business in the country could get superfast broadband would be prohibitively expensive which is presumably why DETI has rather more modest ambitions. The Department is currently finalising the next stage of its Broadband

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Improvement Project which aims to meet the UK-wide objectives of delivering 2Mbit/s broadband services (enough to support BBC iPlayer) to all premises and 24 Mbit/s broadband services to 90 per cent of premises by 2015. However, DETI only has around £20m to spend, drawn from various government and EU sources. It isn’t yet clear how the money will be spent but it’s apparent that it isn’t going to pay for everyone to get superfast broadband. Up to now, nearly all DETI’s investment has been in fixed line networks (pipes in the ground), however to get best value for money, it may look at a mix of technologies that could include wireless and satellite. In terms of broadband infrastructure, Northern Ireland has stolen a march on other regions but the others will inevitably catchup. However, the province’s geography, with more people living in rural areas where it is more expensive to provide fast broadband, will continue to be a challenge for DETI and the wider Executive.

SPEEDING AHEAD WITH TABLETS NORTHERN IRELAND LEADS THE WAY WHEN IT COMES TO THE OWNERSHIP OF TABLET COMPUTERS LIKE THE APPLE IPAD, ACCORDING TO OFCOM.

Photograph courtesy of: Architects - www.mcgarry-moon.com Photographer - www.adamcurrie.co.uk

atest figures from the communications regulator show the number of people in Northern Ireland who own a tablet computer has trebled in the past year, with nearly one in three homes (29%) having one. Take-up was particularly high in urban areas and homes with children, according to Ofcom’s latest Communications Market Report for Northern Ireland. Indeed, Northern Ireland leads the UK in tablet take-up. The surge in tablet ownership reflects the continuing rise in takeup and use of the internet. The report reveals that eight in ten households now have access to the internet, up from 73 per cent the previous year while people in Northern Ireland are increasingly accessing the internet on their mobile phones smartphone ownership is up by a third, to 45 per cent, in the past year. “It is encouraging to see that the availability, take-up and use of most communications services in Northern Ireland are now on a par with and, in some cases, ahead of the rest of the United Kingdom,” says Jonathan Rose, (pictured) Ofcom’s Northern Ireland Director

Ofcom says the rapid increase in take-up of smartphones and tablets is creating a nation of media multi taskers, transforming the traditional living room of our parents and grandparents into a digital media hub. It says families are still coming together to watch TV in the living room and that 91 per cent of all viewing is on the main TV set - up from 88 per cent in 2002. However an increasing array of digital media are now also vying for their attention. People are streaming videos, firing off instant messages and updating their social media status – all while watching more TV than before. Social media continues to be popular among people in Northern Ireland, with more than half (53%) accessing Facebook, Twitter and similar services online, either at home or on the move. A similar proportion (51%) say they bank online, while three in five (60%) purchase goods and services on the internet. Northern Ireland also tops the league in take-up of pay TV, with two-thirds (66%) of homes having Sky, Virgin Media, BT Vision or paid-for top-up services (e.g. TopUp TV), compared with 59 per cent for the UK as a whole.

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[FEATURE]

MARIE CURIE AND

THE GREAT BT CHARITY SHOPS CHALLENGE

tylist and co-founder of Sugahfix.com, Katrina Doran helped pick out the must have fashion items during the first all Ireland, Great BT Shops Challenge at Marie Curie’s shop in Belmont Road, Belfast; one of seven shops throughout Northern Ireland which took part in this year’s Challenge.

“The challenge was a real success and I’d encourage everyone to continue supporting their local Marie Curie Cancer Care shop. It’s amazing the hidden vintage clothing you can find that will really set your outfit apart and help you to make a fashion statement this upcoming season. Plus, it’s all for a great cause.” The challenge saw over 170 BT staff volunteer in seven Marie Curie shops across Northern Ireland and 10 Irish Cancer Society shops in the Republic of Ireland. BT staff took over for the day to help raise much needed funds for the charities - while competing against each other to see which shop had the biggest increase in takings. The BT volunteers were tasked with putting their retail, planning, marketing and selling skills to good use to generate extra stock for their designated shop ahead of the takeover day. Commenting on the challenge, Ciara Gallagher, Head of Fundraising Marie Curie Cancer Care Northern Ireland said: “We were delighted to work with BT in their charity shops’ challenge this year. It’s a great way to raise awareness about the value for money, fashionable stock we have available in our stores for the autumn and winter season – particularly in the current economic climate. Our shops makes accessible fashion available for everyone, while raising much needed funds for Marie Curie Cancer Care. “We need more people to shop, donate and volunteer and this initiative by BT helped on all these fronts by raising awareness of what our shops actually offer, generating much needed stock and encouraging people to donate their time. “Money raised during the challenge will help to make it possible for Marie Curie Nurses to provide more care to terminally ill patients, and vital emotional support to their families at the time when they need it most. We hope that everyone visits their local shop on takeover day and bags themselves a bargain”.

Stylist, Katrina Doran shows BT volunteer, Orla Young how to fashionably dress for less this Autumn as she helps to launch the first all-Ireland, Great BT Charity Shops Challenge in aid of Marie Curie Cancer Care and the Irish Cancer Society.

Peter Morris, Corporate Services Director, BT said; “BT is committed to making a positive impact in the communities in which we operate and we have a long and proud record of fundraising, volunteering and support. Last year alone BT Ireland volunteers gave back almost 13,000 hours of their time, worth £500,000, to causes that help to improve lives. As part of our recently launched Better Future programme our volunteering teams have been involved with some brilliant community challenges and we were delighted to work with the Irish Cancer Society and Marie Curie Cancer Care to show our support, in a very practical way, for two very important charities.” Remember Marie Curie charity shops ~ Volunteer ~ Shop ~ Donate. Visit Marie Curie at http://www.mariecurie.org.uk/en-GB/fundraisingvolunteering/Marie-Curie-Shops/

BT YOUNG SCIENTIST & TECHNOLOGY COMPETITION School students from across Northern Ireland are currently busily preparing their projects for the next BT Young Scientist & Technology competition. The ultimate accolade of BT Young Scientist of the Year is even more coveted in this special 50th anniversary year with an additional special prize for the overall winner of the 2014 exhibition. The winner(s) will be flown to Silicon Valley in California, home to some of the world’s biggest technology corporations, to meet BT’s Innovation team, and will enjoy a hosted tour of leading enterprises and business leaders. The BT Young Scientist & Technology Exhibition is organised by BT and will take place in the RDS, Dublin from January 8th – 11th 2014. Year 10 students Dawson Cleland (left) and Ben Craig from Wallace High school, Lisburn work on a project for the next BT Young Scientist & Technology competition.

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For more information on the exhibition, log onto www.btyoungscientist.com

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AGE NI LAUNCHES COMFORT FOOD FUNDRAISER!

ge NI’s corporate partners, NI Chamber of Commerce (NICC), NI Civil Service Sports Association (NICSSA) and Power NI are supporting the Age NI Stew Up this winter! A hearty bowl of stew is synonymous with a Northern Irish winter so the charity is asking people to organise a get-together over a big pot comfort food and make a donation on the day. ‘Winter can be a difficult time for lots of older people’, says Siobhan Casey, Age NI’s Director of Marketing. ‘Many people won’t see anyone for weeks or months at a time. Others are worried sick about having enough money to heat their home. Age NI relies on donations to continue to provide services for older people. We are grateful for the continued support of NICC, NICSSA and Power NI to improve winter for older people.’ This year, NICC selected Age NI as Charity of the Year. Louise Turley, Events Manager at NI Chamber hopes that Chamber members will be very supportive of the Stew Up. She said, ‘NI Chamber fully supports Age NI’s aim to help older people remain warm, well and in touch this winter. Organising a Stew Up for Age NI is a great way to raise funds and awareness of the issues many older people face.’ Stephen McCully, Managing Director of Power NI said; “Power NI is delighted to be

Pictured launching Age NI’s Stew Up fundraiser at Whistles Bar & Restaurant at the Pavilion, Stormont are (L-R) Louise Turley, NI Chamber, Stephen McCully, Power NI; Siobhan Casey, Age NI; and Laura Parkinson, NICSSA.

working with Age NI to better understand the needs of older customers. We have supported Age NI’s winter campaign for 4 years because the charity makes a real difference to lives of many older people during the challenging winter period.’ NICSSA Chief Executive, Gerry Kelly added, ‘Like NICC, Age NI is also our Charity of the

Year. We are thrilled to be working in partnership with an organisation that is actively making Northern Ireland a better place to age, particularly at this difficult time of year when the colder, darker days are upon us.’ To get involved and Stew Up for Age NI, email fundraising@ageni.org and help Age NI improve the lives of older people this winter.

Belfast Airport Taxis CALL US ON (+44) 028 9448 4353 Email: info@belfastairporttaxis.com Web: www.belfastairporttaxis.com Belfast International Airport affiliated taxis

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[COLUMNIST] GARETH WALLS - PARTNER WITH LAW FIRM A&L GOODBODY

SOCIAL MEDIA FRIEND OR FOE WITH A MINEFIELD OF LEGAL AND PR RISKS, COMPANIES NEED TO BE AWARE OF HOW THEIR EMPLOYEES ARE USING SOCIAL MEDIA. HOWEVER, WITH THE HUGE AMOUNT OF CHANNELS AVAILABLE THIS CAN PROVE VERY DIFFICULT. AT AN EVENT HOSTED BY NI CHAMBER IN BELFAST, GARETH WALLS BRIEFED OVER 70 BUSINESSES ON THESE CONCERNS AND HIGHLIGHTS THEM HERE. ocial Media has become an integral part of the way we live and work. Because it is so new, and its development is constant, it is often challenging for businesses to achieve the right balance between promoting effective communication (both internally and externally) and monitoring appropriate use by employees. Almost all businesses use social media (such as Facebook, Twitter and LinkedIn) to some extent but it is fair to say that the legislative framework in the United Kingdom has struggled to keep pace. Even so, social media is now embedded so deeply within our society that it appears to be second nature to many employees, allowing for flexible and immediate communication. Social media is characterised by its immediacy, and by its lack of effective regulation. This comes as no surprise, given its rapid evolution. It has become both a useful and a dangerous tool for the leakage of information which the traditional media bound by regulation (television, newspapers) would avoid – for example Ryan Giggs and 'his' superinjunction being undermined. The damage social media can cause is far reaching and can have huge repercussions with Lord McAlpine branded it is clear that employees need to guide employees about courteous and a paedophile – illegitimately, and the disturbingly large number of children respectful relations with colleagues not just on a '9 to 5' basis, but 24/7. self-harming or committing suicide due to cyber-bullying. Consequently, it is imperative for a business to have a social media policy Bear in mind then that the employer must do what it can to guide to protect, guide and discipline employees. employees in regard to appropriate use, and guard against reputational Social media also challenges the current Intellectual Property laws. damage or loss of Intellectual Property. However, protections such as Employees may tweet or re-tweet information belonging to others, restrictive covenants and express and implied duties are not sufficient, without permission, which could lead to infringement claims against the and aspects of traditional contracts of employment have virtually become business. Unfortunately, social media also makes it easier for confidential obsolete. information to be disclosed, which means that businesses should ensure Employers must approach the regulation of and reaction to social close monitoring of what is displayed about them on social media sites, a media with sensitivity. In particular, negative or knee jerk reactions should necessary (but somewhat costly and time consuming) task for be avoided. management. It is hard to imagine a better example of this than O2's Twitter account The potential of social media can be harnessed and implemented in July 2012 which reacted to their widespread network problems. The through effective social media policies, alongside adequate media network difficulties caused a huge amount of unrest amongst customers, awareness training, ensuring that employee rights, including those under many of whom took to Twitter and other social media the Data Protection Act 1998 are not forums to express their discontent. O2 took infringed. Businesses should ensure that the decision, early on, to answer each there are appropriate security measures in customer tweet in a personable and “SOCIAL MEDIA IS place to prevent the disclosure of good-natured manner, not only avoiding CHARACTERISED BY ITS confidential information, which is a potential marketing disaster, but particularly relevant in light of Bring Your IMMEDIACY, AND BY ITS turning it into a mass of positive Own Device ('BYOD') thus raising issues publicity. LACK OF EFFECTIVE of data ownership, dilution, privacy and Managing employees' use of social REGULATION. THIS COMES monitoring, given that BYOD enables media is a very real concern for employees to access the business's I.T. employers. Employees can easily AS NO SURPRISE, GIVEN systems from their own tablet or mobile damage a business's reputation ITS RAPID EVOLUTION.” phone. externally, and impact on employee In short, businesses cannot bury their morale and thus productivity internally. heads in the sand with regards to social media. An Employee conduct on social media outright ban is outdated and counterproductive as it generates negative sites can often be traced back to employers, even if it does not take place feeling among employees and; realistically is likely to hinder effective during usual 'office hours'. The rise of social media has resulted in an marketing of the business. The next generation of employees will have increase in 'cyber bullying' cases, with harassment and discrimination on grown up with social media, and will have a ready-made network of social media sites being much more difficult for employers to control. potential clients and contacts. Harnessed appropriately, with The legal principle of 'vicarious liability' means in short, that employers encouragement and guidance, employers who adopt a progressive are liable for the acts of the employees. There is a wealth of case law approach will see huge benefit to the business. Those who don't, won't. out there which comments on the extent of the liability in practice, but

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

CURRENCY FLOWS AND THE

EXPORT MARKET

NORTHERN IRELAND HAS SOME WORLD-CLASS COMPANIES THAT ARE LEADING THE WAY IN EXPORT MARKETS. THEIR FOCUS ON SKILLS, INNOVATION AND PRODUCT DEVELOPMENT MEANS THAT THEY ARE ABLE TO COMPETE WITH THE BEST FIRMS GLOBALLY SAYS BRIAN TELFORD.

export opportunities are going to arise. In recent years, interest in Chinese currency, the renminbi (or yuan), has greatly increased and there true in terms of the currency markets. A bonus for UK are moves underway that should see it become more convertible in the exporters over the past number of months has been the coming years. Additionally, the UAE dirham, a currency used in many depreciation of sterling against the dollar and the euro, effectively making Middle-Eastern export markets, has been requested more frequently. In our exports, at one point, between 10-15 per cent cheaper than a year terms of South-east Asian economies, although many still use the dollar to ago. Many exporters utilised the opportunity to manage their exchange denominate contracts for export, the ability to deal in contracts drawn up rate risk for some time forward. As UK economic indicators continue to in local currency can be an advantage, saving the customer the need to show signs of improvement, carry out two currency conversions sterling has moved off the recent to transact their business. In these “ULTIMATELY, THOSE LOOKING TO ‘lows’, however at the time of economies, the emerging middleEXPORT SHOULD ENGAGE WITH writing the pound was still class is driving demand for products trading significantly below midthat firms from here are particularly THEIR FINANCIAL SERVICES 2012 levels. One of the major well-equipped to supply, such as PROVIDER AT AN EARLY STAGE – market-influencing events to take agrifood products or place in recent months has been THEY WILL BE ABLE TO PROVIDE pharmaceuticals. Such markets can the central banks of Europe, the also be easier to gain entry to SUPPORT AND INFORMATION TO US and particularly the UK because there are fewer barriers to ASSIST COMPANIES DEVISE AND promoting ‘forward guidance’ as trade, so there is the opportunity for a more explicit part of their Northern Ireland’s smaller firms to IMPLEMENT A CURRENCY RISK policy programme. Forward carve out a productive niche for MANAGEMENT STRATEGY guidance is designed to provide themselves. APPROPRIATE TO THEIR BUSINESS.” both the financial markets and When it comes to foreign wider economy with a more exchange management for medium-term view on policy rates with the aim of increasing stability, exporters, ‘controlling the controllable’ through analysis of projected cash calming markets and helping to generate increased confidence in the flows and budget exchange rates is becoming more prevalent as a economy by reducing the likelihood of policy ‘shocks’. Many market strategy. This better understanding of how much currency exchange commentators had originally predicted that the introduction of forward actually needs to be done and when, provides companies with guidance in the UK would have significantly weakened sterling, however opportunities to limit the potential negative impact unfavourable exchange the announcement of the “caveats” – allowing the guidance to change if rate moves could have on their cash flow. The size and scale of the certain inflation or unemployment limits are reached – have potentially specific solutions and products used will vary from company to company reduced the transparency of the policy’s implementation and therefore but the analysis process should be broadly similar. limited the negative impact on the currency. Ultimately, those looking to export should engage with their financial A string of more positive UK data announcements appear to be services provider at an early stage pointing towards a more pronounced recovery in the real economy. Even – they will be able to provide perennially troublesome issues, such as the government debt issues that support and information to assist have affected the Eurozone, appear to have receded for now, leading to companies devise and implement increased confidence for a period of sustained global growth. a currency risk management Although the EU countries still make up the bulk of Northern Ireland’s strategy appropriate to their export markets, currency flows can give us a clue as to where future business. ndoubtedly the success of Northern Ireland companies who are exporting comes from adapting their strategy. This is particularly

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IN BUSINESS THE WORLD IS YOUR OYSTER [FEATURE]

THE ESSENCE OF EXPORTING IS JOURNEYING INTO A NEW WORLD. ADRIENNE MCGILL DISCOVERS THE BENEFITS OF PURSUING BUSINESS OPPORTUNITIES OVERSEAS WHERE COMMERCIAL TREASURES AWAIT.

usiness is now very much focussed on internationalisation with companies no longer content to trade just in home markets but who are increasingly keen to venture almost anywhere in the world to sell products and services. Huge opportunities exist for local companies, large or small, across all sectors. Successful exporters benefit from increased profit through higher margins; a broader customer base; access to new and niche markets; faster business growth; increased competitiveness; less dependency on local markets and sustainable growth. Exploring new markets, seeking out new customers and new deals and being relentless are all part of what can be a long journey. Unless companies go on a journey of discovery and appreciate the endless opportunities which exist in export markets – they are unlikely to grow. In Northern Ireland there are only 1,400 goods exporters and with only two per cent of all registered companies here currently exporting, sales opportunities overseas are being missed by the vast majority. NI Chamber is to the fore in promoting and facilitating sales outside the United Kingdom of locally manufactured goods and professional services. To further underpin this commitment, an initiative of NI Chamber Danske Bank's Export First Programme - has been of invaluable assistance to local firms and in its first year of operation provided support to 230 local businesses. The programme offers a huge range of advice and assistance to businesses to develop exporting capability. It inspires non-exporters to explore exporting with information, expertise and contacts on hand to help companies overcome barriers to growth. Furthermore, the initiative encourages new market development and spurs businesses to investigate opportunities that may have not have arisen previously. The programme also involves seasoned exporters who share their

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experiences and contacts to assist early stage exporters enter new markets. Ruth Graham , Danske Bank Head of Trade and Export Finance says export is the key to growth: “As part of a modern, successful European banking group, at Danske Bank we appreciate the wealth of excellent opportunities that lie outside of Northern Ireland for our indigenous companies. We strongly believe that diversifying into export markets is a sound strategy for longterm, sustainable growth. “Export has been identified in the Programme for Government for Northern Ireland as being the key vehicle for driving economic recovery and growth here and, if export is the vehicle, we see Danske Bank Export First as being the driver. “Working alongside the NI Chamber, we are committed to helping aspiring and experienced exporters achieve their full potential, equipping them with the knowledge and confidence to break into new markets for the first time or take their export activity to the next level.” In addition, NI Chamber has launched a new initiative Chamber Connections – a one to one service for members seeking to grow their export activity. Headed up by Richard Willis, Chamber Connections will connect companies with other firms and Chambers of Commerce across the globe. Sandra Scannell, NI Chamber Operations and Programmes Director says NI Chamber members can avail of practical support and profitable connections when it comes to exports. “As well as our flagship Export First Programme, the NI Chamber runs a host of initiatives and events to help businesses whether they are exploring a new market for the first time or are well seasoned at overseas sales. We urge companies to get in touch with us for advice and information.”

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“WORKING ALONGSIDE THE NORTHERN IRELAND CHAMBER OF COMMERCE, WE ARE COMMITTED TO HELPING ASPIRING AND EXPERIENCED EXPORTERS ACHIEVE THEIR FULL POTENTIAL, EQUIPPING THEM WITH THE KNOWLEDGE AND CONFIDENCE TO BREAK INTO NEW MARKETS FOR THE FIRST TIME OR TAKE THEIR EXPORT ACTIVITY TO THE NEXT LEVEL.”

STEPS TO EXPORT It can be a daunting prospect to venture into a new market overseas. Before diving in at the deep end, it is important to consider a number of elements: • RECOGNISE YOUR POTENTIAL If you are successfully trading in your home market, and are looking to grow, recognise the potential for your product/service for export markets and make the leap. • FORMULATE A PLAN Exporting is a strategy for growth – your plan should outline where you want to go, how you intend to get there and take account of all influencing factors.

• EXPLORE OPPORTUNITIES Researching potential export markets is vital. Choose a market based on potential demand for your product/service and use all available channels to gather information – desk research, competitor analysis, market visits, commissioned market studies. • LEARN FROM OTHERS Other exporters have a wealth of experience trading in foreign markets, utilise your networks and speak to those that have been there and done it all before. They can help you avoid the pitfalls.

• GET A GOOD STEER Engage professionals to steer you in the right direction when it comes to contracts and payments. • INVEST TO GET REWARDS Exporting requires time, resources and dedication. It will take numerous trips to market, building of relationships and a level of financial commitment to land that elusive export sales order; but if you work at it the rewards will be worth it. • DON’T BE AFRAID TO FAIL Some markets might not work out for you but the lessons learned will be invaluable when looking to other markets.

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[FEATURE]

NORTHERN IRELAND FIRMS COULD ADVANCE INTO RUSSIA THE RUSSIAN ECONOMY IS MODERNISING RAPIDLY. NORTHERN IRELAND COMPANIES SHOULD THEREFORE BE LOOKING AT THE COUNTRY AS A PLACE TO TRADE, AS THEIR PRODUCTS AND SERVICES ARE IN DEMAND. YURI BOTIVK, PARTNER IN THE LITIGATION AND INTERNATIONAL ARBITRATION TEAM AND HEAD OF THE RUSSIA AND UKRAINE DESK WITH GLOBAL LAW FIRM PINSENT MASONS, WHICH HAS AN OFFICE IN BELFAST, ASSESSES THE BUSINESS OPPORTUNITIES AND MANAGING RISK IN RUSSIA AND THE FORMER SOVIET UNION (FSU)

verything about Russia is big. It is the world’s largest country covering more than one-eighth of the earth's inhabited land area and is also the world's ninth most populous nation with 143 million people. Extending across the entirety of Northern Asia and much of Europe, Russia spans nine time zones and incorporates a wide range of environments and landforms. Its vast expanse is as impressive as its speed of change in recent years. It has metamorphosed into a capitalist economy with a huge programme of modernisation. UK exports to Russia have risen considerably topping £5.5bn in 2012, an increase of 15 per cent from the previous year. Conducting business in this vast territory therefore presents many opportunities and some challenges – but Northern Ireland companies should not be afraid of doing business in Russia. Russia has the world's largest natural gas reserves, the eighth largest oil reserves, and the second largest coal reserves. It is the world's leading natural gas exporter and second largest natural gas producer, while also being the largest oil exporter. In 1999–2009, Russia's agriculture demonstrated steady growth, and the country turned from a grain importer to the third largest grain exporter in the world. The opportunities in Russia are highlighted across a number of sectors – most notably energy, infrastructure and agriculture. In all of these areas Russia is looking for advanced solutions as it has maximised most of the 'easy to get to' areas for development but there are vast efficiencies to be gained. Those who can offer 'best practice' in those areas have great opportunities. There is a growing middle class which is very much consumer driven.

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Inflation is still quite high in Russia and this leads people to have a 'spend today' attitude to money. Luxury/high end brands have seen very strong growth in Russia and as the market becomes more sophisticated, tastes for quality items is becoming refined. There are great opportunities in Russia in retail as a result. Moscow is not Russia in the same way as London is not the UK. Getting beyond Moscow can be challenging in terms of travel and cost but the rewards are in the Russian regions. Just as inward investment in Belfast is rewarded by government support – the same occurs in the Russian regions. First and foremost, companies need to know how to get in. The simplest entry route is through agents and distributors. Having a representative office will also help – it shows commitment to the region, gives you a place on the map and can assist with technical issues, such as allowing your buyers to claim back VAT more simply. However, a representative office cannot 'trade'. On the other hand opening a branch office allows you to fully trade in the country. The downside is that a branch office can lead your UK based entity getting 'caught' into the Russian tax system. Entering into a Joint Venture should also be considered – but beware – finding a partner on the ground can be a solution to many problems or the start of many headaches. As with marriage, not all workout and it can be very messy when they do not. Northern Ireland companies interested in Russia need to do thorough market research and gain contacts. Invest NI and UKTI should be an initial point of contact. The Russo-British Chamber of Commerce (RBCC) is also a good source of information and support. The UK Embassies and

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“NortherN IrelaNd compaNIes INterested IN russIa Need to do thorough market research aNd gaIN coNtacts. INvest NI aNd uktI should be aN INItIal poINt of coNtact.” Consulates across Russia offer great support while the Russian Embassy in Moscow has an entire commercial/economic unit to boost trade. Most importantly you will need to get 'boots on the ground' and look your potential agents/distributors/partners in the eye. You’ll also need to get direction from professional advisors especially in the field of legal and tax advice. Russia is incredibly bureaucratic and even with the best local advisors' documents sometimes need to be submitted two or three times for perceived 'errors'. Do not be tempted to correct these errors through a 'gift' or 'expedition fee'. You will also need good UK based advisors who can integrate your Russian operations into your existing structure. If you do not speak Russian you will need good translators and interpreters. English does not stretch far beyond the airport or hotel doors. Taking some Russian lessons is also worthwhile – learning the basics and the alphabet will help you get around and even a few broken words of

your own can bring greater reward than all the eloquence of your interpreter. However, it is vitally important to be aware of bribery and corruption Anti-corruption organisation Transparency International ranks Russia at 133 out of 176 countries (176 being worst) in terms of perception of corruption. The UK Bribery Act operates extra territorially, which means that things that you do (or are done on your behalf) in Russia could potentially cause you problems (ultimately jail) in the UK. This means that you will need to review your anti money laundering/Bribery Act policy to ensure that it is adequate to the perceived risk. Simply put, if you do not bribe people in your home jurisdiction then do not attempt it abroad. The solution to most bribery issues is patience and good local professional advisors – not fixers. There is also a perception of corruption within the Russian legal system. This is mainly a thing of the past but it has led to most agreements worth more than 1 million USD to be subject to English law and international arbitration through which parties seek to avoid the Russian courts determining issues. This is not a fool proof solution but it can add comfort and security. Finally - Russia is not for everyone. It is also not a place to get rich quick. However, with careful planning and patience there are rewards to be made. Those from the regions are often best placed to find opportunities in the Russian regions as they know very well from their own lives that treasure, both monetary and cultural, can be found beyond the bright lights of the capital for those brave enough to look.

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[FEATURE]

BLOW INTO CHICAGO AND

CATCH A BLAST OF BUSINESS LOCATED IN AMERICA’S MIDWEST, THE STATE OF ILLINOIS HAS ESTABLISHED A WARM AND HEALTHY BUSINESS RELATIONSHIP WITH NORTHERN IRELAND, UNDERPINNED BY SEVERAL OF ITS MAJOR CORPORATIONS INVESTING AND CREATING JOBS HERE. ADRIENNE MCGILL, WHO RECENTLY VISITED CHICAGO, ITS BEST KNOWN CITY, EXPLORES THE CONNECTION

hen US President Barack Obama jetted into Northern Ireland earlier this year as the G8 leaders convened for their Summit in Co.Fermanagh, his advisors will have no doubt briefed him on the strong and growing business connection which has developed between his home state of Illinois and the Province. Some of its largest corporations have set up operations here including engineering giant Caterpillar, insurance corporation Allstate and financial trading company Chicago Mercantile Exchange (CME). As if to underpin their commitment, two of the companies this year have announced further significant investments and the creation of hundreds of new jobs. Caterpillar, the world’s leading manufacturer of construction and mining equipment, recently confirmed a £7 million investment and the creation of 100 jobs in a major manufacturing project in Northern Ireland. This is in addition to 200 new high quality jobs for West Belfast in a previously announced multimillion pound investment. Allstate, which has operations in Belfast, Derry/Londonderry and Strabane providing technology platforms for its US parent company, is creating 650 jobs over the next three years in a major expansion. Meanwhile CME, the world's leading and most diverse derivatives marketplace, established a base in Belfast last year and in the process created 100 jobs. Further cementing the relationship, First Minister Peter Robinson and Deputy First Minister Martin McGuiness have just returned from Illinois where they visited Caterpillar and CME. Executives from these companies regularly jet into Northern Ireland 84 l Ambition Magazine

from the US to visit their operations while many Northern Ireland based staff head across the Atlantic weekly to their company headquarters. And making the trip couldn’t be easier. Aer Lingus operates a direct flight from Dublin to Chicago, while United Airlines - which is also headquartered in Chicago - flies from Belfast International Airport to New York with onward connections to the windy city. This close relationship says as much about Northern Ireland’s attractiveness as an investment location for Illinois companies as it does about the ease with which business can be undertaken by large scale firms in the province. Caterpillar is headquartered in Peoria, while Allstate and CME are centred in lively Chicago. Known as the windy city, with its mesmerising skyline boasting some of the world’s tallest buildings overlooking Lake Michigan, it pulsates with energy. Apart from its stature as a first class tourist destination, with a huge array of stunning attractions and remarkable architecture, the city has become one of the top destinations in America for business travellers with the McCormick Place convention centre popular as a trade show venue and a multitude of business-friendly hotels and restaurants. In addition to its central US location, extensive international airline services at O’Hare Airport, fine dining, entertainment, shopping, and luxury hotels - Chicago can justifiably claim to have an edge over other cities. Dr Bro McFerran, Managing Director of Allstate Northern Ireland says the company encourages its US employees to come here to interact and work in conjunction with the teams in Belfast, Derry/Londonderry and

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Strabane. Those teams are, in turn, encouraged to go to Chicago to collaborate with their American colleagues. “That is how we get into a symbiotic relationship with our parent company. It is not unusual for us to have 20 or 30 employees from Northern Ireland in Chicago at any given time. “We are increasingly providing innovation, invention and automation – those are the things that are driving big corporations like Allstate where they want to do things better and have new ideas. A lot of the things that are being talked about in Allstate are emanating from ideas which have come out of Northern Ireland. “My impression of Chicago is that it’s not as frenetic as New York or other cities in the US. I think people in Chicago value their work life balance – all of my colleagues in the US share similar interests and have the right mix between family and work. When you socialise with them they have the same value sets – that is the pleasing thing – you feel like you are at home when you are in Chicago. It is a manageable and a friendly city and there are values which people live up to.” Chicago has certainly earned a reputation for being the most business-friendly region in the US with thirty two Fortune 500 companies located there. As a thriving metropolis, it has a close-knit community for business and residents with collaboration also between government and business. Jerry Roper, President and CEO of Chicagoland Chamber of Commerce is immensely proud that some of the city’s biggest names have a presence in Northern Ireland. “Allstate, Chicago Mercantile Exchange and Caterpillar are giants in our city so the relationship with Northern Ireland could not be stronger. “The fact that you have three giants who have invested in Northern Ireland gives you a great bully pulpit to publicise the kind of Chicago based companies that are there with the potential to attract more.” Mark Bennett, Executive Director at CME Group in Belfast, says

establishing an operation here made sense on several levels. “We were looking for a strategic location to expand the technology footprint that we had predominantly in the US. Belfast turned out to be an ideal choice – it satisfies all our needs in terms of talent, location, time zone and cost. “Because of our London office, we were already familiar with property laws, regulatory regime and employment laws so it made Northern Ireland a very comfortable place for us to locate. “We were aware that Allstate and Caterpillar - also from Illinois were here so those were some of the first companies we talked to about their experiences. They were very positive – especially when talking about the talent and attracting people with technical skills, the strong university system and the close collaboration between local business, academia and government. “It is very important to maintain a close working relationship with our teams in Belfast, London, Chicago and New York. We ensure that people have the opportunity to work with their peers back in Chicago no matter where they are located. We invest in our people and in our teams.” Robert Kennedy, Caterpillar Northern Ireland Operations Director says the company’s base here is well positioned geographically to service customers in Europe. He also noted the company's latest expansion recognised the "high standard of the facilities, processes and skills" in the Province. “Caterpillar sees Northern Ireland as a key route into Europe. There is also a lower cost base and a good supply base and that is very attractive. Northern Ireland is working out well for Caterpillar and I think we are going to see further investment here by the company.” So given the solid relationship, there is every indication that the connection between Illinois and Northern Ireland is set to continue… and with it, the tantalizing prospect of more of its corporations crossing the ocean. Ambition Magazine l 85

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[FEATURE] GATEWAY TO GROWTH

A DAZZLING NETWORK OF COMMERCIAL OPPORTUNITIES COLD CALLING A BUYER IS NOT ALWAYS THE BEST WAY TO SECURE A SALE – BUT MEETING THEM FACE TO FACE WILL BREAK THE ICE. AN EXCITING INITIATIVE - THE GATEWAYS TO GROWTH MEET THE BUYER EVENT OPENS THE DOOR TO A WORLD OF OPPORTUNITIES

“THE SUPPORT OF KEY BUYERS FROM ACROSS NORTHERN IRELAND AND THE CROSS BORDER REGION TO MEET WITH SUPPLIERS HAS BEEN EXCEPTIONAL.”

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n electric atmosphere, business buzz, adrenaline rush and fast paced networking – that’s just a taste of what goes on at the Gateways to Growth Meet the Buyer event. Part of the Gateways to Growth initiative which is delivered in partnership by Northern Ireland Chamber of Commerce, Dundalk Chamber of Commerce, Letterkenny Chamber of Commerce, the COMET Councils in Northern Ireland and supported by the European Union’s INTERREG IVA Programme, managed by the Special EU Programme Body, Meet the Buyer is a highly successful initiative for companies on both sides of the border. At the Ramada Hotel, Shaws Bridge, Belfast, more than 130 SME’s from across Northern Ireland and the border counties of the Republic of Ireland seized the opportunity to pitch for business to 18 key buyers from across the region. For the SMEs the whirlwind of activity included – a 10 minute pitch to many of Northern Ireland’s top private sector buyers, speed networking to develop links with other firms and invaluable exporting advice at a series of

seminars from guest speakers InterTradeIreland, Bank of Ireland, FPM Accountants and Creative Composites. Advice was also on hand from support organisations including Invest NI, Enterprise Ireland, InterTradeIreland, the Stem project and Microfinance Ireland. Among the major buyers taking part were Lagan Construction Group, Almac, Graham Asset Management, Montupet, Valpar, Whale Pumps, Thales, Bombardier, Andras House, ASDA, Glen Dimplex Ireland, McArdle Skeath, G&S Stainless Services, Seagate, Pramerica, Zeus and Randox. Speaking about the success of the event, NI Chamber chief executive Ann McGregor said: “We have had tremendous feedback from both buyers and suppliers – all of whom said they made excellent connections. Many have arranged follow-up meetings and expect their relationships to grow. This underlines the purpose of the event which was to encourage companies to supply, buy and network in order to grow and develop. “The support of key buyers from across Northern Ireland and the cross border region to meet with suppliers has been exceptional.”

GUEST SPEAKERS VIEW: “The main thing about exporting is not to be afraid but equally to be conscious that it does involve advance planning, research into market opportunities, cash flow management and tax planning.” Feargal McCormack, Managing Partner FPM Accountants “For many companies, bank lending is not the problem – taking the risk is. The biggest risk for firms we see is non –payment by their own customers.” Henry Cleary, Bank of Ireland

BUYERS VIEW: [ALMAC GROUP] “Meet the Buyers has provided an excellent opportunity for suppliers to hear what we are looking for. There may be opportunities for those suppliers going forward. It helps us understand the extent to which the local supply base is capable of meeting our requirements in terms of different products and services.“ Tommy Crawford Procurement Manager. The Almac Group, headquartered in Craigavon is a global provider of drug development services.

[LAGAN CONSTRUCTION GROUP] “We are in a very competitive business andwe are always looking to expand our supply chain as we grow. We are always getting cold calls but very often they are not very meaningful. But an event like this, where the companies have been given a list of the suppliers attending means we can cherry pick to see who best suits our business needs.” James Crawford Business Development Executive Lagan Construction is a major international civil engineering and building contractor headquartered in Belfast.

[CUTTING INDUSTRIES] “We wanted to attend the event to get our name out to new customers and to let them know how good we are and seek out new business opportunities.” Mark Smiley Managing Director Cutting Industries in Dunmurry converts rubber, foam and plastics into bespoke shapes for manufacturing companies.

SUPPLIERS VIEW: [AA PROMOTIONAL PRODUCTS] “At an event like this, I always ask a buyer why they have asked to meet me. Once I have found out why, I concentrate on that and prove to the company that I can find a solution for them.” Anthony Cafolla Managing Director AA Promotional Products in Newtownards, supplies items which firms use to promote and enhance their brand ranging from uniforms to pens and pop up banners.

[SEAGATE] “We are dealing in global contracts and so we are looking for suppliers who may be able to offer us something unique.” Richard Sleigh Purchasing Executive US owned Seagate in Londonderry, is the worldwide leader in the design, manufacture and marketing of hard disc drives.

[STAR INSTRUMENTS] “The Gateways event has been quite intense but very helpful. I really enjoyed it and we have made some good introductions.” Stephen Donnelly Managing Director Star Instruments in Dunmurry, is a leading manufacturer and supplier of high quality, pressure, temperature and flow instrumentation.

“Cross border trade is very significant for SMEs because it acts as the first port of call for accessing new markets. We recommend that small companies get experience of exporting to a near-by jurisdiction and with that experience look for opportunities in other countries.” Janie Lopez, IntertradeIreland

The next phase of the programme will run during November 2013 with a Meet The Buyer event taking place on 27 November in Monaghan.

For more information on how to apply contact Martina Crawford Project Manager Gateways to Growth, Northern Ireland Chamber of Commerce, 028 90244113. • The Special EU Programmes Body is a North/South Implementation Body sponsored by the Department of Finance & Personnel in Northern Ireland and the Department of Finance in Ireland. It is responsible for managing two EU structural Fnds programmes PEACE III and INTERREG IV designed to enhance cross border co-operation, promote reconciliation and create a more peaceful and prosperous society. The Programmes operate within a clearly defined area including Northern Ireland, the Border Region of Ireland and Western Scotland. • The INTERREG IVA Programme, funded under the European Regional Development Fund (ERDF) is worth €256 million and aims to address the economic and social

problems which result from the existence of borders. It has two distinct priority measures to create co-operation for a more prosperous and sustainable cross- border region. • For more information on the SEUPB please visit www.seupb.eu • For more information on the COMET INTERREG Partnership please visit www.belfastcity.gov.uk/europe/interreg.asp. COMET is a partnership of the six economic development units of local councils within the Belfast Metropolitan Area and includes Belfast City Council, Lisburn City Council, Carrickfergus Borough Council, Newtownabbey Borough Council and North Down Borough Council.

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BUSINESS BITES FROM BRUSSELS

[FEATURE]

THERE HAVE BEEN A NUMBER OF SIGNIFICANT LEGISLATIVE DEVELOPMENTS ANNOUNCED BY THE EUROPEAN COMMISSION IN RECENT MONTHS, WHICH 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.

TRANSATLANTIC TRADE AND INVESTMENT PARTNERSHIP (TTIP)

COMMISSION ACTS TO IMPROVE CONSUMER RIGHTS FOR HOLIDAY MAKERS

At the G8 summit in Lough Erne in June, the EU and the US launched negotiations for an unprecedented Transatlantic Trade and Investment Partnership. The so-called TTIP would be the biggest bilateral trade deal ever negotiated and a successful conclusion of the negotiations could provide significant economic benefits. An agreement would boost EU-US trade in goods and services by almost €120 billion annually (approximately £103 billion) and would create hundreds of thousands of jobs. Once the EU-US deal would be fully implemented, it is expected that an average European household would gain an extra €545 (approximately £470) annually and the European economy would be boosted by around 0.5 per cent of GDP. On top of cutting tariffs, the EU’s main focus in the negotiations will be to tackle barriers including differences in technical regulations, standards and certification. A total of 80 per cent of the benefits from an EU-US agreement would result from reducing this regulatory burden and bureaucracy, as well as opening up services and public procurement markets. The first round of talks took place in Washington, D.C. in July 2013 with a second round of negotiations in Brussels in October 2013. l

The European Commission is currently modernising EU rules on package holidays. The 1990 Directive on Package Travel has served as the foundation for protecting EU holidaymakers, however today’s rules are difficult to apply in the internet age where consumers are increasingly booking customised packages online. Essentially updating the 1990 rules will bring the Package Travel Directive into the digital age. It means that an additional 120 million consumers who buy these customised travel arrangements will also be protected by the directive. Businesses will benefit as the Commission is scrapping outdated information requirements such as the need to reprint brochures and making sure that national insolvency protection schemes are recognised across borders. In addition to extending existing protection to customised packages, the reform brings stricter controls on price surcharges and a requirement to pass on price reductions; improved cancellation rights; better information on liability, better redress; and a single point of contact if something goes wrong. l

LOWER PRICE CAPS FOR MOBILE ROAMING When you travel to another country with your mobile phone, you are roaming. Your mobile phone company and one in the foreign country work together to keep you connected. Since 1 July 2013, the EU’s Roaming Regulation has lowered the price caps for data downloads by 36 per cent, making it much easier to check emails, update social networks, use maps and watch videos while travelling across the EU. Data roaming will now be up to 91 per cent cheaper in 2013 compared to 2007, while the data roaming market has grown by 630 per cent. The new price caps are (excluding VAT): 38 pence per megabyte for downloading data or browsing the internet; 20 pence per minute for making calls; 6 pence per minute for receiving a call and 7 pence for sending a text. Operators are free to offer cheaper rates and some have already begun to remove roaming premiums altogether for voice and SMS. l

NEW DIRECTION FOR COMMON AGRICULTURAL POLICY Since its creation, the Common Agricultural Policy has been adapted periodically to respond to the challenges of its time. Now, after almost two years of negotiations between the Commission, the European Parliament and the Council, an agreement on the current reform of the Common Agricultural Policy was reached in June 2013. The agreement gives the Common Agricultural Policy a new direction and will lead to far-reaching changes – making direct payments to farmers fairer and greener, strengthening the position of farmers within the food production chain and making the CAP more efficient and more transparent. So what happens next? The formal adoption of the reform by the European Parliament and the Council will come later in 2013 with a view to having the CAP reform in place from 1 January 2014. l

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[COLUMNIST] JAMES STINSON, FORMER TRAVEL WRITER WITH THE IRISH NEWS

DEPARTURE LOUNGE T

he fortunes of the Northern Ireland economy are mirrored by those of the region’s three airports. When times were good, they flourished. There was plenty of investment and interest from airlines wanting to serve those airports. After years of complaining about how few direct flights there were to international destinations, we were inundated with new route launches. In a short period between 2003-2008, we went from having just one scheduled international service – easyJet to Amsterdam – to having more than 30. Business travel was booming on the back of a buoyant economy while city breaks were as common as a night out and not just for the well off. At the peak, around 2007/2008, there were direct scheduled flights from Belfast to destinations including Munich, Berlin, Rome, Budapest, Venice, Prague, Gdansk, Warsaw, Katowice and Toronto among others. These have all since been dropped. The recession did for some while others were just far too ambitious to begin with. It’s not all doom and gloom. Northern Ireland travellers, business and leisure, are still in a better place than they were 10 years ago. Of the new routes that were started, 90 l Ambition Magazine

a useful and sustainable core remain. Easyjet runs frequent and cheap flights to Paris and Amsterdam and also serves Krakow, Nice and Malta - though with fewer flights. During the summer months there is competition from two, and sometimes three airlines, on routes to popular holiday destinations in Portugal, Spain, and the Balearics. Jet2.com and assorted charter operators have the Canary Islands covered while Jet2.com also provides useful competition for easyJet to Geneva during the winter months. Seasonal services to Pisa and Dubrovnik (pictured above) also do well while Bordeaux and Jersey are new options for 2014. But among all the new international services launched over the last decade, the United

“ALL THIS SHOWS WHAT A CHALLENGING MARKET NORTHERN IRELAND CAN BE FOR AIRLINES.”

service (formerly Continental) from Belfast to New York is the most important, providing a connection not just to the Big Apple but to destinations right across North and South America. The route has, by United’s own admission, been a little precarious

at times but seems to be a better proposition for the airline since the Executive’s decision to intervene and scrap air passenger duty on long haul flights from Northern Ireland. All this shows what a challenging market Northern Ireland can be for airlines. Huge numbers travel on domestic services to Britain. By comparison, those flying on

international routes are small and some way off their 2007/2008 peak. There is speculation around a possible new long-haul service linking Northern Ireland with somewhere like Dubai or Abu Dhabi and points further east.

But such talk is fanciful for now and some time into the future. More realistically, we might see the return of long haul flights to Canada while a more prized and useful outcome would be a feeder service into one of Europe’s big hubs with Lufthansa or Air France / KLM. As soon as you see one of these, you’ll know the corner’s been turned.

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ARE YOU UNHAPPY WITH GAPS OR MISSING TEETH? Dr David Nelson, Clinical Director at Cranmore, understands how the loss of teeth may lead to feelings of insecurity and self-consciousness. However dental implants can offer a number of solutions to restore your teeth both aesthetically and functionally. Dental Implants

Benefits of Dental Implants

An 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.

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

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.

Implant Retained Dentures 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, longterm, functional teeth.

Why Choose Cranmore?

* Dr Nelson 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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[COLUMNIST] REBECCA MCKINNEY, PERSONAL STYLIST, VICTORIA SQUARE, BELFAST

IT'S THE TIME OF YEAR TO GET COSIED UP AND SNUGGLE DOWN WITH FURS AND WOOLS AS THE WINTER WINDS TAKE A BITE. AND WHO BETTER TO KNOW HOW TO CUT A DASH WHETHER IT'S LOOKING PROFESSIONAL IN THE OFFICE, AT A BUSINESS MEETING, OR FOR A GLAMOROUS NIGHT OUT THAN REBECCA MCKINNEY, HERE'S HER TAKE ON WHAT'S LOOKING GOOD THIS SEASON

WINTER WARDROBE WISHLIST

THE STRUCTURED BAG Perfect for work, but versatile for the weekend too, a leather structured bag will work the ladylike trend into your wardrobe with ease. This mock croc River Island tote is a great investment and adds instant glamour to any outfit. I love it!

THE WINTER COAT If you purchase one thing this season, make it a statement coat and make it striking. I love this cobalt, wrap version from River Island – covering up has never looked so good!

THE WEAR EVERYWHERE BOOT A flat knee boot is the only thing to wear on your feet during winter weekends. Great with skinny jeans and even better with skirts and dresses, these Dune beauties are a must have.

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s the resident stylist at Victoria Square, this month I am excited to share with you my Top 10 favourite items to ensure that your winter wardrobe will turn heads. With the weather getting colder, it is the perfect excuse for our outfits to hot up. Victoria Square is brimming with fabulous high street and high end options to satisfy any fashionistas’ desires – the city will

THE SHIFT DRESS Looking for the perfect desk to dance floor dress? The shift will be your party season saviour! Go for something with a subtle print and team with everything from tights and ankle boots to a clutch bag and killer heels. I love this House of Fraser dress, in the colour of the season, wine.

THE LEATHER SKIRT Leather has been a huge trend from catwalk to high street collections, so everyone needs some leather in their life this winter. An a-line skirt keeps the look classy not trashy and teamed with an oversized jumper and boots, this outfit has so much potential!

be filled with head turning style from morning to night. From Cruise, to Topshop – we can find your perfect statement coat, cosy scarf or wear – all – winter boots. If you are heading on a glamorous night out this month, don’t forget to sparkle with an evening dress that is truly red carpet worthy. So here’s your fashion wish list to see you through the most stylist season yet! Let’s get shopping!

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THE STATEMENT NECKLACE For any accessory lovers, this season will blow your mind with the amount of amazing statement neck pieces that are available on the high street. The perfect way to turn your favourite little black dress into something wow â&#x20AC;&#x201C; simply add a show stopping necklace, like this one from Biba at House of Fraser. Effortless glamour!

THE CHUNKY KNIT An Autumn/Winter favourite, the chunky knit has seen a fashion revival for 2013. Go for a neutral colour, like this one from Monsoon, and wear with everything from leather, to denim. Why not reinvent the neckline with faux fur collars, scarves and statement necklaces?

THE RED CARPET DRESS If you have a red carpet event or awards show this season, a striking evening dress is a must! Whether you go for something statement or subtle, you will be spoilt for choice in Victoria Square. This Topshop maxi is so elegant, simply team with a clutch bag and sparkly earrings to dress to impress!

THE FAUX FUR SNOOD Winter is all about faux fur and this collar means that anyone can work the trend into their wardrobe with ease. Go for a soft colour, as it looks great thrown over a neutral knit or coat collar. Channel your inner winter goddess in this House of Fraser stole, one of my favourites.

THE CHRISTMAS CLUTCH As clutch bags go, this Accessorize offering is pretty special. Perfect with a nude coloured dress or ideal to sparkle up a pair of jeans, this beautiful bag will see you through the party season with pizzazz!

If you would like a little help with a special Christmas outfit or winter wardrobe, 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

www.northernirelandchamber.com

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BMW HAS GIVEN THE X5 A COMMON SENSE MAKEOVER [COLUMNIST] JAMES STINSON, FORMER MOTORING WRITER WITH THE IRISH NEWS

BMW CAUSED QUITE A STIR WITH THE LAUNCH OF THE X5 BACK IN 1999. THE BIG LUXURIOUS SUV WAS LIGHT YEARS AHEAD OF ANYTHING THE OPPOSITION COULD OFFER AND DESPITE A HEFTY PRICE TAG, IT CHIMED NICELY WITH THE HEADY ECONOMIC TIMES WE WERE LIVING IN.

MW made hay and lots of X5s rolled off the production line with a fair number making their way to Northern Ireland. But rivals, like Audi and Range Rover, did catch up and by the end of the noughties, the X5 was no longer the high end 4x4 of choice for moneyed professionals and their partners. In these straitened times, the X5 was not only expensive to buy but also to own. From the outside, the new model doesn’t look that different but it’s all change beneath the skin. Despite being bigger than the model it replaces, this 3rd generation X5 is lighter while new and improved engines contribute to big reductions in CO2 emissions and sizable mpg gains. Extensive drag-reduction measures mean the new X5 is also the most aerodynamic car in its class. A new four-cylinder engine joins the range while there’s also the option of two-wheel drive (sDrive) for the first time. In twolitre diesel, two-wheel drive form, the X5 is capable of achieving 50mpg on the combined cycle while producing less than 150g/km Co2. Even taking a 10-15 per cent reduction for real world driving into account, these are highly impressive numbers for such a big car.

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It’s a good move by BMW. While it could do a turn off-road, most X5s rarely encountered anything more challenging than a raised kerb so this cheaper to buy and own option is sure to broaden the X5’s appeal. Price start at £42,590. That’s not to say that there isn’t plenty of traditional big engine grunt on offer for those that want it. The six-cylinder 3.0 litre xDrive version (from £47,895) is next up and delivers a sub 7 second 062mph time with still respectable CO2 and mpg figures. A twin turbo version of this motor (xDrive 40d – from £50,665) turns up the wick a little further while the range is topped out by a big hitting M50d variant and a gas guzzling 4.4-litre

“DRIVERS WILL LOVE THE LUXURY WHILE APPRECIATING THE IMPROVED PRACTICALITY.”

V8 petrol powered version (from £63,920). All come with an eight-speed automatic transmission and a vast array of driver assistance features. Brake Assist, Brake Standby, Hill-

Start Assistant, Brake Fade compensation, Brake Drying and Hill Descent Control (on xDrive versions) are also standard. There are few surprises in the X5’s new exterior styling, where it embraces the integrated headlight and kidney grille design language that debuted on the 3 Series. Large L-shaped LED-imbued

tail-lights dominate the rear, while assertive bumpers and deep panel contours combine to create a muscular yet sophisticated body. Crucially, BMW has majored on making the latest X5 easy to own

while preserving the model’s desirability. Drivers will love the luxury while appreciating the improved practicality. At a glance Model: BMW X5 Prices: from £42,590 (sDrive25d) to £63,920 (xDrive50i) MPG/CO2: best £50.2mpg – 149 g/km VED band F (both sDrive25d)

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NEW A3 SALOON JOINS

AUDI LINE-UP

TOP OF THE

S-CLASS THE NEW S-CLASS ISN’T SHORT ON INNOVATION WITH MERCEDES SAYING IT’S THE FIRST CAR IN THE WORLD WITH NO LIGHT BULBS. INSTEAD, THERE ARE JUST SHORT OF FIVE HUNDRED LEDS, THREE HUNDRED OF THEM ON THE INSIDE AND THE REMAINING, MUCH STRONGER ONES USED FOR THE FRONT AND TAIL LIGHTS.

AUDI’S PRODUCT LINE-UP JUST GETS AND BIGGER AND BIGGER! HAVING RECENTLY CELEBRATED PRODUCTION OF ITS THREE MILLIONTH A3, THE GERMAN CAR MAKER HAS LAUNCHED AN ALL-NEW THREE BOX (OR BOOTED) VERSION AND IT’S PRETTY EYE CATCHING. Longer and wider than the fivedoor A3 Sportback, the new compact four-door offers similarly ample passenger accommodation, complemented by 425 litres of luggage space with the rear seats in place – 45 litres more than its five-door counterpart. A choice of either Sport or S line trim levels are available and are offered in conjunction with a total of three engines – two petrol units and one TDI. Sport and S line versions sit low on their respective 17-inch and 18-inch alloy wheels thanks to sports suspension, but both

can also be specified at no extra cost with more comfort-oriented standard suspension. The 2.0-litre TDI versions are paired with a six-speed manual transmission, and 1.4 TFSI and 1.8 TFSI options with the S tronic dual-clutch gearbox. More engines, additional engine and transmission permutations and models equipped with quattro permanent all-wheel-drive will follow. With a diesel rivaling 60.2 mpg (combined) figure and uber low 109g/km CO2 emissions, the 1.4 petrol version looks especially good. Prices start from £24,275.

There are four powertrains, all of which include seven-speed automatic transmission. The most economical is the S 300 Hybrid, which uses a 2.1-litre four-cylinder petrol engine and an electric motor and has CO2 emissions of 115g/km. The S 400 Hybrid has a 3.5-litre V6 engine and is about as quick as, though less economical than, the S 350 BlueTEC diesel. The fastest model is the 449bhp 4.7-litre V8-engined S 500, capable of 0-62mph in 4.8 seconds, making it two seconds

quicker in this test than the 350 or 400. Each of these is limited to a maximum speed of 155mph, while the 300 tops out at 148mph. Prices start from £62,650 for the short-wheelbase S 350 BlueTEC diesel version. All other versions use the long-wheelbase body. In that form, the S 350 is priced from £65,650, the S 400 Hybrid (more powerful but less economical than the diesel) from £69,650 and the 449bhp, 062mph in 4.8 seconds S 500 from £88,130.

GOLF GOES LONG TO BEAT THE SQUEEZE OFTEN OVERSHADOWED BY ITS COMPACT LITTLE BROTHER, THE LATEST VOLKSWAGEN GOLF ESTATE SHOULD NOT BE OVERLOOKED... ESPECIALLY IF YOU WANT A DECENT LOAD LUGGER.

With rear seats in place, luggage volume up to parcel shelf level runs to 605 litres. When they're folded down, which can be done using a remote lever at the back of the car, the capacity increases to 1620 litres. These figures are better than those of the previous Golf Estate, which in turn had more room than the current Ford Focus Estate and Vauxhall Astra Sports Tourer. Like the Golf hatchback, the Estate is available in S, SE and GT

trim levels. The all-turbo engine lineup includes 84bhp 1.2-litre, 104bhp 1.2-litre and 138bhp 1.4-litre petrol engines and 89bhp 1.6-litre, 104bhp 1.6-litre and 148bhp two-litre diesels. Transmissions are five- or sixspeed manual and six- or sevenspeed DSG twin-clutch semi-automatic. Pricing ranges from £17,915 for the 84bhp 1.2 petrol manual S to £25,855 for the 148bhp 2.0 TDI GT with DSG.

www.northernirelandchamber.com

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CULINARY DELIGHTS [RECIPES] NOEL MCMEEL, EXECUTIVE HEAD CHEF, THE LOUGH ERNE RESORT

THE LOUGH ERNE RESORT IN CO FERMANAGH HAS BEEN THE FOCUS OF WORLDWIDE ATTENTION THIS YEAR HAVING PLAYED HOST TO PRESIDENTS AND PREMIERS FROM THE G8 COUNTRIES. THE RESORT'S ACCLAIMED AWARD WINNING EXECUTIVE HEAD CHEF NOEL MCMEEL IS A TRUE AMBASSADOR FOR LOCAL PRODUCE AND IS PASSIONATE ABOUT DELIGHTING THE TASTE BUDS OF DINERS. FOR AMBITION, HE GIVES US A FLAVOUR OF A COUPLE OF HIS FAVOURITE COMPOSITIONS.

BUSHMILLS WHISKEY & APPLE CUSTARD WITH A BAKED OAT CRUMBLE, DULSE & YELLOW MAN ICE CREAM INGREDIENTS APPLE CUSTARD & ICE CREAM RECIPE X 4 COVERS • 9 medium egg yolks • 250g caster sugar • 1 vanilla pod, split lengthways • 1 litre whipping cream • 100ml Bushmills whiskey • 200g Diced Bramley Apple juice of ½ lemon • 100g Yellow Man • 100g Dulse

GLAZED HONEY ROAST DUCK INGREDIENTS • 1 whole duck • black pepper • 200 ml olive oil • 1 kg carrots, peeled and chopped • 30 g butter • 450 g jar honey • small bunch fresh mint, finely chopped • 1 kg new potatoes • 400 g Cabbage • 2 clove garlic, chopped small handful fresh rosemary and thyme

METHOD 1. Set the oven to 180°C/gas 4. Remove the giblets. Put the duck in the sink and pour over 2 kettles worth of boiling water. Remove and pat dry. Season with salt and pepper and place the duck on a trivet over a roasting pan, drizzle with 2 tablespoons of the olive oil and add any vegetable trimmings to the roasting tray. Cook for 30 minutes. 2. Cook the carrots in boiling salted water until soft. Drain and stir in the butter and 2 tablespoons of honey and the finely chopped mint. 3. Halve the potatoes and cook in boiling salted water for 5 minutes. Drain and place in a large bowl with the garlic and the rosemary and

96 l Ambition Magazine

• 125 ml red wine • 600 ml beef stock

thyme. Season well and transfer to a roasting pan. Cook for 40 minutes. 4. Make a glaze by mixing together the remaining olive oil and honey. After the initial 30 minutes cooking, remove the duck from the oven and baste with the honey mixture. 5. Reduce the oven temperature to 160°C/gas 2. Cook for a further 30 minutes. Once cooked, lift the duck from roasting tray and keep warm. 6. Remove the trivet and pour away the fat, place the roasting tray on the hob, over a medium heat and add the red wine. Reduce by half and then pour over the stock. Reduce again to give a rich gravy and then strain. Serve with the potatoes and minted carrots.

CRUMBLE • 100g plain flour • 50g porridge oats • 70g salted butter • 50g caster sugar TUILE BISCUIT GARNISH • 100g Plain Flour • 100g Icing Sugar • 100g Melted butter 37°C • ¾ egg whites

METHOD Mix the Flour and the sifted icing sugar together add the egg whites and beat to a smooth paste add the melted butter bit by bit, refrigerate for 20mins. Use as and when required.

the vanilla pod to the boil, add to the egg mixture, and mix thoroughly. Divide the custard into two halves, discarding the pieces of vanilla pod. Cool one half rapidly over a bowl of ice, and chill in the fridge for 10-15 minutes.

Yellow Man Ice Cream 1½ cups brown sugar 4 tablespoons butter 4 tablespoons golden syrup 1 tablespoon water 1 teaspoon vinegar 2 teaspoons baking soda

Preheat the oven to 170°C/gas 3. Place the Diced Bramley Apple in a saucepan with the remaining caster sugar and the lemon juice. Poach gently for 3-4 minutes, then place the Diced Bramley Apple in the bottom of four 12cm moulds or cups, Add the whiskey to the custard and mix, then pour the unchilled custard on top. Place in a deep pan, pour in warm water to come halfway up the sides of the moulds, then bake au bain marie for 30 minutes or until the custards are just set – they should wobble like a jelly when tapped. Remove from the oven, leave to cool, then put in the fridge. Keep the oven on.

Yellow Man is thick and sweet, and much tradition lies behind it; for centuries at Lammas Fair in Ballycastle, you would find it. To make this toffee, first you melt he butter in a heavy pan; add sugar, syrup, vinegar, and start to boil your Yellow Man. To test it, take a spoonful up and in cold water let it fall: it's ready if the mixture turns into a crisp and brittle ball. Now put the baking soda in- you'll find that it will foam and froth; so take a spoon and rapidly keep stirring up the bubbling broth. Now pour it in a well-greased tin; cool, then break in bits to eat. You'll soon know why, at Lammas fair, the Yellow man was such a treat. Combined method for custards and Yellow Man ice Cream Put the egg yolks and 200g of the caster sugar in a bowl. Scrape the vanilla seeds from the pod, add to the bowl, and mix together by hand with a whisk. Bring the cream and

Make the crumble. Put all the ingredients into a food processor and blitz quickly. Spread out on a baking sheet and bake at the same temperature as the custards for 10-15 minutes until golden. Leave to cool. Make the ice cream. Mix the chilled custard and yellow man and chopped Dulse, churn in an ice cream machine until thickened, then decant into a container and freeze. To serve, top the chilled whiskey custards with the crumble And garnish with Tuile biscuits with cracked Yellowman dust and Dulse and Yellow Man ice cream.

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