inspiring business by sharing success...inspiring business by sharing success 4 if you have...

SALES ANDMARKETING

BUSINESS GROWTH & PLANNING

LOOKING TO THE FUTURE

EDUCATION & TRAINING

Inspiring Business by Sharing Success

ISSUE 1

Inspiring Business by Sharing Success2

Live Event Programme February 14th 2013www.lovebusinesseastmidlands.com

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NETWORKING

SALES AND MARKETING

BUSINESS GROWTH & PLANNING

BUSINESS AND LAW

EDUCATION & TRAINING

Contents The vision for Love Business East MidlandsEast Midlands4 Networking Guru Rob Brown

4 Rob’s Top 12 Tips for Networking

5 Interview with Peter MotleyIs Business Networking the panacea for today’s demands?

7 “We tried marketing, it didn’t work!”

8-9 How to out-think your competitors

8-9 Marketing Guru Seth Godin on Armadillo Merino®

10 Looking for growth in 2013?

10 The Business One Page Plan Half-day Workshop

10 Step outside your comfort zone!

11 Plan your dive, dive your plan

13 Donington Park – back on track!

15 Succeeding in a challenging world

15 It’s the Law!

LOVE BUSINESS 2013

16-17 Exhibition Plan

17 Keynote Speakers

25 The Real Gap

25 Qualifications alone are no longer enough...

26 Equipping our students for the real world

28 Results-driven and pragmatic

LOOKING TO THE FUTURE

19 From Olympics misfortune to HR guru!

20 Ready to take off

21 The Air Ambulance Service

23 How are you protecting your business?

23 Focuses on innovation in 2013

30 Exit Planning

Love Business East Midlands Programme Editorial and Advertising

Design, editorials and production provided by Quiet Storm Solutions.Advertising managed by Roy Wilcox, Shared Light Consulting

To create a single forum which gives all businesses in theEast Midlands a platform to engage with their peers in thebusiness community. One which includes start-ups’ toglobal corporations so we all have a way to communicatewith each other.

There are so many organisations trying to reach out andengage the business community it can be overwhelmingfor business owners. However within these companiesand organisations there is the ability to provide ‘gamechanging’ knowledge, opportunity and support.

The vision:

The aim:To promote, support and create opportunity for businessesand organisations operating in the East Midlands. Sharingtheir success and good news stories.

To find out more about the partners visitwww.lovebusinesseastmidlands.com/partners

PARTNERS AND SUPPORTERS


If you have competitors, whichpretty much everyone does, Rob Brown’s message is clear. All business is personal!

Even the biggest deals, orders, projects,funds, sales and contracts come down to twoor more people making a connection.

If your ‘profit’ is more influence, respect,clients, support, challenge, reputation orexcitement, you must go through other peopleto get it. Rob’s dynamic, motivationalpresentations and energetic style will bothinspire and equip you to do exactly that!

Rob Brown’s journey, a lesson for us all...

In 2000, Rob was offered a position as aself-employed health care adviser with BUPA.Direct sales, commission only! Greatcompany, but Rob wasn’t cut out to be in adirect sales role – too nice!

To grow his business, Rob went networking.During a period of two years, he collected 987business cards, went to 126 events, spent200 hours shaking hands and £4385 onbreakfasts, lunches, dinners andmemberships. He won NO business!

All he was earning was commission on afew company leads. Rob reached a criticalpoint of ‘financial urgency’ where he knewsomething had to change. He resolved tobecome an expert at networking. It promptedhim to learn everything he could on marketingand business relationships.

In just 13 months, he multiplied hisincome by a factor of 15!

People soon began asking Rob how he hadachieved such a transformation. So in 2004,he founded his own training companyspecialising in showing people how to networkproductively and win lots more referrals. Rob

now delivers motivational talks internationally.He has written over 40 publications on

business relationships and reputations,including the bestselling ‘How to Build YourReputation’. He also writes for a range ofbusiness magazines and membership websites.

Networking Guru Rob Brown

Rob’s Top 12 Tips for Networking

Events are a great way to get in front of your potential customers, you just need to give thema good enough reason. Events are flexible and can work with a surprisingly small budget.That’s where we come in, you tell us who you need to get in front of and we’ll give you ideas which willattract that audience. Conference Works can take care of everything from helping create the conceptto sending out the invitations and finding the right venue.

To find out more call us on 01332 865441 or visit www.theconferenceworks.co.uk

Love Business East Midlands – Powered by Conference Works

Exclusively on video for Love Business

www.lovebusinesseastmidlands.com/robbrown

Rob Brown, filmed 12 short videos for Love Business, eachone highlighting and explaining a crucial networking skillor discipline. All aimed at making you more effective atnetworking, they are listed to the right and all can beviewed on the Love Business website.

Why not create your own business networking event


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Love Business “Why did you decide to build a

business focused on network?”

Peter “I was impressed by the Business

Network approach. They’ve been around a lot

longer than most, so know what works. Most

senior business professionals find work

pressures have grown, making time precious.

Many traditional meeting groups have suffered in

membership numbers, because fewer and fewer

people have the ‘spare’ time out of work.”

Love Business “So who do you attract and

why do they come?”

Peter “We attract senior decision-makers to

the monthly lunchtime events. They enjoy the

unique, professional and business focused

format, as it provides an environment for

building close working links and establishing

that invaluable ‘support network’ of business

contacts. Also, as a lunchtime event it fits in

well with business as well as family demands.

Members are not allowed to ‘sell’ as the whole

approach is about nurturing long term

business relationships through trust, respect

and understanding. It’s also a fact most

business people have never been to a

networking event and one of the main reasons

is the fear factor of meeting new people.

Our non-networking welcoming approach

negates this barrier.”

Love Business “You’ve been an early supporter

of Love Business East Midlands. Why?”

Peter “It complements our events, as it draws

hundreds of business professionals from across

the region and beyond, offering new contacts

for all.”

Love Business “I see you’re launching in Derby”

Peter “Yes, it’s a natural progression and we’ve

booked in at the ideal venue, the Roundhouse

restaurant. We’re launching in April. We’ve also

been encouraged by a number of companies

from the region, who have requested a similar

monthly event in Derby.”

Love Business “So, how do interested

professionals join or come to the launch luncheon?

Peter “They can go to our website and go to

‘book the next event here’, or email me their

contact details, I’ll be happy to answer any

questions.”

We talk to Peter Motley owner ofBusiness Networks East Midlands, a regular business network gathering which focuses on quality,select lunchtime meetings, andseminars in Nottingham, and from April 2013, Derby.

To book your next event visit www.businessnetworkeastmidlands.co.ukor email me your contact details to [email protected].

1 The 5 Best Reasons to Network

2 The 5 Top Traits of World Class Networkers

3 The 5 Secrets of the Top Networking Connectors

4 The 4 Worst Networking Mistakes You Can Make

5 4 Top Tactics for Networkers to Stay in Touch

6 4 Top Tips for a Great Networking Elevator Pitch

7 4 Great Ways to Get More Referrals From Networking

8 4 Killer Strategies to Make More Time for Networking

9 4 Top Tips for Successful Social Media Networking

10 7 Top Networking Tips for Working a Room

11 7 Killer Networking Follow Up Tips

12 The 7 Best Ways to Network on LinkedIn

Peter Motley interviewed by Love Business Partner Roy Wilcox of Shared Light Consulting

Peter Motley

Is Business Networking the panacea for today’s demands?

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O N - P A P E R O N - L I N E O N - S H O W

S A L E S & M A R K E T I N G S O L U T I O N S



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“We tried marketing, it didn’t work!”


Want to find out more about Quiet Storm and theStorming® proven sales and marketing process?The first step is a FREE Discovery Workshop. All Discovery Workshop’s are

focused on your business, exploring how you can increase enquiries orconvert more sales. Simply go to www.quietstorm.net/lovebusiness, and then choose which of the FREE Discovery Workshops you think willhelp your business the most.

Whose fault is it if your supplier doesn’tknow the rules?

All too often wannabe marketeers provide their‘expert advice’ only to lose interest when theresults fail to match your expectations. Websites,adverts, exhibitions – these are ‘marketingtactics’ and a sure fire way of spotting amarketing wannabe is when they focus on thetactics and not the rules.

What’s the secret to choosing the rightmarketing tactic?

Before any tactic is applied everything shouldbe planned out. Fail to prepare – prepare to fail.This ‘double check’ makes sure your chosentactic is a) right for the job and b) applied in themost effective way within the relevant area of theSales Buying Cycle.

Marketing is about – creating the enquiriesThe aim of all marketing activity is to generate

enquiries. The measurement of whether yourmarketing works can be judged by the number ofenquiries you receive. However the number isn’timportant if they don’t result in a high proportion ofsales for you. So the number of leads must bemeasured in relation to the sales results they affect.

Which is why intelligence is the key tosuccessful marketing. Obtaining information onyour customers, the competition and the specificmarket sector will help you develop a moresuccessful approach to your sales and marketing.

The two key reasons for poor salesconversion are:• The quality of leads – your marketing

material must focus on a specific customer• How you manage the enquiries – this is

about your sales process

Sales is about – converting the enquiriesinto customers

This is about having the right questions.Questions which demonstrate you understand

the needs of your customer. Questions whichmake the customer realise for themselves what’simportant and why. Sales is a process. It can betaught and with practice, anyone who wants tosell can sell.

Understanding where your customer is in the buying cycle is the key tosuccessful sales

Your customers go through a predictable cyclewhen buying what you sell. Understanding wherethey are means you can help them move on.Potential customers need your help becauseoften they do not know the difference between agood company and a poor one. You know itbecause it’s your business and you can spot the‘tell tail’ signs.

Marketing and sales are two halves of thesame game.

When you next think about choosing an ‘expert’or company to help you increase enquiries, askyourself these questions:• Do they understand the needs of your

customers?• Do they understand the rules of marketing

and sales?• What will they do for you after their invoice

is paid?

Storming® – the proven sales andmarketing process that Quiet Storm share with you• It’s structured and step by step

It makes everything you do accountable, moreeffective and clear to everybody involved.

• It’s sales focusedSo the process is focused on getting morebusiness AFTER the invoice is paid.

• It’s fully supportedFREE monthly workshops, telephone supportand a cloud based sales software.

It doesn’t matter whether you sell products or services. Whether your offer is alow cost commodity item or high value solution. If you don’t follow the rulesof marketing you need to get lucky or your results will disappoint.

it didn’t work!”The Game of Marketing

We’ve kissed lots of frogs, so you don’t have to...

The Rules of MarketingStep 1 – Plan your marketingi) Establish your target customer profileii) Evaluate the competitioniii) Establish the customers core frustrationsiv) Establish a unique sales offerv) Make the first sale an easy salevi) Have a clear processvii) Review the process

The Sales Buying CycleStep 2 – AcknowledgementYour potential customer acknowledges a problem

Step 3 – DecisionThey decide to take action and seek a solution

Step 4 – CriteriaThey make an enquiry and reveal their criteria

Step 5 – MeasurementThey measure your response against the competition

Step 6 – InvestigationYour potential customer investigates the options

Step 7 – SelectionThey are ready to make their selection

Step 8 – ReconsiderationAddress this or it could lose you future sales

Step 9 – SatisfactionTurn satisfaction into loyalty, referrals & repeat business


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How to out-think

Andy was voted Entrepreneur of the Year in the 2009 LeicestershireBusiness Awards and has successfully grown several technology andconsulting businesses. He has written over 20 books, and presentedover 200 audio and video programmes relating to leadership, changeand business improvement.

Go MAD Thinking (Go Make A Difference) helpsorganisations achieve business results by equipping

people with the skills and tools to make measurabledifferences in individual effectiveness, organisationalperformance and bottom line results. VotedOutstanding Training Provider 2013 by the Chartered

Management Institute, Go MAD Thinking works withorganisations worldwide to make real differences to

bottom line results. Go to www.gomadthinking.com forexamples of the differences we have helped

businesses make.

What edge do you have over your competitors?If you are selling the same product or service to the same market, what can help you to stand out from the crowd?

Imagine if you could:• Understand the 7 key principles that can greatly increase the

likelihood of your success• Discover the 4 key elements of your thinking that will put you head

and shoulders above your competitors• Learn how to generate a multitude of great ideas that will have an

instant impact on the bottom line • Identify the core reasons why some businesses thrive in times of

economic downturn• Apply a proven methodology to think differently which has saved

one company $8.5 million

Seth Godin is one of the world’s most widely read marketers, heis a marketing genius. His mantra is” you need to stand outbecause you are different”. People talk about you because you

connect with their views and aspirations. You pointout what’s important and why. Godin recently used

Armadillo Merino® as an example of how smaller brandscan become successful by being different.

Fly in the face of riskGodin says, “Armadillo Merino® strike me as non-

corporate, personal, vulnerable and about doingsomething different and important…” The brand

also fulfils Godin’s criteria of brands that tell‘stories’ in order to connect withcustomers. Armadillo Merino®, forexample, provides detailed informationabout how its products are manufacturedand the situations in which they are worn.

World Marketing Guru Seth Godin Armadillo Merino® as a “High Flying


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your competitors

Additionally, through an innovativecommunity project created by Andy, a freerange of leading edge planning, problemsolving and collaborative online tools willbe provided to 1 million people who liveand work in Leicestershire. ‘ThinkLeicestershire’ will be supported by asocial action movement of over 1,000volunteer facilitators/coaches –“difference makers” – backed by aleadership infrastructure, world-class training and on line learning. To find out more and to access free resources for you and youremployees visit www.thinkleicestershire.co.uk

Award winning start-up business from DerbyshireArmadillo Merino® is a Derbyshire based

business which launched in 2011. In 2012 theywere NatWest Startup Awards, winner of ProductBusiness of the Year. Specialising in performanceclothing, Armadillo Merino® protects professionalrisk takers. Firemen, the military, and the special forces are their key targetsfor large contracts, however they have also developed a consumer range.

Andy Caughey, Managing Director Armadillo Merino® explains why theirproduct is different. “Wool evolved over thousands of years to protect sheep inextremes of heat, humidity and cold. For centuries, soldiers relied upon theunique qualities of wool to enhance their own comfort. Merino’s built-inadvantages, combined with a natural softness and strength, make it the idealfibre to enhance protection, performance and comfort in extreme environments”.

Visit www.lovebusinesseastmidlands.com/armadillo to find outmore about Andy and Armadillo Merino® and how it has achievedsuccess as a start-up.

To find out more and to access free resources for you and your

To find out how to do this, and more, visit Go MAD Thinking at Love Business 2013 Stand E26. Plus,

come along to hear Go MAD Thinking’s Andy Gilbert

speak at 10.30 am and take the opportunity to request

a free book; Go MAD – The Art of Making A Difference.

points to East Midlands companyMagical Brand”


I took this simple, yet highly effectiveprinciple and increased myscaffolding businesses turnover

and profits by 700% in three years. If I can do it, anyone can!Ian Howorth, Howorth Scaffolding

3 hours and you’ll walk away enthused,energized and able to apply what

you’ve learnt to your business straight away.

The Business One Page PlanHalf-day Workshop

“This workshop is guaranteed to change how youthink about your business and the people in it.”

In 3 hours you will be shown the best kept secret in businessgrowth – it’s used by leading business turnaround consultants todramatically reverse underperforming companies into market leaders.

Business One Page Plan – clear and concise, easy tokeep score – every day it helps you work towardsincreased profits

• It makes everyone accountable• It clearly sets out what each person must do every day, week & month• It gives the individuals the tools to be more effective

Looking for growth in 2013?

These events are sponsored courtesy of Love Business and the following organisations

Just imagine if you could get every person in your

business to achieve their daily goals.

• You can apply the principles to increasing sales

• Discover how to reduce costs without making cuts

• Learn how to manage and motivate your people more effectively

Step outside your comfort zone!

The Business One Page Plan Half-day Workshop

Normal price £117.50 – Love BusinessSpecial Sponsored Price £FREELimited to 70 sponsored places per venue – when they are gone they are gone!

Visit www.lovebusinessgrowth.co.uk/bopp to find out more and register

Dates and Venues

26th March 2013 Donington Museum, Senna Fangio Suite, Donington Park, Castle Donington, Derby, DE74 2RP23rd April 2013 The National Brewery Centre, Horninglow Street, Burton upon Trent, Staffordshire, DE14 1NG22nd May 2013 University of Derby Corporate, Enterprise Centre, 37 Bridge Street, Derby, DE1 3LA

Time: Arrival from 8.20am – open networking • Workshop starts at 8.50am • Workshop to finish at 11.50am • Networking and close at 12.30pm

Paul ShrimplingManaging Director,

Remarkable Practice

Paul will be delivering the workshops


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Plan your dive,dive your plan

But how many businesses wait to react towhat is happening to them? Usually when it istoo late to make changes to influence things.How many actively have a business planwhich is monitored regularly and which drivesaction, to influence future results rather thanreacting to events after they have occurred?

Like any deep sea diver will tell you;“plan your dive, dive your plan”

If you don’t you could end up in deep waterand in big trouble! So, doesn’t it make senseto apply this logic to your business too?

A business plan outlines your vision for thefuture of your business, looking at where youare now, where you want to be by a givendate, and how you are going to get there.

Good planning will dramatically increase yourchances of succeeding in business.

Since the recession hit in 2008 life has been tough for many businesses. Many have experienced reduced sales, tighter margins and find it harder to get paid on time.

A good business plan will;• Give you a sense of direction and an

action plan• Provide you with a set of realistic goals

and targets• Enable you to track your growth and

measure your success against these goals• Demonstrate the seriousness of your

intentions to banks, investors, colleaguesand employees

• Enable you to spot potential problemsbefore they happen and take appropriateaction

The five key stages• Decide on your goals• Establish your key criteria• Set targets• Ensure systems are in place to measure

actual results• TAKE ACTION!

McGregors Business Services are

championing the Business One Page Plan in the

Midlands because they know it works for them

and have seen it work for their clients too.

By Ian Rodgers, Managing Director, McGregors Business Services

8 OUT OF 10 BUSINESSES

WANT FASTER BROADBAND.

HOW ABOUT 8x FASTER?

Infinity for businessOur recent survey with the British Chambers of Commerce found that most businesses want faster broadband. Infi nity for business is 8x faster than UK average broadband, so you can upload or download large fi les in seconds, even at the busiest times. Call or go online to see how other businesses are doing more with our superfast broadband.

Making technology work for people.0800 032 8596 bt.com/superfastbusinessbroadband

Great work Sarah,

our results have improved enormously.

8 times better wouldn’t you say?

Broadband speed can be affected by a number of things: how far your business is from the fi bre cabinet as well as the wiring in your building. Not all lines in an Infi nity-enabled area can support the service. BT Infi nity for business may require a BT line or similar and a fi bre compatible router such as the BT Business Hub provided with Infi nity. 12 or 24 month Minimum Period. Terms and conditions apply. The speeds provided by BT Infi nity for business are more consistent than standard broadband, giving you 16Mb assured throughput at 90% of the internet busy period. Speeds based on UK average from Ofcom report, August 2012. BT Business commissioned research through the British Chambers of Commerce, June 2012.



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Donington Park –back on track! Gemma Toogood

Head of Commercial Sales and MarketingDonington Park

In 2007 the Wheatcroft family sold a 150-year lease to a leisure company but,sadly, by 2009 it went into administrationand Donington had to close.

Could there be a worse time to pick up thepieces and start again?

The country was in the deepest post war recessionever experienced. The race track had been dug up,buildings left half finished and lost the F1 contract.However, undeterred Kevin Wheatcroft set out with amission, to rebuild Donington Park and keep his father,Tom Wheatcroft’s, legacy alive.

Determination, focus and bloody hard work!These are the secrets of Kevin’s success. With an all-

new management team, Donington Park re-opened thefollowing year and has continued to revitalise itself. Whileit continues to be synonymous with racing and ignitespassion and excitement of petrol heads across theworld, Donington Park has expanded its appeal.

Donington has so much to offer the businesscommunity

As well as corporate hospitality at major sportingevents, Donington offers a wealth of conference suitesranging in capacity from two to 800. The DoningtonExhibition and Conference Centre, has more than 4,400sqm of ground floor space and a capacity of 6,000,making it the largest venue in the East Midlands.

Events range from conferences and gala dinners totrade shows and product launches with dedicatedon-site caterers providing the full gamut of cateringrequirements, be it a simple sandwich to anexecutive gala dinner.

Love Business Powered by Donington Park

Donington Park are delighted to be one ofthe main sponsors of Love Business and theteam and I look forward to inspiring businessesin the East Midlands through sharing success.

Life in the commercial world is tough and there are noeasy answers.

Yes, there are firms which continue to buck the trend but for thevast majority of companies it is an extremely challenging climateand it’s been that way for quite some time.

The fact is, however, that against a background of, at best, a flat-lining economy, plenty of business is still being done. Everythinghasn’t fallen into the proverbial black hole and it is up to all of us toensure we up our game, improve still further what we do andattempt to gain market share.

That’s true whether you’re a law firm, a manufacturer or even acity like Derby which is still striving hard to make economic progressdespite the knocks it has had to face.

In the legal sector, it is all about refocusing client relationships anddeveloping and improving the services we offer. When clients areunder pressure we have to find new and innovative ways of helpingthem – in other words; if we don’t continually review the way we workand the way we respond to client needs, we would deserve to fail.

In a firm like Geldards one of our challenges is to ensure that wekeep work within Derby, a city which perhaps isn’t naturally seen asa legal centre of excellence. Actually, apart from perhaps the mostspecialist areas of advice, Derby’s legal sector can meet anycompany’s requirements and we, for one, are determined to provethe point. That’s good for us and good for the City’s economy too.

For decades Derby has had a proud tradition of a strongmanufacturing base founded on the international success of high-profile companies. What we need to do now is make evenstronger efforts to encourage and nurture the city’s entrepreneurialspirit and talent.

As one of the larger players, we’ve recognised we need to playour part and review the way we set out to advise young andgrowing businesses which can often find themselves tripped up in alegal minefield.

Whilst no-one is predicting a return to healthy levels of economicgrowth any time soon, there are still legal services to supplyprovided they are fit for purpose.

The legal landscape has been changingrapidly over recent years and law firmsare having to adapt and evolve to ensuresurvival in the future.

Recent changes in the provision oflegal aid and legislation impacting on theregulatory requirements of lawyers meanthat law firms must adapt to meet thechanging demands and expectations oftheir clients.

Added to this, developments in IT andcommunications and the rapid expansionof social media all result in law firms

having to adapt their business knowledgeas well as their legal expertise – being alawyer is no longer simply enough.

Helen Johnson (pictured), President ofLeicestershire Law Society recentlystated, “As a modern and forwardthinking organisation supporting the locallegal profession, LLS is as determined asever to promote its core function ofpromoting Leicestershire as a centre oflegal excellence and to help and supportlaw firms facing these challenges.”


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Succeedingin a challenging world

David Williams, Chairman of Geldards LLPlooks at the way in which law firms need torespond to sluggish business trends.

For most businesses, the range of gloomy statistics provided by Government,employer organisations or individual economic commentators only confirmwhat they already know.

It’s the Law!The UK Legal sector has experienced unprecedentedchange, but what does this mean for business?

A1 The Racing SchoolA2 Donington ParkA3 Quiet Storm Solutions LtdA4 Networking for Local BusinessA5 Premier Display LimitedA6 Crestline Printers LtdA7 Flex RecruitmentA8 Central Joinery LtdA9 Marvic Joinery LtdA10 The Business Network East MidlandsA11 McGregors Business ServicesA12 Bleathwood IFA + Sence AccountingA13 East Midlands AirportB1 Marshall Honda LeicesterB2 Jay Webb Consultancy Services LtdB3 Tech FinanceB4 Company Image Interiors LtdC1 Loughborough Chamber of CommerceC2 East Midlands TrainsC3 Quorn Business Travel

C4 QUADC5 Nottingham Trent UniversityC6 UKTI Trade and InvestmentD1 Charnwood Accountants & Business

Advisors LLPD2 Bott LtdD3 ebusiness ClubD4 Derbyshire & Nottinghamshire

Chamber of CommerceD5 Marketing DerbyD6 John Merison BMCD7 Midlands Leadership ExperienceD8 New College NottinghamD9 bmi regionalD10 Derby University CorporateD11 Derby University CorporateD12 Federation of Small BusinessesD13 OVISOD14 Conference WorksD15 NWLDC

D16 GeldardsD17 Pera TechnologyD18 M-ECE1 Shared LightE2 HMRCE3 Radisson Blu Hotel East Midlands AirportE4 Route to ExitE5 J Greenwood & AssociatesE6 QdosE7 Birmingham Chamber of CommerceE8 Stephenson CollegeE9 SynetyE10 The Finesse CollectionE11 Unitycomm LtdE12 Advance Forwarding LimitedE13 Arch CommunicationsE14 Leicester Chamber of CommerceE15 Bray & BrayE16 CoLaw LimitedE17 The Fleet Auction Group Ltd

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Love Business East Midlands 2013 Exhibition Plan

Interested in booking a stand for next year?Love Business East Midlands 2014 Exhibition Stands

Visit Quiet Storm on Stand A3 for details on how to book.Early Bird Prices start from £299+VAT

E18 Docubank LimitedE19 Mercia Image LtdE20 JF AccountancyE21 The University Of Leicester E22 SturgessE23 Derby CollegeE24 Power PacE25 RegusE26 Go Mad ThinkingE27 High GrowthE28 HR Response LtdF1 Sandicliffe Motor ContractsF2 NFU MutualF3 PAM Saint-GobainF4-6 Sturgess of LeicesterF7 BottF8 Toomey Leasing GroupF9 Racing AcesF10 SkodaF11 Marshall Honda

TOILETS

TOILETS

NetworkingArea

NEWFOR 2013

VIPSuite


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George CowcherChief Executive, Derbyshire & NottinghamshireChamber of Commerce

9.30am

9.45am

10.30am

11.15am

12.00pm

12.45pm

1.30pm

2.15pm

3.00pm

3.30pm

Rob BrownInspirational Speaker and Writer

Andy GilbertManaging Director,Go MAD® Thinking

Steve MegsonManaging Director, Quiet Storm Solutions

Paul ShrimplingManaging Director, Remarkable Practice

Cathal O’ConnellChief Executive,bmi regional

Mike JonesBT

Peter HogarthRegional Director,UK Trade & Investment in the East Midlands (UKTI)

Toni RobinsonDevelopment and Delivery Manager,Qdos HR Consultancy

Rob BrownInspirational Speaker and Writer

I N A S S O C I AT I O N W I T H

Keynote Speakers

Opening of Love Business East Midlands 2013

The Secret Weapon of Likeability – What toDo and Say to Make More People Like YouMore Quickly!Discover the five crucial keys to being liked and trusted, and the single best thing you can say to be more popular!

How to out think your competitorsDiscover for free how one company made US$8.5million additional profit last year by doing 5 simplethings we showed them.

What do you want?How to close more sales, get more referrals and make sure your message is heard

Business success needn’t be so illusive…If a one-man-band scaffolder can grow a £1million+business and live off the profits in the south of France,can’t you? Paul Shrimpling shares the one thing you mustmaster to achieve your definition of business success.

Reaching New HorizonsSharing the different challenges in building a successfulbusiness from the ground up; and in taking an alreadyestablished brand to the next stage in its evolution.

Business Broadband – Work smarter with theright broadbandHow small to medium sized businesses in the UK are drivingfurther cost savings, improving efficiency, providing bettercustomer service and keeping ahead of the competition, by grasping the full potential from broadband services.

Exporting for GrowthThe importance of exporting to support national andregional economic growth as well as helpingbusinesses to grow and prosper.

At least 7 things employers need to knowabout HR in 2013?Toni Robinson takes you through a whistle stop tour ofemployment law from 2012 and the year ahead.

Close of Love Business East Midlands 2013

She narrowly missed out on that honour andfocused on qualifying for the Sydney Games in2000. Unfortunately injury wrecked herdreams and she retired.

It’s testimony to Toni’s ability to turnadversity into triumph that she used hercompetitive spirit to gain a career in HR .

“It was obvious that I needed to look for alife outside of sport and I was lucky enough tofind a company who picked up my educationby way of sponsorship and I spent the daysworking in HR whilst studying in the eveningsfor my Certificate in Personnel Practice andCIPD post graduate qualification.

After which I spent time working through theHR career ladder. I have held positions such

as Employee Relations Officer at New LookRetailers and Regional HR Manager forRandstad stood me in good stead for a role atQdos Consulting in 2003 as an EmployeeRelations Advisor.

Life at Qdos has been a roller coaster, withalmost nine years whizzing by, working in afast paced and dynamic environment, movingfrom being an advisor over the telephone, todrawing on all my generalist HR experience toprovide consultancy services to ouroutsourced clients.

My current role focuses on devising HRsolutions for small and medium size businessesand assisting clients with their HRresponsibilities and opportunities.”


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Toni Robinson Qdos Consulting

From Olympics misfortune to HR guru!Toni had left school with one single minded ambition, to become a full time athlete and to represent Great Britain in the 1996 Atlanta Olympics.


READY TO TAKE OFFbmi regional’s iconic brand has been a familiar sightin the skies over the East Midlands for many years.

Building on our heritage in the region andstrengthening our links within the thrivingbusiness community has been a key part of howthe company has evolved in the months sincebmi regional became an independent entity.

Our commitment is evident in the 40additional jobs we have created in the last sixmonths, the establishment of a new call centreand our relocation to a new 8,000sqft officecomplex at East Midlands Airport.

We also recognise the importance of globalconnectivity and the benefits providing routesto major European hubs brings to businessesin the region. Free from the ties of big carrierownership and practices, bmi regional hasemerged as a flexible, streamlined, nimble andforward-thinking airline with the ability to actquickly to launch new routes and explore newbusiness opportunities in the sector.

Importantly, we want to see a return to thecore values which people associate with aquality flying experience. With a fleet of

Embraer ERJ 135 and 14 x ERJ 145 jets andmore than 600 weekly flights throughout theUK and Europe, ensuring a quality travelexperience for our customers – no matterwhere they are flying to or from in the world –is an integral part of our business philosophy.

bmi regional was the first airline in theEuropean market to introduce a businessclass service and online booking and check in.We are also rightly proud of being the UK’smost punctual airline for the last seven yearsand are looking to build on our reputation forexcellence in all elements of our service goingforward.

Building a name is one thing, our focus ison building a reputation that will take bmiregional into the next stage of its evolution.

Ian Woodley, Chairman of bmi regional talks about improving the flight experience

For further information visit www.bmiregional.com


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The Air Ambulance Service

WNAA operating from Coventry Airport andDLRAA based at East Midlands airportattend, on average, four missions everysingle day per helicopter. From road trafficcollisions to house fires; fallen horse riders toindustrial accidents. DLRAA regularly attendany incident that is life-threatening, whereaccess by land is limited, or where thepatient’s quality of life would be affected byundue delay.

We have the fastest and mosttechnologically advanced civilian helicopteravailable, taking our highly trained medicalteam to the scene of any incident within

minutes, giving our patients the bestpossible chance of recovery.

The Children’s Air Ambulance (TCAA) willtransfer critically ill children from generalhospitals to Paediatric Intensive Care Unitsacross England and Wales, or help movespecialist paediatric teams to enablechildren to receive the lifesaving, specialisttreatment and care that they need as soonas possible, cutting transfer times.

All these services are provided withoutany Government or lottery funding and relyentirely on charitable donations.

TAAS is an umbrella organisation that provides three separate services;Warwickshire & Northamptonshire Air Ambulance (WNAA), Derbyshire,Leicestershire & Rutland Air Ambulance (DLRAA) and The Children’s AirAmbulance (TCAA).

To find our more or help support please call 08454 130999or visit www.theairambulanceservice.org.uk

or email [email protected]

Don’t miss outJoin us in September

Work friendly, part time programmes Globally recognised accreditation Great facilities Strong links with industry Excellent pass rates Highly experienced tutors Central location Personal tutor support Enriching group discussions Networking opportunities

Start a professional qualification at University of Derby Corporate in September 2013. You can study:

Chartered Institute of Marketing | Chartered Institute of Purchasing and SupplyAssociation of Chartered Certified Accountants | Chartered Institute of Management Accountants

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Get in touch and start this Septemberwww.derby.ac.uk/LB13 0800 678 3311



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Focuses on innovationin 2013

Life can throw us manychallenges; some maytake us by surprise andothers we may be wellprepared for. What’s yourplan if something goeswrong? Is your businessprotected?

The 3 major threats to successful businesses turning overbetween £1million and £5million:1) A key individual in the business gets ill or has an accident2) A shareholder becomes seriously ill or dies3) You have no plan B!

Watch the videos on the Love Business website to help you develop your Plan BSeveral short videos, designed to help you understand the risks and possible Plan B

options are featured on the Love Business website. The videos provide examples designedto help you identify the potential threats to your business if a key individual or shareholder becomes seriously ill or dies.

How are youprotecting yourbusiness?

What’s your Plan B?

Find out more at www.lovebusinesseastmidlands.com/planb

The Finesse Collection is the EastMidlands leading independentHotel Group, James Blick built thegroup from humble beginnings.

His success story is like many otherentrepreneurs, a combination of vision, beliefand hard work.

Having started working in hotels afterleaving college, his rise through the ranks ofthe global chains was meteoric. His visionwas to escape the corporate chains and toown his own hotel, an ambition achieved atthe age of 28.

Now at the age of 40, The FinesseCollection has five boutique hotels andFinesse Hospitality, an outside catering andevent management company. James’entrepreneurial instinct has guided himthrough the toughest times and here heshares his views on what he thinks will be thesecrets of success in 2013.

“Like many other East Midlands businesses,the past few years have been challenging.However I now believe the economy has turneda corner and the signs of confidence arebeginning to show. Hotels are a great barometerof the economy they touch all aspects of life.Businesses use us for meetings, events andaccommodation and consumers use us formeals out, weekends away and celebrations.

When confidence is low, it’s easy forbusinesses and consumers alike to cut outthese activities, save their cash and sit tight.

Innovation is the key, giving people areason to choose you because you aredifferent. No matter what business you arein, there is a lot of competition out there –you must stand out in the mind of thecustomer. In the words of Seth Godin, youneed to make your business remarkable”. My favourite book of Seth’s is called PurpleCow, it explains the concept brilliantly.

If The Finesse Collection wasn’t different tothe competition we simply wouldn’t be heretoday. You need to take a close look at yourcompetition, what your customers want andspot the difference. Innovation is this process,its about looking at what could be better,what customers want and making it a reality.

If you want to read more about James’vision, views on business in 2013, or watchSeth Godin’s short video explaining theprinciples of ‘the purple cow’ go towww.lovebusinesseastmidlands.com/blick

The Finesse Collection’s CEO, James Blick, gives his outlook for the year ahead

James Blick

New College Nottingham (ncn) has radically re-aligned its curriculum to meet theneeds of business and the future growth sectors of the city. This is contributing to

the ambitious and dynamic agenda for education and training to address theskills shortages in these key sectors that might limit the future economicprosperity of the region.

New College Nottingham (ncn) has radically re-aligned its curriculum to meet theneeds of business and the future growth sectors of the city. This is contributing to

the ambitious and dynamic agenda for education and training to address theskills shortages in these key sectors that might limit the future economicprosperity of the region.


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The College’s mission promising to deliverexcellence, employability and enterprise topresent and future generations shapes itspriorities and investment decisions.

Amarjit Basi, ncn Principal and ChiefExecutive, said: “The world is changing andqualifications alone are no longer enough,rather it is vital that we provide employers withwork-ready students who can hit the groundrunning and be successful in today’seconomic climate.

“We believe it is crucial that further educationcolleges work more closely with employers,local government and our communities, andensure learners progress from courses intoemployment rather than leaving it to chance.”

As a member of the Gazelle CollegesGroup, who are deploying entrepreneurship asa strategic driver for change in the educationsector, ncn is committed to providing itsstudents with the skills and entrepreneurialmindset to succeed.

There appears to be a Real Gapbetween the education system, theworkplace, and the understanding of theyoung worker who has just entered thejob market.

Matching expectationsSchool leavers need to be prepared

for the work place as many are illequipped and struggle to cope with thedemands of work patterns, includingshift work.

Businesses also expect the entrant tobe able to deal with a normal work routineincluding attending work on time, usingtheir initiative, wearing the right clothingand being able to communicate clearly.

We have the issue of students leavinguniversity at a time when graduateentrant jobs are scarce and competitionis fierce. Graduates also have to adjusttheir salary expectations.

A new world order? The definitionof a job has changed.

Educators need to identify “what workis” and “where work is” and what isrequired from the “new world employer”.There needs to be a whole new set oflessons that refer to “flex-ability”, multi-skilling, self discipline, home working,telecommuting, and data mining,amongst numerous other new job titles.

Employers on the other hand need to

redefine “what an employee is”particularly when he can no longerguarantee a job for life. They’ll need tolook at developing internalcompensation schemes to rewardemployee flexibility in terms of time andalso location.

This will force many companies tolook inwardly to create more flexibility inteams, methods of working(home/office) and working hours. If wegrasp the opportunity, we may begin toclose the skills gap and become a workleader again.

We often hear there are not enough qualified people across a host of sectors.

Qualifications aloneare no longer enough...

The Real Gapby Adrian Hobbs, Flex Recruitment


We currently work with a wide range of businessesincluding; Volvo Truck & Bus, BAM Nuttall, DHL SupplyChain, East Midlands Airport, Brush Traction, North WestLeicestershire District Council, Aggregate Industries andmany local SMEs and sole traders.

Stephenson College is at the forefront of developingprogrammes that meet the needs of industry and ensuresthat all trainees and students are fully prepared for thework place.

Between our Campus sites in Coalville and Nottingham,we offer training programmes in Construction, Engineering,

Motor Vehicle, Hair and Beauty, Horse and Animal Care,Health and Social Care, and IT, Business and Administration.

We have dedicated vocationally trained staff withoutstanding state-of-the-art facilities in all areas of theCollege. Student achievement and success is growingeach year and our engagement as a Corporate Sponsorof The Skills Show demonstrates our commitment toraising the skills levels across the region.

Equipping our students for the real world – our no1 priority

As a leading provider of Apprenticeship training in theEast Midlands, Stephenson College works with bothlocal and national companies.

Live Event Programme February 14th 2013www.lovebusinesseastmidlands.com 27

Results-driven and pragmatic,we offer innovative solutionsfor business, industry and the professions

Universities can help transform innovative ideas intoa commercial opportunity by supporting industrypartners who wish to bid for funding support.

Universities also have a key role in developing theskills of the existing workforce. Expanding the skillsof your staff is one of the most importantinvestments you can make. The region’s highereducation institutions offer a wide range ofprofessional short courses, and can offer bespokesolutions to meet specific business needs.

If you’re looking for extra people power,

universities across the East Midlands offer a pool oftalent in the form of students. Whether it’s part of aplacement, sponsored degree, or just a one-offproject, students can provide a business with freshideas and an additional key resource.

In the East Midlands we certainly have the talentand facilities to meet the ever-changing demands ofbusiness. The knowledge gained throughcollaboration can empower businesses to changethe way they work. Open your business up tosome higher education.


Our universities contribute to the prosperity of the region through knowledgeexchange, driving innovation, fostering creativity, and conducting research. They attract talented students to the region, many of whom will remain here after graduating to find employment or launch their own business.


This is a big mistake. If you don’t plan for your exit, how do youknow which direction to take the business in and if you’re ontarget to be able to sell when you want, for the price you need?

We know most business owners groan at the thought ofplanning, and say they haven’t got time to look at it becausethey’re too busy working in the business. But…exit planningdoes not have to be complicated or take a lot of time. We helpmany business owners prepare and implement exit plans, whichare then reviewed on an annual basis.

Once the exit plan is in place, the annual review can usuallybe done within a day. The difference between having an exitplan (and working to it) and not having an exit plan, is usuallythe difference between whether or not you can live your dreamwhen exiting the business.

As a business owner, it’s very easy to assume that you’ll sell yourbusiness when you’re ready and get the price you want for it. So surely there’s no need to worry about it years in advance?

To find out how to create your exit plan visitwww.lovebusinesseastmidlands.com/exitplanning

Liz Strama interviewed byLove Business PartnerRoy Wilcox of Shared

Light Consulting

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