OCTOBER 2018EAST MIDLANDS LEADING BUSINESS MAGAZINESUPPORTINGBUSINESS GROWTHMore than financeIT &TELECOMSGoing digitalCORPORATEHOSPITALITYHelp for hotelierswww.blmgroup.co.ukWWW.EASTMIDLANDSBUSINESSLINK.CO.UKWWW.EASTMIDLANDSBUSINESSLINK.CO.UKFOCUS ON THEFUTUREFOCUS ON THEFUTUREEUROPE 20195-7 FEBRUARY | VIENNAJoin us at the Crossroads of HealthcareTo find out more and book your ticket, visit www.diaglobal.org/DIAeurope19 now.DIA Europe is more than a traditional meeting. Our members say, “There is something special about DIA Europe”: It’s a chance to learn, engage, and grow as a healthcare professional. DIA Europe has become a landmark, must-attend event for many.We welcome participants from across the entire drug development spectrum, from discovery to marketed use, to facilitate open collaboration by incorporating representatives from the full life sciences landscape. DIA ensures that industry, payers, patients, and regulators all have an equal voice.We look forward to welcoming YOU to DIA Europe 2019 in Vienna!Kristel Van der ElstCEO, Global Foresight GroupHealth Systems: Doomed to Fail or About Be Saved by a Copernican Shift?Dave deBronkart‘ePatient’ DavePatient Experience, Empowerment, Engagement: A Business Leader’s ViewHans Lehrach'LUHFWRUDQG6FLHQWL²F0HPEHUDWWKH0D[3ODQFN,QVWLWXWHIRU0ROHFXODU*HQHWLFVWill Virtual Patients Allow for Virtual Trials?KEYNOTE SPEAKERS www.eastmidlandsbusinesslink.co.ukEast Midlands Business Link 3EDITORS NOTESAs the last of the long summer days give way toautumn, the sound of the county’s accountancy sectorcan be heard letting out a collective sigh. In the interestof delivering the “strong and stable” government thePM is always harping on about, Philip Hammond hasonly gone and planned to release the budget weeksearlier than expected. An apt metaphor for the currentpolitical chaos if ever there was one. Breaking down the budget and its implications forbusiness is a hallmark of accounts and financial institutions across our region,many of which would have already booked a venue and sent out marketingmaterials – only for Hammond to pull the rug out from under them. Strongand stable indeed. Apparently, the date switcheroo was to avoid clashing withthe final round of Brexit negotiations in November. Now we can expect thelatest peek at the nation’s financial health on October 29. Fortunately, things are lot more organised in our October issue, with thesame clean, concise and informative features and comment you’ve come toexpect. This month’s spotlight shines a light on the IT and telecoms industry,with a look at the ever-present issue of cybersecurity. Supporting businessgrowth is a useful look at ways of getting a company on that next rung of theladder, while facilities management looks at the ways environmental, safetyand technological changes have impacted the industry. Add to that anexploration of the engineering sector, what’s going on in warehousing and ourregular commercial property and corporate hospitality pages and you’ve gotthe only guide you need to business in the East Midlands. Though we bring you all the latest news and events every month, don’tforget to check in with our website (www.eastmidlandsbusinesslink.co.uk/mag)and subscribe to our newsletter to never miss a thing. Michael FisherEditorWelcome...ContentsOctober 2018LATEST NEWS 6A round-up of the latest news from our regionAPPOINTMENTS 8East Midlands on the move.FINANCE NEWS 10The latest news from the world of finance around the regionMANUFACTURING NEWS12News and views from around the regionPROPERTY NEWS 14All the latest from the property sector.IT & TELECOMS 16If a businessperson were transported from the boardroom oroffice of the eighties or nineties and given a glimpse of today’sworkplace, they would likely be taken aback at the changes. In arelatively short stretch of time, there has been a remarkableevolution in almost every facet of business, none more so than theIT and telecommunications industry. SUPPORTING BUSINESS GROWTH20While sourcing capital is important for business growth, certainforms of finance can offer more. Angel Investors, for example,offer their knowledge to help a business grow. Past fundingaltogether, our region has numerous programmes to source advicefrom. CORPORATE HOSPITALITY24Perhaps more than any other subsector under the widerhospitality umbrella, hotels have had to grapple with some majorchanges and bigger challenges of late, adapting to new markettrends, changing customer demand and responding to newtechnologies. COMMERCIAL PROPERTY30Spanning from Leicestershire to Lincolnshire, the East Midlandscovers an impressive swathe of England; so, what’s happening inone city won’t necessarily be what’s taking place in another. This isexactly what we’re witnessing in the office market. While somecounties are experiencing a rise in demand and the spate of newdevelopments, others are struggling. Here East Midlands BusinessLink looks a little closer. WAREHOUSE & DISTRIBUTION 34The warehousing and distribution industry has become leaner asof late, causing trouble for many, but also resulting in levels ofefficiency rarely seen before. New developments also hint at aresurgent industry. 46NETWORKING38Networking etiquette by Fiona Duncan-Steer, founder of RSViPBusiness Networking Agency, offers some sound networkingadvice.FACILITIES MANAGEMENT 40Worth more than £120 billion, it’s no exaggeration to say that theUK’s facilities management sector is a key part of the economy.As well as its own self-contained sector, it also serves numerousother industries, placing incredible responsibility on facilitiesmanagement companies. TAX44Avoiding a hit on pensions for those with income over £150,000per year by Sam Tindale, Financial Adviser Streets CharteredAccountantsAUTOLINK46“It’s getting hot in here, so take off all your clothes”. Not ourwords, but the lyrics of the great American musical poet, Nelly.We’ve been getting so hot that we want to take our clothes off,and it is because we have had the foot-twitching pleasure ofcompiling this list of the sexiest motors money can buy. This oneis for you, reader, so relax and take pleasure in this titillating carcompilation.PUBLIC RELATIONS52Customers - they ask but will you answer? By Greg Simpson,founder of Press for Attention PR and Enterprise NationChampion for Nottingham OUT OF OFFICE54All the leisure sector news from the last monthEVENTS56A timely look at forthcoming business events around the EastMidlandsAND FINALLY...6024Group EditorSteve Fishers.fisher@blmgroup.co.ukEditorMichael Fisherm.fisher@blmgroup.co.ukJournalistsDominic Cuthbertd.cuthbert@blmgroup.co.ukStuart Pearcey s.pearcey@blmgroup.co.ukTess Eggintont.egginton@blmgroup.co.ukSales DirectorAngela Coopera.cooper@blmgroup.co.ukTel: (01472) 310310Accounts & SubscriptionsAngela Sharmanaccounts@blmgroup.co.ukTel: (01472) 310301 Fax: (01472) 310311Design & ProductionGary Jorgensen, Mark Cassonstudio@blmgroup.co.ukTel: (01472) 310304Fax: (01472) 310314E-Mail:eastmidlands@blmgroup.co.ukPublisherHaychart Ltd, t/a Business Link Magazine Group,Huntingdon House, 278-290 Huntingdon Street, Nottingham NG1 3LYAll rights reserved. No part of this publicationmay be reproduced, transmitted, photocopied,recorded or otherwise without expresspermission of the copyright holder, for whichapplication should be addressed first to thepublisher. While every reasonable care is taken,neither the publisher nor its participatingagents accept liability for loss or damage toprints, colour transparencies, negatives or othermaterial of whatever nature submitted to thispublication. The views expressed in thispublication are not necessarily the views ofthose held by the publisher.@BLMEastMidlandsBLMEastMidlandsOCTOBER 2018EAST MIDLANDS LEADING BUSINESS MAGAZINESUPPORTINGBUSINESS GROWTHMore than financeIT &TELECOMSGoing digitalCORPORATEHOSPITALITYHelp for hotelierswww.blmgroup.co.ukWWW.EASTMIDLANDSBUSINESSLINK.CO.UKWWW.EASTMIDLANDSBUSINESSLINK.CO.UKFOCUS ON THEFUTUREFOCUS ON THEFUTURECOVER PHOTOS: NOTTINGHAM UNIVERSITYSHUTTERSTOCK.COM • WASANT • SASIN PARAKSA • ELNUR • PETINOV SERGEY MIHILOVICH 6East Midlands Business Link www.eastmidlandsbusinesslink.co.ukGENERAL NEWSHowes Percival appointed to £130mGovernment panelHowes Percival has been appointed to the Government’s Crown Commercial Service (CCS) Full Service panel forEngland and Wales in a joint bid with law firm Sharpe Pritchard and supported by PwC and Capital Law. The Full Service panel covers a broad range of legal services including commercial, corporate, property andconstruction, IT, data protection, litigation and public procurement and can be used by the ‘wider public sector’, includinghealth, education, local and regional government, emergency services and third sector and social housing organisations.The appointment is for 3 years, with the option to extend. The estimated total value of the panel is £130 million. The win follows the firm’s success last year in being appointed, in consortium with PwC, Holman Fenwick Willan andSharpe Pritchard, as a Tier 1 supplier to CCS’s General Legal Advice Services panel, used by all UK central governmentministerial and non-ministerial departments. Tessa Haskey, Howes Percival’s Chairman, commented: “This is fantastic news and recognises our long track record ofdelivering for Government departments and the public sector. Government is a main sector for us and a growing part of ourbusiness.”East Midlands leads UKexports growth The East Midlands is the fastest growing region for exports in the UKwith a 13 per cent increase on last year according to official Governmentfigures.The latest data shows that seven regions in England reported anincrease in exports from the year ending June 2018, and the EastMidlands accounted for the largest rise.The news has been jointly welcomed by three East Midlands LocalEnterprise Partnerships – The Greater Lincolnshire LEP, The LEP for Derby,Derbyshire, Nottingham and Nottinghamshire (D2N2) and the Leicesterand Leicestershire LEP.Ursula Lidbetter MBE, Chair of the Greater Lincolnshire LEP,commented: “The East Midlands continues to outperform expectations interms of economic output. These new figures are testament to many ofthe hard-working businesses based here.“The East Midlands is a great place to do business, and as thesenumbers show, particularly for exporters.“As a LEP, we’ll continue to work with our public and private partnersto make sure next year’s numbers are even higher.”The figures have also been welcomed by Chief Executive ofMorningside Pharmaceuticals Ltd, Department for International TradeExport Champion and LLEP Board Member Dr Nik Kotecha OBE.Dr Kotecha said: “The East Midlands is the manufacturing spine of theUK and a major contributor to the UK economy.“Despite the uncertainty brought about by Brexit, East Midlandsbusinesses are robust and responsive to change, which is proven by thelatest export results. As a whole, the Midlands Engine is an economicpowerhouse which can only strengthen as the East and West Midlandscontinue to work closely together.”East Midlands businessstart-ups increase, butthreat of insolvency risesIn the face of a mixed financialand economic outlook, the EastMidlands entrepreneurial spiritappears not to have beendampened.Latest statistics from insolvencyand restructuring trade body R3highlight a net quarterly increase ofaround 2,000 East Midlands firmssince the beginning of May, with thetotal number rising from just under207,000 to just over 209,000 at thestart of September.R3 warns, however, that allbusinesses should be aware of a growing threat as the proportion of East Midlandsbusinesses at heightened risk of insolvency has increased over the same timeperiod from 41% to 43.7%, equating to a rise of more than 6,500 local firms.Commenting on the figures, which are compiled using Bureau Van Dijk’s Famedatabase, R3 Midlands Chair Chris Radford said: “It is encouraging to see suchentrepreneurial drive in the region, particularly as the economic climate remains sochallenging. However, with the increase in companies at greater risk of insolvency,there is stronger emphasis on owners and managers to remain aware of potentialissues and act swiftly on them.”This is backed up by further R3 research which indicates that nearly one quarter(22%) of East Midlands companies has suffered a financial hit following theinsolvency of a customer, supplier or debtor in the last six months. The reportfound the financial impact of the insolvency of another business was described as“very negative” by 5% of the region’s companies, and as “somewhat negative” by17% of local respondents.Chris Radford, who is also a partner at Gateley plc in Nottingham, continued:“The figures are evidence of the so-called ‘domino effect’, where one company’sinsolvency will increase the insolvency risk for others.“They follow a national 13% rise in underlying insolvencies in the first threemonths of this year compared to the previous quarter, and a spate of high profileinsolvencies involving large companies such as Carillion and Toys R Us.“No business exists in isolation, and every headline-grabbing corporateinsolvency will have consequences for numerous other enterprises. After the newsof the Carillion liquidation broke, for example, our local members reported animmediate upsurge in requests for advice from companies with links to Carillion.“In the retail sector, we witnessed the recent string of High Streetadministrations causing less visible struggles at other firms, such as suppliers andservice providers.”www.eastmidlandsbusinesslink.co.ukEast Midlands Business Link 7GENERAL NEWSNottingham topioneer flexibleworking movementNottingham is set to be a pioneer of the flexible working movementas Dispace, a network of venues uniting co-workers with availablespaces, launches in the city.Dispace will create a remote working revolution that isn’t wedded tothe tired 9-5 office culture but will be an entirely flexible solution thatco-exists much better with people’s lives and the power of technology.It will revolutionise co-working space in bars and restaurants so thatbusy professionals can work wherever they need to.As well as opening up productivity to workers, Dispace is also goodnews for the venues themselves, helping them to drive footfall and revenue in quieter times and bringing in completely new customers.Dispace’s first Nottingham venue is the city centre pub, the Cross Keys, already a popular haunt for freelancers and remote workers keen to grab an hour at a tablewith their laptop in between meetings or travelling.Further venues including hotels and coffee shops will shortly follow including the Bentinck Hotel, right next to Nottingham railway station, as Dispace expands itsnetwork to offer the right facility for a wide range of users.Ideagen to work with USaviation organisationNottingham-headquarteredIdeagen it is to work with a US-based aviation organisation in aproject that will ease first articleinspections and 3D modelconversions.Summit Aviation, founded in1960, will implement Ideagen’sQ-Pulse FAIR software, part ofIdeagen’s Q-Pulse ProductManagement suite, to boostefficiencies and reduce costsduring projects with clients suchas Boeing, Sikorsky and Northrop Grumman.As part of its services, the company – acquired by Greenwich AeroGroup ten yearsago – is required to carry out first article inspections, also known as FAIs, relating toparts including tailbooms, engines, landing gears and wing ribs.Andy Bullock, Summit Aviation’s Director of Quality says the project will help thecompany save “thousands of dollars” and “hundreds of hours of labour.”“We believe this project will provide us with around a 50% saving in labour,” saidMr Bullock. “In 2016, our Kentucky plant completed more than 1000 FAIs whichequated to around 4,000 man hours so you can imagine the costs associated withthat.“Because we work on small manufacturing lots, we conduct many FAIs. The projectwith Ideagen and its Q-Pulse FAIR software will quicken this process and make ourinspections more accurate. It will provide us with an added edge over competitorsallowing us to provide products to market quicker and potentially saving usthousands of dollars and thousands of hours of labour.”Bullock added that its project with Ideagen would also enable them to meet theneeds of some of its major clients, including major Airframe OEM’s.He said: “Many Airframe OEM’s require us to be an approved Digital ProductDefinition Vendor, which relates to 3D modelling. That particular area is the driver forSummit Aviation implementing Q-Pulse FAIR, with the labour savings related to FAIsbeing an added benefit with potentially significant savings.”Keeping businesses safe and efficient Connect 4 Voice and Data is a Leicester-based business identifying what key efficiencies can bemade within its customers’ communications processes. Rapid changes in technology means there is a vast array of features and facilities available inmodern telephone systems to help your business. Connect 4 Voice and Data’s role is to help youunderstand your requirements and recommend the best fit for you in terms of functionality andbudget. As well as telephone systems, the company specialises in providing fast, reliable businessEthernet solutions that are feature-rich and cost-effective, so you can concentrate on reaching yourbusiness potential. Ethernet connectivity is a great way to boost your business’s productivity andConnect 4 Voice and Data has multiple features and options to suit any business requirements. The company also supplies high definition CCTV solutions to protect your home and commercialproperty, covering installations, maintenance and repair services. All of its systems are supplied tomeet customers’ individual requirements. © SHUTTERSTOCK.COM/ REDPIXEL.PL © SHUTTERSTOCK.COM/ G-STOCKSTUDIO © SHUTTERSTOCK.COM/TRAVELLIGHT Three new appointmentscements Derby architectfirm’s growthDerby-based Swain Architecture is rounding off nine months in its first physical officewith the appointment of a new associate and two architectural assistants.Chris Davies, a member of the Chartered Institute of Architectural Technologists (CIAT)with a decade of experience in the industry, will work closely with Elizabeth ‘Izzy’ Rhodes,the founder of the practice based in the city’s Sadler Bridge Studios on Bold Lane.Alongside Chris, Swain has also recruited two new architectural assistants, Atarah Adamsand Karaan Sabherwal.A specialist in residential housing, Chris joins Swain from Simon Foote Architects havingpreviously worked on large-scale housing developments and commercial projects.Speaking on his appointment, he said: “Working with Swain is a great opportunity todevelop my design skills and take a lead in the business side of architecture, particularlyaround winning new projects and writing bids. Working with my close friend Izzy is also ahuge incentive and I’m excited to help grow something from the ground up and watch itdevelop into a successful practice.“In my years I have provided the technical designs for a wide spectrum of projects,working with traditional Georgian dwellings, self-build ‘Passivhaus’ projects and commercialextensions for office spaces. I am confident that the skills I have gained will support futuredevelopment opportunities that will allow Swain to become an established industryleader.”Izzy added: “It’s always exciting taking on a new member of the senior team, and havingworked with Chris previously, I knew his personality and skills would provide a perfect fitto the ethos of the company I have created so far. I have no doubt that he will excel inthis position and bring a great new insight and knowledge to our pool of outstandingtalent.”8East Midlands Business Link www.eastmidlandsbusinesslink.co.ukChris Davies, associate at SwainArchitecture.UK Flooring Directsmashes through100 staff markA national online flooring retailer, which is based inHinckley, has broken through the 100 staff mark as itcontinues to grow at a rapid rate.UK Flooring Direct, which moved to the HinckleyCommercial Park less than a year ago, has been hiring for arange of roles in the past few months and, having hit themagic 100 mark, is still on the hunt for more people in arange of sales, IT, marketing and warehouse roles.The latest recruits include Jordan Simpson, as TradeAccount Manager; Luke Scott, as Head of Category; PeterBradley, as Samples Fulfilment Manager; and Sarah Genner,as Samples Consultant, to take the company into treblefigures. All four are from the Hinckley and Nuneaton area.The recruiting process is being managed Faye Summers,the company’s Head of HR and People Development, as thefirm looks to take on another 60 staff in the next couple ofyears.UK Flooring Direct Manager Director Jason Ashby, whofounded the firm with his wife, Lisa, said the company isplaying a positive role in the local community.He said: “We are delighted to reach the 100 staff markand credit must go to Faye who has hit the ground runningin managing our recruitment as well as the training anddevelopment of the staff who were already here.“The company has big plans for growth and we can onlydo that by attracting the right people who want to be part ofthis exciting time for the business.“It’s important to us that we play a positive role in this areaand employing as many local people as possible means a lotto the way we want the business to operate and is good forthe regional economy.“On top of that, we work hard to make this a greatenvironment to work in, we give people opportunities toprogress and, also, we look to support the local communitywherever we can, especially when our staff are close to acertain project or cause.”L-R: Sarah Genner, Faye Summers, Jordan Simpson, LukeScott and Peter Bradley.BM Catalysts to drive exportgrowth with new appointment Aftermarket manufacturer BMCatalysts has announced therecruitment of a new export salesmanager as part of plans to expand itsdistribution network across Europeand further afield.The addition follows a period ofstrong sales for the Mansfield-basedfirm overseas, with export turnovernow representing over 60% of thebusiness in 2018.Maksim Bessonov joins Europe’slargest independent manufacturer ofcatalytic converters, Diesel ParticulateFilters (DPFs) and front pipes fromLeeds-based firm Ring Automotive.Over five years, Bessonov developedand established distribution ininternational markets for the Europeanauto accessories brand.Fluent in four languages, Bessonov takes BM Catalysts’ export team up to five multilingual salesrepresentatives and will play a key role in nurturing the company’s distribution network abroad.Commenting on the appointment, BM Catalysts’ commercial director Mark Blinston said: “The arrival ofMaksim comes at a time of great momentum at BM Catalysts. This year we’ve seen significant growth in ourexport business and we expect to continue this momentum.“Joining just ahead of Automechanika Frankfurt, Maksim’s experience working in international markets acrossthe world, particularly the CIS region, will be invaluable as we look to develop our distribution network further.”Leicester-basedfreshness brandappoints GlobalCommercialDirectorInternational freshness brand Micro-Fresh hasmade an exciting appointment, naming Jigna Varuas its Global Commercial Director.The new role sees the 28-year old take charge ofthe brand’s global commercial activities, includingmanaging strategic partnerships and businessdevelopment with its offices in Europe, Asia andNorth America.Varu joined the Leicester-based company in2013 in a part time role in Client Services as herfirst job out of university, and has since worked her way through the ranks, working as the firm’s GlobalCommercial Manager before this most recent promotion.Varu said: “I’m incredibly proud to be heading up the company’s global commercial activity andcontinuing its success both at home and overseas.“Although I had a passion for science from a young age, I never saw myself in a lab coat. Working atMicro-Fresh has given me the opportunity to combine my love of science with my passion forcommunication, and I have been very fortunate to work for a company that has allowed me to thrive anddevelop.”Byron Dixon OBE, creator of Micro-Fresh, said: “Jigna has demonstrated excellent customer awarenessand has built excellent relationships with our growing client base, suppliers and staff in the UK andoverseas. Appointing Jigna as Global Commercial Director was the logical next step as we saw she had theskills and ability to help the company grow, and this latest promotion recognises her achievements so far.“Thanks to Jigna, Micro-Fresh is now an established brand and a highly-regarded freshness technology,and we’re delighted that she will be helping the company continue this level of growth in her new role.”Record growthleads tochange ofmanagementteamNorthampton-based Portman Asset Financehas underlined its ambitions to continue itsrecord growth, with a strategic change to itssenior management team.Alex Read, Managing Director since co-founding the commercial finance company in2007, has been named chairman, with salesdirector Rory Dunn stepping up to become MD.Over the past decade, Alex and his team havetaken Portman Asset Finance from a start-up thatoperated from a spare bedroom, to a multi-million-pound national finance broker. Today, itworks with major lenders such as Investec,Hampshire Trust Bank, Hitachi and Aldermore tohelp smaller businesses secure the finance theyneed to expand.Commenting on the appointments, AlexRead said: “When I launched Portman AssetFinance with my wife Georgie, our aim was toprovide flexible and affordable loans tosmaller businesses, much like ourselves. In theyears since, we’ve helped more than 10,000companies to achieve their commercial goalsby securing over half a billion pounds infunding.“Having recently invested heavily in ourmarketing department, and launched anew luxury vehicle finance service, we arein a strong position to grow the businesseven further. I am delighted to formallywelcome Rory to the role of MD and Iam confident that, with his extensivesales background and knowledge ofthe industry, he will provide thestrategic focus to help us achieve ourgoals.”Rory Dunn added that it wasthanks to Alex’s leadership anddedication that he was nowheading up one of the country’sleading business financespecialists.www.eastmidlandsbusinesslink.co.ukEast Midlands Business Link 9APPOINTMENTSNext >