Platinum Business Magazine - issue 32

The widest-read business publication in the UK

THEO PAPHITIS

PLATINUM Exclusive Interview with the Weybridge Entrepreneur

ISSUE 32. 2017

DO YOU HAVE A SUCCESSION PLAN?

UNDER PRESSURE Can our schools & academies keep up?

CUBA Open for Business

PLATINUM REVIEWED The Wingrove, Alfriston

THE ECONOMICS OF BUSINESS TRAVEL

E FOR EXCELLENT? The Mercedes-Benz E-Class

PLATINUM PUBLISHING G R O U P

READ ALL PAST ISSUES AT WWW.PLATINUMBUSINESSMAGAZINE.COM

Award winning business, tax and wealth advice To find out more about the full range of accountancy, business advisory and financial services that help our clients achieve their business and personal goals, please contact:

Bryan Elkins, Partner, Horsham office T: +44 (0)1403 253 282 E: bryan.elkins@krestonreeves.com Shirley Smith, Partner, Gatwick office T: +44 (0)1293 776 152 E: shirley.smith@krestonreeves.com

Offices across London, Sussex and Kent www.krestonreeves.com 2

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Welcome

20

THE BIG STORY THE RETAIL CHAMPION Is Theo Paphitis taking over our high streets?

32

WHO TAKES OVER?

40

HAVANA OPEN FOR BUSINESS

48

THE ECONOMICS OF BUSINESS TRAVEL

60

E FOR EXCELLENT

70

THE WINGROVE

Do you have your succession plans in place?

Is Cuba a worthwhile destination for business?

At a Glance 6 Local & National News 14 Entrepreneurial Spark 18 Gatwick Diamond Business Awards 20 Theo Paphitis 26 Sussex Company of the Year 28 Kreston Reeves 30 Carpenter Box 32 Rawlison Butler 34 DMH Stallard 36 Vantage Professional Risks 39 Si Conway 40 Travel - Cuba 48 Uniglobe 50 Yelo Architects 52 Coast to Capital LEP 54 VAT International 56 Gene Commerce 57 IT News 60 Motoring 68 Table Talk 74 Hurstpierpoint College 82 Chambers of Commerce 91 Anger Management 94 Institute of Directors

Meeting face-to-face is still the best way to seal the deal

Review of the new E-Class

Does the Alfriston eatery meet our reviewer’s expectations?

All rights reserved. The views expressed in this publication are not necessarily those of the publisher. The publisher cannot accept responsibility for any errors or omissions relating to advertising or editorial. The publisher reserves the right to change or amend any competitions or prizes offered. No part of this publication may be reproduced without prior written consent from the publisher. No responsibility is taken for unsolicited materials or the return of these materials whilst in transit. Platinum Business Magazine is owned and published by The Platinum Publishing Group.

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PLATINUM PUBLISHING G R O U P

Cover Image: Theo Paphitis helping to raise money for Sport Relief. www.ryman.co.uk/sportrelief

Issue 32 - 2017

A word from the Editors It’s a brave new world. President Trump, Europe without the UK, Prime Minister May and, probably most improbable of all, Foreign Secretary Boris Johnson. Is there anything solid and stable that we can rely on not to change?

There’s always Platinum of course. Here we are again with a packed issue and bundles of exciting news. The Brighton & Hove Motorshow is growing so fast that it is becoming tough to keep up but what an exciting event it will be. DMH Stallard just won’t stop growing and announce the launch of their new offices, the VP of Emirates talks of his reasons for being a headline sponsor for the Gatwick Diamond Business Awards and we chat with the MD of ILG about what it means to be voted Company of the Year at the Sussex Business Awards.

Rose has been swanning around Cuba, Amanda has been swanning around everywhere and Maarten has just been swanning everywhere very fast! Ian spent time with Theo Paphitis, gaining an exclusive Platinum interview with the Dragon owner of Rymans and we have all been busy launching another tranche of magazines.

Surrey Business has just launched across the entire county to great fanfare along with Worthing Connect and the second issue of ACES. Watch this space as there are more to come.

So in this time of great uncertainty and constant change there really is one thing you can rely on – Platinum will always be here bringing you all the news, views and events across our region.

Always informative, always relevant, always irreverent.

Maarten & Ian Platinum Business Magazine February 2017

The Team

Maarten Hoffmann – Director maarten@platinumbusinessmagazine.com

07966 244046

Ian Trevett – Director ian@platinumbusinessmagazine.com

07989 970804

Lesley Alcock

Amanda Menahem

Kate Morton

Business Development Director

Food & Drink Editor

Copy Editor

Rose Dykins

Julia Trevett

Sarah Walker-Bennett

Amanda Spicer

Travel Editor

Accounts Manager

Event Photographer

Head of Design

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News

LOCAL NEWS THE FINANCIAL FRONTIER Reaching a ripe old age in financial security is one of the biggest challenges facing 40 – 60 year olds.

Labelled ‘Generation X’, this sandwich generation is feeling under pressure; still responsible for their adult children who are calling on the bank of mum and dad, while also often meeting care costs for elderly parents.

The fear is there simply won’t be enough financial filling left to fund their own retirement but according to Sussex IFA Mike Oliver Associates, we can all live long and prosper!

To celebrate 15 years in business, the IFA has brought together a galaxy of experts in later life financial planning and wellbeing for a free, ‘Live Long and Prosper’ seminar in Haywards Heath on Thursday February 9th.

The ‘Live Long and Prosper’ seminar takes place on February 9th, 2017 at Côte Brasserie, The Broadway, Haywards Heath from 5pm to 7pm, and will include short presentations followed by questions to the panel, with a chance to chat informally to them over refreshments.

Entry is free, but places must be booked. Contact pr@leagraham.com or call 01444 235475.

SMALL BUT CONFIDENT Almost all (94%) of small firms in the South East expect to remain the same size or expand operations over the next year. Amid a fall in the value of the pound, four in ten (40%) exporters surveyed expect to increase overseas sales in the next quarter.

The Federation of Small Businesses (FSB) reports that UK small business confidence in the last quarter of 2016 bounced back to the level reported before the EU referendum campaign began.

FSB’s Small Business Index (SBI) has now moved into positive territory, which means that more small businesses feel confident than those that feel the opposite.

The headline confidence measure now stands at +8.5, up from -2.9 in the previous quarter and reaching almost exactly the same level as it stood at the start of 2016. This survey confirms that at the start of 2017, the UK’s small firms are upbeat about their prospects.

Mike Cherry, National Chairman at the Federation of Small Businesses, said: “Our members tell us they are maximising their opportunities in this current positive economic climate. But with costs rising, they will need support for their confidence to translate into new economic growth and jobs.

“As policy makers prepare for Brexit negotiations and look to small firms to contribute to the UK’s economic success, we would urge them to be ready to act if trading conditions deteriorate. We also call on the Chancellor to make the 8th March a full-throated proFor a list of all business Budget, and believe the ways technology an increase in the Employment has failed to improve the Allowance, to help small firms quality of life, please boost job creation, would be a good place to start.” press 3

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News

STURDY MANAGEMENT

EMC Corporate Finance ended 2016 on a high when it completed a management buyout of East Grinstead-based Sturdy Edwards Financial Services.

It was the 17th deal of what turned out to be a record year for EMC. Many of the transactions were sealed in the months following the historic Brexit vote which many feared would seriously dampen M&A activity.

The Sturdy Edwards MBO allows the firm’s co-founder, Terry Edwards, to pass on the reins of the long-established business which advises individuals and businesses on pensions, mortgages and investments.

The management team that acquired the business was led by David Bone and Paul Clarke with funding coming from RBS. EMC Director Michael Pay, who led the EMC team negotiating the deal, said: “It was a delight to work with Terry, David and Paul to facilitate the transfer of ownership to the next generation of the company’s management. For many owners it is important that their legacy lives on through the business and undertaking a management buyout is an excellent way to achieve succession to the mutual benefit of everyone involved.”

David Bone said: “Working with Michael made the complicated task of structuring and securing this kind of funding far easier than dealing directly with the banks. His advice and contacts have proved invaluable throughout the process, bringing a pragmatic approach to issues that ensured a smooth transition.”

Terry Edwards added: “Michael Pay was highly professional, most personable and filled us with confidence from the outset of the transaction. Despite numerous obstacles that were presented, Michael was always reassuring that we would reach a satisfactory conclusion. Most of all he kept a sense of humour throughout proceedings.”

EMC acted as corporate finance advisers to the company with legal advice being provided by Jonathan Grant of DMH Stallard.

NEW MULTI-MILLION RAF CONTRACT FOR SUSSEX

The Leader of West Sussex County Council has welcomed news of a multi-million RAF contract that will bring new jobs to Crawley.

The RAF has announced a new £410million military transport contract. Part of the contract has been awarded to Thales, a defence contractor, which has offices in Manor Royal, Crawley. The contract is another boost for the Crawley economy.

According to the Ministry of Defence at least 400 highly skilled jobs will be created around the UK. Louise Goldsmith, Leader of West Sussex County Council, said: “I am really delighted to hear of this investment by the RAF. “Not only will it create more jobs in the county but shows a real commitment to the Crawley area and what it can offer.

“One of the county council’s key aims is to promote what a great place West Sussex is to work and this is a really good example of that.”

In December the county council signed its first district deal with Crawley Borough Council to demonstrate and increase the joint collaborative working between the two councils. The Crawley Growth Deal identifies a number of key projects to create the conditions for economic growth residents experience and to unlock investment opportunities.

The new RAF contract is to provide in-service support for the UK’s Airbus Atlas A400M aircraft, securing a key part of the RAF airlift fleet until 2026.

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If you don’t know what to do with many of the papers piled on your desk, stick a dozen colleagues initials on them and pass them along.

When in doubt, route.

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News

LOCAL NEWS

LOCATE LEADER FUNDING NOW

FREE SUPPORT FOR FEMALE START-UPS FREE support

For women who mean BUSINESS the

SWIFT project

Starts March 2017

Do you own a business or are you thinking of starting one, or becoming self-employed?

Would you like to develop your digital and business skills, increase your self-confidence and gain on-going support from like-minded women?

Do you live in Hastings and St. Leonards, bexhill, battle, rye or the surrounding area? swift supports

self-employment

& entrepreneurial opportunities for

opportunities to

enhancing their

peer groups with

business skills

women to share

courses and

experience with

sessions.

a business

women by

attend peer to

digital and

like-minded

through bite-sized

knowledge and

expert knowledge

the support of facilitator.

team up with a mentor to

develop your strategy and ideas and set targets going forward.

For further details please contact: Ruth Maddison

01825 891094 or email: enquiries@swift project.org.uk @swiftproject1

Sound Architect, the Sussex-based charity that provides educational opportunities for all, has been awarded funding through the NatWest Skills & Opportunities Fund to continue its highly successful Swift Project that supports women entrepreneurs.

The participants will be able to enjoy bespoke training sessions, expert knowledge sessions on specific topics, attend peer to peer groups with like-minded women to share knowledge and experience and team up with a mentor to develop strategy and set targets going forward.

Ruth Maddison, Project Director, said, “Women face many obstacles in setting up and growing their businesses putting them at a competitive disadvantage. The Swift Project aims to combat that by not only giving participants on the programme the skills they need, but also, and perhaps even more importantly, the confidence and ongoing support they need to make their businesses sustainable.

Supported by East Sussex County Council the project involves practising professionals from across the county including business facilitators from MDHUB, a social media whizz from Total Social Secretary, and website and design experts from The Digi Deli and Annabel Clements Design to name but a few.

The programme starts in March 2017 and is open to women from Hastings & St. Leonards, Bexhill, Rye, Battle, Robertsbridge and the surrounding area.

Places are limited to 25 and the deadline for applications is Monday 27th February, so to avoid disappointment, please apply early by emailing enquiries@swiftproject.org.uk or calling Ruth Maddison on 01825 891094.

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Locate East Sussex is encouraging rural businesses in Wealden and Rother to apply for LEADER funding.

As the funding stream comes via the EU, there were concerns that it may be stopped after the referendum result. However, reassurance has now been given that businesses and communities in the rural areas of Wealden and Rother will be able to apply until September next year - and possibly longer.

LEADER funding is available to a range of rural businesses, including farmers, environmental organisations and community providers, as well as voluntary and charitable organisations.

The Wealden and Rother Rural Partnership is one of 80 LEADER groups across the country which will continue to provide grants to help with projects that create jobs and help grow the rural economy.

Philip Johnson, Director of Locate East Sussex, said: “We welcome the news that this funding, which is worth around £1.5 million, will remain in place for at least another 20 months and encourage rural businesses to apply.”

LEADER funding is part of Defra’s Rural Development Programme for England and channels support from the Common Agricultural Policy budget to rural enterprises.

Plumpton College is managing the delivery of the LEADER programme through the WARR Partnership, which is supported by Rother and Wealden District Councils, as well as East Sussex County Council.

During the last 12 months, the WARR Partnership has agreed around £300,000 worth of funding for rural projects, creating more than 18 full-time equivalent jobs, and is leading to over £1 million being invested in small businesses and communities (including matched private sector funding).

For more details about LEADER, contact Don Cranfield on 01273 892031 or email leader@plumpton.ac.uk

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I am careful not to confuse excellence with perfection.

Excellence, I can reach for, perfection is God’s business.

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News

TOM COMPUTES A WINDFALL After nearly a year’s worth of hard work, Young Start-up Talent (YST), an entrepreneurial initiative aimed at 16-25 year olds, recently held their very first Chichester final at the South Downs Planetarium on Thursday 12th January.

17-year-old Tom Orchard of Tom’s Computers was announced as the winner of the prize fund of £50k worth of business support to help kick start and grow his business.

Tom’s Computers offers a wide range of services, including, but not limited to, computer repairs, iPhone repairs and custom PC building, helping you to get back to your tech as soon as possible. Tom believes that this an area of the market that has not yet been taken over by one company, and he feels that his company could become this leader.

Tom Orchard said; “I’m shaking because I’m just so thrilled! I never expected to win because everyone was brilliant and the competition was really hard. Now I just need to ensure I make something happen and take full advantage of the prize I have been given!”

Other finalists included: Charles Taylor - Charles Taylor Pens, which designs and creates individual, luxury, bespoke pens from a range of materials Leanne Robertson - LSR Therapies, a mobile business that specialises in pregnancy and sports massage therapy.

Hannah Weir -Telephonium, an individual and bespoke telephone marketing agency offering professional business to business telephone marketing services to companies who are serious about customer relationship management.

There were three guest speakers at the showcase event, including Dr John Mason, Co-Founder and Principal Lecturer of the Planetarium; Kevin Byrne, Founder of Checkatrade, and Harry Phelan, winner of YST Solent in 2016.

CONSTRUCTING A CHARITABLE COMPANY Staff from the construction and regeneration group, Morgan Sindall Group have raised £20,000 for Sussex children’s charity Rockinghorse. The company’s construction and infrastructure arm in Brighton adopted Rockinghorse as their Charity of the Year for 2016.

Led by Area Director Julien Jones, staff set about raising funds for the charity through a variety of fundraising initiatives. These included dress-down days, a quiz night on Brighton Pier and company donations, as well attending many of Rockinghorse’s own events.

It is the third year that staff have chosen to support the children’s charity, having already raised £50,000 since the partnership began in 2014. Julien said: “The Rockinghorse team do a fantastic job in fundraising for local children’s hospitals, and we at Morgan Sindall are proud to be contributors to such a worthwhile cause. We are now busy planning our 2017 fundraising schedule and look forward to working with the team again.”

Analiese Doctrove, Head of Fundraising at Rockinghorse, added: “We cannot thank Julien and the team from Morgan Sindall in Brighton enough for their continued fundraising efforts. They have raised an incredible amount of money to support our work and we are extremely grateful.”

Rockinghorse aims to raise £500,000 in 2017 to be split between 10 children’s centres and paediatric services in Sussex to help them improve, refurbish and develop their environment for the young people benefiting from their work. www.rockinghorse.org.uk.

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The brain is a wonderful organ.

It starts working the moment you get up in the morning and does not stop until you get into the office.

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News

NATIONAL NEWS IT’S A BUM DEAL

The maker of the world’s largest aircraft is planning a London flotation, as it seeks funds for its plan to bring about a new dawn for the airship. Hybrid Air Vehicles (HAV) is in talks with Zeus Capital, the investment bank, over advising on a listing to raise up to £50m, most likely on the Alternative Investment Market. HAV will also seek to raise around £30m in debt financing around the same time. The fundraising for the Bedford-based company is scheduled for late 2017 or early 2018. HAV makes the Airlander 10, a football-pitch sized hybrid of an airship and plane nicknamed the “flying bum” for its appearance.

The firm last year raised an additional £1m via crowdfunding, giving it a valuation of around £55m. It also counts Iron Maiden’s Bruce Dickinson among its backers and some funding via the EU Horizon 2020 grant HAV expects more than 90% of Airlanders to be exported to locations such as North America, the Middle East, Brazil, Africa and Asia, where there are areas with only remote access and little infrastructure. The 92 metre long Airlander can be used for work such as logistics and surveying.

BUYERS BOOST BURBS Fashion house Burberry is set to reveal a sales rise thanks to surging demand for luxury goods after the fall in the pound. The chain is hugely popular with rich Chinese buyers and has been aggressively expanding in Asia, which accounts for a quarter of sales.

Burberry’s sales were flat in the six months to September 30th, while profit dropped 4% to £146.2m. The business said the post-Brexit drop in sterling could give it a £125m boost to annual earnings. Tourists embarked on a spending spree after the Brexit vote in June, splashing out £1.8bn in July alone as the exchange rate move essentially gave foreign buyers a massive price cut.

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SOLAR TRAINS

Imperial College London has partnered with the climate change charity 10:10 to investigate the use of track-side solar panels to power trains.

The renewable traction power project will see university researchers look at connecting solar panels directly to the lines that provide power to trains, a move that would bypass the electricity grid in order to more efficiently manage power demand from trains.

According to the university, the research team will be the first in the world to test the “completely unique” idea, which it said would have a “wide impact with commercial applications on electrified rail networks all over the world”.

“It would also open up thousands of new sites to small and medium scale renewable developments by removing the need to connect to the grid,” Imperial College London said.

Network Rail is currently investing billions in electrifying the UK’s railways in a bid to reduce the number of trains running on diesel fuel, curbing costs, air pollution, and greenhouse gas emissions in the process.

Southern Rail has got this one cracked – just don’t run any trains at all!

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You do not lead by hitting people over the head -- that’s assault, not leadership.

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NO GUARDIAN ANGEL

BRUM ON BREXIT

Eamonn Store, the executive hired by the Guardian to build up its American business has stepped down after two and a half years in the job, amid deep cost cuts and missed revenue targets. The Guardian invested heavily in expansion in the US in its bid to become the leading transatlantic media outlet for the Left.

However, last year Mr Store told staff the operation required a “course correction” to address a $4.4m shortfall against its revenue forecasts. Guardian US announced it would cut around a third of its 140 staff. Now Mr Store himself has stepped down, the Guardian said it had appointed Evelyn Webster, a former executive at the magazine publisher Time Inc, as his interim replacement.

US revenues, all from digital sources, have failed to meet expectations in part because of Facebook and Google’s increasing dominance of the online advertising market.

Cuts to the Guardian’s US arm came after redundancies in its domestic business.

It shed more than 250 staff in the UK, although fell short of plans to accept 100 voluntary redundancies in its newsroom. It could also be something to do with the political lurch to the right taken by the US recently.

Birmingham City University is to launch a Centre for Brexit Studies, created to further enhance understanding of the consequences of the UK withdrawing from the European Union (EU). The Centre for Brexit Studies (CBS) will promote engagement of both ‘Leave’ and ‘Remain’ standpoints, and will host conferences, workshops and seminars to share knowledge in relation to sectors expected to be impacted by Brexit.

Alex de Ruyter, Director of Research at Birmingham City University’s Business School and chair of the launch event, said: “With the vote of the UK to leave the EU, it is now crucial to gain an understanding of the complexities that Brexit entails for individuals, communities, business and government, whilst clearing up misconceptions around its impact. Whilst CBS will have a national focus it will also specifically investigate the impact of Brexit on Birmingham and the surrounding areas.”

INSTA BUSINESS

FOXES HUNTING PROFIT

The social media site Instagram has announced plans to launch two new tools with the goal to help businesses better connect and engage with their customers.

The first update, insights for stories within business tools, will enable business users to see the reach, impressions, replies and exits for each individual story they post on Instagram – to create more relevant content for their audience.

The second new tool, full screen ads in Stories, will enable businesses to use targeting, reach and measurement to make “intimate and personally relevant” full screen adverts within stories and each up to 150m daily users.

Amy Cole, head of brand development at Instagram, commented: “Over the past five months, we’ve seen that people are naturally really interested in stories from businesses; so much so that a third of the most viewed stories today are from businesses. From today, businesses will be able to use ads in Instagram Stories to communicate with a global audience.”

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Many a man’s reputation would not know his character if they met on the street.

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London estate agent Foxtons' profits have slumped following Brexit and the increase on stamp duty rates. Profits for the property agent have almost halved in the final quarter of the year with total revenues for the year down more than 10% as a result of a “significant fall” in sales volumes, and the company warned that sales could fall further in 2017. Sales in the last three months of the year came in 40% lower than the same period in 2015, falling from £20m to £12m. This was only partially offset by revenue from the company's letting business, which stayed flat, at £13m.

Prices in central London’s top postcodes, where Foxtons mainly operates, have fallen sharply in recent months. In order to reduce its reliance on central London, the company has been pushing into the capital’s outer areas such as Peckham and Vauxhall.

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News

NATIONAL NEWS THE CHINESE MADE A PEN! China has never been able to manufacture its own ballpoint pens - until now.

A Chinese steel firm has made an unlikely breakthrough in the country famous for replicating just about every technology as soon as it hits the market. After five years of research and development, Taiyuan Iron & Steel has produced a ballpoint pen. Specifically, the tip of a ballpoint pen.

A year ago Premier Li Keqiang went on national television and bemoaned the failure of his country to produce a good quality version of this seemingly simple implement. Locally made versions felt “rough” compared to those from Germany, Switzerland and Japan, Mr Li complained. While it supplied the world with 80% of its ballpoint pens, all the balls came from Switzerland, costing the industry a reported 120m yuan (£14.3m) a year.

Despite producing more than half of the world’s crude iron and steel, China has still heavily relied on imports for high-grade steel. It was a failing that Mr Li said highlighted the need to upgrade China’s manufacturing capabilities.

JOBS FOR THE BOYS

GULLIVER TRAVELS TO FRANCE

William Hague, the UK’s former foreign secretary, will be joining Wall Street giant Citigroup as senior adviser.

HSBC chief executive Stuart Gulliver said trading operations that generate about 20% of revenue for the lender’s investment bank in London may move to Paris, quantifying some of the aftershocks for the UK after Brexit.

Lord Hague, who quit frontline politics in 2015 and last year campaigned for Britain to remain in the EU, has become the latest prominent figure to join the payroll of a US bank as the UK prepares to quit the EU. A spokeswoman for Citi said the bank was “delighted” Lord Hague will be joining the company. She said: “Lord Hague’s experience on the global stage and his profound understanding of the forces shaping the world will be a key asset for Citi.“ Back in October, the bank’s UK boss said the group was contemplating moving some of its 9,000 UK jobs to other EU locations in the case of a hard Brexit.

❝ Some people say, ‘Never let them see you cry.’ I say, if you’re so mad you could just cry, then cry. It terrifies everyone.

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“Activities specifically covered by EU legislation will move, and looking at our own numbers, that’s about 20% of revenue,” Gulliver said in a Bloomberg Television interview. The bank confirmed that he was referring to the lender’s global banking and markets operations in the UK capital.

Gulliver said HSBC will “proceed quite slowly” after May confirmed Tuesday that Britain will leave the European Union’s single market. He repeated his preBrexit estimate that 1,000 jobs at the bank’s offices in London are involved with products covered by EU legislation, which probably need to move to France when the UK leaves the single market.

Gulliver said he expects the UK financial services industry to quickly rebound.

“Irrespective of Brexit, London will remain a global financial centre, and the revenue impact of Brexit on financial services will be made good in two to three years’ time,” Gulliver said.

News

BACK TO BASICS FOR US AIRLINE American Airlines has announced it will begin selling Basic Economy fares in addition to the wide range of Main Cabin fares currently offered. These no-frills tickets provide a simple and affordable way to experience American’s network, and provide customers the option to pay for the services they want. Basic Economy fares will go on sale in February to select markets, with the first flights occurring shortly thereafter and expansion to additional markets expected later this year.

Not every American Airlines flight will offer Basic Economy fares. The basic fare means that only one carry-on item is allowed and it must fit under the seat, no overhead bin luggage is allowed. The service also does not assign seats until check-in, making it harder to travel together with others.

Basic Economy will also restrict upgrades, reservation changes and is nonrefundable.

The new fares will offer customers the same seats, snacks and amenities as Main Cabin fares.”This new fare product also gives American the ability to compete more effectively with the growing number of ultra low-cost carriers,” said American Airlines President Robert Isom.

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Growth for the sake of growth is the ideology of the cancer cell.

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RATES RISE LEAVES BITTER TASTE London restaurants are braced for their business rates to increase by an average of one-fifth from April, heaping further pressure on an industry that is already intensely competitive. The capital’s 7,100 restaurants will collectively pay an additional £42.7m in 201718, according to CVS, a company of business rates consultants.

The impact of the changes will be felt beyond the West End, with the average restaurant in Southwark, Lambeth, Tower Hamlets, Camden and Greenwich boroughs all having to pay at least 25% extra in April, and more in subsequent years.

The businesses most affected by the changes range from haute cuisine to McDonald’s.

The two restaurants facing the biggest rises in cash terms, according to a CVS list, are TGI Fridays near Leicester Square, which is due to pay a further £2m over the next five years, and Sexy Fish, a lavish Mayfair restaurant, which will have to pay an extra £1.5m in the same period.

Angela Hartnett, the Michelin-starred chef and restaurateur, said: “In the past 18 months, restaurants have closed that you wouldn’t have expected to close. You’ve got established restaurateurs, who know how to make money, not being able to afford it.”

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Entrepreneurial Spark

FLYING THE NEST NatWest Brighton’s Entrepreneurial Development Manager, Fiona Anderson, reflects on 18 months of supporting some of the South East’s most inspiring entrepreneurs.

O

ur third Entrepreneuring Awards is an opportunity to celebrate all that’s been achieved since NatWest first welcomed 80 entrepreneurs into the Brighton Entrepreneurial Spark hatchery.

12 stayed on for an additional 12 months following the completion of the core six month programme, and when they ‘fly the coop’ it will be a bittersweet moment for all of us who have been working so closely with them – watching their businesses grow and witnessing their amazing development as entrepreneurs.

NatWest and Entrepreneurial Spark, along with our other partners KPMG, Dell EMC and Pinsent Masons, have achieved some fantastic results over the past 18 months: • Helped over 260 businesses in Sussex to grow and scale • More than 200 jobs have been created through our partnership with Brighton and Sussex University apprenticeship and intern programmes • Over £5m investment has been raised by our businesses and through our relationship with valued mentors and investors • Total turnover of the businesses involved has increased to around £10m The Entrepreneurial Spark programme is designed to assist not only early stage start up businesses, but those who have been in business for a few years and need help with getting to that next stage of growth and investment.

We are looking forward to welcoming another 40 businesses into the hatchery this month.

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MELANIE LAWSON Founder of Bar Biology www.barebiology.com A luxury Omega 3 health supplement brand sold online and through premium retailers.

What has been your overriding impression and memory of the Entrepreneurial Spark experience?

Energy and drive to grow and succeed. There is a relentless drive forward and during tough times, the support was always there. I’ve also had great fun and many laughs, especially with Jim Duffy and my enabler Mandy.

ESpark offers many benefits, which aspect has been the most useful to your business?

The biggest benefit has been the networking and raising of my personal profile. I also won two awards totalling £14,000 which was an incredible boost to our cash flow.

How has the business grown in the last 18 months?

Bare Biology has grown from being a one-woman band turning over less than six figures, to a business with several employees, a PR agency, a digital agency, new offices and the turnover has increased six-fold.

Have you changed the direction or focus of the business as a result of ESpark?

No, but I have become more focused on working ‘on’ the business rather than ‘in’ the business – realising the importance of building a team. I’m now in the process of recruiting for four roles.

Where is the company now and where do you see the company in 12 months, and in five years?

The company is very much in scale-up and in 12 months I see our turnover doubling again, a new product launch and a team of six full time employees. In five years I see us as the leading luxury Omega 3 and health supplement brand in the UK, with a strong international presence and annual turnover well above £5 million.

What support have you received from NatWest? And how has it benefitted your business and you as an entrepreneur?

NatWest has provided training at Entrepreneurial Spark on things like cyber security, recruitment and cash flow. I’ve also received lots of PR support and opportunities, networking and introductions.

Entrepreneurial Spark

KATHERINE SWIFT Founder of OMGTea · www.omgteas.co.uk A powerful and healing Organic Match green tea, containing the highest level of antioxidants.

What has been your overriding impression and memory of the Entrepreneurial Spark experience?

It’s made my entrepreneurial journey so much more exciting and definitely fast-tracked my business in a friendly, collaborative working environment. I have met, and will stay in touch, with some really fabulous people.

ESpark offers many benefits, which aspect has been the most useful to your business?

The business network provided through sponsors such as NatWest; the mentoring and the collaborative working environment and access to a fantastic pool of potential investors.

How has the business grown in the last 18 months?

Turnover has increased tenfold and OMGTea is now stocked in approximately 50 stores. We have secured almost £100,000 investment to enable new product development and to help scale the business.

Have you changed the direction or focus of the business as a result of ES? No, but I have become a better business operator and accelerated my business significantly as a result.

Where is the company now and where do you see the company in 12 months, and in five years?

OMGTea is becoming recognised as the go-to matcha brand for the UK. In 12 months we will have launched our premium ready to drink product which has the potential to catapult OMGTea onto the global market. We will also have had more research published, further validating the amazing health benefits of matcha. In five years, well, watch this space…

What support have you received from NatWest? And how has it benefitted your business and you as an entrepreneur?

NatWest has provided many opportunities from essential business workshops providing access to key influencers, to facilitating investment opportunities, not to mention providing the prize money for the coveted awards at the #GODOENTAWARDS.

STEVE KNIGHT Founder of Knightsbridge Search · www.knightsbridgesearch.co.uk A unique executive headhunting operation within the IT Service, IT Consulting and SaaS markets.

What has been your overriding impression and memory of the Entrepreneurial Spark experience?

The overriding memory of Entrepreneurial Spark is the change in myself and Knightsbridge Search over the past 18 months, continuously pushing you out of your comfort zone instils confidence in yourself and clarity on your business.

ESpark offers many benefits, which aspect has been the most useful to your business?

The most useful part of my journey has been NatWest. Since joining I’ve switched my business banking to NatWest and taken on a factoring facility, the cash flow contributed significantly to growth enabling me to take on subcontractors to deliver projects for my clients.

How has the business grown in the last 18 months?

My turnover has increased by 100% since joining Entrepreneurial Spark and I’ve landed several major tier 1 clients. I entered Entrepreneurial Spark with an idea, I leave Entrepreneurial Spark with a business.

Have you changed the direction or focus of the business as a result of ESpark?

We have changed significantly over the past 18 months. Knightsbridge Search at its core is a specialist recruitment business, however now providing analytics skills on demand we have partnered with one of the Big 4 consultancies to provide analytics skills and consulting services.

Where is the company now and where do you see the company in 12 months, and in five years?

Over the next 12 months we plan to re-brand and grow to 30 people on project delivery. In five years we aim to be the industry’s go-to company for analytics skills and project delivery.

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Entrepreneurial Spark

NICKY CHISHOLM AND SARA GUIEL Founders of The Mumpreneurs Networking Club www.mumpreneursnetworkingclub.co.uk Business Networking Club for Mumpreneur lead business, specialising in running business networking events, twitter hours and special events

What has been your overriding impression and memory of the Entrepreneurial Spark experience?

It’s not for the faint hearted! We have had many high spots and I don’t mind admitting several low spots.

But we like being challenged and pushed as it has made the business leaner, more profitable, and more creative.

ESpark offers many benefits, which aspect has been the most useful to your business?

The fortnightly mentoring meetings provide a constant focus and challenge point. For us, our high point was working with the NatWest and StartUp Britain teams on their majestic Routemaster bus.

How has the business grown in the last 18 months?

We have had our best year ever and have doubled our turnover. We have employed two new members of staff, signed up 20 new Brand Ambassadors, hit a record 450 visitors in one week and had our very first meeting in Japan. We have also developed the Mumpreneur App.

Have you changed the direction or focus of the business as a result of ESpark?

Our focus has always been to provide a professional, dynamic and supportive business environment for the UK’s fast growing Mumpreneur community. We aim to expand our online resources in order to support Mumpreneurs that cannot attend the meeting and events. Our goal is to be the voice of the Mumpreneur community and be the number one port of call for business mum support.

Where is the company now and where do you see the company in 12 months, and in five years?

The company has just reached 20,000 visits to its meetings and events since we started - that’s a huge amount networking opportunities that we have created! Our aim now is to hit 50,000 and start 20 new groups.

What support and advice have you received from NatWest? And how has it benefitted your business and you as an entrepreneur?

NatWest has been a consistent source of knowledge throughout our time at Entrepreneurial Spark. The team directly impacted our plans and events in 2016 and we are planning more events for our members knowing we can call on their expertise for any conundrums.

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Entrepreneurial Spark

ENTREPRENEURING AWARDS The Winners Entrepreneurial Spark celebrates the #GoDo journey of entrepreneurs in Brighton at bi-annual awards

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n January, Brighton start-ups were awarded thousands of pounds in prize money at the bi-annual Entrepreneuring Awards hosted by NatWest and Entrepreneurial Spark.

Winners on the night included: • Entrepreneur of the Moment - Claire Taylor, founder of Simply VAT, which helps online retailers trade internationally through the provision of necessary international VAT compliance services throughout the EU, was recognised for her sheer determination and an ability for identifying small opportunities that can return big results.

• The Acceler8 awards - Hazel Reynolds, founder of Gamely, which creates games that inspire creativity, imagination and strong communication was recognised for her positive approach and mindset. Walter Murira, founder of Invictus Recruitment, a business which specialises in pairing talented individuals with exciting healthcare opportunities across the UK also secured a prize.

• The #GoDo prizes - George Lengyel, founder of Hubbub, a context sensitive social app and targeted chat platform which creates instant communities of people at venues and on travel routes. Matt Humphrey, founder of Curtain Call, a tech start-up which offers a subscription-based website providing theatre fans and theatre professionals with theatre content needs.

• The Chiclet’s Choice award - Hassan Rajwani, founder of Double Six, which creates digital experiences targeting grass roots football, was selected by his fellow entrepreneurs for coaching other Chiclets through investment and pitching processes.

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Gatwick Diamond Sponsors

GATWICK DIAMOND BUSINESS AWARDS Meet the Headline Sponsors Laurie Berryman - Vice President UK, Emirates How long have you been with the airline?

I have been with Emirates for 26 years. Every day is different and there is always something new. I have always lived near an airport so I saw it as a great move for me, though for a long time I was actually based in Manchester, returning to London in 2010. Emirates wasn’t as well-known as it is now. What I have found remarkable is the extent to which Emirates has grown its presence here in the UK, with us increasing our daily flights out of our six gateways, including Gatwick.

Do you spend much time in Dubai?

Why did you decide to become a headline sponsor for The Gatwick Diamond Business Awards?

Emirates has been a member of gdb for eight years and we have always been impressed by how well it works with the local business community. There are some very good companies involved and there is a huge pool of talent and skills in the region.

It is an effective way for Emirates to get more involved with Gatwick businesses and demonstrate our ability to connect them with other businesses across the globe.

the airline has grown dramatically, as has its presence at Gatwick where we now operate three daily services, all on our much-loved A380. Our growth is also evident in our route map where we now connect businesses to more than 150 destinations worldwide.

I visit Dubai about half a dozen times a year, mostly on business but I also travel there for pleasure. It is both a business and a tourist destination and a busy centre for commerce, finance, insurance and media. The number of SMEs there has also increased significantly in recent years. That said, it is also a great place to visit on holiday with great hotels like the Burj Al Arab, beaches such as Jumeirah Beach, plus shopping and theme parks to enjoy.

In 2017 it will be 30 years of Emirates at Gatwick. Will there be any celebrations?

It is early days yet but it’s likely we will do something special to mark the anniversary.

Emirates first started flying out of Gatwick when it was a very young airline. Since then,

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www.gatwickdiamondbusinessawards.com

Gatwick Diamond Sponsors

Daryl Gayler, Regional Director for Commercial and Private Banking, London & South East, Natwest How important is it for the bank to be involved and support the local business community?

Supporting our customers and in turn our local community is at the core of what the bank does and stands for. Having a thriving local business community is vital to ensuring continued growth and success in the Gatwick Diamond and wider region.

What does 2017 have in store for NatWest/RBS?

Why did you decide to become a headline sponsor for The Gatwick Diamond Business Awards?

The Gatwick Diamond Business Awards recognise the contribution of real people and real businesses based in the Gatwick Diamond area that are making a difference to the region.

What makes these awards special?

These are truly local awards. They recognise the best of what our local businesses are doing to deliver economic growth and new jobs in the region. As someone who has been a judge, I can testify to how seriously every judge takes their responsibility and how every year it gets more difficult to pick just one winner from all of the entries.

While many of the more pessimistic postreferendum predictions have not been borne out, there is still likely to be a significant level of political and economic uncertainty in 2017.

One of our main priorities will be supporting customers as they balance the unknown with going about the daily routine of running and growing their businesses. In the coming year, technology and the digitalisation of many processes will continue to drive development and changes at NatWest and within the wider financial sector. This will allow us to spend more time with our customers to help them through this period of uncertainty and work with them to identify new opportunities.

www.gatwickdiamondbusinessawards.com

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Exclusive Interview

THE RETAIL CHAMPION T

Exclusive Interview with Theo Paphitis

heo Paphitis may be best known for his stint on Dragons’ Den, but perhaps his real legacy will be as a determined champion of retail, an entrepreneur who continues to invest in the high street.

This year, December’s sales across the sector dropped by 0.1 %, which may not appear too bad, but this is only because it is compared to an incredibly bleak set of figures from 2015.

Who would consider investing in the high street in such a climate. Well, Theo Paphitis, for a start!

The Surrey entrepreneur has demonstrated time and time again that he can spot a winner, and he is sure that the party is not over yet for our retail industry. He also puts his money where his mouth is.

Although he originally built up his portfolio through ventures in property, finance and telecoms, it’s retail where his passion lies. He took on well-known lingerie chain La Senza, which he sold in 2006 for £100m. Today he owns stationery firm Ryman, homeware chain Robert Dyas and Boux Avenue, another lingerie outlet which he launched from scratch, all of which he has gathered together under The Theo Paphitis Retail Group umbrella.

Is the focus on retail just a nostalgic glance back, a rose-tinted trip down memory lane, back to the days when shoppers thronged to the town centre, happily spending their hard-earned cash?

Clearly, any nervous would-be entrepreneur who entered the Dragons’ Den, would testify that getting the dragons to part with their cash is never the easiest thing to do. No successful businessperson can survive without intensive scrutiny of the risks and rewards. And it seems that Theo’s faith in retail is not misplaced.

Amid all the despondency in the lead up to Christmas, Boux Avenue saw a like-for-like increase in sales of 16.6%, Ryman’s sales rose by 1.4%. and Robert Dyas reported a 2.0% hike. The strategy behind this success was combining the strengths of e-commerce with those of bricks and mortar.

I sat down with Theo for an exclusive interview for Platinum Business Magazine and asked him, amongst other things, about the future of the high street:, “I have never known a more dynamic time for retail. Working with heritage brands, Ryman and Robert Dyas that have both been around for over a century, the pace of change is more challenging and opportunistic than ever. Having started the Boux Avenue business only five years ago, even in this relatively short space of retail history, we have seen our business plan adjusted to take into account the momentous changes in shoppers’ habits.

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Exclusive Interview

“Retail, especially within bricks and mortar in the UK, is facing the perfect storm. It faces changes in consumer habits, the impact of the weaker pound against the dollar and euro, coupled with increasing labour costs, the apprenticeship levy and the sucker punch in the lack of an honest and equitable reform of what is an archaic system of business rates.

“With regard to the so-called recent business rates reform, retail has changed dramatically over the years but is faced with a tax that was introduced in a different world. The facts are that footfall and activity on our high streets and town centres are in decline but businesses like ours are about to see an overall increase instead of a decrease in their rates bill in the next 12 months.

“Retail is facing many challenges but at the same time we see opportunities that come with the continued development of technology that makes shopping as convenient for customers as it has ever been. We will continue to invest in this area to ensure that our much-loved brands interact with customers in ways that suit them best.

“We have invested significantly in the last two years building and modernising our infrastructure, in particular commissioning a new warehouse and distribution facility in Hemel Hempstead and new websites for Ryman and Robert Dyas to meet the changing needs of today’s consumer. Boux Avenue will be moving to a new e-commerce platform this quarter.”

It appears that rumours of the death of the High Street may have been greatly exaggerated.

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The shock of Brexit was definitely felt, but there have been lots of positive signs since and we need to remember that.

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How much did your upbringing influence your entrepreneurial spirit?

“My upbringing had a huge effect on my work ethic and my entrepreneurial spirit. My family are Cypriot and both my Father and Grandfather worked on the British bases there. When the British government granted independence to Cyprus, all those who worked for them were given a British passport, and this became their greatest asset.

“We moved to Manchester when I was seven, before eventually moving to London.

After my parents divorced my brother and I were raised by my mum in a council flat and were often left to our own devices, which really helped later in life, as we had faith in our own abilities and were never afraid to make decisions.

“There wasn’t any extra cash so I never had pocket money. I think this is what inspired me to go out and get a job in my early teens, I worked in a Wimpy Bar and delivered cab company cards for a bit of money. I realised what you could have if you worked hard.”

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Exclusive Interview

What advice would you give to a small business or a start-up?

“Always stack the cards in your favour, and reduce the risks. My business success relies on a risk to reward ratio. You have to be honest with yourself. I have had numerous people say that “everyone thinks my idea is fantastic”, but it is so important not to delude yourself. Learn to understand your competition, do your research and always take advice.

“You will not have a million pound business over night. You start small and work your way up. Not everyone is entrepreneurial and faking it can be a long, frustrating road. Not

everyone is a premiership football player… some are Sunday league – but that doesn’t mean they don’t love what they do just as much!”

Do you miss Dragons’ Den? “Leaving the Den was a decision I did not take lightly. It was a wonderful experience and a lot of fun but I had started up Boux Avenue, over five years ago now, and it seemed like the right time to leave and concentrate on growing my own businesses. It is something I look back on with great fondness but all good things eventually come to an end. I’m still in touch with lots of the dragons, and Peter Jones and I co-own Red Letter Days together.”

You are very active on twitter, is the Small Business Sunday (#SBS) project still ongoing?

“Twitter is a great way for me to interact with small businesses. The competition runs between 5.00-7.30pm every Sunday and six winners are given a boost every week via a retweet to my followers, and becoming part of the #SBS network. It is a free boost for them and Small Business Sunday (#SBS) is now in its sixth year, with over 1900 #SBS winners so far.

I have had some businesses who have tripled in size in the space of a year, grown their twitter following and gained entrepreneurial confidence as a result.

“The sense of community amongst the winners is incredible and this is particularly evident at the annual #SBS winners event. It is their opportunity to build upon the boost, network, learn and help their business. It is their network to make of what they will.”

You have spoken of a perfect storm for retail ‘within bricks and mortar’, with the low pound, internet competition and high business rates. Is the High Street doomed?

“The concept of “bricks and clicks” makes for a successful business. There has never been a more exciting time for retail and this is due to the irrevocable change e-commerce has given the industry. The potential is huge!

This does not mean the high street is over but a combination of the two is a winning formula.”

You have also spoken about the problem ahead with business rate reform.

How would you like to see business rates decided to protect retailers?

“The facts are that footfall and activity on our high streets and town centres are in decline but businesses like ours are about to see an overall increase instead of a decrease in their rates bill in the next 12 months. I would like to see a more balanced approach - something that will help rather than hinder businesses. It is an archaic system that is being used in an ever changing, modern business world.”

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Exclusive Interview

You have combined Boux Avenue, Ryman Stationery and Robert Dyas into one retail brand. They seem unlikely bedfellows. How has the unified branding helped with the growth and management of very different markets?

“They are all stand-out brands in their own right. Robert Dyas and Ryman are rich in heritage and Boux Avenue is a vibrant fashion brand that is leading in its marketplace. In November last year I completed the acquisition of the iconic London Graphic Centre, the leading supplier of materials to the art and design community, adding a fourth business to my portfolio. The unification of the brands under the Theo Paphitis Retail Group has been a great success and there are many ways that they all compliment each other and many employees work across all four brands.”

Aside from the three big retail chains, are there any other business which you are actively involved in?

“I am chairman of MB Partners, a boutique sports management agency as sport is a huge passion of mine. As many people know, I was Chairman of Millwall for 8 years and I have a long-standing love of F1 too. Working with MB Partners gives me an opportunity to pursue this interest. Alongside this I also co-own Red Letter Days which sells experiences, anything from sky diving to spa days for consumers and businesses! “

What plans do you have for the three retail chains?

“In the last two years we have invested heavily into building and modernising our infrastructure. In particular, we have a new warehouse and distribution facility in Hemel Hempstead and also developed new websites for Robert Dyas and Ryman, to meet the ever-changing world of retail and e-commerce.

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Exclusive Interview We are looking to do the same for Boux Avenue this year.”

Was taking Millwall to the FA Cup Final your greatest achievement!?

“Millwall getting into the FA Cup final against Manchester United was certainly a day in a million, and not a day goes by when I don’t reflect on my time at Millwall. There were good times and challenging times, but I’ll never forget Wembley, the semi-final or the final. These were all dreams and ambitions, that as a kid you wouldn’t have dreamt you’d be part of. Certainly one to remember.”

Can you tell us more about The Paphitis Charitable Trust “The Paphitis Charitable Trust distributes fees from TV appearances, speeches and my book to causes close to my heart, especially children’s charities. Funds received are then distributed by a panel of trustees to a variety of registered charities.

“I typically like to assist smaller UK children’s charities that have difficulty in gaining funds from other organisations and I’m pleased to donate to many different ones every year.”

Now you are successful and money is not an issue, what drives you to keep going?

“I am inspired by many things in my life, from friends and family to my businesses and the people I work with. I love working, and to not work would be to stand still and in retail, is you’re standing still you’re dead in the water and if that’s not what’s going to get me out of bed in the morning. Retail is vibrant, passionate and, of course, particularly challenging at the moment, and I wouldn’t want to miss out on what’s coming next.”

Finally, where do you see the UK economy going in 2017 (Trump, Brexit…)?

“The shock of Brexit was definitely felt, but there have been lots of positive signs since and we need to remember that. In recent weeks we have seen many important countries, including the US, being very positive about trade deals with the UK after Brexit, suggesting it may not be as bad as the ‘fire and brimstone’ scenario we’ve been warned about. We need to look at the opportunities and build on those, not wallow in the predictions of doom and gloom, as that isn’t going to get us anywhere. Britain is open for business and we need to remember that.”

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Business Awards

AWARD FULFILMENT ILG was crowned Company of the Year at the Sussex Business Awards, with the category judged by Adrian Alexander from headline sponsors, Mazars. On these pages, Adrian talks to ILG Managing Director Mike Stephenson about what it is that makes the fulfilment company so special.

Adrian Alexander, Mike Stephenson and awards host Simon Evans

Adrian Alexander (AA): What does ILG do and how has it come to be so successful in its field?

Mike Stephenson (MS): ILG is a market leader in fulfilment and delivery services.

In fulfilment ILG offers fully integrated IT solutions, import, storage, pick and pack, gift wrapping and delivery. In addition, ILG operates a UK and international delivery only service for businesses based anywhere in the UK. Although we operate in a highly competitive market there are very few companies that provide the portfolio of services that we do and that, coupled with a focus on quality of service and customer relationships, has helped us stay ahead of the competition.

AA: ILG has achieved circa 55% growth over

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the last three years. How have you achieved such phenomenal growth?

MS: Our customer base is wide-ranging from suppliers of underfloor heating to retailers of car cleaning products, travel and international education. However, we have developed a specialism in providing fulfilment and delivery services for the fashion and beauty industry with 40% of new business enquires in the last six months coming from that sector. Both of the facilities we opened in 2016 are dedicated to fashion and beauty.

AA: How do you develop new business and what performance indicators have you put in place to monitor this?

MS: We have analysed each of our services, customer need, proposition, positioning, target markets and key messages and we

have identified which services, markets and locations have the potential to grow and which we will flat-line. In 2015, we invested in a rebranding exercise and for each of our services we have analysed how best to take that to market and use a range of means including PPC, social media, direct mail, trade fairs etc supported by Business Development Managers. We develop marketing campaigns targeting specific services and industries. A marketing strategy meeting is held every six weeks where we review the number of new business enquires and conversions generated by each activity.

AA: What challenges have you faced in the business over the last year or so and how have your overcome them?

MS: The two biggest challenges we have

Business Awards faced are rapid recruitment and training along with finding adequate facilities to manage our growth. We have looked at different sources of new recruits including increasing the number of warehouse apprenticeships and the number of part time roles as well as recruiting through the Aldingbourne WorkAid Supported Employment Programme. With the workforce growing by circa 33% training has proved a huge challenge so we have designed, developed and launched our own online training software called DRIVE Development.

On the facilities front we have had to cultivate relationships with all Sussex based property agents and local landlords to ensure we are first in line on facilities as they become available. We successfully secured 46,000 sq feet in 2016 and a further 44,000 square feet from January 2017 to help manage our growth.

AA: How has the EU referendum result in June affected your business if at all?

MS: The value of the pound has affected our customer base to some degree with those that import seeing an increase in their cost base but others who sell their products internationally experiencing an increase in e-commerce orders, particularly the high end fashion brands seeing an increase in e-commerce orders from the Asian market.

For ILG, like many businesses, the uncertainty surrounding trade tariffs is a big concern and we are currently working closely with our customer base to analyse their supply chains so that we are well placed to support their international logistics whatever the result of the negotiations.

AA: What do you see as your biggest challenges over the next year or so?

MS: All the current indicators are that the business will continue to grow in the next year or so and therefore the biggest challenges are not dissimilar to the challenges that we have faced in recent years. However, coupled with those is the challenge of maintaining the focus of a larger workforce on quality services and,

for the management team, the uncertainty surrounding BREXIT and keeping ahead of the market in preparation for the outcome.

AA: Customer satisfaction in your industry must be key – but how do you monitor it?

MS: We have a client relationship programme managed by two senior people in our business.

The levels of satisfaction are reported to the department after every meeting and four simple visual formats to the business in the monthly newsletter, on interactive TV screens and on staff notice boards.

provide supported employment through the Aldingbourne Trust WorkAid programme for those on the Autistic Spectrum and/or with a learning disability. The second aspect of our CSR policy is the work we do for our local charity of the year nominated by staff. In the last three years we have raised nearly £40,000 for our chosen charities as well as supporting their storage and delivery.

AA: In terms of your employees, how do you communicate with them and how involved are they in business decisions?

MS: The retention and development of staff

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The retention and development of staff is our number one business objective and ‘Believing in our People’ is the first of our core values

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We also measure our service performance and, most importantly, issues that may cause customer offence through our internal process improvement scheme DRIVE. All issues are assigned for someone to repair within 72 hours of the issue occurring, this drives client satisfaction, and is again, displayed in the monthly newsletter to all staff, on TVs and notice boards.

AA: How involved is ILG in working in the local Sussex Community, as part of its Corporate Social Responsibility strategy?

MS: We have adopted a CSR policy to focus our efforts in the areas where we consider the business is best placed to make a difference in the community. The first is the provision of training opportunities for local young people and each year we employ young warehouse apprentices who may not have achieved their full potential at school. In addition, we

is our number one business objective and ‘Believing in our People’ is the first of our core values. Communication is through a number of channels but the two that have been most successful are a monthly message that for the last five years I have personally sent to all staff at the end of each month detailing our performance in that month against our core objectives. The second is the lunch that I hold every quarter with Staff Representatives from all sites to exchange ideas. I am continually impressed by the quality of feedback and the actions that result from those meetings.

AA: Without giving too much away, what are your growth plans for 2017 and the next three years?

MS: In 2017, we are opening a new flagship facility in East Grinstead which will provide another 44,000 square feet of storage in addition to impressive office and rest break areas. Over the course of the year, all new business will go into this facility which we expect to result in the creation of around 60 new jobs. The continued growth of e-commerce and particularly the growth of the UK fashion & beauty industry means that we continue to forecast the level of growth experienced in the last three years.

www.ilguk.com mazars.co.uk

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Finance

BUILDING OUR SKILLS BASE FOR THE FUTURE How schools and academies are feeling the pressure in 2017 by Sarah Ediss, Partner at Kreston Reeves

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chools and academies are arguably the basic building block of our economy with the aim of turning out well prepared young people for the world of work. Getting their future right is the key to securing a strong post-Brexit economic future for businesses. Yet many education institutions are in desperate need of financial support to ease the pressures of a teaching recruitment crisis and rising wage costs.

The Government wants schools and academies to up their game and keep striving to be ‘outstanding’ or at least ‘good’.

However, Government plans for more multiacademy trusts (MATs), for example, come at a price - a bill which the sector should not be left to pay alone from existing resources.

Creating more MATs makes a lot of sense, particularly for pooling staff, which can help reduce pressures of cover when illness strikes or staff leave. But any advantage will only work if there is a big enough pool of available teachers in the first place. Ensuring the right staff capacity is always a challenge when restructuring any business. Equally, schools need the best structure to improve or maintain the education they provide but this comes at a growing price, thanks to increasing pay levels and rising National Insurance contributions and not enough available talent.

Financing our future Schools and academies are having to offer generous packages to retain and keep their best, and the lack of top teachers means everincreasing pay demands. Add the National Minimum Wage increase to £7.50 per hour from April 2017 and the alignment of the thresholds of employer and employee National Insurance Contributions, which will increase the cost to employers of each employee by a maximum of £7.18 per year, and this sees a further ‘hit’ to school budgets. Somewhat

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ironically, from April 2017 a new employment tax arises called the Apprenticeship Levy. This levy is set at 0.5% of a school’s payroll bill where it is over £3m.

But what of pensions? There is already speculation that teachers’ pension contributions are going to increase yet again; and with increases in Local Government Pension Scheme (LGPS) deficits we may see these contributions rise further still from April 2017.

An additional blow to schools is that Insurance Premium Tax will increase to 12% from 1st June 2017, which will mean a direct increase to insurance costs for schools and those academies that have not yet opted into the Risk Protection Arrangement (RPA)

scheme. It should be noted that the RPA does not provide a fully comprehensive level of cover and an additional insurance cover ‘top-up’ may still be required, in which case a further cost will be incurred, with the increased premium.

Schools and academies cannot be expected to fund ballooning pension costs, increasing salary bills and rising education needs. Any political inertia on the former could have severe consequences - schools painted into a corner and forced to cut staff numbers just to pay pension contributions. One potential solution is for the Government to make a significant contribution to the LGPS scheme themselves in order to help reduce the deficit, and the burden on schools.

Finance

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The Government wants schools and academies to up their game and keep striving to be ‘outstanding’ or at least ‘good’

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Need advice?

For advice and further information about how schools and academies could structure their finances, please contact Sarah Ediss, Partner at Kreston Reeves by phoning 01403 253282 or emailing sarah.ediss@krestonreeves.com We are also able to provide extensive advice across a range of tax and personal advisory needs: our multidisciplinary team members would be pleased to advise you on tax planning, investments, financial planning that takes into account your immediate and long term work and life plans.

As expected in the Autumn Statement, the Government confirmed its commitment to encourage grammar school expansion, as set out in the ‘Schools that Work for Everyone’ document. This will be provided via the provision of £50m of new capital

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Schools and academies are a huge part of the country’s current and future infrastructure and their products are every bit as vital to the economy as tax-paying businesses

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funding from 2017-18 for those wishing to expand. However, many question whether the expansion of grammar schools is what the sector needs – and whether it solves the basic problems facing schools currently trying to stay in operation. The Chancellor also declared £1bn of additional funding to be allocated for departmental spending, but it is uncertain whether this will be given to the Department for Education or even passed on to schools.

Schools and academies are a huge part of the country’s current and future infrastructure and their products are every bit as vital to the economy as tax-paying businesses. They form our communities and our future expectations, so a strategic perspective to investment is needed. Let’s hope this important sector will form a key part of the Government Brexit considerations.

This material is for general information only and does not constitute investment, tax, legal or other form of advice. You should not rely on this information to make (or refrain from making) any decisions. Always obtain independent, professional advice for your own particular situation.

Kreston Reeves LLP (Registered number in OC328775, registered office: 37 St Margaret’s Street, Canterbury CT1 2TU) is registered to carry on audit work and is regulated for a range of investment business activities by the Institute of Chartered Accountants in England and Wales. A list of members’ names is available at our registered office and details of the licensing bodies for our insolvency practitioners can be found at our website. Kreston Reeves Financial Planning Limited (Registered number 3852054, registered office: 37 St Margaret ‘s Street, Canterbury CT1 2TU) are authorised and regulated by the Financial Conduct Authority. All of the above addresses are registered in England.

29

Accountancy

SHARK BITE! MHA Carpenter Box Partner, Chris Coopey, looks forward to the Business, Information, Technology, Efficiency (BITE) 2017 event, and provides an update on significant changes taking place within the business.

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arnus Broodryk isn’t a name you’re likely to be familiar with, unless you’re from South Africa.

Why? Because Marnus is the South African equivalent of a ‘Dragon’ in their version of Dragon’s Den. This is rather appropriate because Marnus is one of the Keynote Speakers at BITE 2017, and the South African programme he stars in is called ‘Shark Tank’.

BITE is the MHA Carpenter Box’s free

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one-day flagship event for entrepreneurs and businesses interested in growing their bottom line and will take place on Thursday April 27th at the Amex Stadium.

Marnus will be talking about the mind of a successful entrepreneur – which is precisely what he is. At the age of 14, Marnus started his first business, designing websites. By the time he turned 24 he was a self-made millionaire, and today this 30-year-

old entrepreneur extraordinaire can boast that he has launched several multi-million Rand companies. For Marnus, however, making money is just as important as empowering others with the knowledge and resources to create their own successful enterprises, which is why he is the perfect fit for BITE. Shark Tank South Africa invites go-getters with potentially lucrative products or business ideas to pitch their plans for their Sharks’

Accountancy consideration. If the Sharks like what they see, they then offer the entrepreneur a deal and if more than one of them is interested, a bidding war can ensue.

As well as being one of the five financial heavyweights, who dig deep into their own pockets on television to make aspiring entrepreneurs’ dreams come true, Marnus is also the CEO of The Beancounter, which rather like MHA Carpenter Box is an accounting firm that is making waves by disrupting the normal perception of accountants.

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For Marnus, making money is just as important as empowering others with the knowledge and resources to create their own successful enterprises, which is why he is the perfect fit for BITE.

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Alternative Funding – Keynote Session 2 Reprising a very successful event at the Hawth Theatre in Crawley last year, our second keynote session brings together a panel of alternative funding experts, representing a cross section of this ‘new’ industry. We’ll have crowd funding and invoice financing experts, as well as Andy Davis, a former editor with the Financial Times and author of ‘Beyond the Banks’. Our very own Terry Porter, who enjoyed a long and illustrious career with a number of the big four national banks, will also be on the panel. They will be taking questions from the audience around funding in general and alternative funding in particular.

And there’s more….

Along with two keynote sessions, BITE also combines the chance to meet exhibitors whose objective is to make business better.

From tech companies to alternative funders, BITE aims to open eyes to what’s out there to help businesses grow. The last event attracted over 200 attendees and this one promises to be even larger, so some great networking to be done!

For more information and to register for BITE visit www.BITE2017.com

Dan joins the team Well-known local tax adviser Dan Hobbs has recently joined the team at MHA Carpenter Box. Dan has been appointed as an Associate in our Tax Services Group. Having trained in accountancy he went on to specialise in tax, so is both a Chartered Accountant and a Chartered Tax Adviser.

Despite his youthful looks, Dan’s career already spans 14 years. He will provide advice to clients in a wide range of businesses, with a particular focus on specialist VAT advice one of the most complex areas of taxation.

Dan looks for tax planning opportunities, helping clients to become tax-efficient. His wide experience around accountancy and tax means that he can combine both sides, to give businesses really joined up advice.

Dan Hobbs

gone from strength to strength. Although it’s a small change, our new name allows us to demonstrate that whilst we are an independent firm, we have a massive national resource at our finger tips.

Our new brand identity also reflects the way in which our business has developed over the past few years. For the first time we have

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The refresh of our branding is then more of a catch up than a departure. The new logo just means that what you see is what you get!

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included the words ‘Business Advisers’ as a descriptor. Our mission is to help our clients increase their profitability by giving great business advice, whether that is around tax, corporate finance, accountancy or audit, or indeed any other of the skill sets within our business.

The refresh of our branding is then more of a catch up than a departure. The new logo just means that what you see is what you get!

So what is MHA?

Say hello to MHA Carpenter Box As you may have noticed, we’re very excited to announce that Carpenter Box has started to trade as MHA Carpenter Box. We helped to found our national association, MHA, back in 2010 and since then it has

MHA is an association of some of the best independent regional UK accountancy firms.

The concept works on the principle that the member firm’s knowledge and resource is shared at every level. Being part of MHA therefore gives our clients a totally scalable solution, from 50 locations across England, Scotland and Wales; MHA Carpenter Box is capable of delivering advice and support whatever the size of the client or whatever the sector or specialty.

MHA is also the UK member of Baker Tilly International which was recently awarded the prestigious title of International Network of the year, giving MHA Carpenter Box a global reach to over 140 countries for clients trading or wanting to trade internationally.

31

Legal

SUCCESSION PLANNING Robert Knight, Partner in RB’s Wills, Trusts and Probate Team looks at the importance of having a succession plan in place for your business.

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ore than half of Uk business are family owned and many of those are small businesses. Less than half of these family owned or small businesses have a written and up-to-date succession plan in place.

Normally business owners and managers focus on short or medium term goals which tend to relate to financial performance and growth, staffing strategies and business development. Thinking about how the business may transfer both in terms of ownership and management in the future, is not usually incorporated into the strategic business plan.

But succession planning should be documented in every business plan and then

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reviewed regularly, at least once every year.

It can give business owners and managers confidence and reassurance. When the time comes to implement the succession plan, or if there is an unexpected event which accelerates the implementation of the succession plan, the business is best placed to succeed and to achieve its specific goals and objectives.

Here are some important issues for businesses in the context of succession planning: • Identifying and planning for the next business owner(s) and manager(s) • Getting the tax right • Preparing and reviewing ‘emergency’ legal documents

Identifying and planning For many family businesses this may be obvious. Children may be ideally placed to become the next business owner and perhaps also manager. For other small businesses, the next business owner may be a third party as a result of a sale, or managers as a result of a management buy-out.

Where particular individuals are identified to succeed, it is essential to consider their future role in the business, and whether they possess the necessary skills and expertise, the maturity and, perhaps most importantly, the drive and commitment to fulfil that role. A common mistake is to assume that they will fulfil exactly the same role as their predecessor given that every individual has different

Legal

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By planning early and getting the tax right, business owners can ensure that business assets transfer with the minimum of tax liabilities.

strengths and weaknesses.

New business owners are not always the best new managers. They may need support, experience and/or training. They may also need a strong and established management team consisting of family and non-family members. Involving new owners at an early stage in business planning, seeking their opinion and appreciating their input may ensure that they gain a knowledge and understanding of the business and also are encouraged and given confidence.

A timetable to implement the succession plan should be agreed, documented and reviewed. The transfer could take effect over a period of months or years which has the benefits of continuity and testing the new owners’ readiness to take responsibility.

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New business owners are not always the best new managers. They may need support, experience and/or training

Getting the tax right

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There are usually UK tax implications, particularly capital gains tax (CGT) and inheritance tax (IHT) implications when the ownership of a business is transferred. It is always advisable to take professional advice early and more than two years before any transfer to minimise the tax payable.

A gift or sale of a business during the owner’s lifetime will trigger a potential CGT liability. In certain circumstances it is possible to ‘holdover’ (defer) the liability at that time by claiming holdover relief. In other cases it may be a good idea to claim entrepreneurs’ relief and pay CGT at the lower rate of 10%.

A gift or sale for less than open market value will also trigger a potential IHT liability.

Business property relief (BPR) is a valuable relief which, if claimed, could avoid such an IHT liability provided that the business is a trading company, and the owner making the

gift or sale has been the owner for at least two years. Where BPR is not available the owner may make a gift which is potentially subject to IHT at a rate of 40% if they die within seven years.

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By planning early and getting the tax right, with the help of expert advice, business owners can ensure that business assets transfer with the minimum of tax liabilities.

Preparing and reviewing ‘emergency’ legal documents Sadly no one is invincible. Death is inevitable and mental incapacity is on the rise. A business owner who does not plan for the possibility of these events risks the business failing, or ownership or control falling into the hands of an unintended individual who may be reluctant, or not capable, of managing the business.

The following are essential legal documents which every business owner should sign and keep up-to-date: 1. A valid Will. Careful planning in a Will can specify that ownership and control passes to named individuals or, where flexibility and protection is important, the Will can create a bespoke trust to hold the business assets.

Creating a trust in a Will where the business owner has a surviving spouse or civil partner (spouse) can also be good tax planning, as BPR for IHT purposes may be claimed and the spouse can still benefit from the trust assets during their lifetime.

IHT at a rate of 40% is avoided on the value of the business assets even if they no longer qualify for BPR at the date of the spouse’s death.

2. A registered property and financial affairs Lasting Power of Attorney (LPA). Without such an LPA, the business owner’s assets will be frozen in the event of mental incapacity until such time as the Court of Protection appoints a Deputy which can take up to six months.

For a business owner it may be advisable to have two financial LPAs, one for their business assets which appoints managers or co-owners of the business, and one for their non-business assets which appoints

family members.

3. A legal agreement which contains appropriate succession provisions.

For instance, in the event of the death of a business owner the surviving owners will wish to retain control, usually by purchasing the deceased owner’s share of the business. Commonly an option agreement combined with a life policy is signed at an early stage by co-owners of a business, to ensure that the surviving owners have the means (the proceeds of the life policy which should be free of IHT if written into trust) and capability (by exercising the option within a specific time period) to continue the business. In other cases the shareholders’ agreement or partnership agreement will need careful consideration and drafting.

Bespoke and early succession planning by business owners and managers will ensure that the business is prepared, and capable of tackling both an intended transfer of the business and an unexpected transfer, as a consequence of one of life’s events.

If you would like any further information on Succession Planning and how we can help your business, please contact Robert Knight for a free initial chat on rknight@rawlisonbutler.com or 01403 282721.

This document is provided for information purposes only and does not constitute legal advice. Professional legal advice should be obtained before taking or refraining from taking any action as a result of the contents of this document.

33

Legal

MOVING ON UP Richard Pollins, Managing Partner at DMH Stallard, talks moving the law firm on to bigger heights, with growth at its core

Award-winning legal firm, DMH Stallard has entered a new phase of business as they expand further into the city and continue their recruitment of a host of high profile team members.

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’m delighted to confirm that DMH Stallard has completed a major expansion into Brighton.

We’ve increased our presence in the city centre with up to 30 solicitors and support staff moving into our new suite of offices in Jubilee Street.

The move includes the relocation of senior partners and other staff from the DMH Stallard office at Gatwick, and we will be busy recruiting the best legal talent from other firms in Brighton & Hove.

Our focus in the city, in addition to digital, media and technology businesses, and family and real estate, will include a major push into the private client sector, an area of expertise that I believe has been lacking in Brighton for some time.

The feedback we’ve received, from both entrepreneurs and private individuals, has repeatedly underlined the view that there is a place in the market in Brighton and Hove for high quality, specialist legal advice from a larger firm like ours. To this end, we have been working closely with our network of contacts in the area for some time and are now actively following up these leads.

There’s no doubt our existing teams are exceptionally well regarded for what they do, and we are confident that together we will be able to provide a first class range of services to these client groups.

I’m so proud of Brighton & Hove. Its culture, diversity, ambition and attitude mark it out in the UK and I love that distinction - it makes our expansion in the city even more special for me.

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rowth at DMH Stallard has continued apace over the last year. The practice was confirmed in the ‘Top 100 law firms in the UK’ after reporting revenues of over £24million. For some time, the law firm has been one of the largest in the South East and now employs nearly 300 staff. This includes over 60 partners across offices in London, Gatwick, Guildford and Brighton.

In the last 12 months alone, DMH Stallard has made a number of very senior appointments at partner level.

Intellectual property and technology solicitor James Martin, joined from City law firm, Fieldfisher. Last year his standing in the industry resulted in James being part of a UK delegation at the International Bar Association Annual Conference in Washington DC, and in January 2017, James spoke at the Global IP Convention in Delhi on the law and developments in the protection of trade secrets in the UK and EU. Corporate and commercial transaction specialist Mark Harden was recruited from Thrings and Michael Nixon joined the real estate department from Downs Solicitors.

More recently, Kate Norgett joined the award-winning corporate team from Barlow Robbins, following senior roles at Clifford Chance and CMS Cameron McKenna.

Other high profile appointments in Brighton and other lateral hires in Gatwick, London and Guildford will soon be announced.

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Legal Tim Ashdown

Lorna Fairbairn

Tim is the firm’s senior litigation partner. Ranked as a ‘Leader in his Field’ for many years by the legal directories, Tim is a commercial dispute resolution lawyer. He also advises on all aspects of intellectual property including trade marks, patents, designs, misuse of confidential information (by employees and/ or competitors), copyright and databases. Tim also advises on technology-related disputes.

He leads on many of DMH Stallard’s largest commercial and corporate disputes, with extensive experience in the High Court and Court of Appeal. Tim is experienced in resolving disputes by way of arbitration and mediation and is a Manager of our global network of law firms, Law Europe International.

Robert Ganpatsingh

Lorna is head of the private client department and is involved in the full range of private client matters, including the administration of trusts, of estates and preparation of wills and lasting powers of attorney.

Lorna advises clients on the creation of trusts when appropriate e.g. for personal injury settlements and on pension benefits. She also works with clients who are business owners in relation to safeguarding their business assets for future generations.

This specialist work includes advising on inheritance tax mitigation through business property relief, lifetime exemptions, potentially exempt transfers and interplay with capital gains tax liabilities, and potential reliefs, such as entrepreneurs’ relief.

Claire Carberry Robert is a commercial disputes partner. He has a wealth of experience in all forms of dispute resolution, including mediation, arbitration, adjudication and litigation.

Robert is a highly experienced litigator with expertise in all aspects of resolving disputes through the courts, including dealing with freezing injunctions and search and seizure orders in high value cases. He has extensive knowledge and expertise in contentious matters involving design rights, patents, copyright, trade marks and passing off.

Claire is a partner in the private client department.

She provides advice on all aspects of estate planning, wills and trust creation to a broad cross section of clients.

She also acts in the administration of high value and complex estates. Claire has expertise in advising on, and managing, the affairs of elderly and vulnerable clients, including dealing with powers of attorney and court of protection work.

Claire advises on inheritance tax, the administration of estates and post-death tax planning. She also drafts wills for clients with a wide range of requirements, including those providing for dependants with learning difficulties.

If you would like more information about DMH Stallard and the services we offer to businesses, individuals and families, please contact the team in Brighton on 01273 329833, email enquiries@dmhstallard.com or visit www.dmhstallard.com We believe in building long-term relationships with clients by securing the successful outcomes they want, always in the most efficient and cost effective way.

35

Insurance

IT COULD BE YOU! Caroline Gregory, specialist broker at Vantage Professional Risks believes many companies are unaware of the implications of a cyber breach. As she explains to Ian Trevett, lack of cyber cover can be fatal for a company

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nsurance is an unusual sell. The reason we take out any insurance is, if we are honest, through fear. We insure our home because of fear of burglary or a plumbing emergency; we insure against death and injury; we take out travel insurance because we worry about getting sick abroad. So when I met with insurance broker Caroline Gregory for a coffee and she brought up the subject of insuring against cyber crime, I knew what to expect.

“Ok, I know what’s coming,” I say to Caroline. “This is where you try and put the fear of God into me.”

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“No,” she denies. “Trying to scare people is not what we do.”

And then she proceeds to scare the life out of me!

“Cyber is the most pressing issue,” says Caroline. “Most businesses are unaware of how the law will change. You are responsible if a cyber breach affects your clients or the data you hold for them. The compensation a company would have to pay would take most small companies under. Every business should be looking at this.

“There are two elements to cyber coverage.

The first is your own cover, where you can insure against being hacked or a phishing attack and it covers the cost of the business interruption. It also insures against the cost of loss of data.

“Then there is the third party insurance, which is similar to Professional Indemnity. If you have a breach and someone accesses third party data, such as happened to Talk Talk, you have the cost of notifying the people affected and then there is the cost of the PR. Trying to redeem yourself is an expensive cost. There is also the cost of defending yourself in the event of a claim. You have to offer 12 months

Insurance “There are big business hubs in the south east. When you meet more people you realise just how dynamic the business scene is in Sussex and Surrey. It is much more vibrant than many people realise. It is an exciting opportunity for Vantage to have a sustainable local growth of the next few years.”

Vantage Group is a London-based insurance brokers which was originally best known for its specialised services for travel and tour operators. It has since grown into a group of companies each striving to provide high quality insurance products and expertise in their respective markets, such as the classic car market. of credit monitoring for anyone affected. If you have a large number of company records, it is a high cost, as you are charged for each record. It has been calculated that the average cost of a breach for an SME is between £600,000 to £700,000. A company needs to ask if they can cover that cost. The answer would almost always be no. Cyber cover is fundamental to any business.”

So this isn’t being scary?

“It does happen,” stresses Caroline. “The stories you hear on the news are only about the big companies. When a small company is hit, it isn’t reported. If I had a pound for everyone who says that it won’t happen to them, I’d be very wealthy.”

Of course, Caroline is totally correct. Few companies insure against cyber crime, but we are all vulnerable. We regularly feature advice on avoiding cyber crime, but a skilled hacker would easily overcome the defences of an average company, and the financial liabilities are huge.

Caroline specialises in the placement of niche insurance policies, and helps companies with their risk management and analysis, to help them mitigate against unforeseen problems. Her experience can be invaluable for companies and she adheres to the core values of Vantage , which include respecting the customer, understanding their needs and ensuring that they are treated fairly.

“We have a service called Vantage Point Review which is effectively an insurance and risk health check,” she explains. “We go in to a company and understand the business to calculate the risk to the company. We look at policies in place to see that they are properly covered, and advise on areas where they are exposed. We offer advice and share our knowledge.”

Caroline certainly has amassed plenty of knowledge of her industry. She started out in the City, working in claims on renewable

energy, before switching over to underwriting for a Lloyds syndicate specialising in professional indemnity. After moving closer to home by joining Vantage, she retained the links to Lloyds of London, and Vantage works closely with the London underwriters.

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The stories you hear on the news are only about the big companies. When a small company is hit, it isn’t reported. If I had a pound for everyone who says that it won’t happen to them, I’d be very wealthy.

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“We value the security of working with the Lloyds market,” says Caroline. “It is a strong brand and features well-established companies. One difference I have noticed is that the Lloyds underwriters work in a much more collaborative way than is often the case outside of the Lloyds market. Outside Lloyds, it can be more competitive. I think the reason is that Lloyds underwriters are often very niche and specialist, so it makes sense to work together. They often deal with unusual requests. Lloyds underwriters tend to share the risk around, so an underwriter is at less risk of being over-exposed in a market. They have more options available to them.”

South of London, Vantage has an office in Worthing which serves Surrey, Sussex and Kent: “We work mainly with the professional services, advising on professional indemnity, medical malpractice and management liability.

“There are six of us in the Worthing office - it is a small team, but it is a more personal approach. We also work in manufacturing and logistics - any company that is looking for a bespoke cover package.

“We are ambitious but we want to maintain our levels of personal service. It is better to have more of the right companies and not over-grow too quickly. We want to keep at the level where we are are offering a personal brokerage service. But we are expanding quickly, particularly in cyber cover.”

It may not be much fun facing up to the risks a company faces, but it is essential and it is always worth getting expert advice.

caroline.gregory@ vantageprofessionalrisks.co.uk www.vantageinsurance.co.uk • Caroline will be running the Brighton Marathon for Breast Cancer Care. Please support her efforts to raise money for a very special charity. Her just giving page is https://www.justgiving.com/fundraising/ VantageInsure

“It is good to combine the advantages of London with the benefits of woking locally. I spend more time with clients now. It is actually a dual-facing role, where I deal directly with clients and also with the London insurance markets. I am now focussing on developing the Sussex and Surrey markets.

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Passionate about your business

Our services include...

Audit & advisory Tax returns & planning Accountancy & bookkeeping Wealth management

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Contact us: Gatwick: 01293 227670 Worthing: 01903 234094 info@carpenterbox.com

www.carpenterbox.com

CEO Fight Club

CEO

FINGERS-UP TO GREAT EXPECTATIONS

By Si Conroy, owner of Scarlet Monday

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hen you were growing up, what did you want to be? At primary school I wanted to be a marine biologist. I didn’t particularly know what was involved, but getting paid to swim underwater like the Man from Atlantis sounded great to me.

at the conference that wipes-out days of work in preparation and travel (but your marketing director says it will be great for your brand); the member of the team you’ve always felt uneasy about (but your HR director tells you will take 6-months of performance management to exit the business).

The expectations of others started to kick-in at secondary school and sixth-form as my parents and other well-meaning relatives guided me away from areas of passion like Art and English to take subjects like Economics and Politics which would enable me to get what was considered to be a ‘proper job’. A good degree was something to get under my belt to guarantee this ‘proper job’. When I came out of the academic system in the early 90’s to ‘no jobs’, I ran with the expectation that qualifying as a chartered accountant would finally give me this ‘proper job’.

Now is the time to say, ‘fuck it’. You’re the boss. Do what you want. Say what you want.

If you’re a socio/ psychopath your business is going to fail anyway, so if you’re not you may as well go through your life with as much honesty as possible. If you hate making small talk with your team, don’t: they probably hate it too. Go to all your family commitments if you want to. Whether or not you let your team do what you do is a business decision you shouldn’t be making if you don’t know the answer. Invite people for lunches rather than messing around networking. Send the marketing director for the speech. Tell your HR director that they’re out unless they get that dodgy team member out ASAP.

The problem I have come to realise in the years of growing businesses and coaching/ mentoring others to grow their businesses is the evil of the expectations we think that others have of us.

As a leader, you’re expected to be out there leading the business, doing the deals, fighting the dragons to keep the growth going upwards and the cash flowing to keep your

employees paid. But..... you’re also expected to be present in the office, to know as many members of your wider teams as possible. If you’re not managing by walking about you’re obviously an inferior leader.

Your partner and children expect you to be at the sports day, the carol concert, the horse-jumping competition. They also expect the salary and dividends to enable those school fees, the pony camps, the nice house and holidays. Do you miss work, telling your team what you’re doing? You’re expected to lead by example aren’t you? Do you want them going to their sports days, concerts and competitions?

Whether it’s that networking event you’d rather put cocktail sticks in your eyes than attend (but you might get that contact that could transform your business); the speech

Ben Horowitz’s first rule of CEO Fight Club was: “The first rule of the CEO psychological meltdown is don’t talk about the psychological meltdown”. I say, two-fingers up to that, we’ll go mad if we don’t talk about it.

Si Conroy specialises in helping business owners set and achieve stretching goals: sales, profit & capital/ dividend value realisation. Trained at PwC and owner of www.ScarletMonday.com and www.ConstantMentor.com, Si practices what he preaches across a number of businesses in which he has invested. si@scarletmonday.com · @siconroy

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Travel - Havana

Shake hands in...

HAVANA

With all eyes on Cuba, how will the nation evolve to meet the increasing demands of tourists and business travellers? Rose Dykins reports.

“H

avana is a beautiful lady,” says my tour guide Michel, his white smile appearing in the rear-view mirror of his scarlet Mercury Monterey 1957. “The only thing she needs is a new dress.”

We’re discussing Cuba’s impending American tourism boom as we cruise down the Malecon esplanade with top down, the warm breeze caressing my face and shoulders. To my right, the Gulf of Mexico’s polite waves break against an austere, grey seawall, where locals linger in pairs. To my left, is Havana. And Michel’s not wrong about the change of outfit.

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People aren’t exactly salsa-ing in the streets, as some travel agents would have you believe. They’re doing what they need to get by.

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Havana has a haunting beauty – a bit like the debris from an unforgettable party. Decay has knawed away at her architecture; colour has bled from the splendid Spanish colonial buildings, from the beguiling art deco frontages. And it’s a hard place to thrive. Citizens queue outside dinghy ration shops, while scam artists linger by the Maceo Monument, trying to seduce tourists into coming to a “rumba festival” with them – only to lead them to a fate of expensive knock-off cigars. People aren’t exactly salsa-ing in the streets, as some travel agents would have you believe. They’re doing what they need to get by.

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Revolution Square

Travel - Havana We drive on to the lush embassy district of Vedado, where trees are blanketed in creepers, their chunky trunks the texture of melted wax, and the flamboyant casas are considerably more well-kept. Their owners fled to the US in the 1960s - leaving behind their belongings and their beloved luxury cars – as Fidel Castros’s new regime meant these ostentatious mansions were now property of the state.

Now, they are inhabited by the descendants of the lucky beneficiaries of the Cuban Revolution, the country’s poorest people.

My visit to Cuba coincides with the end of the nine-day mourning period for Fidel Castro, after he passed away on November 25th. At the time, there was an international flurry of forecasting – what would his death mean for Cuba’s future? Though his mark on Cuba is immeasurable, it’s worth remembering that Fidel has not been in the driving seat for almost a decade. “His death really is not going to make a whole lot difference in where Cuba is on press freedom, freedom of assembly, freedom of speech and political freedom,” says American journalist Karen DeYoung in a video for The Washington Post. “I think for those people who still believe in the revolution and consider Fidel Castro the epitome of the revolution – and there are many of them in Cuba – I think that he’s a sort of symbolic figure, but not a real figure anymore in their

Michel and his Mercury Monterey 1957 lives, and hasn’t been for some time.”

Slow-forming but significant changes have come into play since Castro handed over power to his brother, Raul, in 2008. That year, Cubans were permitted to purchase wifi for the first time, and they were allowed to leave the island freely, without the need for exit

visas or invitations, in 2013. Since 2014, the Obama administration has worked with Raul Castro to reopen mutual embassies in the two nations, re-launch direct air travel between them, and re-establish trade relations, subject to ongoing negotiations. This has seen US companies such as Google and Starwood

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Travel - Havana Hotels and Resorts seek opportunities in Cuba.

And, despite Trump’s threats that he will undo the ‘deal’ if Cuba “is unwilling to make a better deal for the Cuban people, the Cuban/American people, and the US as a whole”, he has been reportedly scouting out locations in Cuba for expanding his hospitality empire…

However, plenty has stayed the same and there won’t be a sudden idealogical leap from evolved socialism to outright capitalism. Free medical care is provided to all citizens, including weekly zika checks in a community if a case is reported there. Monthly food rations are supplied to everyone - essentials such as rice, beans, meat, sugar, salt, baby food and matches. Free university education is granted to all who perform well enough at school, and the nation has a 100% literacy rate. Despite this, salaries average at US$25 per month, with half the population earning US$300-US$400 annually, with little variation between professions.

In terms of private enterprise, Cuba’s attitude has shifted over time, thanks to reforms led by Raul Castro, who recognised that if the economy failed, then so did his brother’s ultimate vision. In 2012, there were more than 385,000 entrepreneurs, accounting for 7.5 percent of the

Hemel Street

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Source: OAG schedules 2016

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Travel - Havana return to Havana for a luxurious end to my trip. Situated in Vedado, Paseo 206 opened in September 2016, and is hopefully a sign of things to come for the Cuban capital.

Ration shop

“Our family has been in the hospitality business since 1999, operating from our home in Vedado,” says Diana Sainz, the hotel’s coowner and general manager. “Our guests were always interested in our stories and our family history, they were captivated by my father’s stories of the revolution and his overseas trips with Fidel and Che Guevuara.

“These memories left a mark on me. I knew that one day I wanted to open a hotel that offered the best rooms and service in town. After all these years, I’m proud to offer an authentic Cuban experience with the sophistication of a boutique hotel.”

national workforce. Cuba’s niche economic conditions have cultivated a generation of hungry self-starters, and there’s a tangible sense of aspiration, from the striking number of locals converting their homes into restaurants and casa particulares (homestays for tourists), to the overqualified hotel staff,

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The time-warp vibe somewhat hinders the pace of doing business, and you would need to have a long-term perspective, resourcefulness, and patience in buckets

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eager to earn money and create a better life for themselves. A few entrepreneurs have even created a version of Uber, called Yotellevo (yotellevocuba.com). Due to the lack of ubiquitous 3G coverage, the service currently works over email, meaning you contact Yotellevo days in advance, stating when and where you need to travel around Cuba, and they send over three different potential drivers. (I tried the service, but my driver cancelled on me, and, for long-distance journeys, there are more competitive rates to be found on the ground with a service called Cubataxi).

Given the current fervour for visiting Cuba ‘before it changes’, and factors such as its

educated population, its growing economy and its (hopefully) improved relations with the US, the tourism sector and other service-based industries present promising opportunities for international investors. However, the time-warp vibe somewhat hinders the pace of doing business, and you would need to have a long-term perspective, resourcefulness, and patience in buckets. Cuba is hard work, mainly due to the limited infrastructure and imports.

Wifi is hard to come by (patchy and expensive when you do find it) and operations at Jose Marti International airport are far from slick – my flight home from Havana was delayed by 2.5 hours as there was only one ramp available to offload bags from every single plane. However, developments are taking place to accommodate the rising number of traveller, which increased by 15% in the first half of 2016 compared with the same year. In Havana for example, plans are underway to create two new cruise terminals.

Paseo 206 retains the framework of a 20thcentury Vedado mansion - including a grand marble staircase, wood panelling and detailed cornicing in its eight rooms – but washes it in cool, uplifting colours and adds pops of contemporary European furniture. Its wifi is free and fairly reliable, its staff are excellent, and the handmade fettucini pasta served in its restaurant is perfection.

Above all, it’s tasteful… a careful renovation of the city’s fascinating and precious history, rather than a rude intrusion. A new dress for Havana, rather than a new body. And it suits her.

After ten days travelling around the island – rumbling down its highways in vintage cars, hiking around the tobacco plantations of Vinales, and shaking maracas with a Old Town Havana salsa band in Trinidad – I

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Travel - Havana

WHERE TO MEET HOTEL NACIONAL

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If walls could talk, this iconic 1930s hotel would have some stories to tell; it has hosted reams of Hollywood stars, world leaders and even mafia conferences. The statuesque property has an executive floor, a business centre and ten meeting spaces, plus vast sea-facing lawns for outdoor events. hotelnacionaldecuba.com

PASEO 206 Homey yet refined, this design-led boutique hotel has a coolhued, oval-shaped room for private dining, featuring a carrera marble floor and a mollecular light fixture. It has space for ten people. A rooftop spa with a health bar and plunge pool is due to open in March. paseo206.com

➠ MELIA HABANA

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Set in the affluent Miramar district, opposite the Miramar Trade Centre, this business hotel offers an executive floor named The Level, with PCs and space for informal meetings.

There’s also a fitness centre, three outdoor freshwater pools and a range of restaurants suitable for business lunches. melia.com

Go for a spin For a vintage car tour of Havana, with themes ranging from Ernest Hemmingway to ‘Havana at night’, contact vintagetour-cuba.com or book via the Malecon633 hotel, which opens this month.

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Clients choose me for the same reason I choose my bank.

Expertise Expert guidance and support for professional businesses Our Relationship Managers are specialists in business banking.

Their in-depth knowledge of the professional services sector means they understand your challenges. From office moves or IT upgrades to supporting expansion, they will work with you, giving you the financial guidance and tools you need to succeed.

Call us 0800 694 0042 Minicom 0800 404 6161 or contact Rachel Cundall, Business Banking directly on 07920 089 199 Monday to Friday 9am-5pm (excluding public holidays).

Calls may be recorded.

47

Travel

THE ECONOMICS OF BUSINESS TRAVEL

It’s all in the eye of the business, says John Burroughes Managing Director, Uniglobe Preferred Travel

S

ince 9/11 there has been a huge amount of global research carried out on the impact of this event on every aspect of personal and business life, there have been far too many potential conclusions to include in this column, but I hope the enclosed words of wisdom (if you care to read them) will add a little something to your companies bottom-line results this year.

One statistic that shone out like a beacon brighter than any other from the 9/11 that we should all take notice of was the undeniable statistics that those enlightened companies that did not do what comes naturally after 9/11 (cut sales and marketing budgets and anything else we can think of) but maintained their sales and marketing budgets and in some

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cases, increased, outperformed all of their competitors over the next 3 to 5 years.

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You may be thinking, what a load of tosh and boring old data, but I would challenge you by asking, how many international orders have you had without meeting with your clients face-to-face?

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Given the recent global events (the vote to leave Europe and the election of Presidentelect Trump) together with the various Parliamentary and presidential votes across Europe in the coming year, I thought it was time to try to eradicate emotion, cut out personal views, and take a hard look at, what the enlightened ones within our business community society look to at, solid data from trusted sources and may be a look back in history for inspiration from which we could learn.

Paul Samuelson, 1970 Nobel Prize winner for economics said “When events change, I change my mind, what do you do”

Travel

So focusing on business travel, my question to you would be how many of you actually measure the return on investment (ROI) on your business travel budgets?

It is very common, as a travel management company, to come across financial and procurement executives that have received instructions to cut travel and entertainment (T&E) budgets. Let’s face it, it’s is an easy budget to cut, during such times people in the sales and marketing arena have but one thought, the song from the original Italian job “The Self Preservation Society” As a prominent international business travel management company, Uniglobe Preferred Travel are members of the Guild of Travel Management Companies (GTMC), as such our membership represents 84% of managed business travel in the UK, (The Voice of Business Travel) we, as you would expect deal in hard facts and data verified by credible and trusted third parties.

In 2016, the GTMC commissioned Oxford Economics to look into hard facts behind all the data of business travel, in order to cut through all the waffle and give us some hard facts that would help us interpret what’s going on globally so we may guide our Businesses Clients accordingly.

So let me enlighten you on their findings: • Business Travel Boosts Trade: A 1% increase in Air Business Travel will boost all UK trade by £400 Million.

• Business Travel Drives Exports: A 1% increase in Air Business Travel increases exports by £160 million and imports by £125 million.

• Greater Air Connectivity Leads to Greater Trade: A 1% increase in air connectivity will result in an increased trade for the UK of around £600 million.

• Increase Your Business Travel: In 2010 an upward trend (post-financial crisis) started, and as the detailed report by Oxford Economics shows, if volumes were to return to the pre-financial crisis levels the next five years, this can add as much as £6.5 billion to the value of UK trade.

I am sure by now many of you are starting to glaze over but lets face it, this is something we all do in our business life when bombarded with facts and figures. We tend to hold onto what we know (or believe in) as fact, and that tends to become our historical experience..

But l would like to jolt you out of your seats as you might be thinking, what a load of old tosh and boring data but l would challenge you by asking “how many international orders

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During such times, people in the sales and marketing arena have but one thought, the song from the original Italian job, “The Self Preservation Society

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have you ever won without meeting your clients face-to-face’?

I am here as the Managing Director of Uniglobe Preferred Travel to offer my assistance in ascertaining your company ROI on business travel and if you don’t know, you should!

So I will leave you with a final thought or two: My name is John Burroughes MD of Uniglobe Preferred Travel, John@uniglobepreferred.co.uk If you want to increase your international business and get closer to your potential new clients, answer me one question.

If you don’t never meet face-to-face, how can you ever see eye to eye.

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Interview

ARCHITECTS OF WELL-BEING Yelo Architects are flying high, winning big project bids and the award for Professional Services at the Sussex Business Awards. but for founder and MD Andy Parsons, nothing matters more than having a happy and healthy workplace. Interview by Ian Trevett.

“I

’ve always wanted Yelo to be somewhere where I want to work, an environment where work is good fun,” says Andy Parsons, founder of Yelo Architects.

It’s not the first time I have heard such a statement, but in this case, the actions certainly match the words.

“Our philosophy is very much focused on ensuring our staff are happy and healthy. We don’t have a culture of long hours. In fact, my remit for business is to try and reduce stress as much as possible. When we take on clients, I will go with my gut feeling of whether those people are going to be the right fit for the office. We had a client a few years ago who made one of my staff cry and we stopped working for them straight away.

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Our growth curve is crazy – our turnover is almost doubling every year.

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“We run meditation sessions on Thursday mornings, we have staff lunches and trips, we have a social event every month and we have a table tennis table. We have a tournament to encourage people to come in here and play. We encourage people to take breaks and go on holidays. We also support staff with courses, including degree and masters courses. We utilise the Brighton Chamber a lot for training and they are brilliant, they put on loads of courses for staff about how to present in front of groups of people or how to manage your time.

“The feedback from entering or winning awards encourages you to do even more. This

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year our whole remit is about health and wellbeing. January is aways a challenging month so we organised healthy treats like massages and acupuncture for our staff and reduced their hours for the month. It went so well we intend to carry on. We’re now doing a lunch each month which is focused on well-being, so we’ll have speakers on mindfulness, nutrition and sleep. It all feeds back and ensures that everyone’s happy and healthy.”

created a horrible work environment. I knew exactly how I would run my own company after these experiences.”

Andy’s passion for staff welfare is rooted in his own experiences as an employee before he struck out on his own.

After graduating from an intense seven year course, Andy joined a local firm working for working on residential projects. After five years, he joined a London practice and took over the management of their Brighton office. It was the best of both worlds: “I was able to keep up with what was happening in London but I was also learning how to run an architectural practice at the same time.” It was all good until 2007.

“I always remember the first architectural practice I worked for. When my Nan in Devon became seriously ill, my boss literally handed me his car keys and said “Go, take my car and see your nan. Don’t worry about getting back until you are ready.” I just thought that’s brilliantly supportive. When I was working in London I was working under an ‘angry boss’, and you never knew what mood he would be in when you walked in each morning, which

“I had been there for three years and then the recession kicked in. Architects are always hit really early in recessions as we are right at the front line. The company closed all of their sub offices and moved everyone who was left up to London. I commuted for two years and absolutely hated it, and the trains then were a lot better than they are now! Also, I couldn’t see a long-term future at the place I was working at.

Interview that’s a nice niche – We’re really enjoying that.

The wine industry is an amazing industry.

“We’d like to see more commercial work, particularly outside Brighton, in Sussex and Surrey. It’s hard for commercial in the towns and cities as the planning system is now set up to encourage more residential. We are seeing a lot of industrial or commercial in rural areas, often in converted farms.”

“Over Christmas I decided to leave, and after chatting to a client who promised me work, I decided to start my own business. I literally started the business from the end of my lounge. It was just me for about 18 months. I chose the name Yelo as I have always liked the colour and wanted something memorable and distinctive” “I won a project for the Brighton Dome ticket office and decided it was the time to get an office and take the next step of taking on staff. I didn’t want to be a one-man band fighting for scraps; I intended to build a larger business, bidding for the big projects I was used to working on in London

The residential side is even busier and the practice is currently working on two big projects: one of 200 flats and another with 180.

The firm is growing fast and they are very ambitious, as Andy explains: “Our growth curve is crazy – our turnover is almost doubling every year. Our market has been growing all the time as more and more people hear about us because we’re quite young still, so we’ve always got people coming in who are new clients.

“We’ve always worn a slightly bigger coat than we needed, and put things into place before we grow. We’ve always been set up

to expand and in our office we have interior designers, architects and technologists. We also have a virtual reality specialist working for us as well, which is really unusual.

“In our office we’ve got Jo, the practice manager, bringing in all the systems. We’ve got a system which programmes all our work, resources and invoicing. We’re very digitally focused here. We also have an office manager, a finance director, a full time digital marketing expert – companies our size don’t normally have these things in place.

“I like the idea of serving London from Brighton. The Brighton brand is quite strong up in London anyway. Certainly when we pitch projects up there, they really like the way we work. However, we also see the need for another regional office. The plan is to expand in Sussex and Surrey and keep growing.”

With such ambitions, it no wonder that Andy need his team to stay healthy and motivated!

www.yeloarchitects.com

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Our philosophy is very much focused on ensuring our staff are happy and healthy.

We don’t have a culture of long hours.

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“When it was just myself and Naomi in the office, we won a big project - One Hove Park, on the condition we could prove that we could resource it. I rang round all my architect mates, who were on short weeks or had been made redundant. I got all of them in to work for me for a period of six weeks and we just delivered this planning application. It got us noticed and triggered more offers.

“We now have a team of 15, which, outside London, is a good size for an architectural office. And we’re working over a really broad scale of projects.”

One area that Andy is keen to expand on is commercial work. “We’re working with Bison Beer, doing the Bison Arms, which is a crowdfunded seafront pub. That’s a really cool project. We’re also working with 64 Degrees restaurant and Oliver Heath is doing the interior design.

“We’re doing more vineyard work as well,

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Coast to Capital LEP

FULL CIRCLE The Enterprise Adviser Network has exciting plans for this new year, says Senior Enterprise Coordinator, Georgina Angele.

O

ver the past six months I have been enthusiastically sharing with you the progress and growth of the Enterprise Adviser Network in the Coast to Capital area. We have seen 20 schools and colleges join the EA Network and over 25 senior business leaders volunteer to become the first Enterprise Advisers working with headteachers and principals in these schools and colleges.

I have recruited four Enterprise Coordinators to effectively up-scale the EAN from 20 schools to 100 schools by August 2017.

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We have seen 20 schools and colleges join the EA Network and over 25 senior business leaders volunteer to become the first Enterprise Advisers working with headteachers and principals in these schools and colleges

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Beki Tonks supports the coastal West Sussex area which incorporates Shoreham across to Chichester and up to Midhurst. She is currently working with 12 centres in the area and has excellent support from The Body Shop International, GSK, URT Ltd, B & W Group Ltd, Southern Water, SAGA, WSP and Parafix Ltd.

Over the rest of the year, Beki will be meeting education leaders in the other schools and colleges in the area and bringing them

Businesses sometimes comment that they feel that local schools and colleges do not fully understand their workforce needs - joining the EAN is a perfect opportunity to get in front of young people who will be considering, and planning for, their careers, as well as working more closely with educators. into the Enterprise Adviser Network. New Enterprise Advisers will be recruited from local businesses to work strategically with the heads and principals of these centres. Their role will be to help embed careers and enterprise into the curriculum, and support the school in increasing the number of engagements that each young person has with business.

“This is a really exciting time to be involved in this programme” says Beki. “Not only do we have some excellent business support, but we also work collaboratively with great stakeholders to create innovative projects

like our CPD twilight training sessions for teachers, regional careers fairs and Coastal STEMfest. I will be actively recruiting senior business people from the local community who are keen to use their business knowledge and strategic skills to support our schools and colleges.”

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A highly experienced business coach, specialising in business development as well as a passionate startup advocate, Ali is often sought out for speaking and opinion piece writing opportunities.

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To find out how you and your business can join the Enterprise Adviser Network and inspire the workforce of the future, contact Georgina Angele, Senior Enterprise Coordinator on 07879 980444 or georgina.angele@coast2capital.org.uk

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Coast to Capital LEP

B

righton and Hove was part of the original roll-out of the EAN across the Coast to Capital area alongside Coastal West Sussex. There are already some fantastic activities happening which are being supported by our Enterprise Advisers from RiiG Ltd, Go Crimson, Work & Learning Opportunities, RARE Business, Inspiring Futures and John Young Media.

Faye Russell, Enterprise Coordinator for Brighton and Hove said: “I’m really looking forward to engaging with the schools in Brighton and Hove and working to connect them with the local business communities through the Enterprise Adviser Network. It’s a very exciting programme to be working on and I’m looking forward to working collaboratively with our fantastic partners and stakeholders.”

We are excited that 2017 will see the extension of our EAN into Croydon. Having worked in South London and Sussex, Pru Rowntree, Enterprise Coordinator for Croydon, is familiar with the range of opportunities and business contexts across the region. We will be working closely with our colleagues at Team London to ensure the embedding of the EAN in the borough’s schools and post-16 provision.

Pru has recently been working on completing a Labour Market Information resource for teachers and careers advisers in our schools and colleges, which can be used to connect the world of work directly to the subject lessons being taught in our classrooms, using local and regional employment data and industry sector profiles.

The most recent addition to this dynamic team of Enterprise Coordinators is Ali Golds. Ali knows what it takes to start your own business - she’s started and built companies in a variety of industries from bespoke furniture, through to media recruitment, marketing and enterprise education consultancy. She’s spent the last six years working with those who want to work for themselves, predominantly young people and women; coaching and mentoring them to achieve their goals.

Ali Golds

A highly experienced business coach, specialising in business development as well as a passionate start-up advocate, Ali is often sought out for speaking and opinion piece writing opportunities. She has featured in The Big Issue, Vonage Home Business 100 report, and commented on topics on Channel 5 News. She’s worked with hundreds of startups, a wide range of educational institutions, organisations and enterprise societies, including City and Guilds, NACUE and AOSEC. Ali was lead adviser to Lord Young on the ‘Enterprise for All’ review in June 2014, which recommended, amongst other things, the implementation of the Enterprise Advisers Network, which she is delighted to be working on, supporting schools and businesses in

the Gatwick Diamond region, which include Crawley borough, Horsham and Mid Sussex Districts.

Ali is also author of the books ‘How To Be Your Own Boss As A Single Mum’ and ‘88 Ways To Make More Money In Your Business – Starting Today!’; and her new book ‘Mindset Matters’ will be published this year.

In addition, Ali is a mentor and Global Adviser for the Womenpreneur Initiative, which helps female founders in the MENA region, and is a newly appointed contributor to Empowered Magazine.

I’m thrilled to have been able to build a team of such high calibre to support the growth of this fantastic initiative. From February, I shall be taking up a new role at the Careers & Enterprise Company as the Regional Lead for the South East and supporting the EAN teams in Essex, Kent, Sussex, Surrey and South Hampshire to further expand the EA Network. I know I’m leaving the Coast to Capital EA Network in the most capable of hands! So my final call to action is: Businesses sometimes comment that they feel that local schools and colleges do not fully understand their workforce needs - joining the EAN is a perfect opportunity to get in front of young people who will be considering, and planning for, their careers, as well as working more closely with educators.

Join today and be at the forefront of careers and enterprise education for your future workforce!

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Taxation

VALUE ADDED TECHNOLOGY VAT International have embraced new technology to remain ahead of the game on advising on VAT issues. In 2016, the company won the Innovation and Technology Award at the Gatwick Diamond Business Awards. Martyn Redman, Chief Executive of VAT International explains how embracing new software has made such a difference

“B

eyond the everyday world … lies the world of VAT; a kind of fiscal theme park in which factual and legal realities are suspended or inverted” said Lord Justice Sedley, UK Court of Appeal 2001.

Oh how different from the then Chancellor of the Exchequer Anthony Barber’s declaration prior to the UK’s introducing VAT on 1st April (the date won’t escape you) 1973: “VAT will be a simple tax on the supply of goods and services”.

If you add in dealing with EU VAT, it can quickly feel very complicated. In theory all EU countries follow the same rules but in reality

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they do not. This is exacerbated by the concept of ‘derogation’: there is even a separate EU Article which deals with this!

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How do small companies deal with the varied requirements of different countries’ VAT returns. Italy, for example, has nearly 600 boxes to complete

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There are tens of thousands of products in the UK alone; different rates apply standard, reduced, zero, margin schemes and exempt. This is multiplied by 28 countries, all with differing standard and reduced rates and different procedures. And all these change regularly.

Even the most ‘simple’ VAT has become a complicated Europe-wide minefield. Sedley looks right.

So how to deal with ever more complicated

Taxation questions by clients from Chicago to Chongqing? Whilst great for our consultancy revenue, answering them safely and yet remaining cost effective was a challenge.

It was becoming more difficult to provide our routine international VAT recovery and VAT return services with the ever increasing volumes of financial data being sent to us.

We decided technology was the inevitable way to go. Improvements to our operating systems was a starting point but we decided to go much further.

After five years, many headaches, and hundreds of thousands of pounds, we had developed our VAT forensic software. It gave the ability to upload half a million records for a client over the last three years, and with one click (well maybe a few!), we could run specially designed VAT tests and, hey-presto, a list of all the potential VAT errors was identified.

Clients, both here and abroad, were delighted that we were helping with their corporate governance and accountability. We thought it was great - time saved, revenue from an additional service, more effectiveness and more transparency for our clients. My team are now free to focus on what we were really good at – investigating the complex stuff.

We were delighted that Gatwick Diamond judges thought so too!

We have found all kinds of errors. I won’t mention names to protect the innocent (or should it be guilty!). We discovered VAT not claimed on purchases or overseas expenses, invoices showing incorrect VAT, or not showing it at all, inconsistent treatment of intercompany invoices. Hundreds of times we’ve detected VAT paid twice (in one case 3 times!) and underlying duplicate payments. One of these was a real nugget - a £3million duplicate payment for gold. I wish we had been paid commission for that one!

invaluable, both in-house and to clients.

However, EU VAT legislation is still constantly changing - viz the ‘Rumsfeld-esque’ known unknowns: the Mini-One-Stop-Shop (MOSS) is about to be extended, plus distance sales thresholds will rise. And of course the as yet unknown changes arising from Brexit.

Even without these changes how are businesses that trade in Europe expected to cope? The hurdles are many.

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We’ve detected a £3million duplicate VAT payment for gold.

I wish we had been paid commission for that one!

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Consider a multi-national with numerous subsidiaries registered in multiple EU states.

Hundreds of VAT returns, Intrastat reports and EC Sales Lists may be required: many monthly.

Either they require an in-house team with up to date training or they pay to outsource it to specialists like ourselves.

The same applies for small businesses trading in just one or two countries. Aside from language, how do they deal with the varied requirements of different countries’

VAT returns. Italy, for example, has nearly 600 boxes to complete.

At present, most of those working in the VAT industry - tax authorities, companies and agents - are not fully exploiting the potential of technology in dealing with VAT problems.

We can either get ahead of the game or wait for problems to hit us. It seems blindingly obvious to me that technology has to be utilised further and in depth.

In January, VAT International launched VIVAT – an on line application to do VAT returns in any EU country. It is effectively a fully automated DIY approach. There is no software installation or up-front costs – just pay as you go.

You might say, “But Sage does my VAT return.’ Of course it does! But does it run VAT compliance checks at the same time?

Does it also do an Austrian Return with VAT compliance checks thrown in? And what about Germany, France, Belgium and all the other EU states? And can it prepare 14 countries ready for submission simultaneously in less than a minute?

Technology can be a great friend: that is why we have embraced it.

We aim to make VAT simple: Barber not Sedley. martyn.redman@vatinternational.com

www.vatinternational.com

All of the expertise and knowledge in the world is of no use if the data itself is incorrect.

We have seen countless examples where this is the case. All it requires is someone to input incorrect VAT Codes and the VAT Returns and other reports are incorrect.

To make matter worse, tax offices are becoming more stringent with more inspections and large fines for non-compliance.

This, combined with personal liability for finance directors, becomes a growing threat.

As Ronald Reagan said, “Trust but verify…”

This is a good maxim for financial reporting.

Our VAT data analytics have therefore proved

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Interview

GENIUS COMMERCE Selling software to a Silicon Valley tech leader is like selling ice to the Eskimos, but that is exactly what Brighton’s Gene Commerce has just achieved. The agency has sold a innovative Content Management System to e-commerce giants Magento, creating 20 new jobs in the process. PBM asked MD Matt Parkinson how the company pulled off this exciting deal and his views on the progress of Brighton’s digital hub Can you introduce Gene Commerce to someone who is unfamiliar with your work?

Since starting in 2013, we have evolved from being a boutique e-commerce agency in Brighton to one of the most effective Magento experts in the UK delivering e-commerce websites, services and consultancy to brands such as Hornby, Scalextric, Protein World, Green People and Gandys and developing cutting edge software products for PayPal and Magento.

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Brighton has the capacity to live up to the Silicon Beach moniker, but as a city we need to get serious about investing in people, in infrastructure and start-ups.

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How did the company start and grow?

Gene has enjoyed tremendous growth over the past three years due to the ability and dedication of the team. Growth has been organic, like most agencies, a couple of big project wins, most notably Hornby and Scalextric contracts which gave us the confidence and exposure to expand the business.

Our progressive employee-owned structure encourages a culture where everyone feels

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enthused, empowered and motivated and this has had a huge impact on the way the business operates.

You have just sold a CMS software system to Magento.

Can you describe what Magento is and why it is so influential?

Magento is an open-source e-commerce platform that enables people to develop and run their online stores and businesses.

Magento will celebrate its 10th anniversary this year since its release and in that time it has grown an enormous user base worldwide, reportedly commanding a 30% market share amongst the 30 most popular e-commerce platforms. In 2011 it was acquired by eBay and

four years later sold to a US private equity firm.

In January they received $250M investment to enable their growth strategy. What makes Magento so successful is the thousands of developers and contributors around the world building and creating extensions and plugins forming a unique ecosystem and community.

Do you solely work on the Magento platform?

Yes, we work solely with Magento and specifically the Magento Enterprise Edition.

Magento 2, the latest incarnation was released 12 months ago and presents huge opportunities for the future, we are involved in some exciting projects using the new M2 platform for both Business-to-Consumer and Business-to-Business.

Interview There are some amazing success stories and global players in Brighton within the tech industry. But no, we’re not Silicon Beach … yet, Brighton has the capacity to live up to this moniker, but as a city we need to get serious about investing in people, in infrastructure and start-ups. We established a Gene Academy last year to help and support apprentices venturing into the coding world and we have an initiative called the Gene Pool that encourages and invests in innovation to get new products and ideas off the ground.

You spotted a gap on the Magento platform. How did you discover there was an area for improvement?

We are huge fans of the Magento platform; we’ve used it successfully for years and thanks to its open-source architecture we have been able to grow our clients’ businesses and build a whole variety of complex and bespoke functionality. The challenge that we continued to face together with our clients was that of content management. It is well documented that this is not one of Magento’s finest features and whilst Magento does many things very well, content management is not one of them, a basic WYSIWYG (simple tool for formatting online content) just doesn’t cut it anymore. Many Magento stores simply bolt on WordPress (an open-source blogging and CMS platform) that has a far more intuitive and user-friendly approach to content management. There is nothing wrong with this approach but for us it never felt like the most elegant solution.

We weren’t satisfied. We decided we wanted to do something about it. 12 months ago we engaged with a number of our clients to set about creating a tool that would help them with deploying their content strategies quickly and effectively and remove the barriers they faced.

Working alongside merchants, retailers, agencies and developers we created BlueFootCMS, a comprehensive CMS and Page Builder tool with one aim; to empower Magento users to create fantastic content quickly and easily without the need for other platforms or systems.

We knew we had a game-changing product, as an agency we had been using it for over a year, powering some of our top clients’ Magento. Our clients told us that now they couldn’t imagine working on Magento without it - a fantastic endorsement so we released it to the wild. We launched the software to the

Magento community on 1st April 2016 at the Magento Imagine conference in Las Vegas, the biggest gamble we have made!

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We knew we had a game-changing product, as an agency we had been using it for over a year, powering some of our top clients’ Magento. Our clients told us that now they couldn’t imagine working on Magento without it.

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This deal will be noticed in tech circles as it is unusual for Magento to buy in software.

What difference will this make to the company?

Six months on from launching the product Magento approached us and very quickly acquired the BlueFootCMS technology. We are now supporting and assisting Magento with the process of integrating it into the core platform. An amazing result and a huge testament to the hard work, innovation and ability of the development team here at Gene.

The recognition the agency has received from around the world over the past few weeks has been fantastic and our hope is that this deal will support and enable our very ambitious plans for the business over the next few years.

How successful is the digital sector in Brighton?

Is the Silicon Beach moniker deserved? If so how has Brighton become such a key hub?

You also do bespoke work for niche brands such as Green People and Gandys. How can you transform a brand’s e-commerce offering?

We work with brand owners that are embarking on aggressive and ambitious growth strategies. We take a very commercial approach to helping companies with their online businesses looking for creative and innovate ways to differentiate them. We don’t start a relationship by saying we can design and build you a website, we start by asking what you need your e-commerce business to deliver in three years time. In the constantly changing world of e-commerce, the only way to ensure success is for businesses to be able to quickly adapt and change - to embrace innovation.

What does the next 12 months hold for Gene Commerce?

We have just embarked on our own ambitious growth strategy, recruiting heavily at the moment to help us deal with new demand we are seeing and we are investing in new software products. We’ll probably have another trip to Las Vegas as well!

www.gene.co.uk

57

Technology News

CLOUD TALK NEW OFFICE 365 ONEDRIVE FOR BUSINESS ADMIN CONSOLE Microsoft have started rolling out a dedicated ‘OneDrive for Business’ administration console. To access the new console you will need to have set your Office 365 tenant to ‘first release’ and then visit http://admin.onedrive.com.

Once logged in you have these options:

PCs joined to a specific domain • STORAGE allows you to manage the default storage allocated to each user along with retention times for deleted users ‘OneDrive’ information

• SHARING allows you to control who outside your tenant can receive shared files

• DEVICE ACCESS controls access based on network location alongside controlling ‘OneDrive’ mobile device policies

• SYNC controls whether users can install the sync client from the ‘OneDrive’ website, block syncing of specific file types and syncing

• COMPLIANCE allowing you to control compliance features including Auditing, Data Loss Prevention and Retention

SKYPE FOR BUSINESS CLOUD PBX

MICROSOFT STAFFHUB

If you are a sole trader or small business, consider moving to Skype For Business Cloud PBX with our help at The Cloud Consultancy. Skype for Business Cloud PBX enables you to operate your business phone system in the Cloud, removing the need for your traditional PBX, eliminating hardware and maintenance costs.

If you work within the travel, retail, hospitality, restaurant, healthcare, construction or another service related business sector, take a look at ‘StaffHub’. It’s a new Office 365 application designed to help employees - who do not have their own office, desk or computer - manage workdays with schedule management, information sharing and the ability to connect to other work-related apps and resources. Employees can view shift schedules and receive updates from managers on their smartphones (currently iOS and Android).

• Skype for Business Cloud PBX enables your employees to make and receive business calls from anywhere, using any device of their choice; meaning they’re no longer tied to their desk phones

• Cloud PBX in Skype for Business works with Office 365, so your system is always up to date with state-of-the art features, at no extra cost

StaffHub’s core is the calendar which managers use to set schedules and where employees can see who or where they are working on a given day. If a conflict occurs employees can use the app to swap shifts with a co-worker. Swap requests are sent to a manager for approval and updates, along with any other notifications which are then automatically sent to the entire team.

• Skype for Business enables you to replace your legacy PBX, dramatically reducing phone bills, as you only pay for what you use, on a per user, per month basis

There is a separate area within the app to post documents, a staff handbook for example, and a messaging platform for quick communications between a team.

Skype For Business Cloud PBX http://thecloudconsultancy.eu/cloud-pbx/

‘StaffHub’ is included with all the Office 365 Business Plans.

• Thanks to Cloud PBX’s easy scalability, your phone system can grow from just one to multiple seats at a time • Employees working from home, on the move or sitting at their office desk still get the same resilient security and functionality features

The Cloud Consultancy Europe are authorised Office 365 resellers

If you would like help and advice with your IT infrastructure call me. t: 00 (44) 1342 716873 e: jamie.shaw@thecloudconsultancy.eu w: www.thecloudconsultancy.eu

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uk.linkedin.com/in/shawjamie

SHINE BRIGHT LIKE A DIAMOND As we celebrate the best of business 2017

T HE GATWI CK DI A M O N D B U S IN E S S AW A RD S 1 6T H MAR CH 2017 Join us in the Millennium Suite of the Copthorne Effingham Park for a pre-dinner reception hosted by Irwin Mitchell, before taking your seat for a sumptuous three course dinner with wine.

Our presenter for the evening will be the acclaimed actor Stephen Mangan, who has appeared in some of the UK’s best TV comedy of recent years, including Episodes, with Matt LeBlanc.

This Strictly Black Tie event will see the very best of the Gatwick Diamond Business community come together in celebration of the World-Class businesses operating in this World-Class destination.

6.30pm - Evening starts with Pre-Dinner Reception Sponsored by Irwin Mitchell 7.15pm - Take your seats for Dinner 9.30pm - Stephen Mangan 10.00pm - Presentation of the Gatwick Diamond Business Awards 11.00pm - After-Show Party 01.00am - Carriages

For more information and to download an entry form, visit:

WWW.GATWICKDIAMONDBUSINESSAWARDS.COM

59

Motoring

WHO PUT THE E IN EXCELLENT?

By Motoring Editor, Maarten Hoffmann

W

hen a manufacturer decides to totally revamp one of their most important models, you can normally stand by for oodles of disappointed or bundles of joy. It’s a brave thing to do - as they say “if it ain’t broke, don’t fix it” and although the Mercedes-Benz E-Class was certainly not broken, it was time for a redesign. And oh boy, what a cracking job they have done.

❝

Don’t tell Mercedes, but l could not resist driving towards a brick wall to test it. I am overwhelmed with joy that it works.

❞

The E-Class has been with us since 1993 with the E, as a suffix, initially standing for Einspritzmotor, (German for fuel injected engine). Once all models had that feature, it

60

was moved to a prefix to denote the model.

The E-Class is Merc’s best selling model with over 13 million of them sold as of 2015. This new model will continue this trend, l am sure.

There are few better badges to have on the bonnet of your car than the three-pointed star and most agree, hence it won the Best Business Car in the 2016 Telegraph Car Awards.

The body is a handsome beast although rather understated but climb inside and you understand why the Germans are the masters of their craft. It is luxurious, brilliantly bolted tougher and with more safety equipment than l have space for - even if l had another eight pages. The large colour screen dominates the dash with the option of another screen that makes the dash totally virtual with assorted customising options.

Mercedes models are all renowned for their pillow-like drive and although the less powerful models come with standard suspension, they can all be upgraded to air suspension, which to me is a no brainer.

We also have another of the company’s trade marks - the noise, or lack of it. It is

virtually silent on the road and even with the diesel engine, there is barely a whisper. The compromise is some wobbling on bumpy B-roads but l will take that compromise any day.

❝

The E-Class has been with us since 1993 with the E, as a suffix, initially standing for Einspritzmotor, (German for fuel injected engine).

❞

I am a bit of a sucker for great leather seats and here l was in my element. Beautifully hand-stitched with only the finest unblemished leather - l could sit here all day without ever driving.

Mercedes is still the only manufacturer offering the auto control on a stalk off the

Motoring mode that will, supposedly, stop an idiot like me from crashing. I tried it and it works although it is still a surprise event even to someone like me who drives 52 new cars a year. l am just not used to the car taking control but it really is quite mesmerising and, don’t tell Mercedes, but l could not resist driving towards a brick wall to test it. I am overwhelmed with joy that it works.

You will never notice the automatic changing gear as it does so with sublime efficiency and the steering is equally effortless with an impressive turning circle. The other thing that impresses is the linear movement of the pedals. There are no jerks or stuttered action when you accelerate or brake just a smooth fluid movement and this is something that has only ever really been evident in top of the range Merc’s. I have personally driven an S-Class for years and am very used to it but when l had an old E-Class Estate this fluidity was absent. This is quite a class act.

steering column thus leaving acres of space between the front seats and they have made good use of it. Assorted storage bins take the space, below a real old fashioned clock - yes an actual clock in this annoyingly digital age.

❝

The new E-Class, like all Merc’s, does not come cheap and you can certainly get a cheaper car that will do some of what this will do but for the money, you will not find a car on the market that will do everything this will do. The compensation here is the residual value, the astonishing build quality and the pure pleasure of driving. Go and test drive it and you will understand.

Your local dealer:

There are few better badges to have on the bonnet of your car than the three-pointed star and most agree, hence it won the Best Business Car in the 2016 Telegraph Car Awards.

❞

Mercedes-Benz of Guildford Mercedes-Benz of Hindhead 0330 0197893 |

www.sandown-group.co.uk

TECHNICAL STUFF Model tested: E-Class E220d Engine: 1,950 cc

Amongst the engine line-up is a brand new 2.0 litre engine, codenamed OM654, capable of 0-62 in 7.5 seconds and with enviable economy and emissions. There is also a 3.0 litre V6 diesel, a 2.0 litre petrol hybrid and a 3.0 litre V6 AMG model.

Power: 194 bhp

Driving is made easier with all the tech gizmos such as the new Drive Pilot enhanced adaptive cruise control and it has a semi-autonomous

Economy: 72.4 combined

Performance: 0-62 mph 7.3 seconds Top Speed: 149 mph Price from: £36,230.00

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Motoring

THE GERMANIC SWEDE

By Motoring Editor, Maarten Hoffmann

W

ould you think of buying a Volvo rather than a BMW, Mercedes or Audi? No, of course not, but stop right there and put away your (and my) preconceived notions because l have just driven a German swede - and there’s a sentence l never thought l would write!

The S90 is handsome, refined, well-built and great to drive. It had better be of course as it’s entering the lion’s den – the sector that hosts the BMW 5-Series, Merc E-Class and Audi A6 so ten out of ten for courage. This should not be too much of a surprise as the Chinese company, Geely Holdings, paid Ford $1.8 billion for the Volvo company and have since pumped in a further $11 billion.

The interior is really well thought out and with the use of fine grade materials and really excellent Nappa leather seats they are in with a shot. I think they could have done without the silly woodesque bits and pieces but nevertheless, a very nice place to be. The

central screen is huge and reminiscent of the Tesla S screen and it does everything it should, once you have worked out all the copious sub-menus. Interestingly, it will actually communicate with your service centre and book itself in for a service.

The 8-speed auto box is standard and it shifts in total silence and the whole car feels light and nimble with great throttle response.

Grip in the corners is good and responsive but you do experience that slight lack of balance often found in large front wheel drive cars (cornering under power) but the answer to this is to select the 4WD version. You then get the balance expected and a go-anywhere car. Although l must say this is not a car that begs to be thrashed. Instead, it urges you to be calm and collected and waft around and, choose the optional air suspension, and you will literally be wafting around.

The S90 comes with either the 190bhp 2.0-litre D4 Momentum with front wheel drive

or the blown D5 versions offering 232bhp and four-wheel drive and there’s a T8 plug-in hybrid on its way.

As far as safety goes, there is too much to list. Suffice to say that it is covered in clever sensors and air bags and if you are about to visit a ditch, it will not only stop you but then steer you back onto the road. It even comes with the world’s first pedestrian, cyclist and animal detection system. It is probably one of the safest executive saloons on the market.

There is one very annoying feature. The key. Silly l know but the large key fob is totally blank on both sides with the tiny function buttons buried on the side. This is bloody annoying every time you need to use it. Fiddly and very, very annoying and one of the worst fob designs l have ever come across.

Overlook that and you have a very good car indeed and it heralds an exciting new chapter for the company and some serious competition for the Germans.

TECHNICAL STUFF Model tested: S90 D4 Inscription Engine: 2.0-litre Power: 190bhp Performance: 0-60mph 7.9 seconds Top: 140mph Economy: 64.2 combined Price from: £35,955.00 The offending article

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As tested: £42,030.00

THE NEW FORD

KUGA

Powerful, good-looking and a great communicator.

With its range of economical engines, bold styling and sophisticated SYNC 3 touchscreen, the new Ford Kuga really is the whole package.

Experience it now at Birchwood Ford.

Birchwood Ford

Lottbridge Drove, Eastbourne, BN23 6PX 01323 407099 Eastbourne Road (Nr Uckfield), Halland, BN8 6PS 01825 700737 Sedlescombe Road North, St. Leonards-on-Sea, TN37 7SQ 01424 230865 www.birchwoodford.co.uk Important information Official fuel consumption figures in mpg (l/100km) for the New Ford Kuga range: urban 30.1-58.9 (9.4-4.8), extra urban 44.8-67.3 (6.3-4.2), combined 37.7-64.2 (7.5-4.4). Official CO2 emissions 173-115g/km. The mpg figures quoted are sourced from official EU-regulated test results (EU Directive and Regulation 692/2008), are provided for comparability purposes and may not reflect your actual driving experience.

63

The Family Zone

The Leasing Zone

The Car Care Zone

The Classic Motors Zone

The Innovation Zone

64

The Leasing Zone. As contract hire, leasing and fleet management become increasingly prominent in the motor industry the way in which people fund their vehicles is changing. To find out more about these options and how you could benefit, be sure to visit this zone.

The Car Care Zone. If you are looking at ways in which to maintain your vehicle, both mechanically and aesthetically, then this is the zone for you. From dent removal and paint shop work to oil and lubricant specialists this will be an enjoyable and educational visit.

The Classic Motors Zone. For a step back in time and a dose of nostalgia this zone offers the classic car lover a variety of models to view and Falmer Classics will be conducting a classic car auction on the day. Watch this space for details of beautiful classic cars that you can buy and take home.

The Innovation Zone. Motors are not just for petrol heads as manufacturers continually advance technology to produce more efficient and effective vehicles, the future is set to be very different for motorists. For a fascinating glimpse into the future, visit the Innovation Zone.

The Motorcycle Zone

The Test Drive Zone

The Family Zone. The Motor Show is family friendly and you can be sure to see a huge variety of activities for small kids and big kids alike! From active simulators to advice on family vehicles, this zone is not to be missed.

The Motorcycle Zone. For the lover of two wheeled transportation this zone is a must. Whether you are interested in learning how to ride, road safety, the latest equipment or new deals on bikes, you will find all your answers in this zone.

The Test Drive Zone. Unlike other motor events and shows, visitors will have the option to test drive the latest vehicles. If you have a vehicle you would like to test drive keep updated with all motor show news.

The Motorsports Zone. As motorsports continually battle to edge seconds off lap times, improve engines and The generate more and more divisions, Motorsports the motor show will bring you bang Zone you to date with what is happening and the headline sponsor, Mobil 1, will be presenting their Formula 1 simulator to enable visitors to get a taste of the fastest sport in the world.

The Go Karting Zone

The Go Karting Zone. QLeisure, also known as Brighton Karting, will be offering kart rides for visitors to test their driving skills. Karts will be available for both adults and children and a few prizes may even be up for grabs.

www.brightonandhovemotorshow.com

We are delighted to announce that Mobil 1 will be the headline sponsor for the Brighton & Hove Motorshow. Not only will they be offering a unique insight into their involvement in performance and motorsports vehicles but they will also be demonstrating their exciting Formula 1 simulator – the closest visitors will ever get to understanding what it’s like to drive one of the fastest cars in the world.

The Motorshow is growing so fast we can barely keep pace and this event will be the most exciting motorshow ever to have been mounted in the South East.

Pre-registered tickets are free but you must register here: www.brightonandhovemotorshow.com

EXHIBITORS

SPONSORS HEADLINE SPONSOR

CHANDLERS EXCLUSIVE MEDIA SPONSOR AND OFFICIAL EVENT PROGRAMME PUBLISHER BRIGHTON | HAILSHAM WORTHING

PLATINUM PUBLISHING G R O U P

65

Interview

BRIGHTON BACK ON THE MOTORING MAP It’s been 12 years since Brighton last hosted a motor show. In June, the new Brighton & Hove Motor Show takes over the Amex Stadium for a weekend. Event Director Bud Johnston explains why the city needs a big motor show. proud, that we’ve had the initiative to take it on.

We’ve had a really good level of engagement from dealerships because there is no general motor event where they can turn up, have an exhibitor plot and feel that it is their event. All the local dealerships are behind it and they’re really involved in it. The plan is to be an annual event, where they can then show everybody locally what’s going on with their dealerships and what’s going on in the motor industry. It has also brought everyone together which is a great thing.

What can you expect to see and do at a motor show?

We’re aiming to put on an event with many different types of experiences to engage the visitors.

We have divided the site into zones. These include a family zone with a bouncy castle and kids’ activities, a motorcycle zone and a classic motor zone. We will have a big classic car auction which is always good fun. We’ve got a leasing zone, a car care zone, an innovation zone, a go-carting zone and a motorsports zone

Why do you think we need a motor show?

There is definitely an appetite for an event. In my day job at Rivervale, we turn up at events as exhibitors and do a lot of promotions but in general they’re not tailored to our needs. We have been looking for an event that works for us, but they just aren’t there. The closest event is the Goodwood Festival of Speed, but that is more geared up for the manufacturers. So we started discussions about doing a big local motor event.

Brighton used to have a motor show. What happened?

The last time it was held was about 12 years ago. People have fond memories of the Brighton Motor Show at the marina, but back then its was a flat, open-plan space. After the marina was developed it was no longer an option. It went to the racecourse, which just isn’t the right venue for a motor show, unfortunately.

Now we have the AMEX stadium, which is the premier venue in the South East. They’re equipped for the kind of footfall traffic that we hope to see there and they have won awards for their events side.

Are you surprised that there hasn’t been a motor show in 12 years?

It does seem strange, and the general response when we approached dealers, was “Why has no-one done this before?” It made us feel quite

66

We also have a test drive zone, which is our USP, because there are very few motor events where you get the opportunity to test drive a vehicle.

We are using both the internal and external concourse, so there will still be loads going on if the weather is bad.

So far we have BMW, Mercedes-Benz, Audi, Porsche, Tesla, Mini, VW, Smart, Citreon, Kia and Hyundai involved. We will also have some great vehicles in the motorsport zone.

We asked all the manufacturers to tell their audience that they’ll be here, so BMW and Audi have been promoting the show to their database. It is only just into January and we already have 4,000 people registered for the event. We’d like to see 10,000 there over the weekend.

The Brighton & Hove Motor Show takes place at The Amex Stadium on Saturday 10th and Sunday 11th June. Register now for free tickets at www.brightonandhovemotorshow.com

Motoring

PLATINUM CLASSICS I n last month’s issue, l presented an overview of the classic car market and the tremendous investment potential this sector offers. If you missed it, go to our website and look in the Motoring section – it might surprise you.

In this issue l am going to take a closer look at one particular car that is very close to my heart – the Jensen Interceptor. I loved this car and owned two of them and was sold the minute the sales guy mentioned that it had two horns – one for the town and one for the country, to ensure it didn’t frighten the horses. Brilliant. We all have stories of that car or that house that we wish we still had as the value had shot up – the Interceptor is one such car. Beautiful, stylish, fast, luxurious with that glorious wrap round rear window – it really did have it all and now the classic car market is finally waking up. With values greatly improving there is a limited time to find one before the price rockets.

Built by Jensen Motors in West Bromwich from 1966 to 1976 and designed by Carrozzeria Touring of Italy, with the body originally made by Vignale – a name that Ford have recently re-introduced. Available with either a 6.2 litre or 7.2 litre Chrysler engine, the variants included coupe, convertible and the most valuable, the four-wheel drive FF. It boasted 0-60 in 6.9 seconds and a top speed of 145mph – this was seriously quick in those days and none too shabby now.

There was a total of 6,407 Interceptors sold with a starting price of £5,340 in 1966 and there are probably less than 1,200 still running.

FACTS & FIGURES Production:

1966-1976

Variants:

2/4 Hatchback 2/4 Convertible 2/4 Coupe 2/4 FF

Price new:

£5,240.00

Average now:

£26,000.00

Potential now:

£69,500.00

Future potential:

32% pa

Today an excellent condition Mk.1 model will sell for £37,500 with a Concours model fetching £69,500 dependant on model, miles and spec. Search the motoring mags and you can find them available from as little as £19,000 but buy a lemon, and, like boats, there will only ever be two good days – the day you buy it and the day you sell it. Pick a good one and throw £10,000 into it and you will have a beautiful, useable £40,000 investment that will only ever rise in value.

67

Table Talk

And so to food

By Amanda Menahem

The exterior at Plateau

D

ecember was blighted by winter bugs. The whole month was spent lurching from one Christmas event

to my sofa and back to another. In the end, it was a much quieter festive month than the usual shenanigans, which nearly always culminate in an almighty food and booze crawl through The Lanes, soaking up the Christmas atmosphere in the days leading up to the 25th.

But it was not to be. I was barely able to

❝

Either I want to go and see a band play live (which I usually don’t) or I want to enjoy food and conversation (which I always do). The two don’t mix in my view.

❞

drag myself about and I know I wasn’t the only one. Nevertheless, I managed a few choice experiences in the month.

First up I was invited to try out the new menu at Hotel Du Vin. I was impressed by my sea trout almondine, a trout fillet fried in almonds, with a pea and broad bean fricassee.

My friend’s pork belly was a joy to behold - they

croquettas, a glazed pork belly with celeriac

I returned to the Market Bar in December (having become slightly addicted to more

than one of their dishes) accompanied by the wonderful Chef Kanthi from the Curry Leaf Café. We shared a bottle of Ridgeview and

really know how to do pork here. Courgette

worked our way through the menu, and each

frites were surprisingly good too. A delicious

others’ on-line dating possibilities.

supper.

As well as favourite dishes already written about last month, we enjoyed some satisfying

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puree, and an Oreo chocolate delice with hot chocolate sauce. We decided the food was conclusively more satisfying than our dating prospects.

The following week, I attended the Christmas wine tasting event at Fourth and Church with my friend Luca. A fun evening with a generous selection of wines and food to match, and a great atmosphere. If you’ve not been to one of their tasting events, I’d urge you to do so. The other highlight of the month was dinner at Wingrove House in Alfriston.

Read my full review on page 74.

In December I also had two opposing experiences at Skyfall in Hove, a venue that both confuses and scares me (the name, the loud live music and the emptiness whenever I’m passing). However my lovely friend Andrew Kay had raved about it and as I know the chef comes from 24 St Georges, I decided it was worth checking out.

Table Talk

❝

My friend’s pork belly was a joy to behold - they really know how to do pork here. Courgette frites were surprisingly good too.

I visited for lunch first of all. The lunch menu I was presented with did

❞

not match what was shown on the website, and didn’t seem particularly lunch-like. I could find absolutely nothing I wanted to eat. The wine list is one of the worst I have come across; a poor selection by the glass and not enough variety by the bottle. I mean, why would you have two new world Sauvignon Blancs on a menu of only seven whites? I fancied a glass of red. The only two on offer by the glass were either an Argentinian Malbec or a South African Pinotage. Both very full bodied wines. I wanted something lighter. I spotted a Pinot Noir by the bottle and asked if they would sell me a glass. No, I was told, as the till could not cope with it. What a shame for a restaurant who must surely be trying to win customers.

I ate a mediocre burger, coleslaw that tasted shop-bought and chips that underwhelmed. I do think the chef was off during this experience, as it was totally different when I returned a couple of weeks later. I enjoyed a fantastic celeriac and truffle soup, roasted salmon, and a

Canapes at Fourth and Church

chocolate pave. All very well executed. I was impressed. They just need to sort out the wine list.

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We shared a bottle of Ridgeview and worked our way through the menu, and each others’ on-line dating possibilities.

❞ I will definitely return on a night when they don’t have the live music.

Either I want to go and see a band play live (which I usually don’t) or I want to enjoy food and conversation (which I always do). The two don’t

Glazed Pork Belly at Market Bar

mix in my view. One detracts from the other. But hey, perhaps I’m not their target market.

The month and thus year ended back at Plateau (of course) where I delighted in a glass of sparkling Negrette (a great alternative to rose Champagne) with their ham hock pakoras and finally at Fourth and Church where I enjoyed an inspired dish of savoy cabbage, pickled sautéed mushrooms, porcini cream and a chestnut crumble; rich, earthy, indulgent and yet light. And it was indeed Fourth and Church who came to my rescue by creating a selection of Christmas canapés for me to take up to my parents on Christmas Eve. The team there are just so delightful, nothing is too much trouble.

Reading this article back, I feel I must apologise, dear reader.

December somewhat lacked in venue variety, sticking as I did to my tried and tested favourites. This year I must do better.

Roast Salmon at Skyfall

69

Table Talk REVIEW

The Wingrove

By Amanda Menahem

“U

gh, this is further than I remember” was my comment to my dining partner as we queued

in rush hour traffic on our way to Alfriston, home to our dining venue of choice that evening, The Wingrove.

As we drove into Alfriston I was reminded of how pretty this village is. I had been once before as part of a ramblers’ hike (one of my many indulgence-countering measures) but

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A chestnut and chocolate torte tempted me. Oh, and the cappuccino iced parfait served with shortbread spotted on a neighbouring table… next time

❞

this time it was full of twinkle and festive adornments. The stress of the journey quickly melted away.

Wingrove House is a grand period house converted into a hotel. Once I’d taken in its

so much at this time of the year. The log fire went a big way in countering this, and I am told that the décor is to be changed this new year.

On to the food. To start I went for cream of celeriac soup with truffle croutons and my dining partner went for the duck, pistachio and prune terrine with cranberry relish and sourdough toast. While we waited we nibbled on cauliflower cheese fritters with Brighton blue cheese dip. Given the trend for all things fritter or croquette at the moment, it was nice

General Manager, showed us through to the

to see some classic comfort food reinvented

dining room and seated us in front of a roaring

in this way. The flavours and texture were

open fire. Big tick!

delicious but the fritters were slightly too

beautiful period features, fabulous terrace

What is to be my only real criticism of the

greasy. The soup was rich and comforting – I

and gardens, and cosy drawing-room style

entire Wingrove experience is that the dining

do so love all things celeriac. I couldn’t detect

bar, I immediately felt that this was going to

room is somewhat ‘cold’ in décor and feel,

any truffle in the croutons but they were

be a pleasurable experience. Ian, the friendly

probably working well in the summer but not

good nevertheless. The terrine was chunky,

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Table Talk

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Given the trend for all things fritter or croquette at the moment, it was nice to see some classic comfort food reinvented in this way

flavoursome and filling with all the tastes of Christmas.

On to the mains. I chose breast of chicken stuffed with chestnut

❞

Duck Terrine

and sage, celeriac puree and wild mushroom sauce. This exceeded my expectations. A large breast on the bone with mounds of rich sausage meat studded with chestnut and sage - all stuffed beneath deliciously browned chicken skin, served with braised kale, a creamy celeriac puree and a creamy mushroom sauce. Chestnuts and mushroom adorning the plate. A beautiful plate of food (in taste more than aesthetics!).

My companion’s slow braised venison, Longman Ale, pancetta and rosemary with mustard and herb dumplings was equally well-executed and enhanced by delicious crunchy parsnip crisps. This was all washed down by a good Chablis (sold by the glass).

Cream of Celeriac Soup

Both stuffed but undeterred (we both have a greedy sweet tooth) we shared a sticky toffee pudding. This can often be a disappointment in restaurants but this was one of the best I have ever had. A chestnut and chocolate torte also tempted me. Oh, and the cappuccino iced parfait served with shortbread spotted on a neighbouring table… next time. What’s most impressive is that the whole menu sounded so delicious that it really was a struggle to make choices.

Head Chef Mathew Comben joined Wingrove House in 2012 and his menu reflects a love of fresh and seasonal ingredients. He works with local suppliers and, where possible, organic produce. Desserts are clearly a strength judging by the choice on offer. They so often feel like an afterthought in restaurants, but not here.

Cauliflower Cheese Fritters

Despite the extended journey, there will be a ‘next time’ because actually, it’s really not that far if you go a little later than I did and avoid the rush hour. Thirty-five minutes and you’re in foodie heaven in a beautiful village. So go on a nice long walk and dine at the Wingrove.

Sticky Toffee Pudding

71

Table Talk

Wine Masterclass DRINKS TO WATCH IN 2017

by Jonny Gibson

2

016 was a good year for Argentinian

already seeing more low sugar sparkling

Malbec and New Zealand Sauvignon

wines on the market – ultra brut and

Blanc. Whilst Australia, Italy, the

zero dosage champagnes, skinny

USA, France, South Africa, Spain and

proseccos and natural cavas

Germany all saw wine sales fall in the off

for example - and a sugar free

trade (supermarkets and wine shops) last

rum was recently launched in

year, it was left to Argentina (+30%) way. These two countries also sold more in the on trade (bars, hotels and restaurants) than 2015 as did Chile, South Africa and Italy.

Capreolus’s eau-de-vie.

Premium tonic waters have seen a meteoric rise in sales over the last two years led by Fevertree. If tonic is your tipple

London.

and New Zealand (+13%) to show the

Birch vermouth, Dapper’s English Grappa, and

then you’ll be pleased to hear that 2017 is being forecast as

Orange wines have been

the year when we start to

around for a while on a niche level but 2017 could well

drink tonic with everything.

be the year that these skin

Try it with these drinks to liven up your repertoire –

contact white wines become more visible. With the UK’s leading

sherry, white port, whisky, rum,

intrepid wine and spirit drinker? Casting

natural wine distributor – Surrey based

Madeira and tequila. Having done

my eye around and talking to insiders

Les Caves De Pyrene – now offering a

this myself with home-made plum

in Sussex and beyond, I have come up

selection of over 100 orange wines to

vodka over New Year I can vouch

wine bars and restaurants in the South

for its versatility and deliciousness.

What does 2017 have in store for the

with some talking points and suggestions.

English fizz will continue its rise in popularity which is good news for our part of the world. Chapel Down has ousted Bollinger as the official sponsor of the Oxford and Cambridge Boat Race and Downing Street has recently appointed both

Additional sources – Drinks Business

❝

International, Selfridges buyer Dawn Davies MW

Chapel Down has ousted Bollinger as the official sponsor of the Oxford and Cambridge Boat Race

❞

Ridgeview and Chapel Down as official sparkling wine suppliers in preference to champagnes.

Waitrose Cellar is currently offering 38 different English Sparkling wines to buy and it is now hard to visit a wine shop, wine bar, hotel or restaurant in Sussex without finding a range of English Sparkling wines on the list.

East, I expect to see more of them available by the glass and bottle in Sussex this year.

The Brexit effect could do more than boost sales of English sparkling wines.

You can now buy a whole host of drinks that you might expect to see

As reported last year, we may soon

on the continent from excellent

be getting our own Sussex regional

producers here in the UK. Here

wine PDO.

are a few to whet your appetite:

Moderation in all things sugar and calories may well be a theme. We are

72

To sharpen up your wine knowledge in 2017 and enjoy a good evening out, take a look at the Sussex Wine School tastings and courses coming up in Brighton and Tunbridge Wells at www.sussexwineschool.com

Jonny Gibson is the head tutor and owner of Sussex Wine School, an independent company that runs regular tastings and courses including WSET Levels 1-3 in Brighton, Lewes and Tunbridge Wells.

Tarquin’s Cornish Pastis, Sacred’s vermouths, The Somerset Cider Brandy Company, Blackdown Silver

www.sussexwineschool.com

73

Interview

EDUCATING THE WHOLE PERSON Tim Leeper, Deputy Head Co-curricular at Hurstpierpoint College explains to Ian Trevett why non-academic activities are regarded as essential rather than ‘extra’.

T

he term ‘extra-curricular’ is a familiar description for sport, drama, art, music and other ‘non-academic’ activities at a

the academic, not something extra we put on

everything that is not academic or pastoral,

for the students.”

across the whole college.

At this point another descriptive term needs

“We have a Director of Sport, Director of

school. However, Hurst College has questioned

to be clarified - Tim’s job title. He is the Head

if this very word places enough emphasis on

Music, Director of Drama, Director of Dance,

of Co-curricular, but a Deputy Head of the

these enriching activities. Does ‘extra’ mean

Director of Art, Director of Outdoor Pursuits,

school. Again this is unusual. There are three

‘less important’?

Director of Activities, and there is so much that

Deputy Heads, one of which has no remit

goes on. It’s a lovely job, but it’s a strange one

for pastoral care or academic standards. In

because it’s largely about logistics.

Just in case this could be the perception, Hurst has removed the offending word from

assigning a Deputy Head to lead on

their vocabulary. Farewell extra-curricular.

co-curricular, it is another example of how

Hello co-curricular. Why the change? Who

Hurst emphasises its importance.

better to ask than the Tim Leeper, Deputy Head Co-curricular.

Tim replies: “We changed the description as

But enough of the language definitions.

What does Tim’s role consist of?

“My role is to line-manage all the directors

“The children have academic enrichment activities and the more sporty and fun activities which they do on different days. We insist every child tries to experience something in those areas. Sport is compulsory, but we recognise there are many children who aren’t

we believe in educating the whole person and

of various other co-curricular areas as well

team sport orientated, and it’s trying to

in that respect co-curricular is as important as

as time-table activities. It’s pretty much

find something for them that they will enjoy

74

Interview

and become passionate about. We have an

lads who are in the Sussex Academy at the

students develop when they are creating these

outdoor pursuits department and that’s where

moment. Girls cricket is also very strong.

companies. We have been very successful. I

things like climbing and bouldering, various

We’ve always had a very good reputation in

can’t remember the last time we didn’t win

water sports, horse riding, even archery,

individual sports as well, such as climbing.

the Mid-Sussex finals and we regularly do well

mountain biking or triathlon. We’ve been one

“It’s very dificult to judge drama and music

in the regionals.

of the most successful schools in triathlon in

because it’s not competitive – you’re not

the country.

competing against another school. But from

it is about providing opportunities for all. On a

It is more than simply catering for the elite,

what I’m told, people are just unbelievably

typical Saturday, we might field 12 rugby and

have a scheme called “Shell Shakespeare”

impressed by the quality that we produce each

14 hockey teams.

where every child has to be on stage,

time.”

“The same applies to drama. In Year 9, we

producing a series of little Shakespeare productions which take place in the inner quad, so they all experience being on stage.

For some of them that will be the one and only time they ever do anything like that, which is absolutely fine. For others, it ignites a spark in them and they think “Wow, I actually really enjoyed that.” And they go on to do something else.

“It’s all about finding the skill or the passion that inspires each child. If you have a niche

❝

❞

it helps to build self-confidence. your comfort zone. Try something new. Give it a go. If you don’t ever give it a go, you’ll never know if you like it; whereas if you try something new, you never know what might happen.” And this will push you in ways that you’ve never experienced before.

“When my daughter was here she wanted to direct a play. She’d never done anything like that before and it really did push her out of her comfort zone but it’s an experience that she says she’ll never forget and she absolutely thoroughly enjoyed it. In terms of her own confidence and what she was able to do, she blossomed because of it.”

It is fair to say that most independent schools have good co-curricular offerings, but where does Hurst stand out? As a keen sports enthusiast, Tim happily replies: “We’ve always had quite a good reputation for the team sports like cricket – at the moment we have one of the strongest cricket schools in the country. We’ve recently had two boys playing for the Sussex 1st XI in the county championships. We’ve got another four

academic core. And if a child is doing too

It’s all about finding the skill or the passion that inspires each child. If you have a niche where you discover something you’re good at, it helps to build self-confidence.

where you discover something you’re good at, We keep trying to emphasise: “Step out of

“The hardest thing is that some children try to do too much! First and foremost is the

He is also keen to stress the diversity of

much and gets overtired or it starts being detrimental to their work long-term, we have to be vigilant. They come up through the school knowing all these things are available but sometimes you’ve just got to pull them back a little bit. There has to be a balance.

“What independent schools excel at is what we call the ‘soft curriculum’ a phrase I heard used by ex-headmaster at Wellington, Sir Anthony Seldon. In other words, the opportunities that children have to develop their confidence ready for a life after school.

And I think that’s so true. One factor that

activities: “When it comes to co-curricular,

helps is our long school day and you’ve got

nothing is unusual. It partly depends on

to keep them occupied. What better way to

members of staff as well and what their

keep them occupied than to offer a range of

passions are. We had a member of staff here

challenging and enjoyable activities?”

once who was part of the Great Britain roller skating team. If a member of staff wants

www.hppc.co.uk

to introduce an activity and get students involved, then we’re incredibly keen for that to happen. I’m always open to ideas.

We had another member of staff who just qualified as a Taekwondo instructor, so he wanted to open up a Taekwondo club here.

We do Jiu Jitsu in the Prep School anyway but we said “Yes, absolutely, go ahead!”

Students are regularly involved in more than one area of co-curricular life. For instance, in the last five years, three of the 1st XV rugby captains have been in the elite chamber choir, let alone the main choir. This is a school of 780 yet our choir is over 150 strong.

Another example is the Young Enterprise which we have featured in the magazine.

“Absolutely. It is fascinating to watch the

75

76

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Two free places at the Banquet* Access to VIP Reception for two Logo in the Banquet Programme ¼ Page advert in the Banquet Programme Logo on all tickets Logo on event website with link to your site Logo in Re: Magazine** Sponsors pics in Re: Magazine** Logo on main screen during event Social media mentions Framed professional photo of you and guest on the night

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PLATINUM PUBLISHING G R O U P

77

Just Rock Up

Drop in and enjoy one course and a glass of fizz

£15

only

Wednesdays 5.00pm – 6.30pm - no need to book

The Grand, Brighton, 97-99 King’s Road, Brighton, BN1 2FW

Call 01273 224 300 - www.grandbrighton.co.uk

78

Charity News

BUILDING BRIGHTER LIVES Willmott Dixon step up their support for 2017

O

ne of the UK’s leading construction companies, Willmott Dixon first pledged their support for Chestnut Tree House children’s hospice in 2014 by becoming a corporate partner. Last year the company raised £110,000, which helped pay for 16 days care for children with life-shortening conditions. The Willmott Dixon team have thrown themselves into fundraising for the charity, using a variety of initiatives including golf days, dress-down days, a Great British Bake Off event, and their annual two-day Cobham Challenge.

At Chestnut Tree House’s Snowman Spectacular Ball in December, Willmott Dixon renewed their support, pledging to raise enough to pay for 21 days of care in 2017. They have also made and donated a TV advert, which features one of Chestnut Tree House’s regular visitors, eighteen year-old Thomas May from Worthing who has Cornelia de Lange Syndrome. This has given Chestnut Tree House the opportunity to trial TV advertising, gaining a new type of media exposure and hopefully reaching a wider audience.

Willmott Dixon’s Managing Director for the South East region, Roger Forsdyke said: “We are delighted to support Chestnut Tree House in our fundraising activity. There is always a good response to the challenges from the Willmott Dixon team, and it is great that we are able to raise such a fantastic amount for such a worthwhile charity.”

Sarah Arnold, Head of Fundraising Development at Chestnut Tree House, said: “The ongoing fundraising efforts of Willmott Dixon are incredible and make such a difference to the lives of local children with life-limiting illnesses. The amount they raise is invaluable, and I’m sure the new TV advert they’ve donated will be a great help, allowing us to reach out to more people across Sussex. We would like to say a huge thank you to everyone at Willmott Dixon for their generous support.”

Can you help Chestnut Tree House this year?

Chestnut Tree House provides care all year round, both at the hospice and in families’ own homes. It costs over £3.5 million each year

to provide all the care services, and less than 7% of this comes from central government, so the rest is raised through donations, fundraising, hospice events and charity shops. There are lots of ways businesses and individual employees can get involved. Here are a few ideas: • PAY FOR A DAY Raise £6,850 and cover the costs of all the hospice’s care services for 24 hours. You can even choose the day if there is a date that is significant to your company.

• CHALLENGES Choose your own company challenge or join one of the organised events locally and nationally, from walking or cycling to abseiling or skydiving – the sky’s the limit!

• PAYROLL GIVING Allow employees to donate money regularly on a tax-free basis.

Payroll Giving donations are deducted before tax so each £1 given only costs 80p, or 60p for higher-rate tax payers. Consider matching employee donations to demonstrate charity commitment.

If your company has been inspired and would like to get involved, please visit www.chestnut-tree-house. org.uk/fundraising for more information or contact the Corporate Fundraisers on 01903 871837 / corporate@ chestnut-tree-house.org.uk.

BUSINESS AWARDS 2017

Proud staff at Willmott Dixon with the cheque

The deadline for nominations for the 2017 Business Awards is Friday 3rd February. The awards ceremony will take place at South Lodge Hotel on Thursday 9th March. For more information, please visit www.chestnut-tree-house.org.uk/businessawards

79

Business Scene

THE PLATINUM BUSINESS CLUB BRIGHTON

T

he Platinum Club end of year party was held at the Grand Hotel in Brighton and was one of the highlight events of the season, in celebration of the Club’s seven years as the most effective and enjoyable networking forum in the region.

120 guests attended to be entertained by the smooth tones of Duncan Allen, bottomless fine Champagne, a buffet and handmade canapes. Oh, and a fairy and a guest on a Segway!

There is never a dull moment at Platinum Club events.

If your company is looking for highly effective networking with some of the biggest players in Sussex, the Club is opening to a limited number of new members in 2017 and applications should be made to info@platinumbusinessmagazine.com.

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5.

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Business Scene

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13.

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16.

15.

17.

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18.

PICTURE CAPTIONS

21.

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Photographs by Sarah Walker-Bennett - www.artemiphotography.com

20.

1. Maarten and guests 2. Dino Skinner (Healy’s Law), Kerry Turner (Blanch House), Nancy Cremore (Cloud Nine Marketing), Jeremy Ornellas (Blanch House) 3. Daisy Fitzsimmons and Katie Gibson (Pier Recruitment) 4. Ian Trevett (Platinum Publishing) and Christina Ewbank (Eastbourne Chamber) 5. John Burroughes (Uniglobe Travel), Gerogina Angele (Coast 2 Capital LEP) and Robbie Vella (University of Brighton) 6. Dave Fray and Tara McDonnell from South Downs Introductions 7. Lesley Alcock (Platinum Publishing) and Mark Tulley (Gemini Printing) 8. Richard Zinzan (ZST Architects), Chris Bailey (Allied Irish Bank) and Jeremy Ornellas (Blanch House) 9. Daryl Gayler (NatWest Bank) and Maarten. 10. Gary and Sharon Worby (East Sussex National) 11. Chris Bailey (Allied Irish Bank), Maarten, Sharon Barr and Tom Haugh (Barr One) and Nikki Mason (University of Brighton) 12. Keith Jackman (Mercedes-Benz) with Gemma King (Vivid Marketing) 13. Maarten, Lesley and Ian from Platinum Publishing. 14. Julie James (JJ Hypnotherapy) and Neil Laughton (Laughton & Co) 15.

Kevin Duala (BBC One Show) 16. Mikhail Ibrahim (Acumen Business Law) and Nader Beshara (Bailey & French) 17. The utterly gorgeous India & Millie Hoffmann 18. The Club founder, Maarten Hoffmann, gives the first ever speech at a Platinum event in celebration of the 7th year as the regions top business club 19. Paul Maconalogue (NatWest) and Maureen Edwards (Burt Brill & Cardens) 20. Lesley Alcock (Platinum Publishing) and Neil Laughton (Laughton & Co) with his novel method of arrival 21. The superb swing singer, Duncan Allen, entertained the guests .

ACES

BEING BIPOLAR

O

ne of the greatest leaders this country has ever known, Winston Churchill, was diagnosed as Bipolar in middle age, adding his name to an illustrious list of sufferers as diverse as Teddy Roosevelt and Catherine Zeta-Jones.

CHAMBER NEWS

Do you have a member of staff who suffers from mood swings or erratic behaviour? When they are at the top of their game are they creative and brilliant, but do their mood swings make it hard to work with them?

It is possible that they have Bipolar Disorder, a condition that is now understood and can be managed?

Managing-Bipolar C.I.C. provides a unique service of education and support for employers and employees suffering from the effects of Bipolar Disorder. They run groups in Eastbourne, Hastings and Newhaven and can fill the void where the NHS can no longer help people - even patients in crisis.

If you would like to run a session at your workplace contact them direct, or spread the word so employees can get in touch.

Bipolar can cause the break-up of relationships, families, loss of jobs, homes and bankruptcy through irresponsible spending and/ or overactive or inappropriate sexual behaviour. Under the care of Managing-Bipolar there are fewer issues with alcohol abuse, drugs,

Battle Chamber of Commerce www.battlechamber.org.uk

82

Bexhill Chamber of Commerce 01424 842892 www.bexhillchamber.co.uk

Crowborough Chamber of Commerce www.crowboroughchamber.co.uk

Eastbourne UnLtd Chamber of Commerce 01323 641144 www.eastbournechamber.co.uk

anger/violence, and a reduced need for Mental Health Services thereby reducing hospitalisations and arrests by the police.

Managing-Bipolar helps an increasing number of members get back into work and their members have a better quality of life. Most make new friends and all meet people who understand and are nonjudgmental.

These groups meet for two hours a week to provide the education that enables attendees to master techniques to manage their symptoms. They meet people in a similar predicament, and get support until they are able to live happily in the community and become a valued member of that community again.

Managing-Bipolar welcome funds to continue running their groups as their main funding stream was from Adult Social Services at East Sussex County Council who have been hit by budget cuts. All donations, small or large, monthly or one-off, are welcome If you would like a folder of useful information in exchange for a minimum donation of ÂŁ5.00 (to cover printing costs) please contact Tim Wood to find out how to help these chronically ill people.

E-mail: tim@managing-bipolar.org.uk or visit www.managing-bipolar.org.uk

East Sussex County Council 01273 481570 www.eastsussex.gov.uk

Federation of Small Businesses 01424 754686 Reg Office: 01323 482018 www.fsb.org.uk/eastsussex

Hailsham Chamber of Commerce 01323 310531 www.hailshamchamberofcommerce.co.uk

Hastings Chamber of Commerce 01424 205500 www.hastingschamber.co.uk

Heathfield Chamber of Commerce 01435 865858 www.heathfieldchamber.co.uk

ACES

THE ASSOCIATION OF BUSINESS MENTORS ‘What is a Mentor and how do they differ from a Coach?’

A

question asked regularly at the Association of Business Mentors (ABM). They say anyone can be a coach as long as they are trained in the right questioning skills whilst a mentor guides, advises and supports from having been there and done it, first hand.

We are moving into a new and welcome phase in which mentors have coaching skills as well as experience, and this level of support can be very effective.

There has to be a credibility check for mentors in the UK and that is exactly what the ABM provides; a stringent application process so that business owners know they are in safe hands with a strong and appropriate mentor.

For mentors who are not quite there yet, there is an affiliate membership programme to nurture them through the mentoring journey and allocating them their own mentor to guide them.

In the past, mentoring has resulted in at best, a more secure and profitable business or at worst, a disaster with repercussions that can effect family and shareholders long term. To avoid this hit or miss approach to mentoring, the ABM ensures that its mentors have industry exposure, two years of mentoring track record and the appropriate training.

The fact is that business owners tend to get themselves into an agitated state before they seek advice. They more often than not don’t have the budget to pay for a top class business mentor and are so desperate for guidance that they listen to pretty much anybody!

How can you possibly advise someone at the helm of a business if you haven’t had the experience of being there yourself? But

To get the best of both worlds including relevant experience and coaching ability we suggest you look at the ABM. Chris Dowling is the South East Regional Head Association of British Mentors and a member of both Uckfield and Crowborough Chambers of Commerce.

For more information visit www.dowlingconsultants.co.uk

ussex Issue 1. 2016

The official magazine for the Alliance of Chambers in East Sussex

AMBER RUDD Hastings’ own Secretary of State

WHAT CAN THE CHAMBER DO FOR ME? Christina Ewbank explains Profile of

SOVEREIGN HARBOUR AMSTERDAM

What’s in store for business travel

PROFILE: Tim Cobb PR

PLATINUM PUBLICATIONS

The Institute of Directors 0207 766 8866 www.iod.com

ACES

We are very proud to announce the launch of our brand new magazines for ACES. The new magazine is distributed all over East Sussex.

Issue 2 will be out mid-February. Make sure you pick up a copy.

For more information about advertising and editorial sponsorship opportunities, contact lesley@platinumbusinessmagazine.com.

The official magazine for the Alliance of Chambers in East Sussex

Lewes Chamber of Commerce 07919 382316 www.leweschamber.org.uk

Locate East Sussex 0844 415 9255 www.locateeastsussex.org.uk

Newhaven Chamber of Commerce 0800 107 0709 www.newhavenchamber.co.uk

Peacehaven Chamber of Commerce 01273 586222 www.peacehavenchamber.co.uk

Seaford Chamber of Commerce 0800 881 5331 www.seafordchamber.co.uk

South East Local Enterprise Partnership 01245 431469 www.southeastlep.com

Uckfield Chamber of Commerce 01825 722607 www.uckfieldchamber.co.uk

Wealden District Council 01323 443322 www.wealden.gov.uk

CHAMBER NEWS

ACES

experience alone is often not enough. The ability to advise, guide and support those running a business is quite different from the experience of running your own business, so should all business owners engage with a credible mentor who belongs to a credible association with appropriate checks?

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EASTBOURNE

A LONG AND PROUD HISTORY

By Christina Ewbank, CEO of Eastbourne UnLtd Chamber of Commerce

I

f Smith & Ouzman were to appear on the BBC’s “Who do you think you are”, a family history in printing would be traced back to the 1840s. During the Second World War, the two families that had a long history in printing were bombed out of their premises in London and came together to form Smith & Ouzman Ltd in 1946. It moved to Eastbourne and became one of the oldest members of the Eastbourne unLtd Chamber of Commerce, and has remained a family business to this day.

Smith & Ouzman is now a global organisation that specialises in secure and sensitive documents. It supports clients from around the world including local and national governments, education institutions, large corporate businesses and SMEs. Secure election solutions and secure

education certificates protect the integrity of a country’s infrastructure. The team at Smith & Ouzman have worked hard to protect these vital processes for many years and as such, have produced technology that has contributed to the expansion of democracy and education around the world.

“We are very proud of our team and the contribution that they all make. When you walk into Smith & Ouzman, the first thing that greets you is our company declaration which has been voluntarily signed by every member of our team. It shows the individual commitment from every member of staff to protect our clients and to offer the best service possible.” Peter Ellis, Director.

An exciting future Smith & Ouzman were one of the first security printers to recognise the impact that the digital world would have on secure and sensitive documents. As a result, they embraced SAAS technology and currently provide innovative software solutions to improve their client’s efficiency, enabling them to create, secure, distribute and authenticate secure and sensitive documents online.

As regulations and compliance needs evolve, Smith & Ouzman are striving to

CHAMBER NEWS

The team at Smith & Ouzman

84

achieve the highest possible standards of corporate responsibility. This is a strategy beyond simply achieving accreditations, it’s a cultural commitment.

From its start, emerging from the bomb damaged buildings of London, Smith & Ouzman has faced many challenges, but what makes a company is how they deal with challenges, and how they adapt. A compliance rich world with new technology should not be feared, it should be embraced.

Smith & Ouzman have had their up and downs over the last 70 years, but they encourage companies to treat every challenge as a new opportunity.

Peter Ellis said: “Thanks to our loyal team at Smith & Ouzman, we are ready to embrace a positive future in online secure documentation, and I would like to thank them for all their support over the years.”

www.smith-ouzman.com

BRIGHTON AND HOVE

SEE HOW WE GROW

By Sarah Springford, Director of Brighton Chamber

Photo by Simon Callaghan - simoncallaghanphotography.com

I

signed up at www.livingwagebrighton.co.uk

Now with over 600 member businesses, we have also put on more events than ever before and have expanded our team to include Sarah Merrick as our Events Assistant to help us to deliver these.

As well as 27 charities, our membership is made up of 70% small, 15% medium and 15% large businesses which reflects the makeup of Brighton’s economy.

Supporting the staff team of five are 70 Chamber Ambassadors. These are businesses who are volunteering their time to help the Chamber to grow, and to help provide the wide range of valuable services for our members. Ambassadors include copywriters, designers, experts in marketing and project management, people who meet new members at events and make introductions and those who make up the Board. They are in turn looked after by our lead Ambassador, Jill Woolf from Chimera Communications.

The Chamber continues to run the Brighton & Hove Living Wage Campaign.

Now in its fourth year, it has 311 employers

Social media plays an important role in our marketing and in our communications with members and the wider business community.

In 2016 we had 36,000 visits to our website, and posted a members’ blog every day throughout the year. We have grown to over 13.5k followers on Twitter, and over 3000 in our Chamber LinkedIn group.

In 2016 the 100 events we put on attracted 2,700 attendees. 40 were on training and seminars, 30 were networking, 15 were ‘behind the scenes’ and socials, and ten were Major Developments, Construction Voice, and our Big Debate on ‘Work space, how do we meet the demand?’.

Last year’s Brighton Summit: ‘Your desires, dreams and real business’ was the biggest so far with over 350 delegates and we’re already starting to plan for this year’s Summit. There were many other event highlights during the year including a ‘high-rise debate on high growth’ at the BA i360, and our Brighton Digital Festival event ‘Future of the workplace’.

We carefully selected a number of projects to be involved in this year. We were awarded the Brighton & Hove City Council tender to deliver the Ride the Wave business support events for a fourth year in 2016, and created seven affordable and practical workshops for businesses at every stage of their business journey.

We are part of a consortium of Chambers that promote the Business Navigator signposting service and over 500 businesses have benefited from this in the Brighton area.

Chamber members have successfully applied for 100 fully funded interns on the Sussex Graduate Internship Programme and in June, we launched a new project called Recruit Ability with Possability People. The aim of the scheme is to help find disabled people work trials and real jobs. So far there have been 30 expressions of interest and six disabled people have found work as a result.

If you’d like to find out more about joining us, contact our Membership Manager, Abby Moreton on 01273 719097.

For further information, please visit www.businessinbrighton.org.uk

CHAMBER NEWS

t’s been a year of growth for Brighton Chamber in all sorts of ways. Despite, or possibly in some ways because of world events - when maybe there’s a tendency to join together in times of the unknown, on the basis of a bigger joint voice and a better chance of success as a group than on your own - we had over 250 new members during 2016 from all sectors and sizes of business.

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SUSSEX CHAMBER

SURVEYING THE FUTURE

by Ana Christie, Chief Executive, Sussex Chamber of Commerce

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he British Chambers of Commerce published the results of the Quarterly Economic Survey, from the last quarter in 2016. Businesses start New Year in solid health, but inflationary pressures are a concern.

The Quarterly Economic Survey is the UK’s largest and most authoritative private sector business survey. Based on 7,250 responses from companies in Q4 2016, the results show the uptick in Q3 in the manufacturing sector has been sustained in the final quarter, and more service sector firms were expecting growth than they were just after the EU referendum.

CHAMBER NEWS

The survey shows that having slowed in Q3 2016, growth in domestic sales and orders in the services sector rebounded slightly in Q4, although they have not yet returned to historic levels. The fall in Sterling may be benefiting some manufacturers, with export sales and orders remaining at the increased levels seen in Q3.

The survey also indicates that, having fallen in Q3, confidence in future turnover, hiring expectations and investment in plant and machinery have improved for both manufacturing and services firms in Q4. However, the survey found that firms in both sectors, particularly in manufacturing, are facing pressure to raise prices, principally as a result of the cost of raw materials and

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other overheads.

The results support the British Chamber’s forecast for continuing growth, but at a slower pace, an expectation which is backed up by the fact that many survey balances remain well off historic levels.

Commenting on the results, Dr Adam Marshall, Director General of the British Chambers of Commerce, said: “Inflation has emerged in our survey as a rising concern for many businesses. Both manufacturing and services firms say they are under pressure, particularly from the rising cost of inputs, which is squeezing margins and may weaken future investment.

“Overall, our findings suggest growth will continue in 2017, albeit at a more modest

pace. The government must act strongly this year to support investment and improve the business environment – both of which are crucial to boosting business confidence, and therefore further growth.”

Suren Thiru, Head of Economics at the BCC, said: “Manufacturers, particularly those that export, continue to report positive indicators. However, while some firms will be benefitting from the depreciation in the value of the pound, there is currently little evidence that it is providing a material boost to overall export growth. The UK’s manufacturing base continues to struggle with long-term structural issues, with businesses continuing to report considerable recruitment difficulties. The government must work to address the skills gap, while also ensuring that businesses have access to the workers they need from overseas.

“There is further evidence that rising prices will be a key challenge to the outlook for the UK economy over the next year, with the significant rise in the cost of raw materials increasing the pressure on firms to raise prices in the coming months. While growth is likely to have remained on trend in the quarter, the UK’s growth prospects in the near-term are expected to be more subdued, weighed down by rising inflation and the uncertainty surrounding Brexit.”

WORTHING

FREE BUSINESS SUPPORT

C

oast to Capital’s Business Navigator Growth Hub is a free service that signposts all businesses to the vital support that helps business owners achieve their objectives and growth.

Your local Business Navigators are Amanda Geel and Ryan Davies who cover the Worthing, coastal and rural West Sussex areas. They can research potential funding options, help you find a business mentor/advisor, assist with recruitment, find support for website development, to much more.

From this month, Amanda Geel will be holding free information, guidance and support clinics, in conjunction with Worthing & Adur Chamber of Commerce, at the Sphere Business Centre in Broadwater.

These sessions will focus on discussing your business needs, whether it’s access to finance, new routes to markets or training and development. Please contact Tracie Davey, to book your free one hour appointment with Amanda.

Please call 01903 203484 or email tracie@worthingandadurchamber.co.uk

Amanda Geel

Ryan Davies

WHY JOIN? WHY WOULDN’T YOU!

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he Worthing and Adur Chamber of Commerce is a vibrant and friendly organisation, attracting both large and small businesses to network and share best practice.

• Be Supported - Membership is diverse, ranging from sole traders through to medium and large organisations, and allows members to benefit from sharing information, knowledge and business opportunities.

• Be Connected - Networking events are very well attended and regularly attract both new and established businesses, with a choice of events to suit all schedules. These include free, open networking sessions, to more formal breakfasts and lunches. For all the current events visit www.worthingandadurchamber.co.uk.

• Be Trained - Wise Up2 training opens the doors for members and non-members alike to ‘bite-size training’ across a whole plethora of subjects. These short courses are limited in size to ensure all delegates take away as much knowledge as possible.

• Be Promoted – There are many options to raise your profile including through sponsorship, working groups, member-to-member offers and specialist workshops.

The Chamber also leads the latest Coast to Capital Business Navigator project which signposts businesses to the best grants and funding options available.

CEO Tina Tilley says: “Life at the Chamber is never dull, and our wide and varied membership ensures that we continually strive to be the best we can be, and to provide the very best for our members.”

• Be Developed - Experience peer to peer mentoring with like-

DATES FOR YOUR DIARY 2nd February – Better Business Show 10am – 4pm 10th February – Chamber Hub FREE Networking.

Impulse Leisure, Lancing 12.30pm 17th February – Networking Breakfast 8th March – Members event – Tour of Chandlers Worthing 17th March - Chamber Hub FREE Networking. Impulse Leisure, Lancing 12.30pm 24th March – Networking Breakfast – Go Digital

CHAMBER NEWS

• Be Represented - The Chamber represents a strong voice within Worthing and Adur and further afield, representing the interests of local business on many committees, councils and business working groups. It’s a well-established organisation welcoming involvement from its members.

minded business people, who are all keen to share expertise, willing to learn from and support each other. Facilitated by the Chambers’ experienced team and run over 12 months, the results are extremely worthwhile.

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CHICHESTER

NEW YEAR’S RESOLUTIONS

By Julie Kapsalis, Chair, Chichester Chamber of Commerce & Industry and Vice Principal at Chichester College

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s we enter early 2017, I am reminded of the annual pressure to commit to a New Year’s resolution and the challenge to find an act of worthy self-improvement. This year, I have decided that I need to find more time to build my personal and professional networks.

CHAMBER NEWS

My networks are something that I value hugely but there is always the danger of relying on existing contacts and not widening the net. Events are often breakfasts or post work drinks and after juggling school drop offs/collections and the pressures of the day job, it can be easy to make apologies and give them a miss. But I know that the creative juggling pays off and it’s (almost!) always worth the effort.

The end of last year saw some great opportunities for networking in and around Chichester, including carol singing and the compulsory mince pies and mulled wine. As I sit back and reflect on Chamber networking events from 2016, I am reminded of the range and value of our events everything from our monthly meetings, to behind the scenes tours of local businesses and the newly launched curry club. To me, these business events are one of the most valuable uses of my time and I believe there is a very tangible return through meeting like-minded individuals and making connections with a wide range of local people.

Whether this leads to direct or indirect business, I often find that the mutual support and expertise is just as important.

One of the highlights amongst the Chichester Chamber of Commerce events for 2017 is the new ‘Chichester Business Breakfast’.

This monthly event is jointly hosted with Chichester College and will provide a friendly, relaxed and informative environment within which local business leaders and professionals are able to engage in meaningful and supportive discussions. Each breakfast has a guest speaker and the line-up for 2017 includes Nathan Elvery, Chief Executive of West Sussex County Council, Gary Shipton, Chief Executive of Sussex Newspapers and Alex Williamson, CEO of the Goodwood Estate.

The breakfasts will be cooked and served by Chichester College students in the brand new 64 Restaurant which was opened by celebrity chef, Steven Edwards (2013 champion of Masterchef The Professionals). The restaurant gives diners a stylish environment to

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savour culinary delights, cooked and served by the college’s talented hospitality and catering students. By combining the college and Chambers’ business breakfasts, we hope to increase and widen the audience to engage with more local business people, and judging by advanced bookings, we are well on the way to doing that!

Maybe a New Year’s resolution that will undoubtedly involve more cooked breakfasts, canapés and wine is not ideal from a health perspective, but I believe that ‘your net worth is only as good as your network’. So I’ll sacrifice the waistline and grow the network instead!

JOIN US Join Chichester Chamber of Commerce and Industry from just £99 Membership benefits include: • Events and networking • Policy and public affairs • Workshops and training • Business advice and services • New business opportunities Join us now at www.chichestercci.org.uk/join

The Business Network

BUSINESS NETWORKING

how to improve your ROI

By Emma Pearce, Marketing Consultant – marketing planning, outsourced marketing and social media training www.pearcemarketing.co.uk

B

usiness networking is often an important element to SME marketing plans. But it’s easy to forget to do it properly.

Many businesses confess to not following up on all the quotes they send. Do you do all the things you should before and after each networking event?

After the Event • Use the business cards and/or the attendee list to connect with people on each social media platform you use. Look for that person and their business on LinkedIn for example. Send a tailored connection request message saying where you met them and that it would be great to stay in touch in case you can refer clients to them.

Keep it free from sales messages - unless you want to give them a link to a free resource you mentioned at the networking event perhaps (as long as it is relevant to them).

• Send a personalised email with the specific information you promised to individual people.

• You can choose to send an email to everyone you met reminding them of your call to action, but you can’t just add everyone to your email marketing database. They have not given you consent.

However, ICO advise that you can email them to ask if they would like to sign up to your newsletter. So you could email saying that it was great to meet them at a particular event, with a very brief summary of what you do (and provide a link to a useful guide or similar on your website) and ask if they would like to sign up to your newsletter for more useful news and tips about x.

• Make sure you note where all your business leads come from so that you can judge which groups are the most productive for you.

Before and During the Event You need to get it right pre and during the event too.

• Carefully select which groups to attend - are your prospects likely to be there? Will customers be there who will help introduce you positively? Will business people who could be good referral sources for you typically attend?

• Attend regularly to truly get to know everyone and vice versa.

Organise to meet someone from the networking group before or after the networking session for a 1-2-1 meeting.

• Try to gain speaker slots at networking events. Get to know the organiser and offer to provide a workshop for network attendees.

This all raises your profile more quickly and helps establish you as an expert in your field.

• People buy from people. Are you representing your business well?

Personal branding is all about you presenting a consistent visual impression to accurately reflect your personality and professional message. A good handshake helps too!

• When you are at the networking meeting, if there is a one minute slot for you to speak, make sure you use it wisely. Firstly, be memorable (ask a question, try an unusual start or unique description of what you do). Secondly, focus your message, don’t try to cover too much and be benefit-led. Vary aspects of your message at each meeting and why not use props, real examples and great statistics?

Thirdly, include a call to action (CTA) that may be asking for introductions to certain companies or to call you about an offer or download your free guide, for example.

• Don’t always sit with the same people for a chat - networking should be fun, but make it productive too. Even if sometimes it is more about you finding new suppliers and partners, rather than customers. That could bring in returns too.

List of Business Networks Do visit Emma’s blog listing a huge choice of networking groups in Sussex www.pearcemarketing.co.uk/business-networkingevents-east-sussex-men-women

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Anger Management

ANGER MANAGEMENT

THE DAY THAT CHANGED MY LIFE

by Maarten Hoffmann

I took this image in 1993 - they were all around me

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n a previous restaurant review, I admitted that I don’t eat fish, an odd admission for a restaurant critic, and I have been endlessly questioned over the statement all month, the standard question being, ‘Why? Don’t you like the taste of fish?’ I have a very personal reason for my views, but I will get to that later.

It has absolutely nothing to do with my taste buds, as I quite like the taste of fish.

It has to do with a moral imperative, my 20 years’ living in the tropics, and my blinding fury at the total and indefensible ignorance of all of you who do eat vast amounts of fish.

All fish are endangered, and when they are gone, so is the human race. Long before climate change, nuclear war or ISIS get us, the lack of fish will do for us all. Yet, despite overwhelming evidence, the world still consumes billions of tonnes of fish every day with gay abandon, in a selfish and ignorant lemming charge over the cliff to annihilation.

An international team of ecologists and economists has made an incredibly scary

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prediction. In just a few short decades, the world’s oceans will be empty of fish. While that dire prophecy may seem a little alarmist, the scariest thing about it is that it is backed

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On the way back to the dock, I would often see a fishing crew on a small island and wonder what they were doing, until the day I pulled my boat onto the beach and went to investigate.

What I found changed my life forever

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up with good ol’ science fact. It was published in Science, a publication that, if nothing else, does not publish rumour or emotive stories.

Cue terror in the streets.

Back in 2006, the study was done by a man named Boris Worm (whose hilarious name should not detract from his horrible prediction), a man with a PhD from Dalhousie University in Halifax, Nova Scotia. Along with colleagues in the U.K, U.S., Sweden, and Panama, Worm has predicted that by the year 2048, the ocean will be devoid of fish – which, if it occurs, would effectively end life as we know it on planet Earth.

In an effort to discover exactly what would happen to the world if there were no more fish in the ocean, the researchers analysed all kinds of data. What they found was much worse than they suspected. “I was shocked and disturbed by how consistent these trends are – beyond anything we suspected,” Worm said in a news release.

After doing 32 thorough experiments on a variety of marine environments, the team of researchers looked at the history from the past 1,000 years in 12 different coastal regions

Anger Management around the world. Then they analyzed fishery data from 64 marine ecosystems and how nearly 50 protected ocean areas recovered after their protection.

Just some of the carnage I found

The news was not good. Overfishing, habitat loss, climate change (yes), and pollution are driving numbers of most species into a faster and faster decline. Keep in mind that this study was published back in 2006, but since then not much has changed. When the study was released, just over 1% of the ocean was deemed protected. As of last year, the World Database on Protected Areas – run by the United Nations Environment Programme – reported that only 2.8% of the ocean is protected, and much of that is only token protection that isn’t effectively enforced.

“This isn’t predicted to happen,” said Nicola Beaumont, a PhD at the Plymouth Marine Laboratory in the UK, “This is happening now”.

The team of researchers responsible for the study said that the loss of species isn’t a slow moving phenomenon, either. We’re accelerating the problem even as we talk about fixing it. And it’s not an issue of food for humans at all, just in case you’re thinking that no fish only means no more cod and chips.

Everything in the ocean plays a vital role; think of it as the greatest balancing act ever, and everything involved depends on everything else to stay in sync.

Human beings are the proverbial brick in the washing machine, if you will. Species in the ocean play a vital role in our own survival; among their accidental benefits to human life is filtering toxins from the ocean and controlling algae blooms, which, if left uncontrolled by nature, can have disastrous effects on the planet.

My son and I releasing a Loggerhead turtle we rescued from becoming turtle soup

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breathable air, but without phytoplankton, oxygen would decrease by about 50%.

The world still consumes billions of tonnes of fish every day with gay abandon in a selfish and ignorant lemming charge over the cliff to annihilation

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Of course, mass slaughter and over consumption are not the only problems.

Climate change, created by humans, also plays its part. Around 50% of the oxygen we breathe is present in the atmosphere thanks to phytoplankton (photosynthetic organisms that live in the surface of oceans). People often think that trees are the reason we have

Scientists estimate that the oceans absorb around a million tonnes of carbon dioxide EVERY HOUR. As a result our seas have become 30% more acidic than they were 30 years ago. This increased acidity plays havoc with levels of calcium carbonate, which forms the shells and skeletons of many sea creatures, and also disrupts reproductive activity. These threats have led to the phenomenon of ocean acidification being dubbed global warming’s ‘equally evil twin’. The acidity of seawater will increase dramatically and that would alter the rain that falls on our crops. Our livestock eat grass and crops.

No fish - no crops - no livestock - no humans.

Simple.

If we were to lower consumption it would give us the time to reduce emissions, but at this rate you will have eaten them all long before we get the chance.

In my youth, l lived all over the world but it was whilst developing a PADI/BSAC Scuba Resort on the Sea of Cortez in Baja California, Mexico and living my life obsessively diving at a site called El Bajo, that my eyes were opened.

El Bajo is a seamount, a mountain under the sea that reaches to within 30mt. of the surface having risen from the depths, and famous for schooling Hammerhead sharks. This social display of up to 3,000 Scalloped and Great Hammers circling the mount is one of the most awe-inspiring signs l have ever witnessed. Now bear in mind that with economically vital dive tourism, all fish, but especially the headline act, are worth far more alive than dead. Eat it once, or charge people to view it a thousand times. The maths doesn’t lie.

On the way back to the dock, I would often

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Anger Management

ANGER MANAGEMENT see a fishing crew on a small island and wonder what they were doing until the day I pulled my boat onto the beach and went to investigate.

What I found changed my life forever. A large mound of juvenile Hammerhead heads. The stink was appalling and I counted 750 in eight piles. Why just the heads, I wondered, until I questioned one of my dive staff and learnt that their bodies go into ceviche, which is a cheap local dish sold by the hundredweight to tourists and natives alike. They were fully aware they were not supposed to use shark, so they chopped the heads off, finned the carcass and pulverised the lot so that no one would know. A friend of mine dived there last year and over the course of 14 dives he didn’t see one single Hammerhead. Not one…..

This is the problem. Take the babies and there are no more of anything. I was so furious I started the Cortez Conservation Club, and after taking guerrilla action day after day - including cutting gill nets, sabotaging boats, handing leaflets to tourists, pestering the authorities and publishing pictures – in an attempt to draw attention to this economic tragedy, l was ‘requested’ to leave the country and my life was threatened if I ever returned.

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It takes 4 kilos of dried fish to feed 1 kilo of farmed fish. You do the maths!

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Now we have thousands of factory boats across the globe netting 100,000 fish at a time, the Japanese government slaughtering whales, dolphins and every single fish species no matter how foul or diseased.

Whilst on the subject, 10 years ago their fishing boats reported a dramatic fall in the catch of Blue Fin Tuna, so favoured by those who like to eat raw fish (Sushi), so instead of investigating and launching urgent research, they simply agreed to a raising of the price of Blue Fin, which sent every able-bodied captain rushing to the boats. Utter madness. This year a world record was set for the sale of a single large Blue Fin Tuna - $1,76 million US Dollars – FOR A FISH! They will not be content until they have eaten every last one and will then proceed to eat everything else in the ocean. The same goes for every other fish eater amongst this planet’s ever-expanding population, munching their way through the world’s fish stocks at a rate that can never, ever, be replenished.

lifestyles. You cannot count fish, and when they are gone, they are gone and we will never know it until some lump of lard sitting in a sushi restaurant somewhere in the world eats the last one!

The second is: ‘Oh, there’s plenty of fish and they will never run out’.

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Human beings are the proverbial brick in the washing machine

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The words I have for you on this question, I have been informed by the legal team, I cannot print. Total, blindingly stunning, stupendous, embarrassing ignorance!

The third is: ‘No problem, we can survive on farmed fish’. Farmed fish eat their own waste, so go right ahead. Also, it takes 4 kilos of dried fish to feed 1 kilo of farmed fish. You do the maths!

It is too simplistic to say ’stop eating fish,’ but for pity’s sake, reduce your fish intake and give them time to recover. It has been shown that if humans ate 50% less fish, the ocean stocks could recover within 25 years. But no, you are all too busy to bother with silly things like this; therefore, you will join the other lemmings and eat them all. What will you tell your grandchildren when they ask, ‘Grandie, where have all the fish gone?’ Your response: ‘We ate them all’.

There might be time. Reduce your fish intake by 50% and show this article to your children. Or die.

In another pile of death, they had creatively placed a swordfish head

It’s a chain. Think of a necklace – remove one link and the entire thing falls apart. Now imagine that the links can never be re-created – there we have the problem. No matter how smart we humans are, we cannot replicate a species once it has gone. When one type of fish has gone, it will begin the rapid collapse of the entire system.

Tuna: going. Cod: going. Sharks: going. Turtles: going. Whales: going…….

Three comments I heard with annoying regularity when I used to lecture on this subject were: ‘You eat cows, pigs and sheep, what’s the difference’?

For any of you out there who might be thinking the same thing, your total ignorance defies belief. We can count the cows and know exactly how many we have. We can help them breed and maintain their

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Institute of Directors

ADVANCE WITH THE IOD

By Dean Orgill Chairman of Mayo Wynne Baxter www.mayowynnebaxter.co.uk www.iod.com

S

ince its establishment in 1903, The Institute of Directors has continually looked at the best ways of promoting its aims, as set out in its Royal Charter of 1906, to: • Promote for the public benefit, high levels of skill, knowledge, professional competence and integrity on the part of directors, and equivalent office holders however described, of companies and other organisations.

• Promote the study, research and development of the law and practice of corporate governance, and to publish, disseminate or otherwise make available the useful results of such study or research.

• Represent the interests of members and of the business community to government and in the public arena, and to encourage and foster a climate favourable to entrepreneurial activity and wealth creation.

• Advance the interests of members of the Institute, and to provide facilities, services and benefits for them.

In more recent years, the IoD has looked at the needs of existing and potential members, and has sought to reflect those in different types of membership which are now available.

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The IoD now offers a greater variety of memberships than you might think.

Beyond the standard membership, three other categories are available – Student Membership, IoD99 and IoD Advance (which comes with a further option of IoD Advance+).

Student Membership offers specific student events, an online community, access to a work placement and internship noticeboard plus direct private advice and communications with a Guru Panel. The cost is £75 per year. To be eligible you must be a student at a recognised university or have graduated within the last two years.

IoD99 is open to Directors or founders (aged between 18 and 40) of businesses which have been established for 10 years or less and have annual turnovers not exceeding £5million.

Provided that you have not been a member of the IoD in the preceding two years, you can become an IoD99 member for £99 for one year. For this you will have access to events, to the IoD business hubs (plus Pall Mall) and access to the award-winning Information Advisory Service.

IoD Advance was created after further consulting with members on what they wanted from a premium organisation. As

well as access to premises and information services, Advance Members have a dedicated Relationship Manager, advice available from a panel of experts, four professional development courses per year, a calendar of exclusive Advance events, a number of free room hires per year and a high quality facilitated leadership network through the IoD Advance App (which also offers an events tab and a news feed). At £679 per year this is designed as a premium service, but with these additional benefits and network to access, surely you are worth it.

Of course the standard membership also continues to offer an extensive range of benefits, such as business hubs, business information services, helplines, plus representation and insight.

Visit www.iod.com to see which membership suits you best.

JUST A THOUGHT If any of your New Year’s resolutions have survived this far, or not, why is that?

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Register your interest today. Call the MINI Business Development Team on 0800 915 4700 or visit your local MINI centre: Vines of Gatwick Stephenson Way, Three Bridges Crawley, West Sussex RH10 1TN www.vinesgatwickmini.co.uk

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