ENTREPRENEUR INVESTOR

ISSUE 3 SUMMER 2015 www.entrepreneurandinvestor.com
CREATING AND LIVING
THE LIFE YOU WANT
ENTREPRENEUR
& INVESTOR
DR LEAH TOTTON INTERVIEW
APPRENTICE WINNER &
SUCCESSFUL ENTREPRENEUR
HOW TO TAME YOUR DRAGON
BE START UP SAVVY
THE VALUE OF PARTNERSHIPS
FRANCHISES - PROS & CONS
HOW TO MAKE YOURSELF INVESTABLE
TOP TIPS FOR ANGEL INVESTORS
JEWELLERY FROM THE CLASSICAL ERA
HOW TO INVEST IN HOLIDAY RENTAL PROPERTIES
CLASSIC CARS AUCTION NEWS
WINE INVESTMENT ADVICE

CONTENTS
10
32
48 69
4

ENTREPRENEUR
8 NEWS IN BRIEF
10 DR LEAH TOTTON
INTERVIEW
16 BE START UP SAVVY
18 BUYING A FRANCHISE
20 COMMON MISTAKES
SMALL BUSINESSES MAKE
22 HOW TO EXPAND YOUR
BUSINES
24-25 E&I CASE STUDY
HYDROGUARD &
STOWAWAY SCOOTERS
26 HOW TO STOP
INTERRUPTIONS AND
DISTRACTIONS
28 INTELLIGENCE OR
EMOTIONAL INTELLIGENCE
- WHAT MATTERS MOST?
34 GEOVATION HUB
32 ENCOURAGING YOUNG
ENTREPRENEURS
34 HOW TO BE A SUCCESSFUL
ENTREPRENEUR
38 HOW THE ROLE OF SALES
PROFESSIONAL HAS
CHANGED
40 HOW TO BUILD A
SUCCESSFUL BUSINESS
FROM EBAY
42 HOW TO GROW YOUR
BUSINESS
44 HOW TO KNOW IF YOU
ARE THE RIGHT TYPE
OF PERSON TO START A
BUSINESS?
46 HOW TO MAKE “KNOW
YOUR CUSTOMER” MORE
THAN A MANTRA
48 HOW TO MAKE YOUR
WEBSITE STAND OUT
50 HOW TO START A
COMPANY IN 2015 AND
MAKE IT LAST 50 YEARS
52 HOW TO SUCCEED ONLINE
54 MAKING YOUR PASSION
PAY
54 HOW TO MAKE YOUR
WEBSITE STAND OUT
56 REDUCING COSTS WITH
BETTER COMMUNICATION
58 SOFT SKILLS
60 THE VALUE OF
PARTNERSHIPS
62 TOP TIPS FOR MAXIMISING
YOUR ASSETS
64 WHY STARTUPS FAIL
66 TOP TIPS FOR START UP
SUCCESS
68 HOW TO TAME YOUR
DRAGON
70 SIX WAYS TO MAKE
YOURSELF MORE
INVESTABLE
INVESTOR
74 10 TOP TIPS ON HOW
TO BE A GREAT ANGEL
INVESTOR
76 COUTTS MID-YEAR
INVESTMENT OUTLOOK
2015
78 INVESTORS NEED TO
ACCOMDATE LOWER
RETURNS
80 SILVERSTONE CLASSIC SALE
82 STUNNING COLLECTION
OF JEWELLERY FROM
HELLENISTIC AND CLASICAL
ERAS
84 UK’S MOST VALUABLE
PRIVATE COLLECTION
GEMSTONE TO BE SOLD
86 HOW TO GET A LARGE
COMMERICAL MORTAGE
AND WHY
88 SOUTH KENSINGTON
TOPPLES MAYFAIRS AS
LONDON’S SMALLEST
FLATS GET £100 A DAY IN
76
84
140
RENT.
90 TO MAKE THE MOST OF
SWAG INVESTMENT OPT
FOR WINE
92 SIP & LEARN
94 WARNER EDWARDS GIN -
THREE YEARS ON
FORTUNE & LIFESTYLE
98 TRAVEL
122 SPA
126 FOOD & DRINK
132 CARS
142 YACHTS
144 JETS
146 HEALTH
148 GROOMING
82
62
142
5

I WEAR THE
TROUSERS
DO YOU?
IJP DESIGN
www.ijpdesign.com
The Poulter Stride. #WeartheTrousers

EDITOR’S
LETTER
DEAR READER,
A warm welcome to our Summer issue.
This month is an entrepreneur skills special, with no less than 30 features
on how to make and invest money, with tips and advice from some of the
most successful entrepreneurs in their fields. We do hope you find them
useful and inspirational.
In our Fortune & Lifestyle section, as always, we’ve plenty of news, reviews
and features on everything to inspire you to make positive changes and
embrace your journey as an entrepreneur. This issue we’ve luxury travel in
Scandinavia, Portugal and the Seychelles, car news and reviews, summer
wines and champagnes to savour and much, much more.
Thank you for letting us be part of your journey.
Follow us on twitter @Entrep_investor
LISA CURTISS
EDITOR IN CHIEF, ENTREPRENEUR & INVESTOR
VISIT OUR WEBSITE: WWW.ENTREPRENEURANDINVESTOR.COM
EDITOR IN CHIEF
LISA CURTISS
LISA@ENTREPRENEURANDINVESTOR.COM
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COM
MAGAZINE DESIGNER & SOCIAL MEDIA
MANAGER
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TOM@ENTREPRENEURANDINVESTOR.COM
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ADAM WOODGATE
ADAM@ENTREPRENEURANDINVESTOR.COM
ADVERTISING & SPONSORSHIP
ENQUIRIES TO:
ADS@ENTREPRENEURANDINVESTOR.COM
CONTRIBUTORS:
JASON PENNY, JEROME LAREDO, GILLIAN
MACEWAN, PAUL PUTMAN, OLIVER
PROUDLOCK, MAX WISEBERG, SHAZ
NAWAZ, MICHELLE WRIGHT, PAUL RUSSELL,
MARIELENA SABATIER, ARNOUD JULLENS,
MATT GUBBA, NEIL WESTWOOD, DONNA
BARNES, SHONA MCLEOD, STEPHEN ARCHER,
CAROLINE CRABBE, JIM THOMPSON, PETER
GUNNING, JUAN LOBATO, ED BARROW,
ANDREW DAVIES, JORG STROTMANN,
DAVID GAMMON, JACKIE MAGUIRE,
BELINDA WALDOCK, STEFANO MARUZZI,
ERWAN KERNEVEZ, NICOLA COOK, JOSEPH
ZIPFEL,RICH PREECE, SUSAN FEEHAN,
GILLIAN MACEWAN, STUART LUNN, ADAM
BREEDEN, PHIL COTTON, PAUL RUSSELL,
PETER LEMON, GILES ENGLISH, JANE
MICHELL, JAMES LAYFIELD.
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7

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NEWS IN BRIEF
WHAT WE’RE TALKING ABOUT RIGHT NOW
HEXAGON BRINGS LOTUS
BACK TO LONDON
Leading London classic and sports
car dealer Hexagon now sells the
full range of Lotus models from two
central London locations, making it the
only Lotus dealer inside the M25.
The new partnership sees Lotus regain
a dealership presence in London after
an absence of six years. Lotus models
will now be sold from Hexagon’s East
Finchley and South Kensington sites with
both locations stocking all models from
Elise to Exige to Evora.
The move rekindles an historic
relationship, as Hexagon was a Lotus
dealer between 1964 and 1976. It also
brings Lotus ‘home’ to north London:
Hexagon’s headquarters in Fortis Green,
East Finchley - where it will offer Lotus
servicing and aftercare - is just a stone’s
throw from Lotus’ original base of
Hornsey, where Colin Chapman and his
team built and sold the first models in
the 1950s.
With over 50 years of experience
selling the finest road cars from brands
such as Aston Martin, BMW, Ferrari, Rolls-
Royce and Porsche, Lotus customers
can expect the very best in sales, service
knowledge and aftercare.
Hexagon chairman, Paul Michaels said:
“We can see a very exciting future for Lotus
and are delighted to welcome the brand
back to Hexagon after nearly 40 years.
The Exige S and Evora S are very exciting
prospects for our customers, of which
we’ve already received a large amount of
interest.
“The all-new Evora 400, the fastest of
the Lotus sports car line-up of the new
millennium, is also one of the most hotly
anticipated cars of this year. Reintroducing
a brand such as Lotus with its rich heritage
to the capital’s car scene is a very exciting
prospect – one we’re proud to be a part
of.”
8

ZOO PROJECT SET TO REDUCE
OFFICE COSTS FOR EMERGING
CYBER START-UPS
With the average cost of office
space in London now reaching
around £13,609 per month,
and research showing that half of
UK start-ups fail within the first five
years, e-commerce entrepreneurs and
emerging online starts-ups are being
given a helping hand by Tradedoubler’s
e-commerce incubator, The Zoo Project.
The performance marketing specialist
is providing budding companies with
that all-essential first step towards
business success by offering ten UKbased
entrepreneurs a year’s free office
space in the heart of London, in its new
premises at Moorgate.
This news comes at a time when
the UK has been named the most
entrepreneurial country in Europe,
with nearly 500,000 new businesses
created in 2014 according to StartUp
Britain. However, with the high cost
of office space, and a lack of sound
business advice and mentoring likely
to contribute to the failure of 50% of
UK start-ups in the first five years[3],
Tradedoubler wants to help resolve
these challenges.
Successful applicants will benefit from
one year’s rent and rates-free office
space; complemented by mentoring
from Tradedoubler’s in-house affiliate
marketing and technology experts;
access to major brand advertisers and
partners; networking opportunities
with other Zoo Project residents and
industry entrepreneurs; as well as other
resources that an online company
requires to get its business off the
ground.
To secure a place, applicants need to
present their business plan which will
then be judged by a panel of industry
‘dragons’ – marketing and business
experts from some of the UK’s top
retailers.
For more information and to apply
visit www.thezooproject.co.uk
CHÂTEAU MARGAUX LANDMARK
EVENT AT SOTHERBY’S
On 17 October 2015 in New York
Sotheby’s Wine will present
Château Margaux 1900-2010
Direct From The Cellars: A Celebration of
the Mentzelopoulos Era.
This is a landmark event that
represents the first time the historic
First Growth has made a significant
offering of wines direct from their cellars
at auction. With a glittering history
that has drawn admirers from Thomas
Jefferson to Ernest Hemmingway to
Chinese leader Hu Jintao, as well as a
new generation of collectors from the
Americas and Asia, Margaux is regarded
as unique for the magnificence of both
its wine and architecture. The sale is
made up of 239 lots estimated at $1/1.4
million and will be preceded by events
in Brazil, Mexico and New York.
Corinne Mentzelopoulos commented:
“As we celebrate 200 years of wonderful
architecture at Château Margaux, I am
proud and happy to share with collectors
around the world a selection of our
wines that I have hand-picked for this
unique sale. I cannot think of a better
wine specialist than Sotheby’s for us to
part with some of the most historic of
the 20th century vintages, as well as the
more recent wines produced under my
family’s leadership since 1978. Any twinge
of sadness I feel with these bottles leaving
our cellars is overcome by the pleasure
of knowing that they are destined to be
enjoyed by Sotheby’s passionate and
knowledgeable clients.”
9

ENTREPRENEUR
COVER STORY
DR LEAH TOTTON
APPRENTICE WINNER &
SUCCESSFUL ENTREPRENEUR
We caught up with Dr Leah Totton, who readers will know as
a recent winner of The Apprentice. With a successful clinic
heading towards its second year of trading and Alan Sugar
and Karen Brady as mentors, we were interested to learn
about her journey so far, and see if she had any advice she
could share.
10

ENTREPRENEUR
COVER STORY
What was your inspiration, Leah,
for this business?
I’ve always been interested in aesthetics. I am
someone who is from a medical background,
but I’ve always appreciated the importance
of looking good and feeling good. I trained
privately in aesthetics as soon as I qualified
as a doctor. I realised quite soon into that
training that actually, the industry was
completely unregulated.
I saw numerous patients, including one who
was a friend of my mother’s, who had quite
unfortunate cosmetic outcomes, secondary
to having a procedure performed by an ill
qualified or unqualified practitioner. I really
felt passionate about bringing a medical
influence to the industry, and forming a grip
on a company, or a chain - a clinical chain,
that would be able to set the standard of
the industry, and allow normal people to
access these treatments in a safe and clinical
environment.
The key ethos of the company is accessibility
to the normal general public, safety and
clinical excellence. I think we’ve done well
in delivering that so far, and we hope to
continue to do so.
You’ve been going for over a year
now, a year and a half?
Yes. We’ve been trading for 18 months now.
We’re looking into launching our second
premises, so scaling the business is going to
be the next challenge. I’ve overcome many
challenges, even in the past 18 months.
I think with a business such as ours, expanding
and assuring that we have the quality control
across various branches, as opposed to just
in the flagship, where obviously I’m present,
is going to be my next challenge. I am very
excited about doing that.
Also, I’m quite keen for people to be able to
have the doctorly experience, and experience
the excellence of our treatments, and the
quality of our treatments, at home. We’re
actually doing an at home range as well - a
skincare range, which should be available
early in 2016.
Really exciting times for me as a business
woman, as well as a cosmetic doctor, and
also for my business partner, Lord Sugar.
Very pleased with how things are going and
excited for the future.
You touched on challenges then.
Can you tell our readers about
the types of challenges you’ve
experienced so far?
Yes. I think I was 24 when I did The Apprentice,
which is very young. At 24, you think that you
know everything, but actually, I soon learnt
that I don’t, and I had a lot to learn about
business.
I feel eternally grateful that my mentor has
one of the best business minds in the UK,
arguably the best, so I feel very glad that I had
him along on the journey.
It’s a very different environment. I came from
a very safe, very supportive NHS environment
into the private sector. It’s a very different
attitude and I came under a lot of criticism.
After I won The Apprentice, there was lots of
criticism of my age, of my experience. I don’t
think my gender was specifically mentioned. It
was more my age actually.
There was some quite negative press around
my looks, and painting me out to be a blonde
doctor. But, obviously, you’ve got to take
these things with a pinch of salt.
Also then, in the world of business, it is
cutthroat. You’re dealing with, sometimes,
quite unsavoury characters, who don’t
necessarily have the same ethical principles
that I would hold myself to. I found that, on a
personal level, quite difficult.
I felt, looking back, I realised how sheltered
I was within the NHS and the structure
of the NHS. When you actually go out on
your own, it’s a very different playing field.
I had Lord Sugar for support through that
though.
We’ve had some quite tough negotiations with
suppliers, with securing premises, everyone
that you encounter on a day-to-day basis.
I’ve learnt, probably, that I do need to be a
bit tougher. I need to be thicker skinned and
I need to stand my ground. For me, they’re
some of the lessons that I’ve learnt.
Then, in terms of running a business day
by day, I probably underestimated just how
much work it was going to be. When you’re
employed, you go home at the end of the day
and you’re finished, and you can switch off
in the evening. That isn’t the case when you
have your own business.
I am the brand. I am the company, and it’s
with me 24/7. For the first 12 months, I didn’t
holiday at all. Even now, when I take leave, it’s
not really the same. You’re constantly in email
contact.
I don’t have children yet, but I would liken it to
almost having something you’ve created like
a child, as it has your 100% attention, so that
can be quite detrimental to your personal life.
I think that is something I need to probably
address moving forward, that I get a bit of a
more even work life balance.
What tips would you give to would
be entrepreneurs?
I think, for me, the key thing is to feel
passionate about what you’re doing. You
need to feel actually, that this is something
that you want, and make a difference in the
industry that you’re in, which is my main
motivator, that you care about the people,
your customers, essentially in my case, my
patients.
That is going to get you through the 11:00pm
finishes and the 6:00am starts. That’s going
to get you through all of the knock backs
that you’re going to have, or when things
go wrong, for example when your stock’s
supposed to be here, and it hasn’t arrived.
Just all of the day-to-day challenges that
you’re going to have.
That passion is what’s driven me forward, and
driven me through, and it’s still that passion
“After I won The Apprentice,
there was lots of criticism of
my age and my experience”
that I’m using, that I’m harnessing, to push
the business forward. Your work is never
done as a business owner, so you need to
prepare yourself for that. You need to love
what you’re doing, because it’s what you’re
going to be doing all day, every day.
The other thing I would say is to go into a
sector that you have expertise in. That’s
something I feel quite strongly about. I was
only ever interested in forming a medical
company. I wasn’t interested in starting a
tech company, or something that I had no
experience or skill set in.
Ideally, I would advise people to invest time
and to train in the sector that they’re in, so
that they themselves are expert in that field.
It makes it a lot more straightforward than
recruiting other people who you can either
train, mentor, or develop, if you have the skill
set yourself.
In terms of then starting the business,
everyone has ideas, but you need to be able
to activate that. You need to be able to push
that forward, and bring that into operation
basically.
Money, you obviously do need money to
start a business. I was very lucky in securing
a £250,000 investment via The Apprentice,
but that’s only one route. I’ve other friends
in business who went down the route of
either personal funding, or you can look at
investors etc.
12

ENTREPRENEUR
COVER STORY
There are platforms for fundraising, Angels
Den is one that I know gets quite a lot of
funding. I’ve two friends who’ve received
funding via Angels Den, or of course by your
own bank – that can be a good place to start.
Obviously we’re post recession, and the banks
are changing their attitude towards lending
slightly. I don’t think we’re ever going to get
right back to where we were pre 2007 for a
long time yet, and that’s probably a good thing.
Certainly in terms of the attitude towards
lending, they are a bit more open to that than
they would have been three, four or five years
ago.
How important do you think it is to
have a mentor, and if you haven’t
got one, how do you find one?
“Just understand your
industry, and make sure that
you have the key skill sets to
operate effectively in that
industry. They’re my two key
points on what you need to
start a business.”
I think having a mentor, for me, was key. I
hadn’t actually had one before I launched the
business. I also have others, Karen Brady is
another one who’s absolutely excellent. She
has a fantastic business mind. I think that
you need to have someone who understands
business better than you do. Lord Sugar, I
would never question. He has much better
business knowledge than I do, and is someone
you feel you can learn from. I was lucky
enough to have acquired my mentor via The
Apprentice.
Often, if you’re going for crowd platform
fundraising, then the people that you take on
will have equity in the company, so by default,
they’ll almost mentor you.
I’m sure there must be specific mentoring
schemes, or business networking events,
where you can meet people who are a bit
more experienced in your sector. I would
say it is helpful if they do have some sector
expertise - if you don’t yourself, that’s going
to be particularly important. It’s also good to
have someone who’s a bit older and a bit more
experienced. For me, that’s been fantastic.
There are a lot of very capable business people
who would be only too willing to help. It’s just
about finding the channels, and being in the
right networking circles, that you’re exposed to
such people, so you can approach someone,
see if they can help you develop and evolve.
What do you think the key things are, or
the most important things are that Lord
Sugar has taught you?
Oh, he’s taught me so much. There are a few
sentences that he says to me quite a lot. One
of them is, “Always remember your bottom
line,” - just basic business principles.
You can be the busiest clinic in the world, the
busiest business in the world, but if you’re not
watching what your burning cost is, and what
your bottom line profit is at the end of each
day, and I do calculate this at the end of each
day, it’s very easy to be swept away in what the
turnover is. Actually, it’s your profitably that
you should be assessing.
“Keep your eyes on the numbers” is probably
his biggest tip to me, and this comes up every
time I speak to him. I speak to him a few times
a week, and he’ll always want an update on
that, because at the end of the day, that’s what
business is about. It can be very flattering to
have a huge turnover, but you need to make
sure the profitably is there as well. Yes, keep
your eye on the numbers.
It’s a great time for those interested in
setting up a company in this sector then?
Absolutely, completely. The cosmetic sector,
which I’m specific to, is absolutely booming at
the minute. Cosmetic and tech are probably the
two sectors that are really rocketing.
I think we’re seeing a shift away from
conventional cosmetic surgery, more to the
non surgical sector, which is obviously my
forte, what I specialise in, and that’s definitely
something I would welcome.
Just the advancements in the innovation that
we’re seeing in the non-surgical sector, and
the results that we’re getting are absolutely
fantastic for patients. No down time, very
little pain, much less risk than undergoing
general anaesthetic, and complete face lifts or
complete liposuction.
I feel truly privileged to be in such an innovative
industry, and it’s really bringing change. It’s
just absolutely fantastic. The beauty sector
as a whole, obviously it’s a huge industry, and
globally is booming. Anyone who is interested
in that sector I would encourage to get
involved.
The key thing is to think passion. No matter what
sector you’re in, there’s always opportunity.
I wouldn’t go into a sector because it’s doing
particularly well, if you have no passion or
background in that sector. I really think the key
thing is to do what you have expertise in, and
what you feel passionate about.
Founded by The Apprentice winner
Dr. Leah Totton and Lord Sugar,
Dr. Leah Cosmetic Skin Clinics
are London’s highest profile nonsurgical
providers. Dr. Leah Clinics
offer the most safe, effective and
innovative cosmetic treatments
such as dermal fillers, Silhouette
Soft Thread lifts, laser, body and
skin treatments.
Dr. Leah’s approachable and highlyqualified
team are dedicated to
providing outstanding customer
service and bespoke treatments. All
staff are fully insured and practise
under a strict code of ethics
and confidentiality, adhering to
stringent standards of hygiene.
The mission is to set the gold
standard for safety in the nonsurgical
sector and to bring
excellence and a medical influence
to the entire cosmetic industry,
which is why we only work
alongside premium brands to
provide an outstanding client
experience.
Dr. Leah is the well-known Botox
doctor of choice and skin columnist
for the London Evening standard
and is frequently quoted in the
media as the expert of choice for
the cosmetic industry.
www.drleah.co.uk/
contact: 020 7877 5999
info@drleah.co.uk

ENTREPRENEUR
START-UPS
BE START
UP SAVVY
We caught up with Jerome Laredo, Lightspeed’s VP EMEA & Asia, to
hear about what he believes to be the the key factors that determine
small business success.
FIND THE RIGHT FIT
Business relies on people’s performance for
its success. In small businesses and start-ups,
it should go without saying that the right
staff is essential. I have a reputation as a very
slow hirer and for good reason. I want to
find the perfect cultural fit for the company.
A prospective candidate many have a CV
packed full of big brand experience but
what can they offer you? How would they
fare working in a smaller, more dynamic
environment? An employee with corporate
knowledge would undoubtedly be
impressive and useful to clients. However,
they could flounder in the small business
world of loosely-defined job roles and a
less-structured chain of command. My
advice is to make job interviews a collective
responsibility. This way you can take a wider
view on who would be the very best person
for the job and for your company.
THE MOTIVATION GAME
Keeping your staff happy and settled
takes time and patience and it’s
something well worth investing in. A
happy workforce is one equipped with
all the knowledge, skills and tools they
need in order to make your business
grow. In my experience, building team
spirit and forging a sense of purpose
works wonders. Learn to be sensitive to
the needs and ability of your staff and
remember that not everyone progresses
at the same time and at the same speed.
Also be aware that not all people are
motivated purely by the promise of a
regularly increasing salary. Start-ups
can attract young people who, more
often than not, are family and mortgage
free. Think outside the box - give them
a clear idea of where your business is
heading and show them a career path.
At Lightspeed, we often promote but
we do it with foresight. Not everyone
wants added responsibility so a step
up isn’t always the goal. Be careful of
moving high performers out of their
roles and into management. You’ll see
a temporary drop in sales figures if
you promote your best salesperson to
manager.
GO IT ALONE
It’s your vision - you be the one in charge.
My response to anyone thinking they can’t
start a business without a partner would be
a categorical ’you can’. Unless your partner
brings something to the business that you
need but don’t have, then taking on a partner
slows down decision-making and cuts into
the profits. At first glance there seems to be
a lot of start-ups in the hospitality industry
who employ family members and there is
no doubt that a small handful of these are
“ACT. TRY THINGS.
MAKE MISTAKES AND
LEARN FROM THEM”
really successful. However, working with
family is fraught with issues. I learned an
enormous amount working alongside my
father and brother in business but I also have
first-hand experience of how family tensions
and lack of formal boundaries can carry over
into the workplace and back into family life.
Additionally, promoting one’s family may
smack of favouritism to others and may
demotivate your staff. By all means employ
mentors and seek advice but remember it’s
your DNA that runs through your business.
BUSINESS PLAN? WHAT
BUSINESS PLAN?
Having an excellent business plan doesn`t
safeguard you from making mistakes. My
advice is to rip up the rulebook and get
hands on as soon as possible. You will learn
more and shape your business better. Act.
Try things. Make mistakes and learn from
them. Surround yourself with advisors and
mentors. Avoid the temptation to fixate
on the exit or fantasise about selling your
business after a couple of years. A successful
company begins with a desire to make a
difference or improve an existing product or
service. It shouldn’t be set up purely to sell
on.
THE CUSTOMER IS ALWAYS
RIGHT
There is only one reason why we exist - to
sell our product/service. Therefore the
customer is king and should be treated with
respect. Be honest, deliver on time and
16

create the best possible experience for them.
Of course, you will face problems and have the
odd bashing on social media. It happens. Say
sorry. Face them. Having a dialogue with your
customers means that you can hopefully sort
things out and turn your relationship from a
negative to a positive.
THERE’S NO SUCH THING AS
SECOND PLACE
We are in business to make a sale. Be aware
that the sales process can be expensive and
as there are no prizes for second place, don’t
waste your time on a pitch if you feel you don’t
have a chance. Be realistic. Do you have a
shot? If not, don`t fritter away your time or
resources pursuing business you can’t win.
NETWORK, NETWORK,
NETWORK
A business grows and adapts by networking.
Force yourself and take the plunge. It’s
worth spending an evening a week meeting
business people whether through chambers of
commerce, alumni or trade associations. I’ve
rarely had a conversation where I didn’t learn
or meet someone useful. Each time I sit down
next to someone on a plane I hear a new idea.
IF AT FIRST YOU DON’T
SUCCEED…
Why is Richard Branson hailed by a business
hero by so many of us? It’s because he’s
relentless, fearless and never gives up. We all
face difficulties when starting a business and
his ‘won`t take no’ attitude is truly inspirational.
“A SUCCESSFUL COMPANY
BEGINS WITH A DESIRE TO
MAKE A DIFFERENCE OR
IMPROVE AN EXISTING
PRODUCT OR SERVICE. IT
SHOULDN’T BE SET UP
PURELY TO SELL ON”

ENTREPRENEUR
ADVICE
BUYING A
FRANCHISE –
IS IT THE RIGHT
BUSINESS
MOVE FOR
YOU?
CAROLINE CRABBE, GENERAL MANAGER AT NATIONWIDE
PRE-SCHOOL MUSIC & MOVEMENT FRANCHISE, JO
JINGLES (WWW.JOJINGLES.COM) SHARES HER VIEWS ON
THE PROS AND CONS OF BUYING A FRANCHISE.
For many working parents or
indeed those looking for a more
flexible career path, owning a
franchise business can be an attractive
option; especially if achieving a greater
work/life balance is important to you.
Add to that the opportunity to juggle
family commitments alongside an
independent and rewarding career
and it’s not hard to see why buying a
franchise seems to tick many of the
boxes.
Taking on a reputable franchise
business can also provide a great
solution for those who have the passion
and desire to run their own business
but don’t want the associated risks of
starting a new, unestablished venture
(an understandable consideration for
families with young children).
One of the initial attractions of owning
a franchise business is that you are
also buying into the regular support,
marketing, PR and reputation of an
already established and credible brand.
So it should be plain sailing then? It
certainly can be, but only if it is the right
business move for you.
Owning a franchise is not for
everyone for varying reasons and there
are many misconceptions around
what’s involved in running a franchise
and how you ultimately achieve
success. Speaking from experience,
it’s hugely important that before you
consider taking on a franchise business,
you are aware of what is involved, what
will be expected of you and also that
you consider the very real impact this
will have on your life.
If you are to truly succeed as a
franchisee (regardless of external
support) you, and only you, need
to make it happen. Yes, any good
franchisor will provide you with the
adequate support and tools to get your
business off the ground, and yes, you’ll
take advantage of a fully functioning
marketing programme, nationwide
advertising campaigns, brand
reputation and all that goes with that,
but ultimately this is your business and
you are the only one who can make it a
true success.
Running a successful franchise (like
any other self-owned business) means
hard work, commitment and having a
genuine, relentless passion for what it
is you are doing. But if you have that
get-up-and-go spirit and the motivation
and self-discipline to run your own
business, franchising can be a fantastic
career move for you and your family.
18

6 top tips on how to succeed:
1
Know your customer and your market and
when selecting a franchise to buy, always try to
choose a sector that you have a genuine interest
in because in the early days when you are trying to
get your business off the ground, you’ll need that
motivation and passion to drive you forwards.
2If you’ve chosen to purchase a franchise in a
certain region then hopefully this is because you
have evidence that there is a sufficient demand
for this product/service in the local area. Adapt your
business to local cultures and trends to make your
business relevant to the audience you are targeting.
3Make the most of the nationwide marketing
programme already in place for your business
(this will usually be provided by the franchisor)
but you should still expect to invest time and money
in doing your own PR and marketing locally too. It’s
great to have nationwide appeal and recognition for
your brand, but use that platform to create more local
exposure for you and your business and you’ll reap
the rewards.
4Invest in your customer base – once you’ve
got them you need to keep them coming
back, so consider running special promotions,
loyalty programmes, referral rewards, giving away
freebies, competitions, attending networking events,
sponsoring local charities etc. This is a great way of
attracting new customers and raising awareness of
your business in the local area.
5Word of mouth – get your happy customers to
tell others about their experience. Asking for
testimonials is a great way to shout about your
success on social media platforms, websites etc. Most
large franchises will have their own mainstream,
website but many are supportive of local-focused
sites and social media pages too. Equally, join a local
business committee to make contacts, spread the
word about your business and share knowledge with
other likeminded business people.
6One step ahead – know who your local
competitors are and keep your franchise alive
through your own passion and determination. If
you wake up every day and love what you do, you’re
on your way to a successful business because if you
believe it, others will too.
About the Jo Jingles Franchise
Jo Jingles has been offering franchise business
opportunities since 1995 and has an established
network of over 90 franchisees. Classes are delivered
to young babies up to preschool age. Start-up costs
start from as little as £5,500 +VAT for a dedicated
territory, full support, marketing, teaching class
equipment, full training and much more. Jo Jingles is
currently recruiting new franchisees in a number of
new areas across the UK and Ireland.
About Jo Jingles (www.jojingles.com)
Jo Jingles provides music, singing and movement
experience classes for babies and pre-school
children from three months to five years of age. With
nationwide sessions in more than 700 centres across
the UK and Ireland and with over 90 franchisees, Jo
Jingles offers well-established, structured classes that
are fun, interactive and educational for little ones.
Launched in 1991, Jo Jingles continues to promote
learning through music across many of the UK’s
nurseries, Sure Start Children’s Centres, playgroups
and mother & toddler groups. Jo Jingles Birthday
parties and celebrations are also available to book
and a range of musical-themed merchandise
including toys, CDs and musical instruments can be
purchased online at www.jojingles.com.

ENTREPRENEUR
START-UPS ADVICE
COMMON MISTAKES
THAT SMALL BUSINESSES
MAKE
Gillian MacEwan at the FSB explores the common mistakes small
businesses make and offers tips on how to overcome them
We understand the daily pressures, trials and tribulations that
starting and running a business brings. Here, we explore some of
the pitfalls and vices small business should do their best to avoid.
Along this journey, mistakes are sometimes inevitable. But there
are a few things you can do to avoid them and ensure the best
possible start.
1 – Not keeping financial records up to date
Admin might not be your ‘thing’ but keeping financial records is
a legal requirement when you’re running a business. While that
‘insignificant’ receipt for a lunch meeting you went on last week
may not seem like a big deal, every little adds up and can cause
problems later down the line when you’re trying to calculate your
expenses. Sometimes you don’t get a receipt for an expense –
take parking metres for example – and people make a mental
note to remember.
HM Revenue and Customs (HMRC) overtly states: “You must
keep records of all your business transactions”. It also states:
“If you do not keep adequate records or you do not keep your
records for the required period of time, you may have to pay a
penalty.”
What usually happens is that instead of making a note of the
cost and date, people will get to the end of the month and end up
‘guesstimating’ how much they have incurred. Without the right
paperwork and files in order, HMRC can easily – and frequently
will – challenge a business.
20

2 – Not understanding your audience
Your audience i.e. the people who will buy your services
or products are one of the most important aspect of your
business and without them, well, you wouldn’t really have a
business.
You need to know who you are targeting and make sure you
communicate effectively, across every channel, to reach that
desired and much needed audience.
Who is your target market? What do they do? How old are
they? What communication channels do they use? How much
do they earn?
Once you have figured that out, it’s also important to know
your business and how your audience can benefit from your
services or products. If you run a wedding dress business, for
example, the benefit seems pretty obvious – customers get
to buy or rent a beautiful dress for their wedding. However,
delving a little deeper, are your wedding dresses more suited
to high income earners, leading luxury lifestyles? Or are they
suitably priced for the everyday customer?
3 – Not researching your market place
When entering a new market place you need to be aware of
who you are competing against. Failing to acknowledge your
competitors is foolish and will no doubt be a costly error. There
will naturally be well established businesses wherever and
whichever market place you enter so you need to find inventive
and creative ways to grab their customers’ attention.
Your first step should be to position yourself as a credible
alternative and lure their loyalty by building trust as a basis for
a long-term relationship. It’s important for new businesses to
be able to communicate unique selling points to attract people
away from the competition and provide a superior service to
encourage repeat custom.
4 – Discounting too much
We all know that people like a bargain, but slashing prices
to get people in the door may not be the best way forward.
While customer acquisition is important, retaining them is even
more valuable. So it’s better in the long run to focus on building
a loyal customer base that responds to exceptional service
and product rather than customers who are tempted on an
irregular basis by cheap prices.
5 – Failing to plan
A business plan is required to map out your long term
success and ensure you outline specific actions that need to
take place to improve your business objectives and overarching
goals. Business plans also allow you to keep on track of your
finances. According to research by finance software provider,
Exact, 70 per cent of companies with a plan turned a profit,
compared to 52 per cent of businesses without a plan.
6 – Being afraid to fail
One of the biggest obstacles of starting a new business is
fear. Learning to deal with risk and overcoming your fear of
failure will be one of the best lessons you can learn in the world
of business. Changing your concept of failure and being more
solutions focused will fuel positivity and install a belief that
nothing will stop you but your own fear. Failure is unpleasant
but it’s not the end of the world and if you do end up making
a mistake, it can be an opportunity to learn what went wrong,
and in turn, ensure you don’t make the same error next time.
Starting a business is one of the most fulfilling experiences of
your life, so don’t let the fear of failure hold you back.
7 – Not celebrating success
Last but not least, celebrate your successes. There are so
many benefits of celebrating successes. If you mark your
accomplishments with a celebration they will be remembered
in the future. It will bring together your team and make them
feel appreciated. It’s also a reminder of all the hard work
you put in to achieve your goals. Incorporating success into
the culture of your business will also keep your staff
motivated to continuously thrive.
FSB MEMBER SERVICES IS COMMITTED
TO DELIVERING A WIDE RANGE OF HIGH
QUALITY, GOOD VALUE BUSINESS SERVICES
TO MEMBERS OF THE FSB. MEMBERSHIP
IS AVAILABLE FROM £125 PER ANNUM
WITH A £30 REGISTRATION FEE FOR THE
FIRST YEAR. OTHER BANDS AND RELEVANT
SUBSCRIPTION FEES APPEAR ON THE
WEBSITE AT WWW.FSB.ORG.UK
21

ENTREPRENEUR
ADVICE
HOW TO EXPAND YOUR
BUSINESS
WITH OVER 20 YEARS PREVIOUS EXPERIENCE IN THE RECRUITMENT INDUSTRY
DONNA BARNES DECIDED IT WAS TIME TO SET UP HER OWN BUSINESS AND STARTED
ASTRA RECRUITMENT IN 2010 WHICH HAS GROWN IN 5 YEARS TO ITS PRESENT
STATUS. SHE TELLS US HER STORY INCLUDING CHALLENGES ENCOUNTERED, KEY
THINGS LEARNT AND ALSO SHARES SOME ADVICE ON HOW TO EXPAND YOUR
BUSINESS.
1. Starting a Business.
In terms of starting a company of my own, the timing had to be
right both personally and professionally. I was coming up to a
stage in my career and indeed life where I had to make a decision
which was; do I want to move up the corporate ladder or, do I
now take the risk and do it for myself? This took a lot of time to
decide as both options had financial and personal implications for
my immediate and long term future. Having worked for various
recruitment companies for over 20 years I was confident in my
area of expertise and decided to take the plunge.
2. What were the first things you did when launching/
setting up Astra?
It was a very exciting time and I remember sitting at my computer
talking to my now husband and deciding on a name. This was the
easy part because then you have to check if the domain names
are available set up emails, logos etc. This was all new to me as
I was used to the support of an IT and marketing department
ordinarily! The reality had now set in that it really was just me.
3. Once Astra was launched what was the decision
behind acquiring Mitrem?
The purchase of Mitrem was a strategic decision; they had a solid
reputation over 26 years’ experience within the local market. We
wanted to have a specialist commercial company that would add
value to our existing client base and to also expand them into a
national organisation.
4. You have just launched Talem Recruitment Group,
what made you realise you needed to expand and create
another business?
We wanted each company to have their own very separate
identities whilst maintaining the core values that were my original
reasons for starting my own business. Having Talem means
that each individual company benefits from the group in terms
of strategy, marketing, IT, training and in a whole host of other
areas. Talem isn’t just another business; it’s the ribbon that ties
all of the other companies together. It actually makes running the
other businesses easier in a strange way. Talem now gives us a
group identity to go out to the market place with a total solution
delivered by specialists.
5. How do you know when the time is right to expand/
grow your business?
It is a real see saw because you the have to have the business to
fund expansion, but you have to have the people to enable you
to expand! This is quite unique to our market place. We are very
much individual led and finding the right individuals is key to our
growth.
6. How will you manage running 3 businesses?
I can’t run three businesses on my own, the key is having the right
people around you supporting you and each other. I have grown
hugely as an individual and business professional in the last 5
years. One of the hardest things I have learnt is that you can’t
know or do everything (although I still try!) and it’s important to
pay for experts.
7. What is the key to continued growth of an existing
business and successfully starting a new business
simultaneously?
This is a major consideration....you have to make sure that
all your existing staff are stable and confident in their roles as
22

focusing on the demands of a new business takes time and
energy. Regular meetings can ensure that you are aware of any
issues and concerns while making the staff confident that you are
still available at any time. The process, in other words, involves
juggling a lots of balls and not dropping any!
8 What is the future for Talem Recruitment?
The future for Talem Recruitment is exciting. The market is
fantastic at the moment and we are concentrating on making
each brand the best in its area of expertise. We are continually
investing in our most important asset which is our staff through
training and individual development. We are looking to grow by
attracting the best talent and heavily investing in Technology and
Marketing.
Our businesses are still growing so we are always looking for the
right opportunity to bring skills into the group.
9What would you say are the challenges or difficulties when
running a business/growing/starting a new one?
I am always looking for my next challenge so to me it is always
exciting to do something new. The difficulties are keeping all of
the plates spinning at the same pace! It is so easy to take your
eye off one of the businesses and before you know it needs your
help. Time management and prioritising is an area I am becoming
an expert in, I am a great fan of mind mapping. I feel that it helps
to get everything out of your head and onto paper in some sort
of order.
TOP TIPS FOR GROWTH
1. It’s important to take advice from people that have been there and
done it in business. Nothing is better than experience and I for one
have always worked with mentors and business coaches who have
been instrumental in the growth of my business.
2 Having your own business can at times be a very lonely position and
so it always helps to have a sounding board who isn’t either emotionally
or financially involved in the business.
3. You have to remain positive even when things appear to be falling
apart around you. One piece of superb advice that I was given was to
take emotion out of every situation and look at the facts.
I have found this really helps you evaluate the situation and then make
a better discussion.
4. Don’t be afraid to say “I don’t know but I will find out.” You can’t be an
expert in everything and I find that people respect honesty.
5. Be prepared financially especially if you want to grow the business
without financial investment from external means.
6. Think ahead, it can be expensive putting systems in place and they
need to be able to grow with your plans.
7. Don’t try to be an expert at everything! You can’t be. Pay for experts.
8. Don’t take it too seriously all the time – make time for lunch and a
good glass of champagne or two.

ENTREPRENEUR
ADVICE
E&I CASE STUDIES:
STOWAWAY SCOOTERS
COLIN TILSON, MANAGING DIRECTOR OF STOWAWAY SCOOTERS
GIVES US AN INSIGHT INTO THE START OF THEIR BUSINESS.
How did you come up with your business idea?
I am a product development engineer, and was working for many
years in the aviation and automotive industries.
In 1998 my son Dean asked if he could have a powered scooter
for his birthday and I decided to build one as it would be far safer
than to purchase what was already available. Little did I realise that
the scooter would be so popular that I needed to seriously look at
production. In 1999 an opportunity for me to work in Taiwan became
available, and after some serious market evaluation I built 1000 units
to test the market.
What need does your product serve?
Looking ahead the difficulties I see are recruitment of quality staff
and ensuring we engage with quality dealerships to meet our
customer demand worldwide.
What is your advice for others wanting to set up a similar
business?
My best advise to anyone looking to start any business that involves
manufacturing is seek the right kind of help from the start, this
will save you not only time but a great deal of money. know your
customer needs, do your research, and due diligence carefully.
Never promise more than you can comfortably deliver, and always
plan for the downside.
Owners of RVs, Caravans, Motor homes ,and yachts, do not have
a great choice when it comes to a road legal reliable motorized
folding transport system, that meets their needs once they reach
their location, that they can keep safely stored inside for instant
use anytime when needed.Our two current models are a great
solution to the problems identified in the market, and were born out
of customer feedback. They are high quality, lightweight, value for
money, and fully foldable, with a 4stroke 50cc low emission petrol
engine or full electric powered option.
What were the biggest challenges you faced and where do
you see the main difficulties ahead?
Without a doubt sourcing the finance and putting together a team
that was right for the product and the customers alike. This needed
to be achieved in the far east, for the commercial reasons of cost,
development, and production.
I was working with a Taiwan trading company, who understood
quality and had access to solid suppliers. I shared their office for
the first 5 years and you could say that was my far east business
apprenticeship.
24

E&I CASE STUDIES
HYDROGUARD
HANNES FLOTO, CEO OF NEW COMPANY HYDROGUARD SHARES
WITH US THEIR JOURNEY SO FAR
1. How did you come up with your business idea?
I have been flooded twice, firstly in Maryland, US and then in Athens,
Greece with both houses being prone to flooding in heavy rain.
Each time the water came so suddenly and unannounced that I was
caught completely off guard. I am now living in England and although
I am not in a flood risk area I have watched the water nibbling at
my doorstep! Having seen the devastation that flooding has caused
in this country to so many people with inadequate protection and
having experienced it personally myself and fearing my wife’s wrath
should it happen again, I started the project designing a flexible
flood barrier for external doors.
2. What need does your product serve?
HydroGuard is the first affordable, simple to use flexible flood
defence barrier, with neither pre-installation nor tools required.
With its patented sliding technology, it fits any standard door size,
and is dual sided - one way up for UPVC or aluminium door frames,
the other way up for wooden door frames. HydroGuard is re-usable
thus avoiding environmentally unfriendly one-time use products,
and it can be stored in a small space in every home, thus making
HydroGuard the tool of choice for homeowners and emergency
services alike replacing sandbags.
3. What were the biggest challenges you faced and where do
you see the main difficulties ahead?
The biggest challenge was to get HydroGuard to work and we
quickly realised why we are the first to use the sliding technology
that is incorporated into the product. It is very efficient and simple
to use but difficult to produce. So difficult, that we had to change
the design of the product considerably to make it feasible for
production without losing the attributes which make HydroGuard
so unique. The next big step will be to turn a technically fascinating
product with simplicity at its core into a commercial success.
4. What is your advice for others wanting to set up a similar
business?
Be relentless in pressing forward however take the time to review
where you are and where you still have to go, never neglecting the
end game which has to be carefully researched from a feasibility
and consumer point of view. There will always be the pessimists
telling you that it will not work. Listen to them and their reasoning
and than figure out why they are wrong, or if not, figure out how you
can prove them wrong.
Keep your costs low (in our case, none of the founders drew a salary
for the first 2 ½ years) and go to the investment community with at
least a solid proof of concept that you can demonstrate.
www.hydroguard.co
25

ENTREPRENEUR
ADVICE
HOW TO STOP
INTERRUPTIONS
AND DISTRACTIONS
When you’re starting and growing a
business the pace can be fast, and that
can lead to a lot of distractions and
interruptions as you forge your way
through the ideas and opportunities to
find your path to success.
To be fair this title is a little misleading, after
all you can’t really stop the interruptions and
distractions, and honestly why would you
want to stop potential opportunities for your
business, especially when they are so shiny
and attractive. But if you don’t manage those
distractions and interruptions then you
could find yourself being reckless rather than
steadfast, reacting rather than responding to
the opportunities presenting themselves and
not making the most of them.
With so many communication channels in
today’s business world, interruptions can be
24/7, opportunities can appear in seconds,
and be gone again as quickly, we need to
be able to respond to these without them
disrupting core business activities and
prescheduled work.
Agile works well as a methodology for
managing interruptions and distractions by
providing you with a place to park ideas and
opportunities, an agile dashboard allows
you to break work into lots of short cycles
of activity and chunks of work, which means
that there is time scheduled in each day to
review new opportunities and respond to
them appropriately rather than just dealing
with the deluge ad hoc.
Deciding the order of things
A great tool in agile is MoSCoW, it’s a tool for
helping to establish importance and urgency.
It stands for Must do, Should do, Could do
and Would like to do, but the W can also
stand for ‘Won’t do right now’. By using this
to rank your interruptions and distractions
you can choose what you want to act upon,
what can be parked for later and what you
can discard.
Keeping track
Agile methods provide real time dashboards
for parking all the things you don’t
immediately act upon, and help to structure
work into short sprints of activity that can be
regularly reviewed. It also provides a medium
for keeping a track of what is currently going
on, after all, if you pick up something new you
are going to have to ask yourself, what am I
going to stop doing.
Cutting yourself some slack
Agile also provides you with a platform for
reviewing your work and establishing how
much of your work is planned and how much
you do that isn’t planned for, this can help
you to build some slack into your plans to
give you time to respond to the unforeseen
opportunities that appear on your radar,
after all those opportunities that come from
nowhere can often be game changers and
those Would like to do and Could dos can
be the differentiators and innovations that
set you apart from the competition. Gaining
balance is key to juggling everything, and agile
will provide you with a mind-set, method and
tool kit to manage change, and keep you on
track.
Sanity metrics over Vanity Metrics
One key distraction I come across a lot in
businesses are vanity metrics. A vanity metric
will tell you what you want to hear, it will tell
you what is going well but it can also paint a
picture that distorts the truth and distracts
you from seeing the reality of progress.
We should not allow them to lull us into a
potential false sense of security.
I prefer to balance these vanity metrics and
put more importance onto Sanity Metrics;
measures that tell us what we need to know
to be able to leverage success and address
weaknesses to ensure we are both delivering
the right thing, and delivering the thing right.
Sanity metrics help us to identify whether
we are gaining traction and momentum,
and identify causes of friction. Sanity metrics
tell us what is actually happening and how
we are progressing against our goals and
objectives. These metrics are real time true
representations of the current state of play
and performance trends that inform decision
making and drive direction for future work.
Agile metrics tell us continuously where we
are and measure if our actions are having
positive or negative effects on building
a sustainable, repeatable and scalable
business model. Agile tools help to deliver
these metrics to help us to understand
better how we are getting distracted and
help to manage interruptions.
So stop trying to stop the distractions and
interruptions, embrace the change and
opportunities and manage them and yourself
to ensure you have the time and balance
right, after all as the Chinese proverb says,
“There is chaos under the heavens and the
situation is excellent!”
Being Agile in Business by Belinda Waldock
is due to be published in July 2015 from
Pearson, the world’s leading education
publisher, priced £12.99. To find out more go
to www.beingagileinbusiness.co.uk
Belinda Waldock is a leading business coach
who has worked to help hundreds of small
to medium sized businesses to overcome the
challenges of fast growth by adopting agile
practices to create a culture of agility.
Being Agile in Business provides simple,
jargon-free advice that is designed to be read
in an agile way – in short bursts that can then
be put into action in the real world. The book
walks the reader through agile, explaining
how the strategies and tools can enable
organisations and individuals to work faster
and smarter and navigate the uncertainty
that all businesses face every day. As well as
tactics, tools, templates and other practical
guides, Being Agile in Business provides real
life case studies to illustrate just how agile
can enable leaders to find their own way to
thrive in any situation.

ENTREPRENEUR
ADVICE
INTELLIGENCE
OR EMOTIONAL
INTELLIGENCE –
WHAT MATTERS
MOST FOR LEADERS
TODAY?
You may have heard that Emotional
intelligence (EQ) is twice as
important as Intelligence Quotient
(IQ) for successful leaders, but what
does that mean?
The term Emotional Intelligence (EQ) was
first used by Daniel Goleman who conducted
research at nearly 200 large, global
companies and found that while qualities
traditionally associated with leadership –
such as intelligence, determination and
vision – are necessary for success, they are
not enough on their own. Truly effective
leaders also have a high degree of emotional
intelligence which includes self-awareness,
self-regulation, empathy and social skill.
TalentSmart, a provider of emotional
intelligence tests, found that of all the people
they’ve tested, 90% of top performers are
high in emotional intelligence. Conversely,
just 20% of bottom performers are high in
emotional intelligence. They also identified
a strong link between emotional intelligence
and earnings, finding that every point
increase in emotional intelligence adds
$1,300 to an annual salary. This was found to
be true across all industries, at all levels and
in every region in the world.
Very intelligent leaders with low emotional
intelligence do not make the best leaders.
Leaders with a high IQ understand concepts
and ideas very quickly, and expect others to
understand them at the same pace. They get
frustrated when people don’t understand
them, but they also don’t want to take the
time to help others understand because of
the fear of being condescending or pedantic.
“TRULY EFFECTIVE LEADERS HAVE A HIGH
DEGREE OF EMOTIONAL INTELLIGENCE
WHICH INCLUDES SELF-AWARENESS,
SELF-REGULATION, EMPATHY AND
SOCIAL SKILL.”
Another common problem with highly
intelligent leaders is that they believe that
they are always right and therefore they don’t
listen to the people working for them.
They don’t request input from their teams
and so disempower people by telling them
the most efficient path to achieve the
outcome. Then they complain that nobody
takes initiative. Imagine the employee who
takes initiative and is then told that their idea
is not good or not welcomed because the
boss knows best.
These high IQ leaders have often been given
feedback that they need to delegate, but they
complain that people don’t deliver, and that
it’s quicker to do it themselves. They fail to
see the long term value of developing others.
They are also surprised when people find
them volatile or emotional as they think of
themselves as highly logical people. They
don’t notice how their frustration (of others
being so slow) leaks through in their language
and behaviour.
As people move up through an organisation,
it is important to deliver results through
others. In order to do that, leaders must
inspire people to do their best, to go the
extra mile, and that means conquering not
only their minds, but their hearts. If not, these
leaders end up working around the clock
because they don’t know how to get others to
perform as required, and they still think that
they will be quicker. As a result, they could
end up burnt out or unable to manage their
emotions effectively and neither outcome is
desirable.
28

Top Tips To Develop
Your Emotional
Intelligence
• Slow down, take the time to explain your ideas
to others.
• Ask questions, ask for feedback, and listen to
the answers with an open mind.
• Observe yourself and pay attention to when you
feel negative emotions. They are usually some
kind of sign. If you are frustrated, ask yourself
why? If you have explained the same thing three
times, and they don’t get it - take responsibility.
Doing the same thing over and over and expecting
different results is Einstein’s definition of insanity.
Think about how to explain it differently, so they
understand. Don’t change the outcome, change
the methodology.
• Observe other people’s reaction to your
behaviour, and instead of blaming them for their
reaction, ask yourself, what could you have done
differently? People responded to the message
they heard, not to what you intended to say.
Such leaders aren’t clear about how their
behaviour impacts others, because they
are so focused on being efficient and on
achieving the outcome, they miss the big
picture.
They know how to get results when they have
the power of authority and a team they can
tell what to do. But what happens when they
have to influence others, without legitimate
power? They often think that logic will get
them the outcomes they want but they are
baffled when people reject their proposals or
don’t do as they request.
Leaders who are emotionally intelligent
on the other hand can be dumb or smart,
but because they know themselves and
understand their strengths and weaknesses,
they surround themselves with the right
team. They know that many heads work
better than just one, no matter how bright
that one head is. They are humble and
curious about what other people think.
• Be more empathetic and try to understand how
other people feel. It doesn’t mean that you have
had to experience what they are going through,
but you may have experienced the same emotion
for a different reason. For example, someone is
trying to quit smoking, and you may think they are
idiots, haven’t they seen the statistics? But you
may also be trying to lose weight, and also find
it hard. So instead of judging them for the actual
action, empathise with them on the difficulty of
not eating or smoking when you want.
•Communicate a vision that is inspiring, that is
not only logical, but that creates an emotional
attachment.
Marielena Sabatier, CEO, Inspiring Potential
www.inspiring-potential.co.uk
They are aware of how their behaviour
impacts people. They know that people like
to feel valued and respected. They also know
that investing their own time in people’s
development will pay back dividends in terms
of loyalty, effort and performance.
Although some people are naturally more
emotionally intelligent than others, emotional
intelligence can be developed
29

ENTREPRENEUR
ADVICE
LIFTING THE LID ON
ORDNANCE SURVEY’S
NEW GEOVATION HUB
In an as yet unpublished report
on the UK geo-services industry,
kMatrix estimates the direct value
of the sector’s activities at £2.2bn,
with its wider economic impact
estimated at being around £25.9bn.
There’s no doubt about it. Spatial
information is big business. It’s also
a growing market. Geo-services are
projected to advance at a rate that
out-performs a range of industries
that are more commonly associated
with innovation – including software
solutions, mobile communications
and videogaming. The report
concludes:
“With the increase in sensors and
communicating devices (The Internet
of Things) and increasingly integrated
“SMART” cities, geo-services will continue
to impact on all areas of urban life and
increasingly on rural/remote living too.”
In order to makes the most of these
opportunities a new Geovation Hub has
been set up in Clerkenwell, London. The
Hub is an initiative of Ordnance Survey,
Britain’s national mapping agency that
aims to bring together players from
across the geographic information
industry and beyond.
The hub will act as a centre of excellence
in spatial innovation and as a catalyst for
successful open collaboration. It will also
provide an arena for industry experts to
connect with individuals and SMEs who
have identified opportunities, envisioned
the solutions and who are seeking
technical, geospatial expertise, guidance
and support. Whatever roadblocks an
entrepreneur faces, the Hub will seek to
help navigate them.
The Hub’s primary goal is to put
innovation into practice within geospatial
data and services. Our aim is to help
new products and services that take
advantage of spatial information come
to market. The core of this activity is the
provision of supported access to the full
stack of available geospatial data and
information not available anywhere else.
As part of that process the Hub’s own
development team will continually
innovate using the available data to
release prototypes and proof-of-concept
work that illustrates the potential of
the available data to our collaboration
partners and resident entrepreneurs.
By the end of the first year, the Hub’s team
aim to be releasing products each month
that exemplify geo-centric innovation.
Most importantly, the Hub will look to
demonstrate the breadth of applications
and insights that can be delivered using
spatial data and information.
A new accelerator programme for
Geovation will also kick off in the
Autumn which will provide a structured,
funded pathway for new entrepreneurs
looking to create ground-breaking new
enterprises.
In practical terms, the Hub offers a
range of benefits to aspiring businesses
and entrepreneurs that they won’t find
anywhere else. For individuals, the Hub
offers free desk space, WIFI, VoIP phones,
printing, coffee and meeting space in a
central London location. Members can
also book one-to-one sessions with our
technical and professional services team
to help them solve the challenges that
they are facing. Whether it’s a complex
database implementation or assistance
formulating a go-to-market strategy the
Hub’s team will be able to help. Similar
levels of support are also available to
SMEs and Corporate members for a
nominal quarterly or annual fee.
For Ordnance Survey, this initiative
represents a significant step towards
exposing and expanding the geographic
information industry for existing and
new participants. OS is traditionally
30

known for its paper maps, but it has been
innovating since 1791, and in recent
years, as it has shared its experience with
governments and countries around the
world, its reputation as one of the leading
data companies has come to the fore. Just
over five years ago OS began releasing
some of its data open data products, and
at the same time created the Geovation
Challenge to demonstrate how open data
can be used to good effect across a range
of key issues facing society. More than
£700,000 in funding has been awarded
through the Geovation Challenge. The
challenge will continue to evolve at the
Hub, providing opportunities for social
entrepreneurs to gain the funding and
recognition they need to grow.
Much has been achieved, yet there is the
feeling there is much more that can still
be done. Spatial information underpins
an emerging generation of products and
services where the social and economic
impact is felt across a wide range of
industries. According to kMatrix, the
global economic impact of this sector is
expected to grow to £1.7trn by the end of
the decade. The Geovation Hub is a key
initiative to ensure that the UK takes full
advantage of this extraordinary market
opportunity.
by Alex Wrottesley, Geovation Hub Manager
31

SPEND ENTREPRENEUR
IT
ADVICE
WHY WE SHOULD ENCOURAGE
ENTREPRENEURSHIP EARLIER
There is an opportunity for talented young
people choosing to set up technology
businesses. Many of today’s technology
success stories have taught us that the
person with the bright idea can just as
readily be a student as an established
business person. Some of the greatest
successes of the last two decades have
originated in a bedroom, garage or student
hall. Blogging platform Wordpress was
started by students at the University of
Houston and now powers millions of
websites. Social news site, Reddit, was set
up by two 22-year-olds in 2005.
What’s more, being young can actually be
an advantage in entrepreneurship. Young
people generally have fewer commitments,
giving them the freedom to dedicate time
and ‘head space’ to their new ventures.
They also tend to see fewer barriers to
success, meaning they can retain the streak
32

“WE SHOULD ALL BE ENCOURAGING
YOUNG PEOPLE TO FULFILL THEIR
POTENTIAL, WHATEVER PATH THEY
CHOOSE, BUT ENTREPRENEURSHIP
IS PROVING AN INCREASINGLY
ATTRACTIVE OPTION.”
of idealism and energy so important in
starting something new and driving growth.
According to the Global Entrepreneurship
Monitor, 58% of the UK population now
thinks that starting a business is a good
career choice.
Studying at universities or surfing the
internet, young people have access to the
latest research, technologies and market
opportunities. They know what the latest
thinking is, and they can see how to turn it
into something that people want or need.
The founders of Facebook, Microsoft, Apple
and Google were all in their early twenties
when they started up.
The command of technology, common
to many young people, can also help in
the more practical demands of running a
business. Knowledge of online tools means
that even young entrepreneurs with the
smallest of businesses can easily create a
website, social media presence and even
online ordering system if needed. No
longer does it require a huge marketing
budget or advertising campaign to market
a product or reach investors. Technology
has also allowed entrepreneurs to keep
costs down when starting up. They can now
easily contact and network with colleagues,
or collaborators, around the world, and
access much of the information they need
online, reducing the need for costly travel,
offices or training.
Of course, you can’t learn everything
online and, sometimes, experience is vital
to success. But there is a lot of support
available for young entrepreneurs with
great ideas, to help them unlock their
potential.
An example of this, tailored specifically for
young people between the ages of 16-25,
is the Launchpad competition, which we
set in the Royal Academy of Engineering
Enterprise Hub and is currently open
for applications. The Launchpad aims to
provide young entrepreneurs with great
ideas the ingredients they need to succeed,
such as mentoring from industry leaders
and access to technology investors such as
David Gammon and Ian Ritchie CBE FREng
FRSE and Sir Robin Saxby, founding CEO of
ARM. It also offers a great network of useful
contacts, bespoke training, and publicity to
widen the reach of the innovations, as well
as funding.
The competition is only in its second year,
but already we’ve seen some incredible
entries that are really testament to the
young talent in the UK. Last year’s winner,
Dr Niall Kent, and his business partner Dr
Alessia D’Onofrio, won the competition for
their product Aerograft. They developed an
innovative synthetic material that can be
used as a substitute for bone replacements
in a range of dental procedures. Aerograft
has the potential to facilitate up to
600,000 of dental operations performed
worldwide each year, offering a muchneeded
alternative to existing products.
The Enterprise Hub is helping the pair to
bring it to market.
Other young entrepreneurs we support
through the Enterprise Hub have pioneered
technologies as diverse as a home biology
lab, 3D printed surgical instruments, anticounterfeit
technology, and a new drug free
system to treat malaria. These technologies
are just a snapshot of the huge contribution
new innovations can make to society when
they are pursued and developed by sharp,
young entrepreneurs.
By seeking to make their own ideas
reality, young people can not only achieve
a great career but could also be the
creator of the next Facebook, the next
medical miracle cure, or even the next
designer vacuum cleaner! We should all
be encouraging young people to fulfill their
potential, whatever path they choose, but
entrepreneurship is proving an increasingly
attractive option
33

ENTREPRENEUR
ADVICE
HOW TO BE A
SUCCESSFUL
START-UP
ENTREPRENEUR
Find out what challenges you’ll face
Research your market
Immerse yourself in your chosen market and ensure you
are aware of your competitors’ strengths and weakness
and then clearly communicate your USP in your market.
Donky, for example, was established to fill a clear gap in
the market for a platform that could communicate and
engage customers across all screens, devices and apps -
especially with the rise of the Internet of Things (IoT).
Be flexible
Hold a steady direction to maintain your initial vision as
long as it still stacks up, but be nimble enough to alter
direction if decisions you made were wrong. Listen to
your “beta” customers, they are generally right. You
will have to deal with constant change, but don’t change
completely, especially if what you end up with is not what
you wanted, as your motivation and passion around your
initial vision is paramount. With Donky, we are on the
curve of new technology, so things are always moving
and changing very fast. We have to be able to handle that
and judge when to take appropriate action in response.
Always think several steps ahead. Just because you have
built a unique solution that you think solves a customer
problem, it doesn’t mean that they are aware of that
problem (expect this) and help them understand that.
You probably think there are no obvious competitors, but
there are always competitors! Build out your business like
you have competitors. As if it’s a good idea you will have
them soon enough!
Surround yourself with the right people
You can’t be an expert in everything; you need people to
learn from and to help you achieve your objectives. Hire
the right people and take time about it, it’s so valuable. It’s
one of the most valuable lessons for me to learn, and it
has taught me the value of having a strong set of advisers
that you can trust, listen to and rely on, to help you make
good decisions.
Stay focused
Try to have a written or mental decision-making matrix,
create KPIs for each function of the business. Focus KPIs
on inputs, not outputs. For new start-ups, your KPIs need
to be strong; they will keep you on track and drive growth.
They will provide visibility on where you are heading and
as long as they are hit or overachieved, you will get there
(but please make them realistic). So think to yourself,
what is my overall objective and what are the inputs that
will achieve that success? On the other hand, sometimes
it will just be a gut decision and they are normally right ;)
By Paul Putman, CEO of Donky

HOW TO BOOST
ONLINE SALES
LOCALLY
basic information. For increased visibility, share contact
information on your homepage.
Many business owners are aware of the benefits of an
optimised website but often struggle with the mechanics to
reach their desired audience.
For a great number of users, Google is the first and most
important Internet resource with nearly 12 billion searches
conducted each month. Implementing SEO tactics as well as
partaking in Google specific services such as Google Maps
helps place your business at the forefront of users’ results
pages. It’s also a great resource for sharing the business
information consumers are searching for.
It’s all well having a business website, but what we all
need is traffic and sales. Your online presence is the
key to being found. Being found online is now often
the key to offline revenue too. So just how can we use
the internet to get web visitors?
First and foremost, no one knows your business better than
your local customers. So my advice would be to reach out
to the local community first. Local business will provide
new opportunities and goals for business owners looking
for success in 2015. One of the most common objectives
for many businesses this year is to obtain a better local
presence. There is no better time than now to both evaluate
current marketing tactics and implement new ones to reach
your new, local goals.
1. Review your Search Engine Optimisation (SEO)
According to Moz’s David Mihm, search engines are
the preferred medium for local search - 7.5 billion local
searches are made on a monthly basis. What does this
tell us? Ensuring your website is properly listed online is
important for local visibility.
51 per cent of shoppers research online for a variety
of local information such as directions, and then go on
to purchase in store. Accommodate such searches by
ensuring your website includes business information clearly
and visibly. Contact us pages are a great way of sharing this
Think like the consumer: To achieve optimal SEO for
Google, publish relevant and unique content with language
your customers would use in their search. Create a clear
navigation structure on your website and make sure that
your website is easily accessible.
2. Consider using online business directories
With the rise of technology, comes the rise of the Internet
and all things virtual. Paper directories have become rather
obsolete as consumers are drawn towards the more
convenient medium of online directories. Special check-in
services, social media directories, portal recommendations,
and navigation services are just a few great ways to let the
local community learn about your business. Not only does
it boost local awareness, but being listed on several online
directories positively impacts your SEO ranking
For business merchants, listings in online directories is
absolutely key. Failing online directly correlates to failing
offline. A businesses online presence consist of the following
key items:
• Your website
• Directory listings, Search Engine Listings
• Your social presence
• Reviews of your business

ENTREPRENEUR
ADVICE
“CONSISTENCY IS KEY THROUGHOUT YOUR
ONLINE CONTENT. BE SURE THAT THE
DETAILS ON YOUR WEBSITE AND EACH
LISTING, LIKE COMPANY NAME, ADDRESS
AND DESCRIPTION, ARE THE SAME.”
Consistency is key throughout your online content. Be
sure that the details on your website and each listing, like
company name, address and description, are the same.
Otherwise, Google will find it difficult to properly recognise
your business and rank it accordingly –making it even
more difficult for customers to find you!
Stay current: Ensure that your data in all directories is
always current, complete and correct. Having a strong
connection between the online world and the offline
world is critical. Often free company listings will be
overwritten by the directories themselves or, even worse,
competitors. Search for ListLocal services that take care of
the maintenance of your online directory listings for you,
saving you time and money.
3. Ensure your site is mobile friendly
As predicted, mobile searches and traffic have officially
surpassed those from desktop devices as a comScore
study reported smartphones and tablets now account for
6o per cent of all online traffic. Specifically of the traffic
originating from mobile search, “about 23 per cent of
organic traffic to websites now originates from Android
or iPhone devices while 12 per cent comes from tablets.”
In case you need more convincing, 78 per cent of mobile
searches end in a purchase. 88 per cent of smartphone
owners use their handset to find local information.
We’ve all been there. Using our handset to get us to that
restaurant or shop. Or searching for the number of an
outlet. Local amenities are commonly searched for from
devices such as mobiles and tablets. So it is an obvious
mistake if your online strategy is stuck in the desktop age.
Your website, newsletters and other digital strategies
have to be adapted to the unique requirements of
various mobile devices. Take the necessary steps to
ensure that you are reaching this market. Especially
for local customers, a mobile optimised presence will
make it easier to find your physical location and develop
relationships while on-the-go.
In fact, mobile has really grown in SEO significance.
For example, Google has marked responsive designs
for websites as an important factor when people are
searching via smartphone or tablet. If done correctly, you
may be better placed in results over those competitors
that do not use this method.
Be responsive: In order to tailor the content of your sites
to mobile reading habits and reduced attention span of
visitors, adopt responsive design. Created to automatically
adapt an online presence for the specific device being
used, a responsive design can ensure consumers are
receiving a positive user experience no matter how they
are reaching you.
4. Concentrate on your best channel for customers
There is never a standard recipe for success that fits each
and every business. While it will work to your benefit to
be present across various online directories, clarify which
online channel delivers you the most clients and place a
larger focus on that channel.
You don’t need to create a listing on all of them right away,
but eventually you should try to get your business listing
updated and accurate in as many directories as you can.
Remember the following:
- Ensuring your business is included in the right categories
can be the difference between appearing on the first page
of search results and being buried many pages deep.
- Search engine ranking is largely determined by the
number of inbound links (links on other websites to your
website). An easy way to improve your SEO, consider
exchanging links with suppliers and partners.
- Enhanced content like photos, videos, and a detailed
business description are a great way to get searchers to
choose your listings and convert to customers.
- Include your most important keywords in both the title
and business description in order to increase rank of your
listing.
With the above tips, you will be well equipped for
increasing the local visibility of your business online.
Web hosting companies, like 1&1, offer products to
streamline all of these necessities for a successful,
international business online.
For more information about 1&1’s products visit
www.1and1.co.uk.
Jörg Strotmann, Head of eCommerce
36

ENTREPRENEUR
ADVICE
HOW HAS THE
ROLE OF THE SALES
PROFESSIONAL
CHANGED
By Nicola Cook CEO of Company Shortcuts
With over 75% of B2B buyers now
choosing to self-educate online first,
delaying interaction with sales people
for as long as possible, businesses need to
adapt.
Never has the potential to reach your ideal
customer been so great and yet so complex.
I propose four simple steps to harness
opportunities and to accelerate sales growth.
Buyer behaviour has changed, almost beyond
recognition, particularly in the past 10 years,
and promises only to continue to evolve at a
phenomenal rate for decades to come. How
has the role of a sales professional changed in
this time?
The role of the sales professional
I used to open my keynote presentations
stating that you can only truly call yourself a
sales professional if you can lay claim to the
following:
• You’ve filled your car up with petrol twice in
one day
• You still carry a bag of 10p’s in your car
out of habit (to use public phone boxes for
emergency phone calls to head office)
• You’ve spectacularly managed to get two
speeding tickets – IN THE SAME DAY!
Sadly, although I can say that all of these
are true for me personally, simply aiming to
physically visit as many potential buyers as
is humanly possible in one day, is no longer
considered a badge of honour. Today you
need to work smarter not simply harder.
The digital function
We are often asked how much we should be
relying on digital marketing alone, to deliver
revenue when scaling. What type of people
should you hire? What ‘sales’ activities should
the sales team prioritise when the traditional
methods appear to deliver less revenue?
Win market share
Those that wake up to the changing buyer
trends and adapt their sales function now, with
certainty, will take market share from those
who remain determined to continue selling to
people as they always have in the past.
Shifting purchasing power
We have officially entered the Age of the
Customer, and the buyer now controls the
buying cycle. Prospects know what world-class
digital engagement looks like and this is the
benchmark they consciously or otherwise,
measure interactions against. Most people
don’t welcome cold calling but they want an
instant response when the time is right.
In the past your buyers would need to meet
with sales people as they carried with them
specific information that buyers needed in
order to make purchasing decisions. However
since the explosion of the internet, 75%* of
potential buyers would much prefer to do their
own research and are delaying interacting with
your sales team until they are much further on
in their buying cycle, in fact they usually wait
until they are around 70% of the way into their
own purchasing decision making.
In the past you may have only manually
measured pipeline numbers based on your
sales team’s opinion of where someone is in
the sales process. But now there are tools to
enable you to track the data and ensure it is
communicated clearly across your sales team.
This means they are confident at measuring it
accurately and have a complete picture of your
prospect’s behaviour before speaking with
them.

With over 75% of B2B buyers now choosing to
self-educate online first, delaying interaction with
sales people for as long as possible, businesses
need to adapt.
Never has the potential to reach your ideal
customer been so great and yet so complex.
I propose four simple steps to harness
opportunities and to accelerate sales growth.
Buyer behaviour has changed, almost beyond
recognition, particularly in the past 10 years,
and promises only to continue to evolve at a
phenomenal rate for decades to come. How has
the role of a sales professional changed in this
time?
The role of the sales professional
I used to open my keynote presentations stating
that you can only truly call yourself a sales
professional if you can lay claim to the following:
• You’ve filled your car up with petrol twice in one
day
• You still carry a bag of 10p’s in your car out of
habit (to use public phone boxes for emergency
phone calls to head office)
• You’ve spectacularly managed to get two
speeding tickets – IN THE SAME DAY!
Sadly, although I can say that all of these are true
for me personally, simply aiming to physically visit
as many potential buyers as is humanly possible
in one day, is no longer considered a badge of
honour. Today you need to work smarter not
simply harder.
The digital function
We are often asked how much we should be
relying on digital marketing alone, to deliver
revenue when scaling. What type of people
should you hire? What ‘sales’ activities should
the sales team prioritise when the traditional
methods appear to deliver less revenue?
Win market share
Those that wake up to the changing buyer
trends and adapt their sales function now, with
certainty, will take market share from those who
remain determined to continue selling to people
as they always have in the past.
Shifting purchasing power
We have officially entered the Age of the
Customer, and the buyer now controls the
buying cycle. Prospects know what world-class
digital engagement looks like and this is the
benchmark they consciously or otherwise,
measure interactions against. Most people don’t
welcome cold calling but they want an instant
response when the time is right.
In the past your buyers would need to meet
with sales people as they carried with them
specific information that buyers needed in order
to make purchasing decisions. However since
the explosion of the internet, 75%* of potential
buyers would much prefer to do their own
research and are delaying interacting with your
sales team until they are much further on in
their buying cycle, in fact they usually wait until
they are around 70% of the way into their own
purchasing decision making.
In the past you may have only manually
measured pipeline numbers based on your sales
team’s opinion of where someone is in the sales
process. But now there are tools to enable you
to track the data and ensure it is communicated
clearly across your sales team. This means they
are confident at measuring it accurately and have
a complete picture of your prospect’s behaviour
before speaking with them.

ENTREPRENEUR
ADVICE
HOW TO SET UP
A SUCCESSFUL
BUSINESS EMPIRE
USING EBAY
Shona McLeod, an ex-City business strategist for institutional investment
companies tells us how she founded a fast, online luxury style re-selling service
called SHONOMAC.com. She also shares her advice on how to use eBay to really
build your business empire.
In the 12 years since SHONOMAC’s original launch, Shona has now amassed tens
of thousands of customers from all around the world – USA and Russia being
her biggest markets after the UK - who buy and sell everything from the top
designer brands, Hermes, Chanel and Vuitton etc.
“I had never planned on being a stay-at-home mum
and so when illness forced me to leave my career
in the City behind me I entered “crisis mode”. I had
two small daughters and I was desperate to find
something I could do part-time, from home and work
around my family. My background was investment
marketing and business strategy which doesn’t lend
itself to the practical realities of entrepreneurship.
In the meantime I tried to sell some of my City
wardrobe through a couple of what were then
known as “dress agencies”. They were some of the
most inefficient and frustrating businesses I had
ever experienced - and it was a view shared by my
girlfriends.
At the same time I went to a dinner party and
someone was telling us all about this new website
called eBay and how it would revolutionise
commerce. So then I had my “lightbulb” moment
and decided to offer a service selling pre-loved
designer fashion on eBay. My visions of a small,
part-time business soon evaporated into a flurry
of intense activity and it became an all-consuming
entity over the next few years, while I also gave birth
to my two sons.
The challenges I faced were similar to any start-up.
The realisation that there was no legal department,
no IT department, no accounts department, no
compliance department was the biggest headache.
It was a very steep learning curve but in addition,
I knew very little about fashion or retail - and so
learnt very quickly on-the-job. The key was that I
ensured that the business was efficient and that the
sellers were as key to our success and our buyers.
Nurturing our roster of regular sellers without
growing that roster too quickly has been the biggest
challenge. We have gradually increased the average
sales price of our items from £18 in 2004 to £96
currently. Which has meant our customer profile
has shifted subtly but we have become more
profitable as a result.
We addressed our other big issue last summer.
eBay has increasingly become a less attractive
platform for business sellers and we took the bold
(and expensive) step of commissioning our own
merchant site that allows buyers to buy direct,
while still integrating with the eBay auction system
- allowing the advantages of direct sales as well as
selling at auction.
With a growing fan base of over 30,000 customers
worldwide, and thousands of visitors each day,
the new two-tiered purchase system ensures the
highest possible sell-through of goods in the fastest
possible time - and at the lowest possible cost. Our
aim is now to convert as many eBay buyers to direct
buyers over the next three years. There will always
be the auction-loving, thrill of the chase, bargain
hunters out there but we know there are a lot of
women who prefer the certainty of instant purchase
and we know that as confidence builds in our site
then more will feel happier buying from us direct -
which is better for our sellers - and our bottom line. “
40

EBAY TOP TIPS
1. Always be available
eBay is a global business and so you will receive
emails 24/7. Don’t keep buyers waiting for an
answer - or if you need to, send them a holding
message. We say on our listing what our opening
hours are and that we are unlikely to respond
out of those hours - but in practise we often do,
as we get email notifications to our phones. Most
queries are a one or two word response so it’s not
difficult. And remember that you will get rated on
“Communication”.
2. Don’t quibble over returns
This was a hard lesson for us as all items are
sold at auction and the rule in any other auction
environment is “buyer beware”. We go to a lot
of trouble to accurately describe our times and
painstakingly measure them but we do sometimes
make mistakes and we are happy to bear the cost
of that. However, there are some buyers who will
behave unreasonably and irrationally. But getting
into a battle is pointless as eBay generally will
always side with a buyer in any dispute. So it is far
more productive to agree to returns although it
may seem grossly unfair.
3. Start with a high feedback rating
Buyers feel confident buying from well-established
sellers, which is hard for a start-up. So buy lots of
small items and encourage the sellers to give you
feedback. Sell some items personally. Or take over
an account that has a good rating and convert it to
your business account.
4. Make photos look professional
As with any online business, the photos are almost
all the battle. It is a challenge when selling clothes
- where each listing is unique. And over the years
our photos have got better as we learn more about
lighting and technology. We now Photoshop the
background for our images and this has helped the
look and feel of our shop enormously.
5. Look at your competition - make your shop look
professional
eBay offers a facility to open your own “shop” which
is very easy to set up. It allows you to automate a
lot of the admin and can look very professional.
However, there are a lot of eBay shops that look
very tatty and badly put together. Your shop should
reflect your brand and make life as simple for
the Buyer as possible. eBay have teams who can
effectively design a custom-built shop for you and
this may be a worthwhile investment.
6. Don’t make money on P&PThere is nothing more
irritating to a buyer than knowing (or sensing)
that they have been fleeced on postage. We don’t
offer free postage as some items we sell are very
heavy and it would be a significant impact on our
bottom line, but if you can offer free P&P then do.
Otherwise make a fair charge. We charge cost plus
VAT, which is what Royal Mail charges us.
7. Plan your postal process
If you are a business seller then buyers expect a
quick turnaround. There are a myriad of postal
solutions available with several UK carriers offering
alternative cost structures and service levels. Be
realistic about how long it is going to take you to
send out your package and what the delivery time
will be - and communicate that to the buyer. Offer
them tracking details to allow them to keep tabs
on their item - particularly important for overseas
buyers. Send everything tracked and insured
otherwise you are not protected by Paypal Seller
Protection - and it avoids non-delivery disputes.
Finally work out the logistics of your post. I used to
take our parcels to our local post office which was
a terrible chore. Thankfully we qualified very quickly
for a postal collection from the Royal Mail!
8. Use the Seller tools available
eBay offers a range of technology and tools to make
listing and managing a business easier. Their Sales
Manager Pro service is indispensable as it gives you
an overview of your business on one page. It allows
you to manage auctions, sales, post, disputes and
feedback from one page. They also offer a number
of tools to allow you to upload listings in bulk which
means you can work on your listings offline then
schedule them to upload later.
9. Be aware of VAT and Import Duty and how it will
affect your business and your buyers
eBay business sellers are subject to VAT in the
same way as any other UK business. So we have
to pay VAT on the commission we earn and on
the postage we charge - neither of which we can
claim back. Be aware of what the rules are and act
accordingly. Also be aware of the Import Duty that
will be payable to your buyers outside the EU and
make sure you operate within the rules for making
Customs Declarations. Many buyers will ask you to
make false declarations to reduce their liability but
this is putting your business at unnecessary risk.
10. Use quality packaging
It seems an odd one to finish on but the packaging
of the item leaves one of the biggest impressions
on your buyers. And the difference between
professional and amateur packaging is enormous.
I have bought clothes on eBay that have arrived in
a supermarket carrier bag stuffed into an envelope
- which was not a positive experience. Packaging
costs are generally insignificant if you buy in bulk.
We also include a printed card that explains what to
do if they want to return the item - and occasional
promotions. And in your business warrants it -
brand your packaging. It’s a great way for them to
remember your name and hopefully come back!
41

A bit optimistic? Companies
themselves to understand h
treated and how that can be im
Business leaders need to maxi
focus – top to bottom of the
Everyone must be trained in c
they maximise the sales/quali
important factor is to steal idea
The world is full of gold nugge
because a silly neuron says th
HOW
YOUR
T
o achieve growth, all
to question the statu
challenges from their
management team. Among
be the secret of future g
reality they need to pull apa
and build tomorrow’s mo
innovation lies.
Successful businesses are flex
and innovative however, very
up to these ideals. To achieve
required and so a successful
where all assumptions are cha
Reduce the number of prod
The business world is littered
stock that no one wants to
ruthlessly narrow their offering
marketing efforts behind those
they most profit from. This foc
and a better reputation will fol
Talk to every customer bu
and services
Successful companies are
have regular dialogue with
the challenges they face wh
understanding of their clien
they can truly add value. By d
that they will sell customers v
services. Selling value will ensu
differentiates itself.
Add 25% to the quality of cu

ENTREPRENEUR
ADVICE
TO GROW
BUSINESS
business leaders need
s quo and encourage
colleagues and senior
those challenges will
rowth and success. In
rt yesterday’s business
del as this is where
ible, lean, energised, fluid
few businesses really live
growth, change is often
business tends to be one
llenged.
ucts/services
with warehouses full of
buy. Companies need to
s and put their sales and
that customers want AND
us will ensure that growth
low as well as profit.
t NOT about products
those where executives
their customers about
ich enables a far better
t’s business and where
oing this they can ensure
alue – not products and
re a company grows and
stomer service
should mystery shop
ow their customers are
proved.
mise the team’s customer
organisation, inside out.
ommercial excellence so
ty/profit delivery. Another
s from other industries.
ts and most are ignored
at what Starbucks/Mars/
Carphone Warehouse do is not relevant. It is. Companies
need to open their eyes and broaden their horizons.
Fire some customers
This sounds crazy but companies need to examine the
bottom 20% of their customers and ask what it is costing
to serve them. Are they growing? Some customers
cost too much to serve because they don’t buy enough,
some cost too much because they are unreasonably
demanding. If customers don’t offer a real potential to
grow beyond today’s revenues then get rid of them. But
do it nicely. Put the prices up and stiffen terms; they may
through this method become profitable. The bottom tier
of customers is like the bottom tier of products: the only
way is exit.
Keep your competitors close
Companies need to dance with the enemy? Remember
Sun Tzu “know your enemy and know yourself,” then:
“you need not fear the result of a hundred battles”. Also
“be close to your friends but closer to your enemies”.
By understanding the competition, companies can see
where and how they can take a competitive advantage
early. They will also be more aware of their competitors
mistakes and there are as many lessons in failure as
there are in success. Forget satisfaction in others failure
though – companies need to learn from the mistakes
and take action not to copy them.
Examine how to retain existing customers better
Businesses need to look at lapsed customers and how
to recover them. There is always a customer churn rate
but don’t accept that customers cannot be brought back.
They can and the cost of sales to make this happen can
be very low. Everyone likes to feel loved – customers too.
Do social media well
Social media might seem to be ‘so 2010’ but, for many
companies it’s not co-ordinated and it is an ill thought
through mess of ‘Follow us on Facebook’ and ‘subscribe
to our electrifying Twitter feed’.
This medium is rarely done well hence its inclusion in this
list. Get it right and companies will gain market presence
and reputation and it does not cost much.
Encourage true innovation
Companies need to create a culture where
employees are encouraged to perform, evolve
and innovate.
Everyone in a company should see themselves as
supplier and customer to others. If done without
blame then this is a really healthy dynamic and
will create innovation and growth with little effort.
Beware people, who are comfortable – they are
not trying and not trying is not contributing.
Empower your team to create a winning
culture
To lead is to empower. It’s the whole team that
will make success happen. Companies need to
encourage staff to use their insight and create
improvements. The journey of 100 miles starts
with a small step. If everyone is making that
step in unison then the organisation is moving
forward. Only a free culture with supportive
leadership will make that happen.
It is safe to say that social trading is important
in the way it provides retail traders, whether
experienced or not, with access to more
educational materials. This also increases
their opportunities to make a profit as well as
allowing them to interact with other traders
around the world, which very much lies at the
heart of social trading.
In the way that the Internet broke the first
barrier of individuals entering forex trading,
social media is breaking down the second with
the gap between the large institutions and
individual traders being filled with knowledge,
and advice being shared through multiple social
channels.
For now, social trading networks present a very
interesting opportunity. But to play the game
correctly, it is crucial to appreciate that these
are active online communities and to get the
best out of it, you will have to participate; it is no
good just watching from the sidelines.
Stephen Archer, Director, Spring Partnerships
www.spring-partneships.com
43

HOW DO YOU KNOW
THE RIGHT TYPE OF P
TO START A BUSINES
ENTREPRENEUR
ADVICE
I
quite often get asked whether ‘anybody can
become an entrepreneur?’ It seems rather a
mysterious occupation. Well, the answer is
that really everybody can, but whether everybody
should is quite another matter.
I set up our social enterprise Cause4 in May 2009. I
had always wanted to run a business but some of the
motivations such as being in control of my own destiny,
ability to work more flexibly and with the choice to take on
work that I am passionate about, seem, at best, laughable
if not completely naïve now.
In my opinion, becoming an entrepreneur is less about
your knowledge and background, and far more about
what you might be willing to do to succeed.
There are lots of myths about starting a business – you
need a killer idea, you need an MBA, you need experience
in start-ups, you need some investment behind you. But
really none of these things is essential, although they
might be helpful. The really critical thing is that you are
prepared to put the hours in, and not just hard work – but
to work harder and more relentlessly than you might ever
have before.
I worry that with all the media hype of the ‘celebrity
entrepreneur’ there is a whole generation of aspiring
business founders who start a company without their
eyes open. All of the successful entrepreneurs that I know
have an almost dogmatic will to achieve, have huge drive
and will do more work, with greater care and quality, than
any regular employee. They are also hugely flexible and
willing to change and learn, and most importantly, when
the going gets tough, they don’t quit too soon.
The fact is that the hardest things I have ever done, that
took the most time, the most dedication and the most
energy — the entrepreneurial things — have not felt like
“work” at all. When the countless hours of work don’t feel
like hours of work, the distinction between what you do
and what you are becomes a very blurry thing. However,
when a business grows and you end up employing staff
and you need to develop a team culture, that’s the point
that you need to learn and adapt more than ever because
it’s definitely not easy.
So when an aspiring entrepreneur asks me if they have
what it takes, I point to the things that I wish somebody
had told me before I started:
• The business has to be a passion: If not, it’s very hard
to be motivated to put the hours in that will be needed
to achieve results. If you are selling a product then you
need to believe in it passionately, if you are working in a
service, then ditto…you truly need to believe that what’s
being offered is worth what you’re charging.
• You are always on call: As soon as you have customers,
especially in a service business, then each one of them is
your boss. It is imperative that you keep them happy if
you plan to survive. So rather than being your ‘own’ boss
you have multiple bosses and that is a concept for which
you need to be prepared – make sure you realise that for
the first few years you most definitely are not your own
boss.
• Your time is not your own: Whilst you might have the
aspiration that your time will be your own and you will be
able to make considered choices about what work you do
and don’t do, it’s important to recognise that this is just an
aspiration, at least at first. As soon as you have customers
and staff your time is not your own. Also don’t expect any
sort of entitlement – the sick pay, holiday pay, overtime
pay that might be expected in usual jobs. That isn’t on the
cards for the start-up founder.
• It will affect your personal life: At least in the early days
the impact on your personal life is inevitable, and it’s not a
small sacrifice, it’s often a big one. If you have a family then
they need to be s
business, and for
time limit. And yo
of your money inv
years for an ent
can be a distinct
• The odds of su
know of the squil
the reality is that
in the first five ye
articulated in pu
learn from. An en
in making decisio
making process
time goes on, es
customers depen
• Things will go
running a small b
do go wrong and
for, not everythi
handle the knock
you. The high tole
entrepreneurs is
risks but very con
to ride the difficu
entrepreneurial c
• If you can’t be
you’ve continued
away, if you’ve
rather than deb
the person that
believe in yourse
then you’re mor
staff and partners
business is not an
the most exciting
Michelle Wrigh
CEO of Cause4
44

YOU’RE
ERSON
S?
igned up to your decision to run a
the investment to have a realistic
ur lifestyle will change; with most
ested in the business it might take
erprise to pay back. And burnout
possibility.
ccess are against you: Yes, we all
lionaires who have made it big, but
over a half of small businesses fail
ars, and a lot of the failures are not
blic for aspiring entrepreneurs to
trepreneur needs to be confident
ns and lots of them. The decisiononly
gets more complicated as
pecially once you have staff and
ding on you.
wrong: It can sometimes feel like
usiness is a resilience test. Things
whilst some things can be planned
ng can be foreseen. If you can’t
s, then a small enterprise is not for
rance for risk as a key attribute of
often a myth, most that I know take
sidered ones – it’s more the ability
lt periods that is the true test of
apability.
put off then it could just work: If
to read this far and haven’t clicked
found the challenges energizing
ilitating, then you could be just
could start a business. If you can
lf, even if the odds are against you,
e likely to get customers, banks,
to believe in you too. A successful
easy place to get to but it may be
journey you’ve ever taken.
t, founder and

ENTREPRENEUR
ADVICE
HOW TO MAKE
“KNOW YOUR
CUSTOMER” MORE
THAN A MANTRA

TO “KNOW YOUR CUSTOMER” IS A LAUDABLE GOAL FOR
ANY CUSTOMER-CENTRIC ORGANISATION.
F
or the last few years, idio has been growing fast,
as more businesses assign budgets and strategic
importance to understanding their customers.
Whether it’s called CRM, customer insight, or customer
obsession, CEO’s of businesses large and small are
recognising that in an open and transparent marketplace,
really understanding the pains, needs, and desires of their
target customer is vital to winning them, serving them
profitably, and building a market leadership position.
It’s this focus on the customer that has seen idio build a foothold
in the marketing technology landscape, having raised $8.5m and
built teams in London and New York. We take significant time
to hear what our prospects and customers are saying, build
detailed personas about them that group into 4 main target
profiles, and then use this insight to drive product development,
marketing, sales and customer success programs.
Fundamental to this process is idio’s own technology; we are in
the enviable position of being able to ‘drink our own champagne’.
When someone asks for a demo, we just fire up our dashboards
and show how we use our own product. And of course, we can
show how leading B2B and B2C brands use it too. The real-time
interest data and intent data that idio provides becomes really
valuable to layer on top of other data, such as location, title,
current product holding etc.
At the core of idio’s technology is our thesis that “You are what
you read”. Simply put, we believe that the content you choose
to read is highly indicative of your interests and desires - and
this insight is something organizations can use to predict,
understand and influence their audience’s purchase path. This is
of particular value for brands that are increasingly using content
marketing as a means to engage prospective customers.
You Are What You Read reflects a significant leap forward in
knowing your customer when you consider the alternatives out
there. Businesses currently tend to understand their customers
through the lens of demographic (B2C) or firmographic (B2B)
details, known purchase history records and - if they use
marketing automation - a lead score activity if you’ve been
on their website. As customers, however, we are much more
complex than our demographic segment – a generalization
based on our age bracket, postcode and, perhaps, also our
income as well. Likewise, our historic purchases are rarely
indicative of our future purchases nor are they indicative of
what has changed in our lives since we made our last purchase.
Similarly, a lead score is a great measurement of activity but it
doesn’t give sales reps in B2B organizations the context of why
we are so active.
By contrast, interest and intent data can be a very practical
alternative for organizations that want to access real-time and
accurate insight into their customers right now based on what
they’re reading.
Think about it: despite having some of the most complex and
expensive IT infrastructure in the world, your bank has absolutely
no idea what you are going to do with your money in your online
current account. Now, if your bank knew you were browsing
articles such as ‘Ten things to know when purchasing your first
home’ or ‘Ideas for decorating your first buy-to-let’, then it could
begin to engage you with more relevant communications and
products.
If the idea of of content predicting marketing and sales activity
still seems a little abstract - allow me to give one quick example
of how it is being done in the real world right now:
A major global charity is using idio to track the most popular
content topics of interest on their blog to understand that
“malaria” is of more interest to their highest-value donors than
“water irrigation”. Understanding these kinds of insights about
their donors, means their marketing team can optimize their
messaging around topics that are more like to resonate with
their audience and the charity’s fundraising team can better
target donors on the phone and engage in a conversation
around their known interests.
To “Know Your Customer” is a laudable goal for any customercentric
organisation. As idio continues to prove to its clients,
the best way to realise that goal is for them to know what their
customers have been reading.
By Ed Barrow (CEO) and Andrew Davies (CMO) cofounders
at idio.
47

ENTREPRENEUR
ADVICE

HOW TO MAKE
YOUR WEBSITE
STAND OUT FROM
THE CROWD
1. Get a great name
Every great website starts with a great name that
describes you or your business. It needs to be
easily remembered, simple to type and not overly
long. Alternative spellings of common words can be
intriguing, especially if this matches your business
name, but are also difficult for people to spread via
‘word-of-mouth’.
2. Choose the right provider for you
Some providers specialise just in tools that might help
you build a site. Others will provide you with everything
you need, including a domain and website building
tool. It is important that you choose the provider that
feels the right fit for you and is within your pricing
structure. It is worth considering too if you’ll have
access to customer support, as inevitably there will
be times you will need to speak to someone on the
phone. At the end of the day, you want to have a good
night’s sleep and not worry about your website issues.
3. Start small and grow with time
Building a website should not be hard. Start small.
Create two to three important pages for your website
and publish it. Think about your personal story, how
you got started, what your customers say about you,
and put that info on your site. Also, spend an hour or
two each month thinking about what updates you can
make to keep your site fresh.
A small site is far easier to navigate, and as your site
grows larger it is increasingly important to use a menu
system to keep all your pages in order and easily
accessible.
4. Less is more
Keep the design and content uncluttered (use white
space). Think of the last website you went to that
inundated you with pop-ups, ads, and information
overload. Your clean and minimal website design can
be a respite from competitors’ overwhelming sites.
Consider the font type, size, and colours. While a
cursive font might add character to the site, if it is
difficult to read, site visitors won’t stick around long
enough to appreciate the rest of your site’s charm.
Also, do avoid super-small font and ensure that any
colours you use are easy to read. Bright yellow font on
a white background isn’t going to keep visitors on your
site for very long!
5. Make getting in touch easy
Put your primary contact info on every page of your
site. Too many companies conceal their contact details,
with some hiding behind annoying contact forms. Your
customers want to speak to you and, by displaying
your contact details prominently, you show you want
to speak to them too.
This goes hand-in-hand with connecting your social
presence to your site also. You’ll want to integrate your
Facebook, Twitter, Google+ and other social profiles
into your website. Doing so will not only help you build
relationships with your customers, engaging with them
on a number of different channels, but will also drive
traffic to your site.
6. Use existing company materials
Gather images, brochures, business handouts and
any other written and visual communication you have
already created and actively use for your business.
These are great resources to pull content from! Why
do more work than you have to when you’ve already
put sweat and tears into making awesome stuff!
7. Get organised
It’s easy to get distracted, especially when working
online – that’s where most time is wasted! Create a
check list of things you want to do, and keep it short
and simple. That way, you can focus on tackling a
basic website. Once you tick everything off your list,
publish your site. The sooner it’s online and available
to potential customers, the better. From there, you
can make embellishments – add detail, incorporate
features and widgets, and take your website from basic
to killer!
Stefano Maruzzi, VP Europe, Middle East
and Africa at GoDaddy, has compiled seven
top tips to help you make your website
stand out from the crowd.
49

ENTREPRENEUR
ADVICE
HOW TO START
A COMPANY
IN 2015 AND
MAKE IT LAST
FOR 50 YEARS

Imagine starting a company from scratch
with almost no investment and seeing it last
50 years – building a global turnover of 850m
USD. That is exactly what US billionaire Jim
Thompson has achieved since launching
international logistics specialist Crown
Worldwide from a tiny office in Japan in 1965.
The company now has an incredible reach
– with 265 offices in almost 60 countries
including the UK – is still privately owned and
has been celebrating its golden anniversary
this year. So what’s the secret?
We asked Mr Thompson, who now lives
in Hong Kong but who also homes in the
US, London and Ireland, to provide tips for
budding entrepreneurs who want to follow
in his footsteps.
“Economically I think this is a good time to
start a business,” he said. “I don’t know if
there’s a ‘secret’ to making it work other than
hard work and perseverance – but what I can
pass on are things I have learned along the
way.
“To get to 50 for any business in a huge
anniversary and one I never thought I’d see
when I started the company in 1965 with
very little capital. So the fact we have become
an international global business of good size
and strength – one which continues to grow
– is a real achievement for everyone.
“For me it’s been about getting the right team
in place, sticking to the business we know
best and doing it an extremely positive way.”
Crown Worldwide’s global stable now
includes Crown World Mobility, Crown
Relocations, Crown Fine Art, Crown Records
Management and Crown Wine Cellars, a
strong indication that Mr Thompson’s tactics
have worked well.
So here they are – the top six things to think
about if you want to start a business in 2015
and make it last until 2065:
1 Be ready for a bumpy ride – and stick
with it
If anyone is thinking of starting a business
they should be prepared to deal with all the
obstacles that come their way. It is rarely
ever a smooth ride. You have to be the
type of person that will persevere and push
through all of those challenges.
I remember when we first started and it was
a fragile business – like all start-ups probably
are – we were always worried about whether
we had enough money to pay bills and
whether we were doing the job right. You
have to cope with all the ups and the downs.
2 Have a plan and know how much it
will cost
Having a plan and knowing where you are
going is key for any new business; and part
of that is having adequate funding. Just how
much you need is difficult to define because
it depends on what type of business you are
running. In our case we started out with very
little capital but in the modern era I wouldn’t
recommend that.
3 Learn to delegate and choose good
people
It is not possible to do everything yourself
in a successful business; you need to
delegate. Look around and think ‘who can
do this better than I can, who has the right
skills’. Appoint good people – then trust and
support them.
4 Determination is more important
than education
There are many different types of people
in business with different educational
backgrounds, so don’t feel excluded. Some
successful people are quiet, some are loud,
some are good sales people, others at
finance. All can make it if they have a good
team to help carry forward their plan.
A degree of formal education is very helpful
for anybody and I encourage it.
In fact we support the San Jose State
University in the US and have an annual
intern program with them. But having a
degree is not an essential part of being
successful as an entrepreneur. In fact the
biggest most famous ones like Gates and
Dell were drop-outs! The qualities you do
need are a lot of stamina and determination.
5 Know your core values
It is easy to think core values are something
you only worry about when the business is
already successful. But in fact the reverse
is true – core values are what make you
successful in the first place.
Having respect for the people who work
for you, believing in doing a good job in
the right way, giving the customer a good
experience, communicating with people,
giving something back to society – all these
things are critical. Do things the right way
and you’ll have a better chance of success.
6 Don’t sell too quickly
My advice is try to retain ownership of your
business if you can - don’t give it away or sell
too early.
So many entrepreneurs today say ‘I’m going
to run it for five years then sell it’. But I don’t
think that’s a true entrepreneur - that’s
almost a speculator in my view.
I almost sold once in the early part of the
company’s history. I had an offer on the table
but had a change of heart and walked away,
and it was the smartest thing I ever did. Now
we have a business at Crown Worldwide with
a turnover of more than 800m USD.
Top tips from US billionaire Jim
Thompson - founder of Crown
Worldwide
51

ENTREPRENEUR
ADVICE
HOW TO SUCCEED ONLINE
Nettl Chief Technology Officer Peter
Gunning shares his insights about how
start-ups and entrepreneurs can succeed
online
Every day, in each of our studios we’re meeting with entrepreneurs
and start-ups from every part of the business spectrum. We’re talking
to people who’re thinking about breaking out from corporate life.
We’re working with ambitious kids starting up from their bedroom
and we’re meeting established businesses who are wanting to grow.
That gives us tremendous insight into what SMEs are thinking, what
works for them and the daily obstacles they face.
2014 was a shape shifter in digital marketing and online commerce.
If you’re starting a business you just can’t ignore the power of online.
Most businesses we speak to are putting their web presence first on
their priority list.
Our TOP 10 TIPS for any business looking to take advantage of the
seismic shift to online are:
website which scales, reflows and adjusts the layout depending on
the device viewin. If visitors have to pinch and zoom, they’ll find it
awkward to navigate.
2. Get it live
Don’t delay your launch while you deliberate over content. Sure, it’s
important your site says the right things, but you can refine and edit
once it’s live. Getting some content in and getting it live, so search
engines can start trusting you, is a benefit. If you don’t want to pay
all at once, don’t. Most website developers will work to a ‘staged’
approach. Determine what’s a ‘must have’ now and plan what you
think stage 2 or 3 might be. Good websites are never finished. They
are always growing and changing.
3. Check out the competition
Benchmarking yourself against your competition saves time and cost.
Check how you measure up before building your own site. Don’t be
blinded by beauty; a website which converts visitors to buyers has a
perfect balance of content, function, navigation and looks.
4. Plan your customer journey – keep it simple
1. Think mobile first
This is priority number one. We’re seeing more visits to websites
via mobile and tablet devices than from desktops as ‘m-commerce’
hits its stride. In the past you might have created a separate site
for mobile visitors. We think it’s better to have a single ‘responsive’
Keep prospects interested. Where do they want to go? What
information do they need to take the next step? Plan their route
through your website and lead them there. Only include relevant
text, facts and imagery. Better still, watch a friend using your site. Ask
them to find a specific product or information. You may be shocked
at the results.

Canvas opinion of how your site works. Is the site portraying the right
message, is it guiding prospects to take action? If it isn’t, change it.
Test it. Monitor analytics and make regular tweaks and changes to
improve your customer experience.
10. Think ahead and maintain
Ensure your site is built on strong foundations so it can scale with
your business. You don’t want to start again, just to add that feature
you like. Don’t sit back and think ‘job done’. The best websites evolve
and are updated regularly. Plan your next steps.
GET AHEAD OF THE GAME
2015 is the year of Click and Collect and it’s no longer the preserve
of high street giants. It’s now a viable and cost-efficient option for
smaller and medium sized retailers.
We’ve spoken to countless clients who know they should be doing
it but don’t know where to start. Worse, we’ve met plenty who’ve
wasted a small fortune and got nowhere.
Our approach is different. We’ve done most of the hard work in
advance and have a ready-to-go package. In partnership with the
fastest growing EPOS company in the UK, Epos Now, we can bring
Click & Collect to small businesses and start-ups, revolutionising the
opportunities for ecommerce within the SME sector.
Visit www.nettl.com for more information – in a bid to help
small businesses and entrepreneurs get started, Nettl are
offering £500 grants to start-ups hoping to make the move to
selling online.
5. Include calls-to-action
If you’re creating a website to gather leads or interact with potential
customers, make sure you’re clear on what you want prospects to do.
A big ‘call to action’ button helps monitor your conversion ratio. If you
want them to contact you, show them how.
6. Get your site found online
Content is king… and queen… and emperor too. Ensure your site has
relevant text which includes your key phrases. There are many tools
to guide you through ‘on-page’ requirements to help your site rank
well. Do it yourself, or get your agency to do it for you. Keep content
concise and write for humans, not machines.
7. Blog, and keep blogging
Not only does it make Google happy, but it’s a way to connect with
your audience and keep prospects up to date on your activities and
services. Link in your social media - the more connected you are, the
wider your reach.
8. Don’t assume instant traction
Your site is live. It looks great, the message is clear - but that doesn’t
mean people are going to find it overnight. The design, build and
launch are just the beginning. Plan the marketing of your new site
both online and offline. Get the message out via direct mail and
leaflets.
NETTL’s TOP 5 TIPS FOR SUCCEEDING IN A MULTI-
CHANNEL WORLD:
1. Don’t think “we’re different, our customers don’t
want to order online”. They do. If they can’t, be
prepared for them to order somewhere they can.
2. Consider upgrading your till and website together
– it’s easier and cheaper to launch a ready-to-go
integration than having something built just for you.
3. Make sure your marketing and online activity is
aligned to the brand – don’t deviate. At every juncture
ask yourself if this fits with your brand’s core message.
4. Keep it simple – there’s a perception that going
digital is complex. But with help from experts you
can keep your online presence clean, concise and
easy to use.
5. Listen to your team on the floor – they’re your
front line and probably have useful insights about
your customers.
9.Ask for feedback
53

ENTREPRENEUR
ADVICE
MAKING YOUR
PASSION PAY
When British entrepreneur Olive
Proudlock visited France for a ski season
he didn’t expect to sell a chalet and
begin his start-up journey. Here is his journey.
I sold a small guest house in the French Alps for a friend
a little over half a decade ago and stumbled upon a
business model that really worked. I’d begun with a
three-bedroom chalet in 2009, perched above the
town of Chamonix, offering catered accommodation
during the winter ski season and turning into a
backpackers lodge once the snow had melted.
This chalet offered visitors to
Chamonix a more affordable
option for staying in a traditional
alpine lodge – the property could
safely be described as rustic!
We’d opened it up to holiday
guests because the owners were
struggling to sell the property,
it was a little dated compared
to other properties in the price
bracket, and so I proposed a kind
of “rent-to-refurbish” scheme that
would help them to bring it up to
standard. The project worked.
The chalet sold. The experience
and glowing reviews from guests
convinced me that there was a
market to open up private homes
to not quite so well-heeled yet
enthusiastic mountain-sports
lovers.
Today, my start-up Elevated
Leisure is responsible for more
than 20 properties in the skier’s
paradise of Chamonix and offers
mountain-sports activities as well
as accommodation services. The
successful model we’ve built on
means that owners receive some
income to cover their maintenance fees and taxes,
and holiday makers get a comfortable, homely place
to rest while saving some cash on their holidays. The
business grew over five years under this simple format
to manage 20 properties, ranging from one-bedroom
town-centre apartments to converted old cable car
stations for 20 people. On top of that, we developed
a suite of activity packages that consolidated the
best that Chamonix has to offer in adventure and
relaxation.
To start with, the business grew relatively painlessly
and I have to admit there was never any structured
plan or clear goals. Property owners found Elevated
Leisure through word of mouth and the formula
was easy to replicate from one property to the
next. However, I began to realise that there was a
limit to how far this organic growth could go before
encountering difficulties. I started to struggle with the
increasing scale and recognised that I was ill-equipped
to take the business to the next level.
I had two options; I could have sold the business at
this stage, despite having no exit strategy, and revamp
my CV in search of a job, or I could learn how to be
a proper entrepreneur. The decision wasn’t difficult. I
had already invested five years of my life building the
business and enjoying the creative freedom of steering
a course for it. I wanted to be an entrepreneur, I just
needed a toolkit to become a good one.
Get an MBA
A simple crash course on accounting and a weekend
seminar on negotiations weren’t going to be enough.
I needed an MBA. I needed to get away from the
European culture I already knew and I needed to do
it at a great school in a place that could support a
growing business.
Pick a start-up friendly place
I only applied to the Desautels Faculty of Management
at McGill University in Montreal. There was no other
choice for me. The programme was international,
as well as personalised, run by a well-connected
establishment in a bilingual, progressive city – the
perfect atmosphere to breed entrepreneurial skills.
Ten months into this two year programme, I’ve
been consumed. I’ve studied statistics, accounting,
marketing, economics, strategy, organisational
behaviour, finance, operations management and
information systems.
Don’t hold back
This has only been bolstered outside of the classroom,
from regular alumni and social events to mentoring
from professionals in our chosen industries. My
mentor, for example, is a successful Montreal
entrepreneur, who happens to be an ex-pro football
player! Plus we apply what we learn, I developed a
business plan for a start-up in the film industry that
54

used cinematic drones and continue to consult for
them – on top of managing a financial portfolio and
my role as vice-president of the entrepreneurship
club here at the university.
Find a business partner you trust
Amongst all of this, managing Elevated Leisure in
France has been difficult, but I now have a partner on
the ground there that is able to build the business.
Meanwhile I’m in Canada, which is great because
the country has a very proactive entrepreneurial
environment and is very supportive of new business
initiatives. It is easy to set up business and there are
many resources and funding alternatives. I love the
incubator scene, especially in Montreal, and studying
an MBA has meant I have a much clearer direction for
the company and can implement what I’m learning.
Know the market differences between
countries
While I expand my start-up into Canada, it’s important
to remember that the model is slightly different as
the dynamics of tourism are not the same as in a ski
resort, but the principal is consistent. We still help
property owners rent their homes and give holidaymakers
a great experience.
Get involved in the local economy
One of the key things that I’ve learnt is it’s important to
be comfortable with the local language and culture.
Clients, customers, investors and government will be
more responsive to your local competitors so the
value proposition needs to be strong. Employ and
partner wherever possible with locals.
Whether my current venture is the next big thing, or
if I turn my attention to another project in the future,
I know that my MBA experience is preparing me in
the best way possible to continue entrepreneurship
across countries.
Oliver Proudlock is an MBA student at the Desautels
Faculty of Management at McGill University in
Canada. He set up Elevated Leisure in 2009 to offer
accommodation services and mountain-sports
activities.
55

ENTREPRENEUR
ADVICE
56

REDUCING COSTS
WITH BETTER
COMMUNICATIONS
MANAGEMENT
For any business, managing costs is a vital aspect
of day-to-day life. Particularly for smaller
businesses just starting out, it can be difficult to
stick within budget, which means outgoings can soon
spiral out of control. It’s therefore imperative that
start-ups take steps from the beginning to optimise
business processes and save money that can then be
spent on expanding the company.
One area that is often overlooked, but can provide very real
cost savings if managed effectively, is communication. The
proliferation of communication channels may be seen as
daunting and complex to new businesses, however those
that make the necessary investment will not only be in a
better position to meet the demands of customers, they
will also be able to cut total expenditure on customer
communications. For example, using email instead of post
for certain messages (or certain customers), or scanning
incoming mail to reduce the amount of space taken up by
filing cabinets. Managing the delivery of physical and digital
mail as part of a unified workflow can overcome many of
the practical difficulties associated with multi-channel
customer communications, enabling new businesses to cut
costs through digital substitution.
Reducing storage and inventory costs
An important aspect of any customer communications
strategy is a consideration of the storage and inventory
costs of what the business sends – envelopes, letterhead,
documents, forms, brochures, etc – and what you receive.
Digital substitution will reduce many hard copy costs;
however no business can eliminate physical mailings in their
entirety – and in an age of customer-driven multichannel
communications, few would want to.
If you look around any office, you will see cupboards and
filing cabinets full of stationery, pre-printed forms and
brochures. There is a tendency to view inventory as an
unavoidable cost of doing business, but it is no longer
necessary to tie up money in documents that could
become out-of-date before they are used. By using print
management solutions, start-ups can create and use
electronic templates that remove the need for pre-printed
forms. Furthermore, on-demand digital printing technology
reduces, and in some cases removes, the need to hold any
pre-printed documents.
Reducing stocks of pre-printed stationery and marketing
material also frees up storage space. Addressing how you
receive customer communications, in particular in-bound
mail, can subsequently have an impact on the size of the
office required. Indeed, instead of opening the post and
distributing the physical contents, businesses could scan
mail at point-of-entry and route files electronically. This has
many benefits, including a significant reduction in local file
storage. According to AIIM’s Paper Wars 2014 survey, the
amount of office space taken up by filing currently averages
13.5 percent. When you consider how high annual UK
office costs are, the financial case for implementing a digital
mailroom strategy becomes clear.
Addressing addresses
Another hidden cost of communications is money wasted
on unnecessary, mis-directed, duplicated or badly planned
communications. With the cost of producing and sending a
document in the region of 35p-65p for the largest mailers
– and even more for small businesses – working out when
and how each customer prefers to be contacted and
switching them to digital billing where appropriate could
lead to big savings.
Sending documents with incomplete, inaccurate, outof-date
or duplicated addresses can also result in
wasting money unnecessarily. There’s the possibility of
disqualification from Royal Mail postal discounts, damage
to your business’s reputation, and the creation of extra
work for staff who have to deal with customer complaints
or process returned mail. Worryingly, studies have
suggested that up to 25 percent of address data held by
small businesses is inaccurate or wrong. By implementing
tools that validates addresses and ensures contact details
are up-to-date, businesses can save money on a regular
basis, which all adds up.
Another big communication challenge faced by small
businesses is the risk of human error. Indeed, many
organisations still rely on manual processing, which can
add significantly to the total cost of communications. Any
process that is done by hand – whether the collation of
multiple documents or the opening, sorting and delivery
of mail – can be improved through automation. As well as
improving productivity, automation can help save money
by reducing labour costs and minimising the risk of errors
and lost items.
A successful communications strategy will not only reduce
communications costs; it can also help a business improve
its cashflow through reduced labour costs, faster business
processes and payment for postage in arrears. Ultimately,
some start-ups may be reluctant to invest in tools that
optimise their communication strategy due to perceived
high costs and complexity, but by automatically relying
on manual processes, they are overlooking a number of
opportunities to reduce costs.
Erwan Kernevez,
Digital Solutions Director, Neopos
57

ENTREPRENEUR
ADVICE
SOFT SKILLS:
8 ESSENTIALS FOR AN
ENTREPRENEUR’S T
Soft skills or interpersonal qualities are also
known as people skills, and for an entrepreneur
to be truly successful they must possess
these skills in spades; think about it- bringing in
new business, pitching new products and services,
securing investment, managing others, they are all
tasks that come easy to the master of the social arts.
So, is your toolkit fully equipped? We look at 8 soft
skill essentials for the entrepreneur.
1. Social Skills
You might consider that knowing how to talk to others is
something you mastered during toddler-hood, but the
art of communicating in a professional capacity goes
beyond this, and is dependent upon a range of skills and
techniques that must be acquired and honed. Social skills
such as social perceptiveness, persuasion, empathy and
negotiation are essential to communication, as they enable
us to actively listen to others, get our point across effectively
and diplomatically, engage others and build relationships.
These social skills reflect an individual’s perceptiveness
in social situations and ability to adapt their behaviour to
suit the situational demands, plus effectively influence and
control the responses of others. Strong social skills enable
individuals to adopt the various roles demanded by the
occasion, fluidly and flexibly, and in a co-operative and
integrated fashion.
2. Social etiquette
Business lunches, dinners, meetings, conferences, one
thing is for sure, the entrepreneur doesn’t have a quiet life,
and as such, knowing the correct social etiquette for all of
these occasions and more is paramount. The term social
etiquette is said to be derived from the practices of King
Louis XIV’s royal court, hence the term is still synonymous
with the upper classes and the many rituals within, and
whilst social etiquette in the 21st century does still require
an understanding of formal dining procedures and the like,
it is more concerned with how you act towards others. It is
certainly about consideration and respect for those we are
interacting with, plus of course, manners and awareness.
When entertaining clients, either by yourself or as part
of a larger group, you should consider yourself to be the
host. The needs of your guest must remain of paramount
importance to you, and it is your actions that will impact
upon the comfort of your guests and their subsequent
enjoyment of the event.
3. Overcoming social anxiety
Social anxiety is characterised by an intense fear of negative
evaluations resulting in extreme discomfort and excessive
self-consciousness in social situations. Entrepreneurs are
particularly susceptible to social anxiety as it is often driven
by perfectionism as they rake over social interactions with
business associates to assess areas they feel they have
failed, or could have improved. There are a number of
techniques that can be utilised to overcome social anxiety;
cognitive restructuring to assist with the perfectionist
tendencies, taking deep breaths to calm internal anxiety,
training involving role playing potential situations and
working on non verbal communication and approach.
Also, studies have shown that socially anxious people are
more likely to perceive that ‘all eyes are on them’ due to
the rush of stress hormone cortisol into their system, this
then further exacerbates the anxiety. A key statement that
can assist in overcoming the condition is simply this: others
look at us far less than we would imagine.
4. Body language
When meeting new potential business associates a
smile, direct eye contact and a sincere handshake are
pre-requisites, but there are further techniques you can
58

employ to engage more effectively, for example directing
the eyes as well as the head towards the person with whom
you wish to communicate, and having an understanding of
personal space which varies from individual to individual
and across cultures. Take the time to research the cultural
norms for the clients you will be meeting and also be aware
of the body language of others. The client that takes a step
backwards, crosses their arms to create a barrier, or adjusts
their posture away from you may feel uncomfortable and
be attempting to increase their personal space. Another
technique to utilise is mirroring, reflecting the associate’s
positive body positions and facial expressions back to them
to develop trust, understanding and connection. This type
of mirroring can make the speaker feel valued, appreciated
and understood.
5. Making introductions
As an entrepreneur, you will often be required to make
introductions and there is a system utilising hierarchy
based upon rank and honour that you can use. In order
to present the right amount of deference to clients, in
most cases, clients would rank higher than colleagues,
even senior colleagues. For example, to introduce a client
you are working with to a colleague, the person of rank or
honour is mentioned first (in this instance the client), next
give the name of the person you are introducing them to
(in this instance your colleague) and say something about
them, perhaps their job title, then finally, give a key piece
of information about the client (perhaps their area of
expertise).
6. Be an excellent conversationalist
Networking begins with a conversation and is surely
something every Entrepreneur engages in, but how to do
it right? It is said that to be a great conversationalist, you
merely need to be able to ask questions! This is true to a
point, as long as you don’t veer into interview mode. Where
possible, you will have researched your potential business
contacts so will know a little about them, and you can use
this information to start a conversation. When introduced
to a new person unexpectedly, you may be provided with
their job title, which gives you an opportunity to further
ask exactly what this involves, or something about their
company. In order for the conversation to flow, continual
questioning of the associate would not be natural and it will
be necessary for you to have some suitable conversational
topics available to aid the flow of the conversation, including
current cultural events of relevance to the industry, industry
news (although not gossip), plus perhaps books. If the
conversation is steering into sensitive waters that may be
upsetting to others that may be involved in the conversation,
guide it back to safer topics.
7. Learn the art of small talk
Being able to make small talk is an invaluable skill for
the entrepreneur; it not only puts others at ease but
encourages a convivial environment, which makes any
business gathering more comfortable and relaxed. There
is a formula that you can utilise to master small talk, it is
known as ARE: Anchor, Reveal, Encourage. Firstly, you must
Anchor the conversation by sharing something that you and
your guest have in common; of course, your location is one
means of an anchor, so you could discuss the gathering you
are at. Secondly, you would Reveal something that might
be interesting for your conversational partner, this could
be your hobby, your work or your plans for the weekend
(nothing too personal of course); this then provides the
opportunity for your guest to add to this with their own
news, enabling the conversation to progress. Finally, you
can Encourage others to join in the conversation too by
asking a question. You may then continue to use the ARE
system until everyone is participating and feeling at ease.
Points to remember are to listen more than you talk and
to observe and listen before entering a conversation that is
already in progress.
8. Making others feel comfortable
The entrepreneur that can hone this soft skill will have
better working relationships, and more productive business
encounters. Paramount to making others feel comfortable
is observation; noticing how comfortable or otherwise your
associate appears. Awkward silences are an indicator to you
that your conversational partner is not feeling at ease; the
initial concern is that you may have unknowingly steered
the conversation into an area with which, for one reason
or another, your contact does not feel comfortable. It is not
necessary for you to enquire as to why, as this may further
embarrass or upset your associate. Endeavour to introduce
a new Anchor to the conversation, and pick up the system
from here. Also, take a moment to consider if there is
anything you can do to increase their comfort, do they need
another drink? Are they stood in a particularly cold area of
the room? These tangible factors can greatly affect a guest’s
comfort or otherwise.
By Paul Russel,
Director & Co-founder of Luxury Academy
Paul Russell bio:
Paul Russell is co-founder and director of Luxury
Academy, www.luxuryacademy.co.uk, a multi-national
private training company with offices in London and
New Delhi. Luxury Academy specialise in leadership,
communication and business etiquette training for
companies and private clients across a wide range of
sectors. Prior to founding Luxury Academy, Paul worked
in senior leadership roles across Europe, United States,
Middle East and Asia. A dynamic trainer and seminar
leader, Paul has designed and taught courses, workshops
and seminars worldwide on a wide variety of soft skills.
Paul was educated at the University of London and holds
a degree in Behavioural Psychology and a Master’s Degree
in Workplace Psychology. He is currently studying for his
Doctorate and hopes to achieve this in 2015.
59

ENTREPRENEUR
ADVICE
THE VALUE OF
PARTNERSHIPS
Some of the best-known businesses of our time
have relied on a strategic partnership framework
to maximise success. While some firms thrive
independently, external partnerships can help
businesses tap into audiences and markets that
otherwise wouldn’t be possible on their own.
High-street giant H&M understands this. The retailer’s
annual partnerships with luxury brands including Versace
and Jimmy Choo boosted consumer demand. From Bud
Light’s recent partnership with Tinder to Tesco’s partnership
with Children’s Food Trust, more and more businesses are
joining forces to increase both scale and revenue.
New markets, new opportunities
For smaller firms, taking advantage of an established
brand’s resources can be a great strategy for entering a
new market, as the company gains association with and
endorsement from a brand that the market already trusts
and recognises. As such, there is usually less perceived risk
associated with the firm’s new product or service – and in
turn, greater uptake from potential customers.
Partnerships can also allow businesses to share knowledge,
skills and expertise in a mutually beneficial way. A
partnership will result in a greater range of resources being
available to both businesses, which can help to supplement
weaknesses and make the most of strengths.
It’s a family affair
Every partnership is essentially an extension of an
organisation. As such, it is vital for businesses to take the
time to learn about each other’s mission, styles and brand
propositions early on in the relationship. Doing this during
the discovery period can help to ensure that values are
60

upheld and that both partners continue to appeal to their
target markets later down the track.
When the market identifies a disconnect between two
corporate partners, a considerable amount of damage
can be done to one or both brands. The brands may
appear to be “selling out” and audiences can easily
become alienated from each partner’s values.
One great example is the American Girl Scouts,
which entered into a partnership with American toy
manufacturer Mattel to produce a range of Barbiethemed
products. The partnership sparked claims from
advocacy groups that Mattel was “[undermining] the Girl
Scouts’ vital mission to build girls of courage, confidence
and character.”
The fine print
It can be tempting for businesses – especially startups –
to jump at the chance to partner with any company to
foster growth. However, it is important for any potential
partnership to be underpinned by due diligence,
consideration and legal protection.
In particular, both businesses should be clear on the
potential benefits and limits of their partnership. It’s
wise to devise a plan and sign a contract outlining the
intended scope of the partnership, including rights and
responsibilities. This covers details such as guidelines,
payments, risks, rewards and service-level agreements. It
reduces any possible ambiguities and ensure that both
companies – and their consumers – are both happy and
certain about what the partnership represents.
Once all of the relevant paperwork is complete, both
businesses will be able to start mapping out a strategic
vision for what success will look like. This involves creating
marketing and communications strategies that accurately
depict the nature of the partnership to the right audiences.
Importantly, all marketing content and collateral should
be strategically aligned, consistent and agreed upon by
both parties before it is sent out to internal and external
stakeholders.
Businesses don’t need to make things complicated when
pinpointing potential partners. A valuable partnership may
emerge from something as simple as skill or knowledge
exchange. Of course, every organisation’s intended goal
and approach will be slightly different – however, a focus
on mutual benefits, shared visions and strategic planning
will help any business leverage the partnership model for
growth and success. As in life, it’s all about finding ‘the one’
who ticks all of the right boxes.
By Juan Lobato, CEO, BASEKIT
61

ENTREPRENEUR
ADVICE
TOP TIPS FOR
MAXIMISING YOUR
INTANGIBLE ASSETS
62
In the excitement of starting up a
business, many entrepreneurs don’t
stop to consider all the aspects of
intellectual property (IP) that they really
should, right from the word go. From
protecting the name and the ideas,
putting a commercial value on them and
commercialising them, there are several
areas to think about, and with over 80%
of the value of most businesses residing
in intangible assets, it literally pays to
do so. If the intellectual property is not
properly secured from the outset, not
just the company name and with it the
goodwill built up, but all the ideas could
be stolen, with little opportunity for
redress.
And when it comes to trying to get
investment as the business grows, it
is essential to present a commercial
strategy for the intellectual property and
a value. That said, some investors do not
understand how to appreciate fully the
value of intangible assets in a company,
so they often need help with this too.
1. Identify, Value and Protect Your
Assets
It is pretty much common knowledge
that patents, trademarks, designs and
copyright form part of an organisation’s
IP. However, entrepreneurs are often
surprised to realise that a company’s
value is also contained in its wider
intangible assets, including know-how,
branding, reputation, skills, policies and
processes.
Identification of such assets, allocating
a monetary value to them, protecting
them from unauthorised use, and
commercialisation are important steps in
any business and should form part of
an overall IP strategy. Fortunately there
are specialists who can help with this by
providing clear and definite opinions,
both commercial and legal, as to the
status of the IP that underpins the value
and make recommendations on how to
secure and protect them so take advice if
you are unsure how to undertake these
specialist activities yourself.
2. Understand the Real Value of Your
Assets
Understanding the value of a business’
IP – or which parts of its IP are more
valuable than others – is essential in
making decisions about which parts of
the business to develop.
Identification of all the valuable intangible
assets in a company involves undertaking
an audit to identify them and assess
which may be of significant value. This
includes assessing the strengths and
weaknesses of the IP relative to that of
existing or potential competitors, while
at the same time identifying possible
opportunities for exploiting IP further.
3.Develop a Good Trademark
Portfolio
Having a good trademark portfolio to
support and protect a brand can add
a great deal of value to a company.
Trademarks are assets on which a
monetary value can be placed. They
help to ensure that the total value of
a business is recognised if additional
funding is to be sought or when planning
to sell.
Trademarks are distinctive features that
distinguish the goods or services of one
business from those of another can
include logos, sounds, words, phrases,
symbols, designs, colours, gestures,
brand names and slogans, among other
things..
Branding should be thought about
at an early stage – ideally before any
commitment to a business name. If a
brand is not protected through having
all relevant trademarks registered in
every jurisdiction that it may trade in,
the business will probably have little or
no control over someone else using
and registering the trademark, and
preventing expansion.
Once a name is chosen, a strategic
trademark attorney can carry out
searches to check if the name (or a
similar name) is already registered,
and provide advice and options as to
overcoming any issues, ranging from
a deal with a current owner to a name
variation. The trademark attorney can
then apply for registration of the mark
under the appropriate classes of goods
or services.
4. Consider the Future of Your Assets
If you are running a small business, it
is important to be clear about what will
happen if the shape of the business
changes – for example, in the event of
divorce or death, break-up of a business
partnership or dispute with one of the
Directors.
How the intangible assets are then
divided can become a critical matter.
Addressing IP issues at an early stage in
the business’ life cycle can help minimise
problems later.
Businesses may cease trading for all
kinds of reasons, but, whatever the
cause, an understanding of the value of
the IP is crucial. In the case of insolvency,
an insolvency practitioner will need a
good understanding of the value of the
assets remaining in a company. Likewise,
administrators or liquidators will need
a complete and detailed list of all the
assets in the business of which they
may have to dispose. Few insolvency
practitioners are experts in IP. Many may
not understand the quality and value of
the intangible assets being disposed
of, meaning creditors may question the
value realised.
More positively, a business may decide
to sell to another company, merge with
one or even acquire one. In any of these
scenarios, understanding the value of
the IP in the business is essential.
5. Make Your Assets Work for You
Increasingly, businesses are aware that
both tangible and intangible assets can
leverage debt and equity instruments,
and help with the task of raising finance.

6. Make sure Your Contracts Are
Watertight
Once an ex-employee has transferred
important information to a competitor it
is very difficult to repair the consequent
damage to a small business if the
information has not been protected in
some way. Confidentiality and IP clauses
within employment contracts that are
properly communicated, go a long way to
alerting employees about the important
intangible assets within the business
and who owns it. They also provide a
deterrent against IP theft and espionage.
In the case of a supplier or contractor,
many rights to the IP created during the
delivery of the goods or services in the
UK, legally belong to those that provided
them unless your terms of contract
specify otherwise. Busy executives often
overlook small print clauses and are in
danger of giving away future rights to
inventions, design or copyright unless
contracts specify that any arising IP
belongs to their company.
7. Investors Need to Understand IP
too
For any business seeking to be acquired,
or looking for investment, getting IP in
order is vital. This involves identification
and evaluation of all existing IP, as well as
ensuring that its protection is watertight.
Companies that don’t pinpoint where
the IP value lies in their business don’t
fully present to potential investors the
commercial value in their organisation,
and it is not usually accounted for on the
balance sheet.
Many entrepreneurs therefore miss
an opportunity by not convincingly
presenting IP as an asset to investors
making investment decisions. A little
work to pinpoint the value of the existing
and evolving intangible assets can be
extremely valuable further down the line.
A survey undertaken by Coller IP
undertook showed that there is an over
reliance on the ability of the management
team by investment organisations and
venture capital companies to make the
investment a success, at the expense of
undertaking due diligence of the quality
of that team, and of commercial issues
and intellectual property. This is leading
to unpredictability in assessing returns
on investment. It is vital to understand
all the factors that have a bearing on
an organisation’s future success, even,
for example, whether their employment
contracts prevent intangible assets being
shared.
Few businesses would operate without
insurance today. IP is another essential
policy that protects a business.
Understanding the value of IP, protecting
it and commercialising it – no matter
what the size of the business – is vital to
future success.
Coller IP - www.collerip.com -
specialises in helping organisations
protect, understand, value and
commercialise all aspects of intellectual
property/intellectual capital. The CEO,
Jackie Maguire, has extensive experience
in IP and is a founder of Coller IP. In
2009 she was listed by Intellectual Asset
Management magazine as one of the top
300 IP strategists worldwide - and in the
top ten in the UK and each year since
she has been voted once again into the
top 300. Her founding partner, Jim Asher
leads Coller IP’s valuation practice which
has been voted UK IP Valuation Firm of
the Year 2013 and 2014 .
By Jackie Maguire,
63

ENTREPRENEUR
ADVICE
WHY START-UPS FAIL
AND WHAT TO DO
ABOUT IT
If you’ve made the decision to start a new business
– congratulations and welcome to the club. It takes
courage, confidence and conviction to make the leap.
This decision must never be taken lightly. Let’s take a
look at your odds of success:
1 Around 80% of businesses fail within their first 5 years
2. Most start-up entrepreneurs have little or at least no
experience of running a business
3. Many fail due to lack of cash flow or start-up on a shoe
string budget
4. 2nd or 3rd time start-ups only increase their odds of
success by an average of 10%
5. Lack of market research results in a poor product/
service
6. It goes on…..it’s a long list. And you get the point!
But what can you do about it
You can succeed. You just need to do what the 20% who make
it through do. Your objective should be to establish what those
techniques are. This means focusing on what works and what
doesn’t work. Once you know better, you should do better, as
you have no excuse! Here’s a few pointers for you:
Passion and purpose
You need to ensure that you are passionate about your product
or service. Can you wake up every day for the rest of your
working life to do this job? If it’s a ‘yes’ then you’re on the right
track.
Having a very clear sense of purpose is very important. Why are
you starting this business? If you can clearly articulate this and
you’re clear on your mission then you’re a step closer to success
than most other start-ups.
It’s a numbers game
The numbers make all the difference! You need to track your
progress like a hawk. But tracking starts with setting targets.
So, you should have a target for weekly sales, numbers of new
customers, bank balance, costs etc. Most importantly you must
have a marketing budget – this is what will help you generate
interest from buyers.
The price is right
It’s vital that you charge the right price for your product/service.
The bare minimum you must do is to work out your costs and
add a mark-up. Whatever you do, don’t become the cheapest
supplier just because your new. Have confidence in your
product/service.
Generate interest
You need to generate leads for your business. Think about how
you can find people who are interested in buying your product/
service. Where will they come from? What can you offer them
which is different?And why should they buy from you?
Sell, sell, sell
Don’t be afraid to get out there and sell. If you know your
offering is great then be prepared to put yourself out there. Find
opportunities to sell. Network more. Use social media more.
Build alliances with strategic partners. And show up every day!
Customer care
Work on a supreme customer care programme. Make your
customers feel special. Invest time in getting to know them and
64

uild relationships. This’ll lead to more sales, more referrals,
deeper loyalty and raving fans who’ll stay with you for life.
Run with the plan
It’s critical that you have a business plan before you start. This
is your map to success for the first 12-24 months. Follow the
plan. Re-visit the plan monthly and make it a living document.
Don’t just store it in a failing cabinet!
Wishful thinking
Hope is not a strategy. You need to be prepared to put-in
the hours. Go the extra mile. Capitalise on each and every
opportunity. Invest in developing your skills. And make it a
daily routine to work ‘on’ your business and not ‘in’ it.
It’s a tough road ahead
Making a start-up business a success is not mission
impossible. It requires desire, determination and drive. Focus
on the next step without getting ahead of yourself. One step
at a time and you’ll soon be on your way. As long as your
sense of purpose is big enough you’ll find a way to make it
happen. You’ve joined a club of winners – make sure you do
all you can to stay in the club.
By Shaz Nawaz
65

TOP TIPS TO START-UP
SUCCESS
UK entrepreneur Max Wiseberg is the inventor of HayMax,
now one of the most successful natural brands for hayfever
sufferers. The organic allergen barrier balm is now the
winner of 36 awards, the subject of 3 studies and exports
to several countries worldwide. He shares with E&I his
top tips for start up success and also on working with
supermarkets.
“We started out selling through the independent channel, but as a small
business with a sub £10 product, I knew that we would need volume and would
only get that through the multiples.
As soon as we started getting success with multiples we started to get kickback
form independents. “Why should we continue to sell your product when it’s in
the supermarket round the corner and they are running offers on it?”
So we developed a strategy to keep both happy. We keep some product
variants which are only provided through the independent channel, and we
also provide them with some price cutting options – e.g. a pre-packed 3 for 2
product which is not sold through the multiples.
The supermarkets and multiples vary. Some are easier to deal with than others,
and with regularly changing buyers, it is not always the same ones who are easy
from one season to the next. And there are some that I have always found
helpful and constructive, about which others have reported various horror
stories.
The secret seems to be around volumes of sales and relationships. If you can
develop a relationship with a buyer, that will help. But you need to be able to
start all over again when the buyer changes a couple of months later. And in
the larger supermarkets the buyers are often difficult to get hold of – not taking
phone calls or replying to emails makes it very difficult to take care of your
brand within their organisation. If you are selling enough, they will be happy –
but that doesn’t necessarily mean they will talk to you! And if you can’t keep the
conversation going it is harder to take care of your brand within their shops.
Also, if you can’t take care of your brand then sales will fall off and then –
despite the fact that you might have been trying to work with them and they
have been ignoring you, they will take you off the shelves because your sales
are decreasing. That might mean damaging price cutting devaluing your
brand while they sell off their remaining stock. So we are now sticking with
the multiples who will talk with us and help us to grow our brand within their
stores. Although this means we are not in some of the other multiples and
supermarkets, we continue to (try to) contact them regularly, as the situation
can change as the buyers – and their bosses – move on.
Cultures can change within organisations, too. One of the largest supermarkets
seems to have a policy of moving buyers on every 6 months so they don’t get
too cosy with their suppliers. But this can change and if and when it does, we
would be delighted to work with them again.
66

Of course, it is much harder to talk to your customer when your product is sold
in supermarkets, but you just have to develop other ways of communicating.
And digital/social media provides some great ways, as well as old faithfuls like
putting leaflets/questionnaires/comps in your packaging.
In the meantime we remain passionate about supporting the independent
stores in whatever ways we can. Although they don’t provide enough volume
for our business to survive and grow on, they helped to get us started and we
will continue to work with them to help support them.”

ENTREPRENEUR
ADVICE
HOW TO TAME YOUR
DRAGON
We have avoided making expensive mistakes
Theo and Deborah have years of business experience and they
advised us on what to do and what not to do. This has saved us
valuable time and money.
It’s allowed me to give up my job in the NHS
Without the investment from the Dragons, we would not have
taken the risk of getting a bank loan and I would still be working
at the local hospital in Worcester.
Improved online marketing and brand awareness
Neil and Laura Westwood are one of those rare businesses that
achieved success on Dragons’ Den when they appeared on the
popular TV programme in August 2008.
Theo Paphitis and Deborah Meaden invested £100,000 in their
business – www.magicwhiteboard.co.uk - between them.
The premise of the business is a portable, lightweight whiteboard
on a roll that sticks to any hard flat surface. They have since
expanded their range to include Magic Blackout Blind, Magic
Blackboard and Reusable Magic Notebook that wipe clean.
Neil takes up the story:
“We get asked all the time what are Theo and Deborah really like
and was it worth it? The answer is YES.
Dragons’ Den has really helped our business and it would have
taken much longer to grow Magic Whiteboard without the help
of Theo, Deborah, their team of experts and the TV programme
itself.
Here are 10 reasons why it’s worth taming a Dragon
It’s accelerated the growth of Magic Whiteboard
One of the biggest benefits is the speed at which Magic
Whiteboard has grow. It accelerated our rate of growth ten
fold in less than a year - turnover increased to £1.2 million; the
previous year it stood at £45,000.
Deborah gave us advice on the sales and marketing plan and
this has increased our sales and profits.
Dragons Den publicity raises awareness
Being on Dragons’ Den raised awareness of Magic Whiteboard
and it’s now a household name. The additional programme
reruns and new episodes following up on the businesses, have
also reinforced the Magic Whiteboard brand.
Dragons can help with introductions
Theo and Deborah have introduced us to buyers and other key
industry leaders. Without them, we would have probably not got
a foot in the door.
Financial planning and cost control
We have implemented a monthly financial mechanism to
measure how Magic Whiteboard is performing. This ensures we
continue to operate successfully.
Dragons’ provide motivation and coaching
The Dragons are there if you need them, either to bounce ideas
off or to provide inspiration and mentoring.
It’s the best thing that has happened to our family
We have a successful, profitable business that is growing and
developing new exciting products.
Quick route to market
Theo had 240 Ryman stores to sell Magic Whiteboard – in
less than 2 weeks, Magic Whiteboard was available in all these
stores. It usually takes months, and sometimes years, to get a
major retailer to stock a product.
68

FIVE TRAITS OF
SUCCESSFUL START-UP
ENTREPRENEURS
In the last couple of years, there have
probably been more articles written,
think tanks established and research
reports published about start-ups and
entrepreneurship than ever before. This
does not come as a surprise given that
company registrations at Companies
House hit record high in 2014, indicating
a growing appetite for starting a business.
The question many people ask is
whether entrepreneurs born or made.
This topic is endlessly debated in the
start-up world and a lot of aspiring
entrepreneurs want to know what it takes
to become successful. Just type ‘traits of
entrepreneurs’ into Google and you will
find hundreds of articles talking about
the ‘Type A’ personalities of successful
business leaders and inspirational
articles about ‘born entrepreneurs’ such
as Steve Jobs and Bill Gates. These articles
can be motivating but also intimidating.
Here at BizBritain, we believe that
entrepreneurs can be guided to success
through tailored mentoring and support.
We have however noticed that long-term
successful entrepreneurs do share some
of the same traits which, with practice,
can be adopted to help make you more
successful.
Be curious
Curiosity might have killed the cat but it
can be your best friend when you are
trying to get your start-up off the ground.
When you set up your own business you
have to constantly stay on top of industry
changes and developments including
areas which are not directly linked to
your area of expertise. Only those who
have a craving for learning new things will
stay ahead and avoid getting surpassed
by competitors. Reading books and
following industry news is important but
you also need to open up your mind and
question the status quo. Your curiosity
will drive you to ask people questions
and their answers can inspire learning
and better understanding of the market.
Be flexible
New business owners spend a lot of
their time developing business plans and
financial forecasts. Having a plan in place
doesn’t mean you should simply put your
head down and plow ahead regardless of
what happens. Successful entrepreneurs
need to be able to react to what’s around
them and be willing to change their
minds, even at a moment’s notice. Being
flexible will give you the ability to respond
quickly in any situation and will help you
to make decisions that will help you steer
clear of trouble.
Be a survivor
Starting your own business is like signing
up for a never-ending marathon. You have
to live with the uncertainty of whether
you will be the winner or even complete
your journey and you have to overcome
a number of challenges on a day-today
basis. Many of the most successful
entrepreneurs have experienced failure
before going on to achieve success. It’s
not failure that is the issue, it’s how you
handle it that makes the difference. If you
encounter failure, what’s most important
is to take that experience on board and
use it in a way that will help you in future
endeavours.
Be a calculated risk taker
You probably already know that risk
taking is almost synonymous with
entrepreneurship, which can be quite
a daunting prospect for a start-up
entrepreneur. Fear of uncertainty and
potential failure can make any aspiring
entrepreneur nervous and there isn’t a
path to entrepreneurship which doesn’t
include taking risks. If you aren’t a risktaker
at heart you needn’t despair.
Taking a non-disastrous risk in business
doesn’t depend on any magic formula;
it’s a skill which can be learnt. It’s all
about assessing the situation and taking
action. When you’re about to take your
risk, you may not be able to completely
control the results but you can influence
the outcome of your risk through hard
work. Don’t be afraid to take a step back
and re-assess your decisions if you feel
you have to.
Be a salesperson first
A lot of start-up entrepreneurs get caught
up in developing the perfect branding
for their business launch but they forget
that they need to be a salesperson first
as sales is present in almost every area
of an entrepreneur’s life. If you want to
grow your enterprise, you need to know
how to influence people and make them
buy into your vision. This doesn’t only
include your customers; it involves your
team, potential investors and everyone
you meet. Even if you have hired a sales
team, you should still need to be the
most passionate salesperson within the
company to generate leads and attract
interest.
Working as an official delivery partner
of the government’s Start Up Loans
Scheme, BizBritain was founded by Matt
Gubba to deliver funding and mentoring
to potential business owners looking
to start a business. As well as providing
access to low cost loans, BizBritain can
help applicants to build a business plan
and hone their commercial proposition.
69

ENTREPRENEUR
ADVICE
SIX WAYS TO HELP MAKE
YOURSELF INVESTABLE
DAVID GAMMON IS CEO OF ROCKSPRING, A SERIAL ANGEL INVESTOR AND THE PRIMARY
BENEFACTOR OF THE ROYAL ACADEMY OF ENGINEERING’S ENTERPRISE HUB’S LAUNCHPAD
COMPETITION FOR YOUNG ENTREPRENEURS.
The UK is one of Europe’s most entrepreneurial
countries, and this in part is due to a healthy funding
and investment culture. According to UK Business
Angels Association estimates, UK angels invest around
£850m annually into UK start-ups, a sizeable funding pot
that all entrepreneurs should be able to access. However,
younger or less experienced entrepreneurs pitching to
potential investors for the first time can find the prospect
daunting. I have been listening to entrepreneurs pitch for
over a decade and believe the following tips will help give
you an edge
1) Be realistic
Be sensible about your own worth and valuation. Don’t compare
yourself to the most expensive company in history and expect
to achieve the same result. Often a unique and impossible to
replicate set of circumstances has contributed to their success.
Similarly, don’t just assume that you can sell to 1% of the
customers of a billion dollar market. New products and services
take time to be adopted by customers and therefore one often
has to adapt market approach, price and model to optimise
the uptake in different supply chains and countries. Do your
homework and market research so you only draw conclusions
about your potential sales when you are confident they are
achievable. The investors in front of you will have probably seen
hundreds of pitches and will immediately dismiss anything that
seems like inspired guesswork or ‘pie in the sky’ claims. It is
better to under-promise and over-deliver than the other way
round.
2) Make yourself presentable
This sounds obvious, but make sure that you are investable as
an individual, as well as a business proposition. Someone who
has taken care to dress smartly gives the message that they
take similar care with their business practices and financials -
70

something investors want comfort on before parting with their
money.
It’s also important to present well. You don’t have to be a worldclass
orator, but try to speak clearly and calmly - avoid rushing.
Again, if you appear in control, investors will subconsciously
believe this trait extends to how you run your business.
3) Rehearse
Practice your pitch again and again and know your subject matter
inside out. If you are asking for investment, then your audience
will expect you to be an expert on it, to be confident about your
knowledge, and to show some passion for the field. You should
aim to explain your business proposal clearly, coherently and
accurately, without too much repetition or unnecessary and
distracting detail.
Be honest too; don’t try to bluff your way through. If you don’t
know the answer to a question, it’s ok to say so. Offering to find
the answer and email the questioner later shows commitment
and a genuine interest in self-development. This also has the
benefit of establishing a direct connection with the potential
investor, and an excuse to continue the dialogue with them after
the pitch is finished.
4) Don’t just broadcast
This is often forgotten and many people get stuck in ‘transmit’
mode when pitching. Yes, it is important to ensure you’re giving
investors all the information but it is also wise to show interest
in them. If you find yourself talking to an investor you don’t know
about ask which companies they have backed in the past or if
they have any expertise in your field. Engaging in a dialogue is
far preferable to the audience, as well as the speaker. Being
talked at for half an hour can be exhausting!
Add variety to your presentation by including a short video clip
or animation (anything over two minutes is too long). As well
as breaking up the presentation and engaging investors, the
footage will also be useful to customers and potential customers
as a marketing tool in the long term, so it would not be a wasted
effort.
It’s also worth trying to establish a link with an individual from
the group you are pitching to in advance of the presentation. Try
to get their advice on what they’re looking for ahead of the pitch;
they will appreciate the effort to tailor your pitch to them. If you
can get someone batting for you from the off, it will increase
your chances of success.
5) Learn from others
Never see your business or idea as a finished article, and be
open to suggestions. You’d be amazed how often an insightful
comment can change the direction of a business for the better,
or an outsider’s perspective aids in uncovering hidden flaws
in your original plans. So listen to any feedback your potential
investors offer during the pitch. After the pitch, it does no harm
to ask how you can improve it. That way, if you’re not successful
in securing funding, then you have still got something valuable
out of the experience and improved your chances for the next
time.
6) Leave your audience with something
Have a business summary and business cards ready to hand
out at the end. It is amazing how many pitches I have gone to
and the presenter has had nothing to leave me with. If you see
lots of pitches in one day, it can be difficult to remember what
point was in which pitch. Leaving investors with a summary of
key points will ensure your business sticks in their brain long
after you’ve left the room.
I became involved in establishing the Launchpad Competition
with the Royal Academy of Engineering’s Enterprise Hub to help
young entrepreneurs make their ventures a commercial success.
The most promising candidates who enter the competition are
actively supported with mentoring, networking, training, funding
and business advice. Some of the greatest inventions and
innovations have come from young entrepreneurs. However
there remain many challenges to people being able to realise
their entrepreneurial dreams. The first challenge is to get off the
ground, but the advice above should help get your pitch off to
a better start.

INVESTOR
INVESTOR
72

INVESTOR
10 TOP TIPS ON HOW TO BE
A GREAT ANGEL INVESTOR
An Angel Investor is an individual making an investment
in a young and promising startup company in return for
a share of its equity.
Thanks to the boom in the number of startups raising funding
in the UK, the development of alternative investment platforms
such as crowdfunding websites and the relative poor returns
of “traditional” markets, becoming an Angel Investor is now
more attractive and accessible than ever before.
However early stage investing is still a complex asset class with
specific risks, returns and requirements.
Joseph Zipfel – Investment Manager at the Startup Funding
Club – helps us navigate the world of Angel Investing in the
UK and gives us his 10 tips to start building a great portfolio of
startup investments.
1. Find the right investment platform Finding the right
investment platform for you means deciding on the
kind of investment you’d like to make. There are three
main approaches to investing in startups: fund investing,
crowdfunding, and direct investing.
If you are attracted by the idea of supporting great young
British businesses while receiving substantial tax reliefs
in return but don’t have enough time to look around for
opportunities, investing in a Seed Investment Fund can be
a great solution: investors in our Startup Funding Club SEIS
2015 Fund effectively become shareholders in a portfolio of
27 startups that we carefully selected and are mentored by
our team of expert coaches.
For those that want to review and pick startups that they wish
to support, crowdfunding can be an interesting and convenient
solution. The number of equity crowdfunding platforms is
mushrooming with new ones appearing every day, giving
investors plenty of choice across sectors, geographies etc.
However some of you would like to be more involved in the
process and meet founders, discuss their plan and potentially
get involved post funding. This kind of investors would find
their deals through their own network or by attending startup
pitching events such as the ones we organise.
People are often surprised by how accessible angel investment
can be: fund and direct investments start at £5,000 while
crowdfunding campaigns allow much smaller tickets!
2. Select the best startups
If you choose to become an active Angel Investor, finding
the “right” startups can prove extremely difficult. How do
you evaluate a company which is only a few months old and
operates in a completely new field?
We don’t pretend to have the magic formula, but at Startup
Funding Club we use a nice anagram called STARTUP (we
made it easy to remember!) which we think is helpful when
considering a startup investment opportunity:
S – Scalability: How big is the opportunity and can the
company deliver its product on a large scale?
T – Team: Does the team have the right skills, experience and
entrepreneurial spirit?
A – A real need: Is the product solving a real problem for its
customers or is just a nice to have?
R – Rule Breaking: Is the technology disrupting and
challenging the status quo in the sector?
T – Third party validation: Is the company generating early
sales And is the product recommended by opinion leaders
in the sector?
U – Unique Selling Proposition: Is the product sufficiently
differentiated from existing alternatives for people to pay
for it?
P – Prototype: Has the product been developed as far as `
possible before raising investment?
3. Access great dealflow
Getting access to the best companies early in their fund
raising is what makes the difference between average and
great investors. Experienced investors tend to keep the best
opportunities to themselves or to share them only with their
close network!
At Startup Funding Club, we’re determined to make Angel
Investing easy and accessible. That’s why we organise monthly
startup pitching events open to all investors in prestigious
locations around London: Home House, the Century Club, the
Club at the Ivy etc. Get in touch if you’d like to join us and
review exciting investment opportunities!
4 . Focus on sectors that you understand
Startups are not just about complex technology and
improbable new apps! A lot of young businesses innovate
in more traditional sectors and can prove to be great
investments.
Through our SEIS Fund, we invested in several startups
operating in “traditional” sectors (Food and Drink, Consumer
Goods etc.) because we believe that their product will
revolutionise their category. We also make sure that this kind
of businesses is always represented at our pitching events.
5. Benefit from the generous tax breaks
Investments in British startups are supported by generous tax
incentives which make Angel Investing even more attractive.
The main schemes are the Enterprise Investment Scheme
74

and Seed Enterprise Investment Scheme (for very young
companies).
Make sure that the Fund or the company that you decide to
invest in qualifies for those schemes so that you receive the full
benefit of these generous tax reliefs.
An investor in a fund or a company qualifying for the Seed
Enterprise Investment Scheme (“SEIS”) will receive:
• Income tax relief of 50% of the amount invested
which can be “carried back” to the previous tax year
• Capital gain tax reinvestment relief
• Capital gain tax exemption when the companies are
successfully sold
• Loss relief on disposal against your capital gain and
income tax
6. Understand the risks
If investing in startups can offer very promising returns, it is
also extremely risky. A large number of startups fail in their first
year and investors should be ready to lose their capital in full
(before taking into account any tax reliefs).
A rule of thumb among investors is to limit the size of your
angel portfolio to 10 percent of your investible assets. Even
sophisticated investors and institutions that have the financial
firepower to take significant risk tend to allocate no more than
5 to 10 percent of their portfolios to venture capital.
At Startup Funding Club, we spend huge amounts of time
and resources to help our portfolio companies avoid the
common pitfalls that plague so many startups (poor cashflow
management, wrong hires etc.) but it is impossible to eliminate
that high level of risk.
7. Diversify your portfolio
Another way to mitigate some of the risks associated with
Angel Investing is to diversify your portfolio across several
investments. Investing in a fund would give you an instant
diversification effect but even as a direct investor, you should
always be looking to build a portfolio rather than taking a larger
bet on one or two startups.
In the best scenarios, a successful startup returns several
times the money invested and an investor would only need
one or two “stars” in their portfolio to generate a very healthy
return on their total investment.
9 . Manage your returns’ expectations
There is clearly an optimistic mood in the British startup
scene at the moment: a recent study commissioned by the UK
Business Angels Association showed that Angel Investors in
the UK expect a third of their investments to return more than
6 times the money invested. Not a lot of markets show that
kind of expectations at the moment!
That said it is important to remind that they are no “quick exits”
in Angel Investing. You should expect to remain invested in the
company for several years before being able to realise your
gains – if any. Note that there is a minimum commitment of 3
years for investors to receive their tax relief under SEIS and EIS.
10 Have fun!
There is definitely an element of thrill and excitement in
looking for the next Facebook, Twitter or Innocent. Reviewing
investment opportunities in startups means being constantly
exposed to new ideas, innovative concepts and exceptionally
talented people.
Being an Angel Investor also means being part of a growing
community of investors and entrepreneurs who share the
same optimistic vision about the future. We certainly have put
networking at the heart of our events and we enjoy seeing the
community grow rapidly. We hope you will decide to join us!
For more information, please visit www.startupfundingclub.
com and www.seisfund.com
75

COUTTS MID-YEAR
INVESTMENT
OUTLOOK 2015
Coutts has just launched its Mid-Year Investment
Outlook, highlighting their view of the key investment
themes that are emerging as we enter the second half
of 2015.
Arne Hassel, Head of Investments at Coutts, said “We expect a
slower and bumpier ride from here. Most of our themes have
worked so far this year, but we expect markets to become
tougher.”
“Coutts has been well placed to take advantage of the major
market moves over the last 6 months, with our preference for
equities relative to bonds, and emphasis on European and
Asian equity markets. Although we see no obvious threats to
the positive backdrop, we think some markets are stretched
and we have become more cautious.”
Other key themes include:
• Mind the (Return) Gap -highlighting the importance of a
‘counter-cyclical’ investment discipline. Following the crowd
often loses money.
• European equities have been one of our more important
portfolio allocations. Though the market raced ahead early
this year, we still see potential for further gains, on the back of
improving economic data and decent valuations.
• Asian equities have ample scope to recover as the region
benefits from improved growth and stabilisation in China.
• UK commercial property, where we still find yields attractive,
particularly relative to fixed income yields.
• When Cash Makes Sense outlines the case for cash when
bond yields are extremely low and equities look expensive.
• Market Information: Less is More underlining the importance
of filtering out what really matters in a world of information
overload.
www.coutts.com/investmentoutlook

INVESTOR
INVESTORS NEED TO A
LOWER RETURNS IN N
INVESTMENT ERA
Investors need to accept the dawning of a new investment
era, warns the boss of one of the world’s largest independent
financial advisory organisations.
deVere Group founder and CEO, Nigel Green, observes: “It
appears that we’re entering into a new investment era
and, in this environment, investors should expect lower
returns from property, bonds and the stock market.
“There are many factors contributing to the creation and
development of this new investment era. However, the most
common link is that Quantitative Easing (QE) has pushed down
borrowing costs and driven cash savings into more rewarding
investments. The combined effect has been to inflate asset
prices, from housing to shares to government bonds.
The big question is: Will these assets preserve their value if/when
the Bank of England (BoE) and the Federal Reserve eventually
normalise monetary policy and raise interest rates? Or will their
values fall? The U.S. looks likely to be about to find out, with
market analyst increasingly confident of a Federal Reserve rate
hike later this year. The Bank of England might follow in a year’s
time if wage growth starts driving inflation up.
mortgages. This is sensible, as it will curb house price inflation,
but could come as a shock for the more recent wave
of buy-to-let purchasers who expected quick capital gains to
compensate for very slender yields in London and South East.
Amongst the other issues, slowing economic growth in China,
volatility in Eurozone bond markets, partly on fears of a ‘Grexit’,
and low levels of corporate reinvestment of profits in much of
the developed world add to our sense of caution.”
Mr Green continues: “Against this backdrop of a new investment
era, good fund managers will come into their own as they will be
able to secure the best stocks at the right time for their clients.
As ever in times of flux, there will be significant opportunities, as
well as challenges, but the opportunities will be actively sought
with a fresh different approach and outlook, and investors are
likely to need to accept lower returns in this new era.”
The UK housing market is currently looking a bit subdued for
another reason. This is the set by the Bank of England macro
prudential regulations that limits how much banks can lend for
78

CCEPT
EW
79

INVESTOR
CARS
SILVERSTONE
CLASSIC SALE
PROMISES RARE
TREATS FOR
SUPERCAR LOVERS
On the 24-26th July Silverstone Auctions returns to its spiritual
home of The Wing , with another hugely desirable mix of
consignments, including some exceptional supercars from the
Seventies, Eighties and Nineties.

Among the models offered is a stunning 1972
Ferrari Dino 246 GT. Delivered new to Luigi
Chinetti, a Le Mans winner and founder of the
North American Racing Team. This 246 GT
is a superb example worthy of its £240,000 -
£280,000 estimate. Complete with original bill
of sale, owners’ handbook, tool kit, jack and
bag, this particular car has already received
a lot of interest ahead of the sale – partly
because of reports surfacing that an all-new
Dino is in the pipeline, making original models
more desirable then ever.
Jumping forward a decade is another icon of
its time, the Eighties’ favourite Porsche 911
(930) Turbo. One of the last 930 Turbos off
the production line, it comes in a fantastic
specification with the desirable later fivespeed
gearbox, iconic ‘Whale Tale’ spoiler
and Guards Red paint with contrasting
cream interior and gleaming Fuchs wheels.
Remaining in the same ownership since
1993, the car has been meticulously owned
and maintained and comes with all service
documents and low mileage for its age.
Another desirable modern classic that is really
appreciating in the current classic car market
is the Ferrari F355. Silverstone Auctions is
proud to present this six-speed manual, lefthand
drive 1996 Berlinetta in the Silverstone
Classic Sale, which has only covered 24,480
miles since new (39,400 kms) and has been
meticulously maintained throughout its life.
One of the best supercars of the Nineties,
the car heads to auction with an estimate of
£55,000 to £65,000.
As ever, the Silverstone Classic Sale – like
every Silverstone Classic auction event – has a
high quality and varied mix of lots. In addition
to the above supercars, the July sale catalogue
also features a 1942 Ford GPW ‘Willys’ Jeep, a
1979 ex-BTCC Ford Capri, a 1975 Porsche 911
RSR specification race car, a 1963 Mercedes-
Benz 230 SL Pagoda and many more.
Heralded as the world’s biggest classic motor
racing festival, over 90,000 people visited
Silverstone Classic last year and 2015’s event
looks like it’s set to break all previous records
on the weekend of 25-26 July 2015.
Nick Whale, managing director of Silverstone
Auctions, says: “It’s a pleasure to be returning
to the Silverstone Classic again this year – an
event we’re proud partners of. Once again
we have a magnificent catalogue featuring
some real icons of the Seventies, Eighties and
Nineties.
“We’re expecting another record-breaking
sale, especially after last year’s success –
showcasing the unprecedented success in
the classic car market and the popularity of
buying your car through auction.”
www.silverstoneauctions.com

SPEND INVESTOR IT
JEWELLERY
STUNNING
COLLECTION OF
JEWELLERY FROM
HELLENISTIC AND
CLASSICAL ERAS
A striking and beautiful collection of jewellery pieces from antiquity
will go on view this Autumn at the Kallos Gallery in London.
82 82

The works range in age from
around 2,300 to 2,400 years
old, and are some of the best
examples of their type currently
known. A necklace and matching set
of earrings are from the Hellenistic
era (around 2,300 years ago); a gold
armband featuring a Herakles knot
is also from the Hellenistic era,
and a pair of solid gold lion-headed
bracelets hail from the Classical era
(4th Century BC).
This will be the first time that the necklace
and earrings, made from gold set with
garnets, agates and other precious
stones, will have been on public display
in the UK. The pieces are available to
collectors, prices available by request.
Dr Glenn Lacki, Gallery Director, said:
‘We are delighted to be able to bring
together a truly stunning selection of rare
pieces for a dedicated exhibit. Together
they represent some of the best known
examples of their type, and we are
particularly excited that the Hellenistic
necklace and earrings will be going on
public view in the UK for the first time.’
Little is known about the original wearers
of the pieces, who would undoubtedly
have held a high social standing - though
some clues as to their original purpose
can be found in some of the designs. The
gold armband, for example, features a
‘Herakles knot’ - also known as a Hercules
knot and, in modern times, familiar as
the reef knot. In Ancient Greece this
knot would have been used to tie a
bride’s girdle before the wedding, which
would then be ceremonially untied by
the groom during the proceedings – a
practice thought to be the origin of the
phrase ‘to tie the knot’.
Collectively, the works would also have
lived through some exciting times,
including the reign and early death of
Alexander the Great, the unification and
then shattering of the Greek empire and
the stirrings of the beginning of Roman
influence across the region.
www.kallosgallery.com
83

SPEND INVESTOR IT
JEWELLERY
UK’S MOST VALUABLE PRIVATE
GEMSTONE COLLECTION TO BE SOLD
One of Europe’s largest private
collections of precious coloured
natural gemstones is to be sold in
a multi-million pound international
online auction offering.
Some of the World’s rarest and purest
Rubies, Emeralds, Tanzanites, Sapphires
and other prized gems forming over 680
gemstones from the esteemed David
Jerome Collection are to be presented
to the international market by John Pye’s
Luxury Assets Division, a division of John
Pye Auctions.
The rate of rising values of coloured
gemstones are now outstripping those of
Diamonds as royals and celebrities alike,
including the Duchess of Cambridge,
highlight their appeal and have raised
their highly prized profile, establishing
2015 as ‘The Year of the Coloured
Gemstone’.
Ethically sourced directly from precious
gemstone mines all over the World –
including but not limited to Burma, Sri
Lanka, Tanzania and Zambia – only the
finest natural stones have been selected
for the collection, valued at over £8
million retail.
All precious gemstones within the
collection were originally sourced as
loose gems. It is only in recent years
these gems have been set and mounted
among diamonds, into pieces of fine
jewellery, to showcase their desirability
and make them a suitable offering for
the international public auction market.
The anonymous owner has collected the
gemstones for over 40 years after buying
a highly-prized 133 carat Tanzanite -
which ignited a passion to source a range
of gemstones from all over the world.
Through decades of global travel, the
private client has become established
and recognised by gemstone miners
as one of Europe’s preeminent buyers
of natural coloured gemstones. The
collection includes a matching set of 35
carat Zambian Emerald earrings with an
estimated value of £500,000 to £600,000.
John Pye gemstone valuer Ian Hall said:
“This is quite simply a once in a lifetime
opportunity to buy from an exquisite
and extremely valuable collection of
gemstones. We believe the collection to
be certainly the largest in the UK, if not
Europe.
“Every gemstone in the collection has
its own independently-issued certificate,
a guarantee of both authenticity and
quality, including Gem Research Swisslab
(GRS) Certificates showing that they are
the purest quality in their natural form.”
Coloured gemstones have been rapidly
growing in popularity and these rising
asset values are being reflected in auction
rooms globally, with a World record
realisation set this Spring for a Ruby sold
at auction in Geneva for £19.4m.
John Pye director Sheldon Miller
said: “Not only are the pieces up for
auction truly unique, but they also offer
significant investment potential. Auction
rooms across the globe are seeing
record-breaking sales. We are expecting
substantial interest from international
buyers. It is extremely rare a collection of
this purity and size comes to the market.
“It has been a labour of love for our
client, who has sourced only the best
and clearest stones directly from mines
around the world.”
John Pye’s private client, who wishes to
remain anonymous, said he wasn’t sorry
to see the collection broken up because
he wants others to enjoy them.
“I am an avid collector and I love sparkly
things,” he said.
“I started my collection with a Tanzanite.
I began to search for the best available
stones and I learned all about them. My
knowledge of gemstones has grown over
the years and I can tell the difference
between a stone that has been heated
or tampered with.
“I love the buying, the finding of the mine
and acquiring the very best stones. The
best mines from all over the world come
directly to me with their finest stones. We
are giving people the opportunity to buy
the most beautiful stones in the world,
just as nature created them.
“I am now happy for the stones to be sold
so other people can enjoy them as much
as I have.”
The owner has travelled all over the
World to source the stones which he
says are of “Bond Street quality”.
Sheldon added: “Our client has set
conservative reserves based somewhat
marginally above mining sourcing prices,
yet considerably below retail values.
“This presents auction buyers with a
unique opportunity to acquire the finest
natural grade gems at investment value.
John Pye Auctions shall present the
collection to market through a series of
online auctions later in the year, we are
now taking registration of interest online
for prospective bidders requiring further
auction updates and catalogues as and
when they are made available.”
The collection of precious gemstone
jewellery ranges in value from an 8.96
carat pink Topaz ring with a £600
estimate, to an extremely rare matching
set of Zambian Emerald earrings totalling
35 carats estimated to be valued at over
£500,000.
The first auction in September will offer
345 coloured stones. To register your
interest for the auction please visit www.
johnpye.co.uk/gems
84
84

SPEND INVESTOR IT
HOMES
HOW TO GET A
LARGE COMMERCIAL
MORTAGE AND WHY
Paul Welch, Founder and CEO of Largemortgageloans.com provides insight and advice
on how to gain commercial mortgages of £500,000 and above, while emphasising the
importance of commercial property investment.
The UK commercial property sector is
thriving. In 2014, the industry made gains
of 14%[1], and with the continued growth
of property prices recently, as a result
of the UK’s improving economy, many
experts have predicted the commercial
property sector to grow between 10%
and 15% this year[2]. Private investors
and UK businesses need to take note,
particularly as there’s a renewed focus
on growing the British economy, as it will
naturally benefit the commercial property
market. An appealing investment for
businesses and investors alike, there is
opportunity for considerable returns on
investment
The benefits of purchasing commercial
property
Whether an entrepreneur or investor,
it is worth considering building on
increased confidence in this market so
the opportunity can be explored.
If your business is growing and now
requires larger offices or additional
buildings to cope with demand or you’re
just starting out, owning premises is a
good investment and there are various
benefits for doing so. For instance, if your
business grows and increases in value,
so do your assets and your company will
benefit from any increases in property
prices. What’s more, you don’t have
to worry about rents being increased
unexpectedly putting your cash flow at
risk, while owning premises can also give
you the potential to sublet your property
to other businesses, allowing additional
income to be generated.
On the other hand, for individual
investors, the commercial property
market has never been so buoyant.
With the economy doing so well, this
has resulted in more tenants looking for
shops, offices and warehouses, allowing
property owners to increase their rents,
allowing return on investment to be
boosted almost instantly. The property
market isn’t usually affected by what’s
going on in the stock market, allowing
86
you, as an investor to spread your risk,
while expanding your portfolio.
What is a commercial mortgage?
If you’re looking to purchase business
premises, you’ll need to take out a
commercial mortgage to cover the
cost. Back in 2013 the average lot size
was more than £1million[3], and with
property prices on the rise, this figure
has no doubt increased, consequently
meaning larger mortgages are in even
greater demand.
A commercial mortgage is a relatively
simple mortgage that is lent to an
individual or company to buy a business
property. Yet, making the decision to take
out a large mortgage can sometimes be
a daunting prospect.
To help, we’ve put together our three top
tips, so both individuals and companies
can consider tapping into this booming
market:
1. Set the mortgage payment at a
level you can afford
Before you start researching different
mortgages, examine your business’
finances and determine the maximum
per month you can afford to pay. If you
miss repayments, you will be at risk of
your premises being repossessed putting
your business or your tenant’s business
in potential jeopardy. Don’t forget,
depending on the type of mortgage, if
interest rates increase or decrease so
will your monthly mortgage payments
and this should be factored in.
2. Shop around before you buy
Rates can vary significantly between
providers, so always gain quotes from a
selection of companies before making
your final decision. For example, some
lenders may offer a fixed rate mortgage
while others may provide a variable rate,
meaning your payments will increase
if interest rates rise. It’s advisable to
hire a mortgage broker as they will
have relationships with numerous
providers and will be able to offer a
bespoke, tailored package that best
suits your business’ needs. For example,
at Largemortgageloans.com, we have
relationships with over 85 lenders and
providers in over 50 countries, enabling
us to source the lowest rates.
3. Value your mortgage broker
They are the experts, and have a
thorough understanding of the
property market, whether commercial
or residential. As such, they’ll know
which commercial mortgage will meet
your needs depending on your financial
situation, in regards to criteria, cost and
service you’ll receive, as well as save you
potential time and money.
Whether you’re looking to expand your
investment portfolio or considering how
to finance your company’s premises,
don’t discount the need for a large
mortgage loan. With the right guidance,
thorough research and sensible payment
plan, investing in commercial property

QUICK GUIDE
TO INVESTING
IN A HOLIDAY
RENTAL
PROPERTY
Deciding to invest in a second home
as a holiday property is a great way
to earn extra income year-round.
It is understandably a decision not
taken lightly by many and there are
questions and concerns owners will
have. Leading property letting specialist,
holidaycottages.co.uk puts minds at rest
with this handy Q&A graphic.
The Q&A features the most frequent queries made to the
holidaycottages.co.uk Property Team, from where to buy – ‘assess
area popularity and local competition, plus a sea view can attract
24 per cent more bookings’ – to how to attract off peak bookings – ‘hot
tubs and open fires generate bookings through the colder months’.
Rules and regulations are a key concern when considering renting out
a holiday home and it’s easy for an owner to feel overwhelmed, but the
holidaycottages.co.uk Property Team can help with any questions.
“We have been in this business for over 25 years and currently have more than
2,000 properties on our books which owners rent as holiday homes through
us, so we’ve been met with pretty much all the questions an owner could
possibly ask.” said James Morris, managing director, holidaycottages.co.uk.
“We decided to pull out the most frequently asked questions as, even from
conversations I have with friends, these are the common barriers owners have
when considering the investment – they just don’t know where to look for the
answers. From what kinds of insurance are needed, to whether it’s worth being
pet-friendly, we’ve answered them all at one time or another.”
www.holidaycottages.co.uk
87

SPEND IT
PROPERTY
SOUTH KENSINGTON
TOPPLES MAYFAIR AS
LONDON’S SMALLEST FLATS
GET £100 A DAY IN RENT
Investors in Prime Central London (PCL) have
reason to be positive this year as weekly
rents have begun to creep upwards once
again. This comes after a prolonged period of
stagnation following the downward correction
of rents which reflected the fall in landlords’
running costs as they enjoyed rock bottom
interest rates.
As expected, the most internationally favoured areas
have come out on top again in terms of highest
weekly rents. Landlords in South Kensington, a
favourite of French tenants fleeing the homeland’s
penal tax regime, have the most reason to celebrate.
Now receiving over £100 a day in rent for the
smallest flats, the area is clocking up an average of
£747 a week, more than the average salary in the UK.
“The key dynamic in this marketplace remains
‘location over size’”, explains Naomi Heaton, CEO
of London Central Portfolio (LCP). “The squeeze
on rents during the Credit Crunch as corporates
underwent stringent belt tightening has not
relaxed, meaning that smaller properties remain
the most popular amongst corporate tenants who
are attracted to the ‘bright lights’. The huge influx
of international students, often living on their own,
adds to this demand. Around 80% of properties
rented in PCL are 1 or 2 bedroom units.”
According to LCP’s bi-annual lettings audit, one
bedroom apartments in PCL remain the most
attractive to tenants with the average turnaround
time between tenancies decreasing to just 16 days,
compared with 24 days for 2 bedroom properties.
For all properties, void periods have fallen to an
average of 20 days, representing a 13% decrease
from 2013-14.
Last year’s most expensive area, Monopoly’s famed
Mayfair, however, saw the largest fall (14.8% to £678
a week) losing its first place to South Kensington.
The largest rental increase this year was 19.4% in
Knightsbridge, with properties achieving rents of
£732 on average. New lets across PCL, have seen
rents edge up 4.2% over the last year to reach an
average of £602 a week.
The most affordable areas to rent in PCL remain
North and South East of Hyde Park, with Bayswater
& Paddington demanding the lowest average weekly
rent of £538 a week. Pimlico which has lagged behind
in recent years, surged ahead with rental increases
of nearly 9% to £560. For those keen to rent in PCL
and on the lookout for a good deal, one bedroom
properties in Marylebone & Fitzrovia are renting for
£429 a week on average, whilst two bedrooms in
Pimlico are going for £641 on average.
88

“As the centre of gravity in PCL moves to the less
traditional areas benefiting from good transport
links and architectural heritage, the rapid increases
in sales values have not been reflected in rents. As
gentrification continues, rents are now playing catchup.
The smart buy-to-let investor will look away from
PCL’s better known locations to central areas where
there is still room for both prices and rents to go up”
Heaton adds.
Older stock has enjoyed a small rise in rent of 1.3%
this year as the general rental market strengthens.
However, LCP’s research highlights the fact that
properties which are brand newly refurbished have
seen the most marked increases, particularly the
“worker bee” one bedroom flats which have enjoyed
a 5% rise.
Heaton concludes: “There has been a paradigm
shift amongst tenants who increasingly demand
immaculately presented flats and service on tap.
Landlords need to realise that tenants are looking
for a complete ‘lifestyle experience’ if they are to
maximise yields and minimise voids.”
89

SPEND INVESTOR IT
WINE
TO MAKE THE
MOST OF SWAG
INVESTMENTS OPT
FOR WINE
For most, when you mention the word investment, bonds, equities and stocks come to mind, but
in recent years there has been a growing move amongst those seeking to boost their returns to
alternative investment options, for example silver, wine, art and gold (sometimes referred to as
SWAG). Here Peter Shakeshaft, founder of Vin-X, the UK’s fastest growing fine wine investment
specialist, analyses why an increasing number of investors are seeking out SWAG opportunities
and explains why he believes that wine is a better medium to long-term bet than any other
SWAG option.
Reasons for increased demand in SWAG investments
The term SWAG investment, coined by author Joe Roseman
just one year ago, is for many investors still a new, unexplored
avenue for making money. However, due to a number of
economic factors we’re seeing a growing number of investors
seek out alternative markets in a bid to see some serious
returns.
So why the move away from traditional investments such as
bonds, stocks and shares to other less conventional options
such as wine, fine art and silver? Quite simply, after a number
of years of harsh economic realities investors are fed up
and disillusioned with the returns they are getting through
traditional avenues.
Due to the current global economic dynamics, with continued
uncertainty in the Eurozone, low interest rates providing no real
returns for savers, inflation and currency pressures, investors
are looking for options they feel secure with and tangible
investments rather than futures. Investment in fine wine and
art provide this security, more so than a piece of paper stating
they own a specific bond. These investments have a perceived
physical value that is to some degree detached from the
vagaries of the financial markets.
The merits of specific SWAG investments
I would argue that out of the SWAG investment options, art and
wine should be more appealing to investors than silver and
gold, simply because they have no ties to the stock market and
as such are valuable commodities in time of both boom and
bust.
When investor confidence is low, demand for silver and gold
increases as when the value for a currency falls investors know
that they shall be able to use these items to trade with, come
what may. This has been seen recently with a jump in the
price of gold after increased speculation surrounding Cyprus’
economy. However this relationship is converse when both
confidence and the value of currency are high. If things are
good, gold is less appealing.
However, as both art and wine are not tied to the stock
market, their values are less influenced by changes in the
economic climate. To say that they are economy-proof is of
course not true but when compared to silver and gold they
are far less volatile investment options. Wine for example is an
international commodity and is traded throughout the world.
As a consequence wine offers an opportunity for investors to
also hedge against currency dynamics, of particular interest to
UK residents at the moment with the current downward trend
in Sterling value further undermining buying power and savings
performance.
Also, unlike both gold and silver, wine and art perform
particularly well in a strong economy, with an increase in lavish
living habits seeing a strong correlation with demand for fine
wine and art.
Why wine?
There are several reasons why wine as an investment class
can and has outperformed silver, art and gold in terms of
compound annual growth rate, over the past 20 years. Firstly,
wine is popular amongst investors because, whilst all of the four
SWAG markets are relatively simple to enter, wine is by far the
90

easiest to exit. For example, a case of investment grade wine
can be sold almost immediately with the only delays to the new
buyer being quality assessment and delivery. To sell silver, gold
and art you need specialist brokers and auction houses, making
the process often laboured and complex. However in theory an
investor wishing to leave the fine wine market could announce
his intention to sell and complete the sale on the same day.
Wines are scored according to quality and as such the value of a
specific vintage can be widely communicated and understood,
meaning it should not be difficult to find a buyer for a fine wine
which has a high Parker rating (the score given by the world’s
leading wine expert Robert Parker) and quality certification.
This, coupled with rising demand for fine wine in the BRIC
economies, particularly China and Russia, means there are a
wide range of potential buyers out there, should investors wish
to sell.
In contrast, with fine art the investor often has no idea how
much a piece is worth and even less of an idea of its future
value. Art and the specific merits of an individual piece are
subjective with one person’s masterpiece another’s average.
Therefore, it is extremely difficult to know where you stand
with an art investment and, with many investors owning just
one piece from a specific artist, it can often prove particularly
difficult to find a buyer with the same perception and valuation
of the piece, making it particularly tough to exit the market.
Another point in the argument for wine over art as an
investment class is that you can track the success of the wine
industry as a whole, and the returns of a specific vintage over
time, with art you cannot.
By using the Liv-ex index, which tracks changes in wine prices
across the industry, it can be seen that over the last 20 years
the fine wine investment market has experienced growth of
14.9 per cent and over the last 50 years, 11 per cent. However
the same analysis simply cannot be carried out on art as an
investment class.
The last 20 years has been one of the biggest boom and bust
periods in economic history yet fine wine has seen returns of
14.9 per cent, it truly is an asset class that offers the unusual
combination of both stability and growth.
It is worth noting that in times of old many have pointed to
the risk the wine investment market poses due to a range of
fraudulent operators, but the problem has always been with
the people in the industry and not the asset itself. People
are to blame for this image and hopefully with the recently
launched Wine Investment Association (WIA), an independent
body working alongside the National Fraud Intelligence Bureau,
rogue traders will be forced from the industry, with reputable
firms becoming immediately identifiable through the WIA
kitemark.
The future of SWAG investment
With the recent budget announcement, particularly the further
cutting of the UK growth forecast, I believe it is safe to say the
economy is going nowhere fast for several years to come. In
recent years there has been an increase in SWAG investments
and with no economic relief around the corner traditional
investment opportunities will remain unattractive which I would
expect will result in a further increase in the number of people
seeking out alternative markets with better returns.
Investor confidence has taken a battering over the past few
years and with a period of stagflation on the horizon it is only
natural that people will wish to find better ways to make their
money work for them.
It seems at the moment that one plus one is making one and a
half rather than two for the UK economy and with a particularly
low incentive to save we believe SWAG investments will continue
to rise in popularity.
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SPEND INVESTOR IT
SPA WINE TIME
SIP & LEARN
Learning about wine is a wonderful pastime, and with new company Sip & Learn, it now couldn’t
be easier. We caught up with founders Marie-Anne Onraed and Sylvain Wellhoff to hear about
their journey so far – and how rewarding investing in their passion has been.
1. Could you give us a background about the company?
Sylvain and I met about 10 years ago through a common friend
(now my husband!) while studying at different business schools.
Once we graduated, Sylvain worked for 6 months in finance
before realising it wasn’t for him.
Passionate about wine, he started travelling around France,
tasting wines and discovering small vineyards and learning
everything he could about wine. After a few years, he decided
to formalise his education to hopefully become a Master of
Wine (Sylvain is finishing the WSET Level 4 Diploma in Wines and
Spirits).
After a couple of years, we teamed up to launch Sip & Learn a
new monthly wine subscription service on a mission to make
wine fun and accessible to all.
Each month, two seriously good bottles of carefully chosen wine
will arrive at subscribers’ doorsteps accompanied by a booklet
that tells them everything they need to know about the wine.
Sippers will embark on an entertaining and educational journey
in which they will learn about a range of subjects, from grape
varieties to how wines are made, and all from the comfort of their
own home whilst enjoying a delicious glass of wine.
2. Inspiration for starting the company?
I love wine but tend to panic when asked to taste or choose it
so I used to call my friend Sylvain or text pictures of wines to get
his help all the time rather I was in a shop or in a restaurant. I’ve
always wanted to learn about wine but going to classes sounds
too scary and pompous. So together with Sylvain, we started
thinking about how we could help people like me discover and
understand how wine works without getting bored or feeling shy
at a wine tasting class. The result: Sip & Learn.
3. What niche is the company filling?
Our idea is to provide seriously good wines and a full education
course to customers who either don’t have the time or the desire
to attend wine tasting classes or don’t have the opportunity
because they live in a remote area.
Wine clubs don’t teach you much about wine, what you like or
help you understand why you like it while wine tasting classes are
usually quite intense and so full of information that the next day
you can barely remember which wines you tasted or which wine
was which. Sip & Learn seats a bit in between: our customers will
learn tonnes about wine in general and the wines in our boxes
in particular. They can always refer back to the booklets and
order more bottles if they want/need. The idea is to give them
the power: by understanding how wine is made, why it tastes the
way it does and why they like it (or not) our customers will learn
about wine but also about their taste and will be able to chose
wines they enjoy in any situations
4. Key challenges they faced along the way
Our challenges have evolved from the more immediate and short
terms one which are inherent to all small business and product
creations to longer term ones.
Our biggest challenge is probably the fact that we have created a
product that didn’t exist yet and therefore isn’t something people
are looking for on Google: we need to create a new market in an
already competitive industry and this is what we are focussing on
at the moment and is revealing to be the most challenging part
of the work. We need to generate targeted traffic, get exposure
so people discover our concept and start getting word-of-mouth
going which is what we are focusing on at the moment.
5. Things they wish they had known along the way
After a couple of months, we realised that everything we were
doing was taking much longer than planned. At first, I was getting
really stressed every time we were a day late but I quickly found
out that it was the case for most start-ups. Everything basically
takes twice as much time as you think it will and if I were to create
another venture in the future I would definitely factor it in.
6. 5 or more top tips they could give readers on setting up a
business in the industry they are in.
- talk to people in the industry before you start - attend
entrepreneur events, find out about legal requirements, how
others started their business, how they financed it and most
importantly their main challenges and how they overcame them!
- start small, don’t put yourself into a difficult situation by
borrowing a large amount of money
- don’t listen to friends and family members who say ‘it’s an
amazing idea’ or ‘I’ll definitely buy it’: test test test and test on
people you don’t know! Most people dream of starting a business
and get really enthusiastic about others doing it but you need to
be challenged and you need to know what it will be like once you
get out there. Once your family and friends have bought your
products, you need to be sure there is a market for you!
- be ready to change your product/adapt to a different target
audience based on the research. Sometimes feedback is pretty
surprising and not at all what you were expecting
- plan your marketing in advance - you will need to run a lot of
tests before you find what works for you, some things won’t work,
Adwords isn’t a magic wand so you will need to have ideas lined
up to keep moving forward.
92

SPEND IT
WINE
WARNER EDWARDS GIN –
TWO YEARS ON
Warner Edwards (W.E) Harrington Dry Gin is the
brainchild of farmers Tom Warner and Sion Edwards.
The two best friends, who met at Harper Adams
Agricultural College, decided to swap the big world
of food production to make their own farm-distilled
Gin. This isn’t just any old Gin. Produced in small
batches, this handcrafted elixir is created using the
pure, natural spring water from Tom’s family farm in
Northamptonshire, in a blend with grain spirit and
botanicals.
The original blend for the Harrington Gin was blended with
the help of friends “United in Spirit”, taste-testing around
the kitchen table. Two years on from the first batch of
Harrington Gin, the custom of sharing a glass of W.E with
friends around the kitchen table remains the ultimate way
of enjoying this deliciously smooth and aromatic Gin.
Background:
• W.E initially decided to go it alone in 2010. During
the planning stages growing flowers and extracting
their essential oils was discussed, but it soon become
apparent that spirit distillation was what they really
wanted to do.
• After investigating Vodka production, W.E decided that
their future lay in a spirit that the both loved; Gin.
• The Harrington Dry Gin is named after the
Northamptonshire village where it is distilled and
bottled - Falls Farm in Harrington, 13 miles north
of Northampton.
• W.E’s first batch of Gin was made in a small Arnold
Holstein Family still in November 2012. The top-of therange,
bespoke still from Markdorf, Germany, was the
first to be used in the UK. The eight copper bubble
plated still, with patented catalyser, removes impurities
released from the botanicals.
• Accolades: W.E appeared on BBC 1’s Country file and
hosted Julia Bradbury. They won Silver Medals in the
International Wine and Spirit Competition (IWSC) and
won the highest accolade a Double Gold at the San
Francisco World Spirits Competition. In February 2015,
Warner Edwards was selected as one of DEFRA’ s 50
Food Stars and in March 2015, they were shortlisted as
one of three finalists in the Best Drink Producer of the
BBC Radio 4 Food & Farming Awards.
• During the summer of 2014 they hired two more team
members, Ross Strachan as Head of Sales and Harriet
Roe as Business Development Manager.
Taste:
• W.E use 11 botanicals; juniper, coriander, cardamom,
elderflower, angelica root, cinnamon, orange and lemon
peel, nutmeg, black pepper and a secret ingredient to
infuse their Harrington Dry Gin.
• Tom and Sion describe their Gin as “intense, well rounded
and complex, bursting with the flavours of botanicals.
Aromatic and spicy, with scents of elderflower, delicate
citrus, ginger and cardamom flavours, and with a sweet,
moreish aftertaste.”
• After the seven hour distillation the resulting Gin is
wonderfully smooth. The Gin is left to sit for 16 days, to
give it time to fully blend.
94

Other Flavours:
• Alongside their signature Harrington Dry Gin,
they produce 3 other flavours. They still have that
distinctive Warner Edwards flavour but also
champion other best of British ingredients to make a
delicate Gin with an extra nuance.
• Elderflower Infused Gin (40%) a beautiful, floral and
sweet gin, perfect for a summer tipple!
• Sloe Gin (30%) utilising the best hedgerow crops for fl
avour this Gin is big, bold and bursting with fruit and
spice, a real winter warmer.
• Victoria’s Rhubarb Gin (40%) using rhubarb originally
grown in Queen Victoria’s garden. Its balanced
sweet/sour mix brings back memories of sugar
dusted rhubarb pies.
• For a Gin lover’s dream come true the Warner Edwards
team has created a gift hamper of all four gins and
some quality mixers, or if you are after just a taste a trio
of miniatures is also available including their signature
Harrington Dry Gin, Elderflower infused Gin and Sloe
Gin.
What makes W.E different?
• The water used in the distillation and when cutting
back the Gin is sourced from one of the farm’s natural
springs 300 metres from the distillery. All the springs
were sampled and only “the sweetest” was chosen.
• For Tom and Sion, Gin is personal and they distil,
fill,
number, label and wax seal every
single bottle by
hand on-site.
• This is a versatile Gin - smooth and spicy enough
to be sipped solo or with a splash of Vermouth, and
robust enough to still shine through with tonic water.
Fun facts:
• W.E are extremely proud of their heritage. Their
weather vane branding subtly demonstrates
Tom and Sion’s farming roots. The ‘W’ represents
Sion’s family farm inthe west of Wales and ‘E’ the east
and England, Tom’s home. The logo is polished off with
the Welsh Dragon and the English Lion enjoying a tipple
together “United in Spirit”.
• When setting up the distillery in the 200-year old
barn, a neighbour’s cat left paw prints in the
wet cement and as ‘curiosity killed the cat’ the
still was christened ‘Curiosity’.
• Best friends Tom and Sion were best men at each other’s
weddings.
• When it comes to cocktails Sion is partial to a White Lady
and Tom an Elderflower Gimlet, but both agree on their love
of a good Martini; ‘let the Gin do the talking’.
RRP: Harrington Dry Gin £33, Stockists include Harvey
Nichols, Fortnum & Mason, Top Independent Wine
Merchants such as Oxford Wine Company, Cambridge Wine
Merchants, Gerry’s Soho, The Wine Society, Wholefoods High
St Ken & Richmond or search postcodes or buy online at
warneredwards.com.

FO
LIF
LIFE STYLE
96

RTUNE &
ESTLYE
97

LIFE STYLE
FOUR SEASONS RESORT
SEYCHELLES
THE PERFECT ESCAPE

Overlooking the picture-perfect, powder-soft white
sands of world famous Petite Anse Bay, Four Seasons
Seychelles has a truly enviable location, and is a firm
favourite of those desiring an idyllic tropical escape with
seriously luxurious trimmings.
From the moment you arrive, and sip champagne watching
the sun set over the curve of the lush hills fringing the
turqouise bay, and furry fruit bats fly chattering to their
roosts, you know your stay is going to be a memorable
one – for all the best reasons.
Four Seasons Seychelles accomodation is in individual
villas, artfully placed to be private but all with stunning bay
views. Each has its own pool and terrace and is furnished
to an exceptional standard. You can also now take
advantage of what they call their new “Residen-chelles”
Menu of tailored vacation experiences - four themed
Residen-chelles Escapes, ranging from the ultimate in
castaway adventure to a blissful retreat, unforgettable
family moments and exclusive pre-wedding celebrations
for groups of friends.
Dream Escape
Catering to adventurous souls seeking to unearth new
skills and experiences, the Dream Escape offers days
filled with discovery and evenings of spectacular events.
Without stepping foot beyond the Residence Villa, master
the fundamentals of surfing through private instruction in
the 27 metre (88 foot) pool, or create personal postcard
memories through a sketching class with a local artist on
the villa’s hillside terrace.
Celebrate the day’s achievements by transforming the
upper villa terrace into a personally designed speakeasy
bar, with a Four Seasons bartender on hand to deliver a
private cocktail class, or install a DJ booth for the evening
to create a poolside lounge bar.
Escape to Serenity
Whether looking for a digital detox or simply for time to
unwind, enter an oasis of tranquillity with this Escape.
Convert a bedroom into a dedicated spa treatment suite
and allow expert therapists to tailor rituals to suit the
needs of each guest. Engage in poolside meditation and
yoga to calm and clear the mind, while keeping the body
well-nourished with fresh, healthy cuisine, all prepared by
a Four Seasons chef in the Residence Villa’s kitchen.
Family Escape
Take a pause from the racing pace of the daily routine and
spend quality time together as a family. Lounge around
the pool as a private chef prepares a BBQ lunch, or
capture treasured moments against the exotic backdrop

of nature with a professional family photo shoot. Younger
guests can expand their knowledge of the local marine
life with a visit from the Resort’s Wise Oceans marine
educator, making sea life-inspired arts and crafts as a
souvenir. End the day with a home cinema experience
with all the trimmings, as the Four Seasons team set up
a movie night in the spacious living room or pool deck, to
enjoy family favourites under the stars.
Theme each dinner to suit personal preferences;
welcome local musicians to perform, host an evening
salsa class with tapas refreshments, or sit back to enjoy
the entertainment of a fireshow.
The “Final” Escape
Ahead of the big day, mark one of life’s greatest personal
celebrations through a vacation with a group of close
friends. Throw an in-villa spa party to indulge in relaxation,
with mini-massages, facials and pedicures all available,
or partake in a group yoga class. Prepare local or
international favourites in a group cooking class or keep
things active with a game of water volleyball in the pool.
Surprise the bride or groom-to-be with a party to
remember. From freshly caught lobster and iced
Champagne to the release of a Chinese paper lantern to
celebrate their last nights of freedom, every evening may
be tailored to suit the celebration.
Available as pre-determined itineraries or on a la carte
basis, the Residen-chelles Menu provides complete
flexibility and personalisation. From point of booking, a
dedicated contact from the Resort’s Residences team will
assist in planning every aspect of the holiday to suit each
traveller’s needs, while private butler and event planning
service is also provided by a Residential Host for the
duration of all Residence Villa stays.

w w w .
fourseasons.
com

ESTORIL TO A
5 STAR WAY
LIFE STYLE
TRAVEL
102

With world class Michelin Star restaurants, 5* award-winning
luxurious resorts and villas, championship golf courses, a vibrant
art scene and stunning scenery and beaches, it’s little wonder
these two particular regions of Portugal are attracting more
and more discerning travellers – particularly during spring and
autumn, when free from the main tourist hoards.
With the sophisticated metropolis of Lisbon now just two and a
half hours away from the Algarve, many needing be in the city
for business stay on and spend a few days on the Estoril coast
before driving down to the Algarve to enjoy the golf, surfing, and
top class resorts there.
Estoril and its swankier neighbours of Cascais and Sintra are
within pretty easy reach of Lisbon airport. Take a scenic drive
along the coast road through herb scented wild natural park, to
the famous Roca Cape, and you’re at the most western part of
Europe, marked with a lighthouse and affording lovely views out
across the ocean – great place to watch the sun set, as it blazes
a glittering sea trail to the horizon of burnished gold. Here it’s
easy to visualise the country’s first New World hunters setting off
with great ambition but little certainty of a safe return.
The people of Estoril, and of course Lisbon, retain their love of
the sea, and numerous top class yacht and powerboat races
take place here each year, drawing in sophisticated sailing
crowds. Lacking a cruiser of your own, definitely take a RIB
from Cascais to Lisbon, for a thrilling high octane ride down
the coast, where you’ll race by the foot of the city’s famous and
imposing Cristo Rei, at the mouth of the Tagus river, a smaller
replica of the Statue of Christ the Redeemer on Corcovado in Rio.
From sailing to golf: Estoril has a number of highly regarded golf
courses, including Oitavos Dunas, right next to a stunning beach
and the new-ish 5*luxe Oitavos hotel. www.theoitavos.com A
masterpiece of steel and glass, it’s super-modern, minimalist,
filled with unique artwork, and providing its guests with fantastic
views from pretty much every room of the uber-stylish pool
areas, golf course, beach and Atlantic Ocean beyond. The Arthur
Hills designed golf course was voted 68th in the world by a
leading golf magazine, and if you like your golf mixed with some
serious R&R, the hotel has an excellent spa.
Should you wish to stay closer to town, try the new 5* luxe
Pousada de Cascais, http://www.pousadas.pt set within the
walls of Cascais’ 16th century citadel, and a lesson in the tasteful
adaptation of old building, into something again super-modern
yet classic, facing a lovely courtyard or out to sea, complete
with its own cellar space used by some of its wealthy guests to
host amazing private parties. Opposite the hotel is the Taberna
Praca restaurant which again is stylish and offers artfully presented
dishes, and a stone’s throw away is the simply excellent
‘Hemingway’ www.hemingwaycascais.com - dining here is a
must on any stay. The owner and wonderful host is a genius at
matching food and drink, creating combinations you’d never
think of, but taste divine.
From dining here, you could take a short taxi ride to Estoril’s
famous casino www.casino-estoril.pt – an assault to the senses
if you prefer your décor to be muted and tasteful, not that the
many high rollers there seemed to notice or mind. If you’re keen
to embrace the full Bond experience, stay or enjoy a dink at the
Palácio Hotel http://www.palacioestorilhotel.com where scenes
from On Her Majesty’s Secret Service was filmed, and now, decades
on, the hotel’s characterful doorman, who appeared in the
film, still holds his post today, with great cheer, and even better
stories from his touch of fame in those glory days.
LGARVE THE
If you love a good view, artisan shops and bistros, with a
sprinkling of historic might, treachery and tragedy, drive out to
the world famous Sintra. Climbing through pretty woodland,
past gated multi-million pound villas, you’ll pass through Sintra
village, with its attractive pastel coloured houses, art galleries,
bakeries serving the traditional extremely Moorish Portuguese
sweet cheese tartlets, wine shops and, bizarrely a yoga loving
chap in a loin cloth assuming a lotus pose on a bed of a B&Qs
worth of nails. (yes.. really). Continue the steep drive up to
the top of the hill to the Palácio Nacional de Sintra, which even
if miles of rooms with fusty smelling ancient furniture and art
doesn’t inspire you, it well worth the hike due to its incredible
architecture – eclectic and attractive, and its wonderful views
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out across forest clad hills, to an ancient fort and sea beyond.
On a windy day, (they have plenty of these there), watch out for
the death-defying walk high up on the turrets. It literally feels
like the gales howling round this precariously perched Palace
will rip you off the foot-wide path, down what has to be a thousand
feet drop below.
Leaving Estoril behind, head down the … to the Algarve. Turning
left at the end if you just want to head to the ‘Golden Triangle’
of unadulterated golf heaven, or.. right to the historic fort
town of Sagres, the most south westerly point in Portugal, where
you’ll find a coastal nature reserve and the 5* luxe, Martinal
www.martinhal.com winner of Europe’s Leading Luxury Resort.
A new-ish mixture of luxury designer villas and hotel with stunning
views over a broad golden sand beach that’s a favourite of
surfers. With a variety of restaurants and numerous swimming
pools, a beach and a tennis club, it’s perfect for couples with
small children, or families groups. The resort also rents out a
few large super-luxe villas perched right on the headland, with
enviable vistas out to sea.
From Sagres and Martinhal, head towards Faro, past the tourist
favourites of Albufeira and Lagos dropping down to Porches,
famous for its pottery, to what those in the know regard as the
very best place to stay in the Algarve, the 5* luxe Vila Vita Parc
www.vilavitaparc.com with its gorgeously lush grounds, private
beach and 2 Michelin star ‘Ocean’ restaurant. Travelling as
much as we do, expectations become really high and this is one
place that exceeded these by some way. From the friendliness
of the staff, to the quality of the spacious rooms, lovely position
nestling in tropical flower-filled grounds where to can sit high up
above the beach and look out across the Ocean, cocktail in hand
it’s an oasis of luxurious calm, little wonder many guests we met
come every year.
Vila Vita also has its own luxury yacht which can be hired out for
couples or groups, where you can cruise to tiny coves, dine in
style and sip champagne watching the sun set. And, for those
who enjoy wine, own their own vineyards and winery Herdade
dos Grous www.herdadedosgrous.com set deep in the countryside,
offering cellar tours, wine tasting, horse riding and also
accommodation. Many of their wines are award winners.
Leaving Vila Vita and heading to Faro airport, its worth taking
a final boat trip through the stunning Parque Natural da Ria
Formosa. Head to Faro’s marina, and there you can book your
two hour cruise with Formosamar, an ecotourism company
operating in the Algarve that organises activities and tours in the
Ria Formosa Natural Park and on the coast of the Algarve www.
formosamar.com. After, lunch at Restaurant Faro & Benfica, just
a short walk away.
www.visitportugal.com

LIFE STYLE
TRAVEL
UNIQUE THAI ADVENTURES
AT PARESA RESORT PHUKET
The luxurious Paresa Resort Phuket offers guests the chance to combine exclusivity and
authentic Thai experiences with its unique choice of adventures.
ENTREPRENEUR & INVESTOR MAGAZINE

The imaginative experiences, created by the hotel’s General
Manager and his team include ‘Tales of a Rice Farmer’,
where guests are taught the secrets of Southern Thai
cuisine by Khun Mina, the island chief and rice farmer on
the small island of Yao Noi; a heritage night walk through
the historic areas of Phuket, sampling local street food
en route and a sunrise trip to nearby Kamala to receive a
Monk’s Blessing.
Translated as ‘Heaven of all Heavens’ in Sanskrit, Paresa
Resort Phuket is a luxurious hideaway built into the cliffs
of Kamala on Phuket’s ‘millionaires’ mile’. Surrounded by
lush, tropical virgin forest, it features 48 individually designed
suites and villas with pools and breath-taking 270
degree views over the clear waters of the Andaman Sea.
While there is plenty to explore within the resort, from the
Infinity Dining experience to the luxurious spa treatments
on offer, guests can also choose from these incredible
adventures, each offering extraordinary experiences and
the chance to explore Thai culture and the beautiful surrounding
area.
Tales of a rice farmer
The north-east of Phuket Island is an area of outstanding
natural beauty comprising of over 100 deserted islands
that have largely stayed untouched over centuries. On the
sleepy Bang Rong Pier, deep in the mangroves, awaits a
local boat ‘captain’ in his traditional Thai long tail boat,
ready to take guests to the small island of Yao Noi. On the
way is a short stop on the small island of Koh Naka, with a
quiet beach just perfect for a short dip in the ocean and an
ice cold fresh coconut juice.
Upon reaching the island of Koh Yao Noi, guests are
guided to a small wooden log cabin amongst the rice
paddies to meet Khun Mina. This charming hostess, cook,
grandma, friend and island chief imparts the secrets of
her family recipes and unlock the smells and tastes of true
Southern Thai delicacies. This is much more than just a
cooking lesson; it’s a lesson in life taught by someone who
has seen and done it all, a truly unforgettable experience
that is only available to Paresa guests.
Khao Sok lake & jungle adventure
Deep in the Khao Sok forest lies the breathtaking Rachaprapha
Lake, spanning over 170 square kilometres. This
epic day trip travels over three provinces deep into the
South of Thailand, with a stop at the sacred Bang Reang
temple, high upon a mountain top, plus a cruise on the
turquoise waters of the lake aboard a traditional Thai long
tail boat against the spectacular backdrop of majestic
limestone cliffs. Lunch is served on a floating raft in the
middle of the lake, before guests have time to enjoy a spot
of kayaking, observe the local wildlife and relax in the
stunning surroundings.
Phuket heritage night walk
This exclusive Heritage Night Walk is aimed at re-discovering
the charm and authenticity of ‘old’ Phuket at night,
learning from the locals what island life was like 60 years
ago by visiting local shrines and old shops and paying
respect to the spirits at the local amulet market where
protection charms can be ‘rented’. Departing Paresa at
4.30pm to catch the best time at the market, guests can
eat street food like a local and taste the delicious Muslim
and Chinese-influenced food brought to Phuket by the
Hokkien immigrants in the 19th century. Some sections
of Phuket’s old town dates back to 1880 and this sleepy
village-like community has been preserved in time. The
charm and true authenticity of this magical old town is
hard to find anywhere else in Thailand.
Monks’ blessing
For centuries monks have left their temples every morning
and walked through local towns accepting alms from
the local community. With this sunrise trip to one of the
resort’s favourite local pagodas in nearby Kamala, guests
can offer food to the monks for this ‘tak bat’ before receiving
a spiritual blessing of love. Offering a small basket
of items prepared by the Paresa chefs to the monks is a
sign of respect, and the monk returns his thanks with a
spiritual blessing. The monk presents a small dish of holy
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108

water, gently pouring it over guests’ hands to cleanse the
spirit whilst chanting ancient Pali-Sanskrit mantras. The
remaining holy water is lightly sprinkled around, leaving
a feeling of lightness and calm. The walking meditation
occurs at first light and is a very spiritual experience, a
special way to start a new marriage or just to unwind or
end a stay at Paresa.
Land & sea cave exploring
In Phang Nga Province, just over the bridge from Paresa,
awaits a magical area of deep caves, secret temples,
a floating village and stunning sea caves ready to be
explored. This unforgettable day trip begins with a visit
to the famous reclining Buddha in a cave estimated to be
over 160 years old and the majestic elephant cave with its
endless waterways and tunnels and impressive stalactite
formations thousands of years old. Leaving Phang Nga
Bay by traditional long tail boat, lunch is served on the
iconic floating village drifting deep in the river estuary before
the tour explores the stunning sea caves and hidden
lagoons with a brief stop at the iconic James Bond Island.
Elephant bathing safari
Deep in the Thai jungle in neighbouring Phang Nga
Province is a playground of wetlands and river estuaries,
home to a huge variety of animal life and virgin forests
bordering the majestic Khao Sok National Park. Guests
can join Paresa’s expert English-speaking guide for an unforgettable
day trip visiting this stunning unspoiled area,
including the sea turtle conservation centre, the chance
to swim with elephants, a boat ride down the majestic
Takuapa River and lunch in an authentic local restaurant
overlooking rice paddies.
www.paresaresorts.com

LIFE STYLE
TRAVEL
PANDAW’S INCREDIBLE NEW
SOUTH AMERICAN RIVER
ADVENTURE – RIO, IGUACU
FALLS & THE AMAZON
Luxury river expeditions company Pandaw has
expanded its partner river cruise programmes with
first ever departures in South America in conjunction
with the Amazon Dream.
To launch the new partnership Pandaw will be offering
two special 14-night departures in May and
September 2016 exploring the lesser-visited and
scenically varied region of the Amazon River from
Santarem, where the blue waters of the Tapajos
River and the Amazon meet for several kilometres,
creating a delightful, ever-changing spectacle.
Lined by the forests, beaches of fine white sand
stretch into the distance and the crystal-clear waters
of the Tapajos bring to mind the Caribbean.
Commenting on the new partner programme Hugh
Clayson, Pandaw’s Commercial Director, said:
“This is an exciting addition to the Pandaw partner
programme, which also includes the Brahmaputra,
Ganges and Hooghly in India and River Kwai in
Thailand. It has been introduced due to requests
from Pandaw travellers, who will be able to discover
the natural wonders of the great rainforest with
its varied wildlife, flora and fauna, and like Pandaw
expeditions in Asia will visit friendly local villages
and discover the unique way of life of the people
living on the Amazon”.
• 3-night stay at the Sofitel on Rio’s Copacabana
Beach, with included visits to Corcovado and Sugar
Loaf Mountain.
• 2-night stay at the iconic Hotel das Cataratas,
Iguacu, with visits to the falls in both Brazil and
Argentina.
• 9-night cruise on the Amazon Dream in the company
of expert local naturalist guides.
• See the meeting of two rivers where the blue
Tapajos interlaces with the yellow waters of the
Amazon – plus spot beautiful pink dolphins and
grey dolphins.
• Discover the flora and fauna of the Amazon rainforest
on guided walks and river expeditions, some
by canoe.
• Visit Maguari and Munduruku villages and meet
the communities who make their lives in the rain
forest.
• Visit Alter do Chao, one of the best freshwater
beaches in the world
• Visit the charming waterfront area at Santarem.
• Venture out on a night expedition to experience
the sounds of the rainforest after dark.
Visit www.pandaw.com for full information.
Pandaw’s partner ship, the Amazon Dream, carries
just 18 passengers offering a comfortable base with
excellent French-influenced cuisine. The nine-night
cruise is combined with land arrangements staying
three nights at the elegant 5 star Sofitel Hotel, Copacabana
beach in Rio de Janeiro, with an included
excursion to Corcovado and Sugar Loaf Mountain,
and a two-night stay at the iconic Hotel Das Cataratas
located next to the jaw-dropping Iguacu Falls.
Travellers can also choose to extend their journey
with two nights in both Manaus and Salvador.
Highlights on the programme include:
110

111

LIFE STYLE
TRAVEL
BEST OF BOTH WORLDS
WITH BANYAN TREE HOTELS
& RESORTS
For those looking to combine a fast-paced city with the delight of discovering a new culture
or the relaxing qualities of a beach escape, Banyan Tree Hotels & Resorts has the answer.
Offering luxurious hotels and resorts in some of the world’s most vibrant cities, cultural
heartlands and beach destinations, a twin-centre holiday is perfect for travellers looking to
make the most of their holiday.
At the forefront of the twin-centre trend, Banyan Tree offers the best of both worlds with a
choice of tropical island escapades, desert adventures, cultural sojourns and city-based
explorations – each as exciting as they are stylish; easily accessed from each other. From
learning about falconry in the Arabian Desert to browsing the bustling markets of Bangkok;
encountering underwater life in the Maldives to learning to surf in Bali, Banyan Tree’s guests
return home from a twin-centre holiday refreshed and empowered with a new sense of
discovery.
112

Luxury river expeditions company Pandaw has
expanded its partner river cruise programmes with
first ever departures in South America in conjunction
with the Amazon Dream.
To launch the new partnership Pandaw will be offering
two special 14-night departures in May and
September 2016 exploring the lesser-visited and
scenically varied region of the Amazon River from
Santarem, where the blue waters of the Tapajos
River and the Amazon meet for several kilometres,
creating a delightful, ever-changing spectacle.
Lined by the forests, beaches of fine white sand
stretch into the distance and the crystal-clear waters
of the Tapajos bring to mind the Caribbean.
Commenting on the new partner programme Hugh
Clayson, Pandaw’s Commercial Director, said:
“This is an exciting addition to the Pandaw partner
programme, which also includes the Brahmaputra,
Ganges and Hooghly in India and River Kwai in
Thailand. It has been introduced due to requests
from Pandaw travellers, who will be able to discover
the natural wonders of the great rainforest with
its varied wildlife, flora and fauna, and like Pandaw
expeditions in Asia will visit friendly local villages
and discover the unique way of life of the people
living on the Amazon”.
• 3-night stay at the Sofitel on Rio’s Copacabana
Beach, with included visits to Corcovado and
Sugar Loaf Mountain.
• 2-night stay at the iconic Hotel das Cataratas,
Iguacu, with visits to the falls in both Brazil and
Argentina.
• 9-night cruise on the Amazon Dream in
the company of expert local naturalist guides.
• See the meeting of two rivers where the
blue Tapajos interlaces with the yellow waters of
the Amazon – plus spot beautiful pink dolphins and
grey dolphins.
• Discover the flora and fauna of the Amazon
rainforest on guided walks and river expeditions,
some by canoe.
• Visit Maguari and Munduruku villages and
meet the communities who make their lives in the
rain forest.
• Visit Alter do Chao, one of the best freshwater
beaches in the world
• Visit the charming waterfront area at
Santarem.
• Venture out on a night expedition to experience
the sounds of the rainforest after dark.
Visit www.pandaw.com for full information.
Pandaw’s partner ship, the Amazon Dream, carries
just 18 passengers offering a comfortable base with
excellent French-influenced cuisine. The nine-night
cruise is combined with land arrangements staying
three nights at the elegant 5 star Sofitel Hotel, Copacabana
beach in Rio de Janeiro, with an included
excursion to Corcovado and Sugar Loaf Mountain,
and a two-night stay at the iconic Hotel Das Cataratas
located next to the jaw-dropping Iguacu Falls.
Travellers can also choose to extend their journey
with two nights in both Manaus and Salvador.
Highlights on the programme include:
113

LIFE STYLE
TRAVEL
114

BORINGDON HALL
HOTEL – A DEVON
DELIGHT
New owners have brought this stunning stately home bang
up to date, complementing the imposing stone towers, secret
archways, grand marble fireplaces and sweeping rooms with
state-of-the-art facilities.
At the heart of Boringdon, the Great Hall is a grand yet
welcoming space perfect for enjoying a Devon cream tea or
expertly mixed pre dinner cocktail. This time of year, its is
particularly stunning as light streams in through the amazing
lead work windows, illuminating precious tapestries, ornate
carvings and oak panelling.
Overlooking the Great Hall is the acclaimed Gallery Restaurant
where guests can enjoy an evening of fine dining courtesy of
Boringdon’s experienced chefs.
The Remy Bar meanwhile is the perfect place for a pre-dinner
drink with its leather sofas and magnificent arched doorway.
Accommodation
There are 40 luxury suites and bedrooms, ranging in design
from contemporary to period, the latter complete with four
poster beds, exquisite antique furniture, imposing stone
fireplaces and rich furnishings. With interiors carefully
crafted to combine tactile fabrics with superior furnishings
and welcoming touches such as luxury toiletries and dressing
gowns, each bedroom has its own unique ambiance.
The Royal Suite, quite possibly the only place in the country
where it’s possible to sit beneath the stars sipping champagne
in a heated outdoor Jacuzzi, positioned within the original
turret of an Elizabethan manor house!
Food and drink is at the heart of the Boringdon Hall
experience. The talented team specialises in intimate, classic
dining, underpinned by discreet and attentive service.
Overlooking the Great Hall, and regarded as one of Devon’s
finest dining destinations, the intimate and candle-lit Gallery
Restaurant showcases inventive British fare using locally
sourced ingredients.
For the ultimate gastronomic extravaganza, the chef’s table
at Boringdon Hall provides the ultimate VIP dining experience
for up to eight privileged guests. Seated in an exclusive
private dining area situated in the Minstrel’s Gallery, diners
are presented with an eight course tasting menu. Changing
according to the season, it comprises exquisitely prepared
dishes made from the finest Devon and Cornwall produce.
The chef is present throughout the evening to offer an insight
into cooking techniques and menu design.
Activities
Situated on the edge of the idyllic Dartmoor National Park,
guests can walk the moors, cycle through secluded woods,
go horse-riding, do a spot of fishing or enjoy a range of
adrenalin-packed water sports. Boringdon Hall Hotel is
also within close reach of a number of superb golf courses,
including the nearby 18-hole course at Boringdon Park. In
addition the glorious beaches of south Devon are just under
an hour’s drive away.
www.boringdonhall.co.uk
Set over three levels, this lavish accommodation includes
a sumptuous drawing room, intimate private dining area,
magnificent travertine marbled bathroom with twin shower
and a freestanding duvalli eggshell stone bath, secluded
terrace with aforementioned Jacuzzi and a gorgeous
bedroom space.
Restaurants & Bar
115

LIFE STYLE
TRAVEL
BAMBUDDAH, IBIZA
Walking into Bambuddha for the first time is one of the classic
Ibiza experiences. Stroll beneath a canopy of bamboo, past
ancient sexual artefacts and sultry, sumptuous furnishings
and then take your seat amongst the crowd to enjoy a divinely
decadent drinking and dining adventure.
Founded in 1999 by owner - and Ibiza icon - John Moon (aka elder
of the ‘Black Sheep Tribe’) as Bambuddha Grove, this legendary
restaurant and bar offered not just a place to eat or drink, but a full-on
blitz for the senses. Now with John’s son Jonjon as the new guardian
of the temple, the evolution continues.
With the venue rechristened simply Bambuddha, 2015 will herald a
number of exciting developments. Together with subtle changes to
the striking décor, including the addition of a collection of luxurious
‘huts’, a new culinary concept will reinforce the restaurant’s reputation
as the go to destination on the island.
Bambuddha’s unique MediterrAsian food philosophy has
always been inspired by the personal journeys, adventures and
experimentations of John Moon. The global travels of head chef
Alejandro Arquero Martinez have also had a profound influence on
the cuisine, resulting in the introduction of new signature dishes such
as watermelon sashimi, sake flambéed Ibizan shrimp and Iberican
pork & scallop gyozas.
With the help of Jonjon, Alex’s creations have ensured that
Bambuddha has won Ibiza’s coveted Fine Dining Restaurant award
in 2013 and 2014. However, this year they have gone one step further
by removing the classic menu of starters and main courses and
introducing instead a sharing concept.
Presented in small plates, food is placed at the centre of the table for
all to sample. With each dish - from mussels cooked in coconut milk,
Shaoxing wine, lime, chili & coriander through to slow roasted lamb
served with creamy polenta, shimeji mushrooms, cocoa crunch &
Jack Daniels sauce - guests are able to enjoy numerous Bambuddha
ENTREPRENEUR & INVESTOR MAGAZINE

fusion dishes, all of them inspired by the ancient Spice Route from
Cadiz, Spain to Osaka, Japan.
The cocktail collection that artfully adds to the sensual and spiritual
vibe that is at the heart of the Bambuddha experience will continue
to thrill. In the Tantra Cocktail Palace glimmering Buddhas oversee
each night’s affairs while expert mixologists conjure up signature
concoctions like Joy, Shiva Lingam and Foreplay.
While Bambuddha’s cocktails inevitably steal the show, Tantra
Cocktail Palace also offers an array of expertly chosen wines, cava,
champagne and sake together with a selection of starters, mains and
sushi.
Guests are also invited to indulge themselves before, during and
after dinner in Bambuddha’s famous Boutique and Tantra Sex Shop.
Here designer Gonzalo Ordoñez presents stunning luxury fashion
items and erotica designed to excite and satisfy every desire.
Meanwhile, DJ James Kameran continue to drop the perfect
soundtrack on the crowds until the early hours.
Having entertained thousands of visitors over the last 15 seasons,
the subtly revitalised Bambuddha will continue to be the place in
Ibiza to host deluxe dinners, private events, monumental parties and
just about everything in between, a place loved by loyalists and the
visiting ‘it’ crowd alike.
www.bambuddha.com
117

SPEND LIFE IT STYLE
FOOD & DRINK
ATHENIAN GRILL HOUSE:
SUVLAKI
Suvlaki is a sleek, modern, fast casual restaurant serving delicious
Greek street food.
“The perception of Greek food in the UK is often outdated.
Greek street food in particular, which revolves around ‘suvlaki’,
a grilled meat skewer eaten plain or inside a wrap, has a very
limited presence outside Greece, yet can be a great substitute
and competitor to burgers, burritos and hotdogs. Our vision
is to bring suvlaki to Soho’s discerning food lovers and, more
generally, to educate the London audience with regard to the
product. We aim to show how suvlaki can be fresh, tasty and
healthy, fast and casual, sexy and trendy,” comments Yannis
Theodorakakos who co-owns the restaurant with his Greek
business partner Michael Kantartzis.
Acclaimed Greek chef Elias Mamalakis, has been brought
onboard permanently as a consultant chef, starting with the
main menu. The much loved Greek culinary figure who appears
frequently on TV in Greece has also designed several
signature dishes for Suvlaki. The restaurant will offer options
including lamb, chicken, pork and vegetables wrapped in pita
bread or served on skewers. All meat is delivered fresh and
prepared daily, with the best cuts chosen for the best tasting
suvlaki. The suvlakis will be cooked on a robata-style grill with
top quality charcoal – no chemicals/additives, just pure, highly
carbonized wood. The menu will also include sides such as
Elias’ Fresh Herb and Vegetable Salad and Baked Feta. A fully
Greek wine menu is also offered alongside rare bottled craft
beers from selected microbreweries in Greece.
The restaurant seats 34 and includes casual dining tables and
larger communal sharing tables. The interior design is based
on a palette of blues, from inky petrol blues to bright turquoise
hues, have been used throughout the scheme in a myriad of
rich textures, finishes and patterns. The result is dark and classic;
resourceful and understated.
www.suvlaki.co.uk
118

EXCLUSIVE SUMMER
PACKAGES AT JUMEIRAH
LOWNDES HOTEL
Jumeirah Lowndes Hotel is marking the arrival of summer
with three exclusive packages that promise to provide guests
with a special experience in the Capital.
The ‘Discover Belgravia’ package, available until 30
September, offers visitors the chance to immerse themselves
within one of London’s most exclusive neighbourhoods.
Enjoy cocktails upon arrival, explore the Belgravia area on
a walking tour and indulge in a full English breakfast the
following day. Guests can also take advantage of a 20%
discount on the artwork displayed in the Lowndes Bar &
Kitchen. The package combines the luxury of Jumeirah
Lowndes Hotel, with a one of a kind opportunity to discover
some of London’s most beautiful sights.
Guests seeking relaxation can book the ‘Lowndes Retreat’
package. This includes a £60 credit for guests to spend on
food and beverage or treatments at The Peak Health Club &
Spa, one of London’s premier spas. Complemented by a full
English breakfast and late checkout, the package, available
until the end of 2015, ensures guests will leave feeling
refreshed and revitalised.
Barbecue aficionados can experience the ‘Barbecue in
Belgravia’ package, available until 30 August. This provides
the ultimate British summer experience with a cocktail upon
arrival, a 50% discount at the Terrace alfresco restaurant and
gifts including an apron and a barbecue cook book.
Jumeirah Lowndes Hotel is a luxurious retreat in Belgravia,
just yards away from Knightsbridge; London’s finest shopping
districts. Situated in close proximity to Hyde Park and the
West End, the hotel is the ideal base from which to explore
London or enjoy a relaxing city retreat.
www.jumeirah.com/jlh
www.suvlaki.co.uk
119

LIFE STYLE
FOOD & DRINK
HH & CO BACKSTAGE
HH & CO Backstage Head behind the scenes of the Hartnett
Holder & Co kitchen with HH&Co Backstage – the
cookery school.
Drawing on Angela and Luke’s fresh, confident approach to
cooking and eating and their signature home-cooked style,
HH&Co backstage offers a unique, fun and informal way of
learning how to cook delicious food.
Suitable for everyone from complete beginners to budding
masterchefs, their hands-on, relaxed style aims to improve
your culinary skills and give you bags of inspiration to go
home and get cooking. The Backstage experience will let you
in on the tricks of the trade and some of the secrets to Angela
and Luke’s signature style, all in their brand new purpose
built cookery school kitchen.
For more information: 023 80 287162 or
email backstage@hhandco.co.uk
120

HUGELY POPULAR DOG
SHOW PUPAID RETURNS TO
PRIMROSE HILL
PupAid, the annual event that gives the dog-loving public a
great day out - as well as raising awareness about the UK’s
cruel puppy farming trade - is back.
Now in its sixth year, this fun-filled, free extravaganza
returns to the leafy paradise of north London’s Primrose Hill
for the fourth year running. It will be held on Saturday 5th
September, from 10am to 5pm, with support from a host of
celebrities (PupAid supporters include Ricky Gervais, Brian
May, Elle MacPherson, Liam Gallagher, Sarah Harding, Meg
Mathews, David Gandy, Sue Perkins, Lucy Watson, Rachel
Riley, Matt Johnson, and Ashley James) and their four-legged
friends. A perfect family day out.
There will be an irresistible collection of doggy boutique
stalls; delicious, fresh vegan-only food; acoustic music and,
of course, the perennially popular and hugely entertaining
novelty dog show classes such as Waggiest Tail, Best Rescue,
Child’s Best Friend and Coolest Dog in London, all judged by
celebrity dog lovers. Also, amazing doggy displays (including
demonstrations by both Hearing Dogs and The Southern
Golden Retriever Display Team), a have-a-go agility ring and
the incredibly moving parade of ex-breeding bitches rescued
from UK puppy farms.
On hand to give the benefit of their wisdom will be some of
the nation’s leading canine experts, from vets and behaviourists
to groomers. PupAid even gives visitors the chance to get
their dog microchipped – something which is due to become a
legal requirement in 2016.
PupAid is the brainchild of vet, author, and TV presenter
Marc Abraham, whose countless on screen credits include BBC
Breakfast, ITV’s This Morning, The Alan Titchmarsh Show, and
Good Morning Britain. Marc set up the PupAid campaign back
in 2009 as a way of highlighting the growing problem of puppy
farming, the mass commercial production of puppies purely
for profit and without a thought for the welfare or happiness
of the pup, breeding bitch or stud dogs. The first PupAid event
took place in Brighton six years ago and has now grown to
become one of north London’s most popular family outings.
Says Marc, “We are delighted to be returning to Primrose
Hill to present what is always a brilliant day out with a unique
atmosphere. We can’t thank The Royal Parks enough for all
their support, as well as our main sponsors, Barking Heads
Dog Food.
“As well as a huge amount of fun, PupAid is an incredible
way of raising public awareness about puppy farming as well
as educating prospective dog owners on the best, most responsible
way to choose a dog, i.e. don’t buy a puppy without
seeing it with its mother, or better still, adopt a pet from a
reputable local animal rescue centre.”
Last year, as well as hosting the show, PupAid’s government
e-petition asked for a ban on the sale of puppies and kittens
without their mothers. The petition quickly collected 100,000
signatures - the amount necessary to trigger a three hour debate
on puppy farming in the House of Commons. Since then
Marc has spent many long hours at Parliament lobbying MPs
with the aim of banning the sale of puppies and kittens in pet
shops, along with all third party puppy and kitten sellers.
www.pupaid.org
121

LIFE STYLE
SPA
FOUR SEASONS SEYCHELLES
SPA
122

123

LIFE STYLE
SPA
FOUR SEASONS
SEYCHELLES SPA
As the perfect paradise escape from daily
routines, the white sand shores of Four Seasons
Resort Seychelles naturally lend themselves to
leisurely paced days of relaxation.
The hill top spa has one of the most stunning locations
anywhere, perched in a hill top overlooking the perfect
gold and azure curve of famous Petite Anse Bay,
renowned as one of the most beautiful in the world.
The wide range of treatments by top therapists are
excellent and imaginative, spiritual and effective, and
leave you totally relaxed and rejuvenated, and eager to
book again.
Wonderful signature treatments and rituals include the
following:
Coco De Mer
An invigorating passion fruit and Coco de Mer body
scrub, nourishing heart of palm and caviar body
wrap and massage before a relaxing floral bath with
cinnamon, honey and coconut milk.
Child of the Earth
A wonderfully grounding treatment which pays homage
to gris gris, an herbal healing tradition once widely
practiced by Seychellois medicine men and women.
This comprises a foot ritual, dry body brushing,
cinnamon and wild flowers massage, takamaka rum
body wrap, herbs infused hair treatment, and a coconut,
vanilla and frangipani bath.
Chakra Well -Being
Seven blends of essential oils, chosen for their
harmonising qualities on each of the seven chakras, form
the basis of this exquisite treatment. Personalised to the
individual needs of the recipient, the journey to wellbeing
involves deep relaxation of the nervous system,
sensuous lymphatic drainage, subtle healing of the
chakras and the pouring of warm oil over the third eye to
relax and revive the senses.
Kundalini Devi
This ritual starts with chakra purification using sage
smudge sticks, followed by a kundalini scrub to awaken
the subtle energies. A kundalini back and leg massage
follows, using yogic healing, chakra balancing and
hot poultices. This deeply balancing sequence brings
heightened awareness, enhanced joy and inner peace.
www.fourseasons.com
124

Combining Spa & Cuisine
Such is their attention to detail, and your every need, they have just
launched a new customised spa and bento box experience - the Yi-
King Elements menu, that you can take down to the beach to enjoy, or
in the comfort of your own private villa.
Yi-King, a natural spa range created exclusively in the Seychelles, is
founded on the eight master elements of ancient Chinese philosophy,
which correlate to eight different time periods of the year. Each master
element is represented by custom-blended Yi-King oils, which are
assigned to guest treatments to match their relative date of birth.
To allow guests the opportunity to extend their wellness experience,
the Resort’s chefs, led by Executive Chef Dave Minten, have created a
specially designed spa cuisine menu using ingredients that best suit
the properties of each Yi-King master element.
Examples from the Yi-King Elements menu are:
Master Element: Earth, “The Receptive” (January, 6 - February, 18)
Types of food: Mildly warm and soft. Flavour: Sweet.
Yi-King menu: Roasted root vegetable salad with dried fruits served
with banana kiss smoothie.
Master Element: Thunder, “The Awakener” (February, 19 - April, 8)
Types of food: Refreshing. Flavour: Fibrous and bitter.
Yi-King menu: Bitter quinoa salad served with citrus almond spritzer.
Master Element: Sky, “The Creator” (July, 7 - August, 22)
Types of food: Cold, raw and fibrous. Flavour: Sour and bitter.
Yi-King menu: Green shaved vegetable salad with salmon served with
lemon mint fizzle.
125

LIFE STYLE
FOOD & DRINK
NEW BERRY BROS. & RUDD
OPENS NEW CELLAR
Berry Bros. & Rudd has opened a
new cellar beneath its historic
premises in St James’s, London.
Called The Sussex Cellar, it’s been
created to help meet the increasing
demand for the company’s acclaimed
private wine events.
The new opening follows on from the
success of the company’s Napoleon
and Pickering Cellars, beneath the
wine merchant’s famous shop, and the
Townhouse which sits on the picturesque
square, Pickering Place, just to the rear of
the premises.
Demetri Walters MW, Sales Manager –
Private Wine Events, says: “Adding to the
success of our Napoleon Cellar, Pickering
Cellar and Townhouse, our new Sussex
Cellar affords us much-needed extra
capacity in bringing wine education and
entertainment to our clients. This latest
venue is of a completely novel design that
combines the feel of one of our traditional
wine cellars with the exciting architecture,
convenience and state-of-the-art gadgetry
of a purpose-built venue.
“The Sussex Cellar will sit between the
Townhouse and the Napoleon Cellar
in terms of capacity, and will offer an
alternative look and feel to those wellknown
spaces. Furthermore, our clients
can continue to look forward to our
celebrated food, friendly service, as well
as excellent value and unrivalled authority
on the extensive array of wines that we
show,” says Demetri who explains that the
company hosts more than 800 events a
year.
The cellar space is named after the Duke
of Sussex, one of seven Royal Dukes who
were regular customers of company in
the early 19th century. Design influences
hail from Spanish wine cellars or bodegas,
and use handmade London tiles to create
archways and columns that extend
through both the mezzanine and the subbasement
level of the space.
Access to all of Berry Bros. & Rudd’s
historical venues allows guests to dine and
drink in the same rooms that have hosted
royalty, statesmen and dignitaries for over
three centuries.
With the increased number of rooms
available, they can offer the flexibility for
intimate meals and meetings or larger
celebrations. Whether in the Sussex,
Napoleon or Pickering Cellars, or the
Townhouse, guests will enjoy exceptional
food and an unrivalled selection of wine
from the company that has been supplying
the Royal Family since the reign of King
George III.
126

ENGLISH VINEYARD
WINS DOUBLE
INTERNATIONAL GOLD
Sedlescombe, a Sussex based
vineyard has won 4 major medals
at the recent ‘International Organic
Wine Awards’ contested by nearly 1,000
wines from 20 countries.
Sedlescombe Pinot Noir-Chardonnay
Brut a 2013 vintage sparkling wine won a
gold, and Sedlescombe 2010 Regent, an
oak-matured Red wine became possibly the
first English red wine to win a gold medal
internationally. Two other wines from
Sedlescombe Organic Vineyard, a white
sparkling and a still rosé wine each won a
Silver medal in their class.
Under the direction of sensory expert
Martin Darting, the 26-member jury of the
6th International Organic Wine Awards
evaluated and documented the wines in
three days (12th- 15th June 2015) of tastings
according to the PAR evaluation system.
Scoring 90 points Sedlescombe’s 2010
Regent red ranked higher in its class than
139 other red wines from wine regions and
countries such as Italy, Greece, Barossa
Valley, Portugal, Sicily, South Africa, France,
Spain, Germany, South Australia and New
Zealand.
Irma and Roy Cook source some of their
grapes. A minimum of 9 months ‘on the lees’
is credited in its tasting notes as adding the
sought after complexity to the wine’s “tangy
tropical fruit palate”.
These 2 Gold Medal winning wines are
produced according to the EU organic
standards and are certified by the UK
Biodynamic Agricultural Association (BDA).
Roy Cook said “It is no longer such a
rarity for English sparkling wines to pick up
awards internationally, but to get such high
level recognition for an English red is quite
exceptional, and this is probably the first
English red to win a gold against such top
international competition.”
Founded in 1979 by Roy and Irma Cook,
with organic certification gained in 1982,
Sedlescombe Vineyard is England’s oldest
and largest organic wine producer. In
2010 Sedlescombe upgraded to “premium
organic” status by adopting biodynamic
practices.
Proprietor and wine maker Roy Cook said:
“This result shows that in a good year like
2010, an English red can out perform reds
from some of the big name wine regions of
the world.”
The Sedlescombe 2010 vintage Regent is
an oak matured red wine made from the
high quality Regent variety grapes gathered
in the outstanding harvest of that year from
the Sedlescombe’s Millennium vineyard. The
exceptionally high quality fruit of 2010 and
four months maturation in French barrique
oak barrels has produced a smoky, medium
to full bodied wine of notable complexity.
The Sedlescombe 2013 vintage Pinot
Noir - Chardonnay Brut with 90 points
scored higher than some other sparkling
wines from Germany, Italy, and Spain. This
is a sparkling white wine made using the
Traditional (champagne) Method from the
traditional champagne grape varieties Pinot
Noir and Chardonnay grown at certified
organic vineyards from where proprietors
127

LIFE STYLE
WINE
SUMMER WINE & CHAMPAGNE SEL
Warner Edwards Elderflower Infused
Gin
RRP £33
A beautiful, floral and sweet gin,
perfect for a summer tipple!
Stockists: Harvey Nichols, The
Whiskey Exchange, Gerry’s Soho,
Cambridge Wine Merchants, Oxford
Wine Company
Joseph Mellot Châteaumeillant Rosé
2014
RRP £18.75
Centre Loire, France
This 95% Gamay, 5% Pinot Noir
wine is a lovely pale salmon colour
characteristic of the Châteaumeillant
AOC (designated an AOC in 2010). It
has delicate floral and red fruit notes
with a long, refreshing finish.
Stockists: Taylors Fine Wine, North
and South, Islington Wine
128

ECTION
Tattinger Prestige Rose NV
RRP £47
Wild strawberry and spice aromas,
with mouth watering flavours of
crushed raspberry, cherry and
blackcurrant. Goes wonderfully
with delicate sorbets and fresh fruit
desserts.
Stockists: Waitrose, Majestic, Oddbins,
Harrods, Rhythm & Booze, Matthew
Clark and more.
Errazuriz ‘Aconcagua Costa’ Chardonnay
2013
RRP -£16.15
Chile
With layers of flavours and aromas this
crisp, toasty chardonnay can handle all sorts
of dishes from barbecued chicken to pasta
salads.
Stockists: Noel Young Wines, Stone Vine and
Sun Ltd, Hailsham Cellars, Kingsgate Wines,
North and South Wines, The Wine Reserve,
DeFINE Food and Wine, Beaconsfield Wine
Cellars, The Whalley Wine Shop, Dike &
Sons, Peake Wine Associates, Village Wines
(Ware)
129

LIFE STYLE
WINE
Warner Edwards Victoria’s Rhubarb,
RRP £35
Uses rhubarb originally grown
in Queen Victoria’s garden. Its
balanced sweet/sour mix brings
back memories of sugar dusted
rhubarb pies.
Stockists: Fortnum & Mason; Gerrys,
Soho; Beckworth Emporium, Mears
Ashby; Duncan Murray’s Wines,
Market Harborough; Tanners,
Shrewsbury; Amps, Oundle
Jean-Luc Colombo Les Collines de
Laure 2013
RRP £12.45
Rhone, France
This 100% Syrah from young vines
of the Northern Rhône is fruity,
generous & beautifully balanced.
Stockists: Harrods Of Knightsbridge,
Portland Wine Company, Whole Foods
Market Camden, Luvians Bottleshop,
Dickens House Wine Emporium Ltd,
Eynsham Cellars Limited, www. The
Drinkshop.com, Islington Wine
130

Jenkyn Place Sparkling Brut 2010
RRP £26
Hampshire, UK
The nose is characterised by pure,
bright citrus with yeast-complexed
fruit, followed by a silky palate of
tropical fruits, quince and baked
bread. Freshness and precision of
flavour is enhanced by beautiful
balancing acidity, giving this wine a
harmonious mouthfeel with great
persistence. Serving: A perfect
aperitif but pairs well with white
meat and fish dishes.
Stockists: Waitrose (in 35 branches
and online at £23.99);
Caviste , Christopher Piper Wines
Cune Reserva 2010
RRP £15.35
Rioja, Spain
This silky, brambly fruit Rioja has
delicious balsam and warm spice notes
– a very classy wine.
Stockists: Waitrose, Majestic Wine
Warehouse, Bargain Booze, The Wine
Press,
Christopher Piper Wines, Hailsham
Cellars, Taylor’s Fine Wine, Wine
Chambers, Beers Wines & Spirits,
D.Byrne & Co, Islington Wine, The
Leamington Wine Company, Portland
Wine Company, The Whalley Wine
Shop, Fountainhall Wines and more.
131

LIFE STYLE
CARS
TAILOR-MADE FROM FERRARI
Ferrari Tailor-Made is the exclusive personalisation
programme from Maranello developed specifically for clients
wishing to create a truly bespoke car that will be a clear
expression of their own unique personalities and tastes.
The programme continues a longstanding Maranello tradition which
began in the 1950s and 60s, a time when clients personalised their
cars as a matter of course and enjoyed huge freedom when it came
to materials, colours and finish. The result was genuinely unique cars
tailored to suit the desires of each individual owner.
That prestigious past has now been revived through a programme
that permits owners to specify every last detail of their Ferrari,
from the exterior livery colour to the cabin trim, via a completely
unprecedented choice of finishes, accessories, materials, treatments
and colours.
The client’s personal wishes and aspirations lie at the very heart
of the Tailor-Made Programme. Owners are assisted and guided
through the selection process by their own Personal Designer who
is charged with guaranteeing that the resulting cars are both unique
and consistent with the Ferrari brand and its tradition. Once the car’s
details have been defined, the client can then track all of the various
processes involved in its creation, right up until they take delivery.
Naturally, they are very welcome to come to Maranello to pick up their
car in person if they so wish.
Creativity, research, original materials, superb craftsmanship
and attention to detail are the cornerstones of the Tailor-Made
programme which offers three collections inspired directly by Ferrari’s
DNA: Scuderia, Classica and Inedita.
Scuderia takes its inspiration from Ferrari’s sporting history, offering
a choice of racing-derived materials, finishes and liveries. The Classica
132

collection, on the other hand, provides a modern twist on the styling
cues and features of Maranello’s iconic GTs. Lastly, Inedita lives
up to its name by introducing an element of experimentation and
innovation in terms of styling, colours and materials.
Clients are given enormous freedom in their decision making, being
able to select everything from traditional and luxury materials, of the
likes of cashmere, to trendy ones like denim, and high-tech, innovative
carbon-fibre, available to them. This allows clients to achieve a level of
exclusivity that’s absolutely unprecedented in the automotive sector.
In fact, this is the first time many of the materials offered have been
adopted and homologated for use in cars.
Clients are invited to Maranello as part of the Tailor-Made programme.
There they will find a dedicated area that looks and feels very much
like a haute couture studio with a huge array of samples of materials,
treatments and colours to browse. There is also a material scanner
that will provide owners with a preview of the final result.
personalisation, with a Bianco Italia three-layer exterior with a doubleasymmetric
stripe in Blu Hellen mirrored by a sumptuous Blu Sterling
interior with Bianco elements and highlights. The car is finished off
with 20” forged wheels which have been painted in Blu Hellen and
Argento Nurburgring.
This particular California T showcases a new high-tech “Mycro Prestige”
fabric material that has been specifically made exclusively for Ferrari.
Mycro Prestige is a highly resistant material that offers an exceptional
level of grip, and, thanks to its unique mixture of fibres which are
only 0.7mm thick, it is only one-third the weight of traditional leather.
The material is also flameproof, water resistant and at the same time
porous and breathable.
www.ferrari.com
Ferrari recently showed a very special “Tailor Made” California T at
the Goodwood Festival of Speed, inspired by the passion and colours
of Polo and Horse racing. The model encapsulates the ethos of
133

LIFE STYLE
CARS

PORSCHE
911 GT3 RS
UNVEILED
Blurring the boundary between road-going
sports models and genuine thrill-a-second
track racers is the new 911 GT3 RS.
With its 4.0-litre six-cylinder engine delivering an
impressive 500 bhp and 460 Nm of torque, and
raft of motorsport technology, it’s set to be on the
wish list of many a performance car lover, all keen
to test out its handling and 3.3 second 0-62mph
sprint. It recently achieved a blistering 7 min 20
secs lap time of the 14 mile hallowed Nürburgring
circuit.
Feeling, driving and looking like a genuine track
tamer, the model features a
distinctive, wide-arched bodyshell derived from the
911 Turbo, front spoiler lip, which extends nearly
to the road, and large rear wing. The chassis has
been tuned for maximum driving dynamics and
precision, it has rear-axle steering and Porsche
Torque Vectoring Plus with fully variable rear
limited slip differential to increase agility and
dynamics. Also, wider front and rear track widths
to enable an even higher roll stability than that
of the 911 GT3. All combine to provide higher
cornering speeds and even more agile turn-in
characteristics. Inside, the track theme continues
with carbon fibre ‘bucket’ seats, a bolted-in roll
cage, six-point driver safety harness and even a
fire extinguisher.
The new 911 GT3 RS is available to order now
from Porsche Centres from £131,296. Visit www.
porsche.co.uk
135

LIFE STYLE
CARS
ENHANCED POWER AND
ECONOMY FOR DISCOVERY SPOR
Land Rover’s Premium compact SUV, the Discover Sport, is now
available with enhanced performance and economy, thanks to the
introduction of an innovative Ingenium diesel engine
The 2.0-litre four-cylinder engine is designed to deliver class-leading
torque and power outputs, combined with lower emissions and
fuel consumption. The new 150PS in its five seat set-up achieves
57.7mpg and 129g/km, whilst the TD4 180PS in its standard 5+2 lay
out delivers 139g/km and 53.3 mpg combined.
The new lightweight aluminium engine features stiff cylinder blocks
and decoupled injectors for reduced vibration and noise intrusion,
together with Selective Catalytic Reduction and a new low-pressure
exhaust gas recirculation system which significantly reduces both
CO2 and NOx emissions.
The Ingenium-powered five seat Discovery Sport TD4 150PS will
be designated an ‘E-Capability’ vehicle, with a blue ‘Sport’ badge
highlighting the most efficient variant. Equipped with a range of
class-leading safety features, such as a first-in-segment Pedestrian
Airbag, Autonomous Emergency Braking (both standard) and a suite
of driver assistance features; all of which has led to the Discovery
Sport being awarded with a Five Star Euro NCAP rating.
The revised UK model line-up adds HSE Black which builds on the
existing HSE specification and features the popular Black Pack and
privacy glass enhancing the visual appeal in response to positive
customer feedback.
Priced at £41,250 on the road.
T
136

T
137

LIFE STYLE
CARS
LEXUS LF-SA CONCEPT
CAR WITH STYLE
Super compact, driver focused, luxurious and technology packed,
the just unveiled LF-SA concept from Lexus is the stuff of discerning
city dwellers’ dreams. Not in production yet – but keep an eye on
lexus.co.uk for updates.

– CITY
139

SPEND LIFE IT STYLE
TRAVELCARS
INFINITI Q70 SUPER
SALOON
A refreshing alternative to those from the mainstream
German marques, this saloon from Infiniti is stylish,
sporty and very well equipped. Excellent value too.
Engine choices include a silky smooth new 2.2 diesel with a
respectable129g/km of CO2, 170PS and a generous 400NM
of torque. The car comes as standard with full LED headlights,
chromed accents on the front grille, a rear-view camera,
front and rear parking sensors, with standard Connectiviti+
navigation, 18-inch wheels and leather seats with ventilation, in
what is a typically generous Infiniti standard specification.
Other versions in the new line-up comprise of ‘Sport’, with an
even more expressive look to the front bumper, uprated brakes
and 20-inch wheels, among other changes.
Available with selected Premium and Sport models, Tech
models come with Infiniti’s Dynamic Safety Shield (intelligent
cruise control, lane departure prevention and blind-spot
intervention), Bose Premium Surround Sound with 16 speakers
and Around-View Monitor with Moving Object Detection and
Forest air-conditioning.
As well as the new 2.2 diesel engine, the Q70 is available with
both 3.7-litre V6 petrol power and, for the flagship, the awardwinning
Infiniti Direct Response Hybrid powertrain. Benefiting
from the enhancements introduced on the Q50S Hybrid, the
latest Q70 Hybrid offers even more performance – accelerating
from 0-62mph in just 5.3s – and better efficiency, with CO2
emissions at 145g/km.
Out on the road the Q70 is agile, refined and swift, making
motorway journeys a breeze. With ample curb appeal thanks to
its bold, handsome looks, generous specification and frugality,
it’s a cracking buy.
www.infiniti.co.uk
140

141

SPEND LIFE ITSTYLE
TRAVELYACHTS
EXPLORE THE NEW
WORLD ABOARD
SUPERYACHT
DUNIA BARU
142
The Yacht Concierge (TYC) is offering
the ultimate experience in luxury
travel by launching a limited offer
charter holiday service, complete
with the added benefit of an
exclusive annual Yacht Concierge
Membership.
TYC can organise anything you desire
to create the perfect holiday. It is the
details and added services that makes a
TYC charter unique; you can board your
chosen yacht knowing that everything
from the minute you embark will be taken
care of. The UK based, 24 hour concierge
service have access to endless global
contacts and abundant expertise in the
marine industry as well as in the luxury
lifestyle world. Members will also have
access to money can’t buy experiences
during your travels from VIP bookings to
exclusive shopping experiences.
The company has designed a special
package on ‘Dunia Baru’, the finest
Indonesian super yacht. This fantastic
yacht cruises throughout the Eastern
Indonesian Archipelago including the
famous Raja Ampat, the area that will
capture the most breath taking views
of the next solar eclipse on 9th March,
2016.
One of the most impressive features of
‘Dunia Baru’ is her incredibly spacious full
beam master suite, complete with 190
degree panoramic views, also comprising
of a private rear deck with day bed and
a large bathroom with oversized shower.
If the ‘Dunia Baru’ is not to your taste,
The Yacht Concierge offers its members
access to a vast range of yachts according
to style, size and function. Whether your
style is an Italian Riva cruising the Amalfi
coast, a contemporary super yacht
admiring the Norwegian fjords, or a
sailing yacht in the Caribbean.
www.tyc-charter.com

143

LIFE STYLE
JETS
GULFSTREAM G500 AN
AIRCRAFT FAMILY
An all-new family of business jets has
been launched by Gulfstream - the
G500 and G600. The two new aircraft
optimise speed, wide-cabin comfort
and efficiency to offer customers
best-in-class performance with
advanced safety features.
The G500 can fly 5,000 nautical
miles/9,260 kilometers at Mach 0.85
or 3,800 nm/7,038 km at Mach 0.90.
The G600 is capable of traveling 6,200
nm/11,482 km at Mach 0.85 or 4,800
nm/8,890 km at Mach 0.90.
The cabins for the G500 and G600
are distinguished by their wide crosssections,
which maximize passenger
comfort and aircraft performance.
Carrying up to 19 passengers each,
the G500 has three living areas, and
the G600 has up to four, as well as an
optional crew rest. Both aircraft have
forward and aft lavatories and include
a full-size galley that can be located in
either the forward or aft portion of the
aircraft. Ample storage space is also
prevalent in the baggage compartment.
Both aircraft feature an industry-leading
cabin altitude of 4,850 ft/1,478 m at
FL510 and 100 percent fresh air that
boosts mental alertness and productivity
while reducing fatigue. The quietest
cabins in the industry provide an ideal
environment for work-related discussion
or social conversation. Large oval
windows, the same size as those on the
G650, allow natural light to pour in.
All-New Symmetry Flight Deck With
Touchscreens And Active Control
Sidesticks
Gulfstream’s revolutionary new
SymmetryTM Flight Deck is the most
advanced, stylish, comfortable and
intuitive in business aviation. The
cutting-edge technology comes in the
form of active control sidesticks (ACSs),
integrated touchscreen controllers, a
144

D G600 NEW
next-generation enhanced vision system
(EVS) and Honeywell Primus Epic avionics.
The industry-first ACSs offer enhanced
safety and situational awareness over
passive sticks through tactile feedback.
With electronic linking of the ACSs, the
pilot and co-pilot can see and feel each
other’s control inputs, which helps
improve pilot coordination in the cockpit.
Adding to the pilots’ more intuitive
interaction with the aircraft are 10
integrated touchscreens, which will
be used for system controls, flight
management, communication, checklists
and monitoring weather and flight
information.

LIFE STYLE
HEALTH
FITNESS BOOM
ARRIVES AT CANARY
WHARF TUBE
A new way of keeping fit and healthy
has arrived at Canary Wharf Tube
station – and, no, it doesn’t involve
running up and down the escalators.
iHuman Fitness opened a pop-up fitness
studio on the subterranean Jubilee Line
concourse offering 30-minute classes,
specially designed to make the best of
busy people’s time as they achieve measurable
fitness results. There are two
different classes built on high-intensity
interval training (HIIT) – which iHuman
Fitness brands as BOOM classes – and
three types of yoga class. Personal training
is a further option. iHuman Fitness
charges no membership fee, the basic
cost of a class is £15 and a choice of discounted
booking packages is available.
The Canary Wharf pop-up represents
the first phase of iHuman Fitness’s expansion
plans. The pop-up will be open
throughout June, July and August and
iHuman Fitness will soon be announcing
a permanent location, offering a
full range of BOOM, yoga and Pilates
classes, within a few minutes’ walk of
Canary Wharf station.
“The Canary Wharf pop-up gives iHuman
Fitness fantastic exposure in one
of London’s key business districts,” continues
Mo El Kadey. ”After all, some 46
million people pass through the station
every year! After a strong start in June,
we’re looking forward to welcoming still
more of them to the pop-up studio in
July and August. Our classes are perfect
if you’re off to the beach and want to
tone up, or if you’re stuck in London
when things get quieter over the summer
and you want to make good use of
your time. A 30-minute BOOM class will
take up just 2% of your day, but you’ll
find it energising – not exhausting – and
it will produce results. iHuman Fitness
is not just fitness for life – it’s fitness for
your life.”
To find out more about classes, visit
www.ihumanfitness.co.uk, call 077389
46817– or simply pop into the pop-up
at Canary Wharf. www.ihumanfitness.
co.uk
146

STAND UP DESKS –
THE NEWEST OFFICE
TREND
Sitting down for long periods of time
at your desk is not beneficial to your
health – or waistline. It may be too
daunting a change for some to discard
their normal desk straight away
though – but there is an answer – Varidesk
- a desk that’s height adjustable
so you can choose to work either
from a sitting or standing position as
you wish.
Perhaps the most beneficial thing
about stand up desks is how they can
fight disease and promote good health.
Research shows that staying in your
chair for ten or more hours a week can
be directly linked to weight gain, back
issues and circulatory problems in the
long run. In contrast, standing seems to
reverse many of these illnesses.
Standing improves your breathing by
allowing the chest to be fully open,
giving full facility to the diaphragm,
maximising the available capacity for air
intake into your lungs and so delivering
more oxygen to your body which in turn
improves your concentration.
Instead of crouching over the computer
screen, move naturally. This allows the
body to burn calories and engages your
muscles, the extra movement allows the
blood to circulate throughout the body.
Standing is an effective approach to
tackling high blood pressure. Hypertension
is an excessive fall in blood pressure
that occurs when a person stands
up or is in an upright position.
It’s an old and recognised sales force
technique - when you want to make
a difficult sales call then stand up to
do it! Standing up takes you out of the
vulnerable seated position and puts you
in a stance which is ready to deal with
the deep instinctual dilemma of ‘fight or
flight’. Try it for yourself and you’ll see
that there is an increase in confidence
as you literally stand to face any challenge.
This additional confidence makes
difficult tasks easier to approach.
Standing encourages mobility and constantly
re-aligns the spine as you adjust
your stance, engaging and strengthening
the core muscles which in turn supports
good posture.
The Varidesk starts at £275. www.
uk.varidesk.com
147

LIFE STYLE
GROOMING
GROOMING GADGET
HEAVEN
Braun Series 7
The Series 7 is the most advanced shaver Braun has
ever launched and it’s already proving an absolute daily
grooming must have for the discerning man.
Thanks to a veritable raft of space age technology, it
captures more hair with every stroke providing that justshaved
feeling of smooth skin for longer and actively
manages the power of the shaving system as it reads
your face and automatically adjusts to the density of your
stubble. 10,000 micro-vibrations in every stroke gently
stimulate hairs, making them easier to cut and ensuring a
closer shave in fewer strokes.
The top model comes with Braun’s most advanced
Clean&Renew system to date, which kills 99.9% of germs
in the shaver and keeps it feeling like new everyday. An
interactive LCD panel ensures that the Series 7 satisfies
even the most demanding gadget fan.
Dyson Humidifier
You may associate humidifiers for
industrial use – but believe it or not,
they are great for your skin. Low
humidity can result in dry, flaking skin,
whereas a tad more moisture in the
air leaves your skin more hydrated and
reputedly less prone to lines.
The natty small Dyson humidified is
more hygienic than any others as it uses
UV technology to kill any bacteria in the
water, before circulating it around the
room.
Pro 6500 Smart Bluetooth
toothbrush
A technology rich toothbrush that
reports back to you on how effectively
you’ve cleaned your teeth. It detects
brushing pressure and duration and
even has an app which feeds you a
summary of the news to read whilst you
brush away. Clever Stuff.
148

SUMMER SCENTS
FOR HER
Bulgari Eau Parfumée Collection Au
Thé Noir
A woody, floral fragrance, with key
notes of Rose Absolute, Patchouli and
Oud Wood.
Annick Goutal L’Ile au Thé
A vibrant perfume, an explosion of
citrus & tea leaves. Key notes of white
musk, mandarin, osmanthus and tea
absaloue.
Van Cleef and Arpels Ambre
Impérial
Ambre Imperial is the newest addition
to Van Cleef and Arpels Collection
Extraordinaire. The fragrance is inspired
by a magical journey into the Orient.
Van Cleef have selected one of the
most precious and potent ingredients
in perfumery for their new fragrance.
Amber is blended with tonka bean and
vanilla to create a hypnotic Oriental
fragrance.
Serge Lutens La Vierge de Fer
La Vierge de Fer: The Iron Maiden. “The
religion of iron needed a Virgin,
and the Virgin, a lily.” A great complex
floral, a symbolic ode to the lily. Fresh,
green-white floral bouquet, metallic
notes.
Annick Goutal L’Ile au Thé
A vibrant perfume, an explosion of
citrus & tea leaves. Key notes of white
musk, mandarin, osmanthus and tea
absaloue.
149

LIFE STYLE
GROOMING
SUMMER SCENTS
FOR HIM
L’eau d’Issey Pour Homme Oceanic
Expedition Limited Edition
Feel the strength and the freshness of
the Ocean, embark on a sensational
and sensorial expedition. This vibrant
limited edition fragrance is like a fresh
breeze, with key notes of bergamot,
cascalone, ginger and sandalwood.
Montblanc Emblem Intense
Emblem Intense is a woody, oriental,
spicy fragrance. Pomarose, nutmeg,
cinnamon, rare woods, velvet suede:
this is where the nuance arises. A taste
of apple with a touch of petals, invigorate
the spices to cause a shiver on
sensual skin.
150

Bulgari Aqua Amara
The re-launch of Aqua Amara, an
unprecendeted “bitter”radiance. Key
notes of Sicilian mandarin, the water
note developed for Aqua Pour Homme,
and Indonesian patchouli create a precious
rich water with an elegant and
fresh fragrance.
Balmain Homme
Balmain Homme is a woody, oriental
scent. The metallic freshness of bergamot
complements the thrill of spices.
Selected by perfumer Olivier Pescheux,
saffron and nutmeg provide a sensation
that is as sensual as it is crisp. A
vibration that energises and reaches
the depths of the composition.
151

Superyacht berths from 30m to 150m
MEDITERRANEAN | CARIBBEAN | MIDDLE EAST | ASIA
Superyacht berths from 30m to 150m
MEDITERRANEAN | CARIBBEAN | MIDDLE EAST | ASIA
To discuss any aspect of superyacht berthing,
including berth ownership, please contact:
Kurt Fraser | +44 (0)20 3405 3219 | kurt.fraser@cnmarinas.com | www.cnmarinas.com
Yas Marina, Abu Dhabi
C&M_MoneyMaker_April2013_230x300_AW.indd 1 03/04/2013 10:37