marketing initiatives fund 20142016/2014-gd-0065.pdf1.8. the treasury is committed to selling...

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Marketing Initiatives Fund – Annual Report 2013/14

GD 2014/0065

MARKETING INITIATIVES FUND

Annual Report

Year covering 1st April 2013 – 31st March 2014

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Table of Contents

1. Introduction

2. New Applications

3. Current Applications Progress Report

4. Isle of Man Government Strategic Fit

5. Financial Report

6. Projected Outlook

Appendices

1. Cashflow of Actual & Committed Approvals

2. New Applications

3. Detailed Project Overview

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To the Hon. Clare M Christian, MLC, President of Tynwald, and the Hon. Council and

Keys in Tynwald assembled

1. Introduction

1.1. This is the seventh report of the Marketing Initiatives Fund (MIF) since its establishment

in 2005 by Tynwald as part of the annual budget. This submission covers the period

from 1st April 2013 to 31st March 2014.

1.2. The primary aim of the Fund is to provide funding for initiatives that promote the Island

to various markets and encourage access to business development opportunities. Bids

are invited where the costs and economic benefits are clearly defined and measurable.

1.3. During the last financial year, the Fund has been used to promote; the e-Gaming

industry, Tourism marketing campaigns, the TT and Festival of Motorcycling, the Country

strategies, the space industry and the ICT, insurance, pensions, financial services,

shipping industries.

1.4. At the beginning of the financial year, there was an opening balance of £6,053,319

available to eligible new and existing marketing opportunities aimed at sustaining the

Island‟s international reputation for business and tourism interests.

1.5. The Application Process requires a business case to be submitted to Treasury from the

relevant Department via their Finance Officer outlining the following information;

An itemised breakdown of the financial support requested

Anticipated benefits arising including details of how they will be measured

A reporting mechanism on the outcomes of the programme

1.6. Approval arrangements are governed by the value of the application. Any submissions

under £100,000 are authorised by Treasury. Applications in excess of this value receive

Treasury scrutiny and require further approval from the Council of Ministers.

1.7. Expenditure incurred against each successful bid is included within each Department‟s

revenue budget and recovered from Treasury at the end of each financial year. Progress

reports detailing any outcomes achieved are sought from applicants on an annual basis.

1.8. The Treasury is committed to selling success stories to potential new investors, and I am

firmly of the belief that the Marketing Initiatives Fund should continue to be used for this

purpose and to further stimulate economic growth.

Hon W E Teare ACIB MHK

Minister for the Treasury

September 2014

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2. Summary of New Applications to the Fund

This section of the report contains a summary of each new application that has approved in the

last financial year. Detail will be given on any progress made to date, any measurable benefits

that have been achieved so far and future plans for delivery.

The process for applying for financial assistance from the Fund has been simplified this year to

enable more efficient ways of being able to respond quickly to upcoming market opportunities.

The Department of Economic Development have the delegated authority from Treasury to

directly approve up to 10 applications a year for proposals under £50,000. Any submissions

approved using this pathway will still be included within this report.

2.1 Classic TT Highlights Television Programme: £80,000 NEW - COMPLETED

Department of Economic Development

Thanks to funding from the MIF, the Department was able to progress plans for a Classic TT TV Highlights package for 2013, which was the first year the event took place.

The broadcast was produced by many of the same personnel involved in the TT programmes and included helicopter coverage and on-board cameras. Most of the hosting talent (Steve Plater, Jamie Whitham and Steve Parish) were the same as those used at the TT, ensuring consistency of brand TT for the viewer. Given the nature of the event, the show centred on more magazine type features than previous TT shows which mainly focus on pure race action. This provided a significant opportunity to showcase the Island as the place to visit for race enthusiasts to a multi-million, international audience.

ITV4 agreed to broadcast the show in the UK and provided a 2 hour prime time slot in the same week as the Festival. The initial showing attracted a UK domestic audience in excess of 350,000 viewers. The show was subsequently repeated later attracting additional viewers. The programme was then given to Discovery Velocity in the USA and Fox Sports in Australia who also broadcast the main TT Highlights shows. Total audience figures overall including the UK domestic broadcast are estimated to be in excess of 2 million viewers meaning that the promotion of the Island in international markets is substantial.

ITV4 have committed to broadcast a Classic TT highlights show for the next five years along with Discovery in the USA. North One Television will now proactively sell the rights to the programme internationally along with the main TT highlights programme. This means that the MIF has effectively launched a product that will move quickly towards becoming revenue neutral as the income from the sale of rights offsets the future cost of production. In addition to this, further revenues will be generated back to Government through increased sponsorship and commercial involvement.

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2.2 ICT Sector Marketing Strategy: £350,000 NEW - IN PROGRESS


This application was approved by Treasury and the Council of Ministers in autumn 2013 to

address how the Island could expand the ICT sector. This is an area of the Manx economy which

could prove lucrative if the promotion of the Island as a potential business location is successful.

The strategy was developed following extensive consultation with relevant individuals directly

from the industry to produce an action plan. The strategic plan proposes a 5 year ICT sector

growth strategy underpinned by comprehensive research within 4 key strategic areas; developing

skills, supporting existing businesses, attracting new inward investment and supporting

entrepreneurs.

The strategy will be delivered by the Department of Economic Development in association with

the Manx ICT Association (MICTA). MICTA is led by a steering committee of representatives from

local IT providers who have been keen to take the lead on developing the strategy with support

from the Department. The organisation appointed a Chief Executive with effect from the 1st April

2014 so it is expected that delivery of the strategy will begin from 2014-15 onwards.

Although it is too early at this stage to see any significant progress, key performance indicators

and conditions have been set around the approval of funding to identify;

Growth in ICT Sector employment opportunities

Incremental increases to GDP

Additional Exchequer benefits through direct and indirect taxation

This will be monitored annually as part of this report.

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2.3 Country Strategy (Africa & Latin America): £294,000 NEW - IN PROGRESS


In October 2013, the Department of Economic Development obtained approval from Treasury

and the Council of Ministers to reallocate the underspend against the MIF application for the

Director of International Business to the expansion of the delivery of the Country Strategy. It was

evaluated that this would be a more effective use of resources and would maximise the potential

exposure the Island would achieve on a global basis.

This funding is now intended to be applied to the initiation and development of new Country

Strategies in Sub Saharan Africa and Latin America. This is budgeted to incur up to £50,000 pa

for 3 years in each market as the two countries have been recognised as important sources of

business over the last two years. This can be particularly seen in the banking and life insurance

industries.

Since approval, an extended phase of desk top research has been undertaken allowing an

operational delivery plan for Africa to be produced. For Latin America, several delegations have

been hosted in the Island but to 31 March 2014 no expenditure against the MIF allocation has

been called upon for either of these regional markets. Full implementation requiring the allocated

funding is now only likely to take place later in 2014/15 once the final strategy has been agreed.

So far, without using the MIF financial support, DED have been able to make contact with over

100 professional intermediaries in Latin America by virtue of working closely with the industry to

host visiting delegations and help persuade them to place business here. This benefit is as yet

unmeasurable with regard to tangible economic benefits however; initial results are expected to

be positive.

A number of KPI‟s were set as part of the MIF approval process. Based on a full year of projected

activity and expenditure, these are expected to generate on an annual basis;

50 -100 contacts across the two countries pa

5 – 10 business meetings with companies from key industries pa

5 – 10 pipeline leads pa

5 business conversions overall with an expected Exchequer return of £750,000 in total

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2.4 Country Strategy (China, M East, India & Russia): £430,000 NEW - IN PROGRESS


Similar to the proposals for Africa and Latin America, further funding was sought in November

2013 for the ongoing delivery of the Country Strategy in China, the Middle East, Russia and

India. This application is a continuation of the work undertaken in 2012/13 and 2013/14. The

benefits and progress achieved to date against this work is evaluated under initiative 3.4.

As the new campaigns will not commence until after the 1st April 2014, there are no measurable

benefits that fall within the 2013/14 financial year. However, momentum established under the

correspondent strategies prior to this are expected to yield ongoing results well into 2014 and

these will be reported as part of the 2014/15 MIF report. Revised KPI‟s have been put in place

for each of the years 2014/15 and 2015/16 against each of the 4 markets in the expectation that

positive results will be realised based on the strong foundations that have already been

established.

The Department will be undertaking a process in 2014 to retender and replace a number of the

service providers for overseas representation in China from October 2014. This work will be done

in conjunction with Procurement Services within Treasury to ensure that the most cost-effective

return on investment can be achieved. Access to the second year of funding for 2015/16 is

subject to further approval from Treasury based on the achievement and progress made against

performance targets during 2014/15.

A number of KPI‟s were set as part of the MIF approval process. Based on a full year of projected

activity and expenditure, these are expected to generate over the 2 years;

1,200 contacts to be made across the four countries

680 business meetings with companies from key industries in total

100 pipeline leads

28 business conversions overall with an expected growth in GDP of £4,600,000 and up to

100 new jobs

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2.5 National Road Cycling Championships 2016: £103,000 NEW - NOT STARTED


As part of its role in developing special events for the benefit of the Island‟s visitor economy, the

Department of Economic Development identified an opportunity for the Island to bid to host the

British Cycling National Road Championships in 2016. The proposal was also developed in line

with the Department‟s Business Plan “Where You Can” which aims to grow visitor numbers and

their spending through additional efforts targeted at niche segments and new events.

The Tourism Events Key Performance Indicator is to deliver 15,000 non-motorsport event visitors

by 2015. The Department recognised the opportunity for a major road cycling event for the Isle

of Man. Such an event would enable the Island to take advantage of the increasing popularity in

cycling in general and, in particular, the achievement of Manx cyclists at the elite level in the

Tour de France and at the 2012 London Olympics.

The Department currently supports successful cycling events including the Youth Cycle Tour and

the End2End Mountain Bike Challenge which both attract significant visitor numbers. A new road

cycling initiative is also underway to develop the Lighthouses Sportive into a major tourist event.

The Isle of Man has an enviable cycling history through the Isle of Man International Cycling

Week 1936-2003, which attracted competitors of the calibre of Eddy Merckx, Sean Kelly, Steve

Joughin, Chris Boardman and Graeme Obree to name just a few. The event is still remembered

fondly by many in British Cycling.

The British Cycling National Road Championships is a prestigious, annual event which takes place

in late June. The event attracts Britain‟s elite riders and teams. The weekend is set aside for pro-

cyclists to return from their international team duties to compete in their respective National

Championships. The British Championship comprises men‟s and women‟s time trials, and road

races. The Time Trial Championships take place on the Thursday of the race week with the

National Road Race Championships on the Sunday. The two day gap in the schedule allows for a

mass participation „sportive‟ on the Saturday of the race weekend. (A sportive is a long distance

challenge event. Sometimes they are timed and can be competitive, but for most they are a fun

event.) The sportive provides the opportunity in this case for visiting cycling enthusiasts to ride

the same course as their cycling heroes.

The 2012 Championships took place in Ryedale, North Yorkshire. The 2013 Championships took

place in Glasgow from Thursday 20th June to Sunday 23rd June. The men‟s road race was won

by Mark Cavendish MBE, with Olympic gold medallist Peter Kennaugh MBE in fourth. Peter went

on to win this year‟s event in Monmouthshire demonstrating that in the world of cycling, the

Island is world class.

The bid will be considered in December this year and it is expected that no funding will be

withdrawn from the MIF until the race takes place in 2015. Local economic spend is expected to

be in the region of £440,000 indicating a positive cost-benefit ratio in relation to local businesses.

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2.6 TT & Festival of Motorcycling Marketing: £208,000 NEW - IN PROGRESS


This application allowed the Department to extend their marketing strategy for the TT and the

Festival of Motorcycling (FoM) for a further two years. The main objective of the current project

is to create a campaign designed to generate further increases in visitors and commercial

revenue for the TT and the FoM. The project commenced in March of this year and has so far

delivered the following initiatives:

Press trips: Press trips from high circulation leading UK and international press titles have been

arranged and delivered. Confirmation has been provided of a guaranteed level of coverage

including the preview and review of all races as well as promotion of wider Isle of Man tourism

and business messages.

Photography: A photographic agency has been contracted to provide “rights free in perpetuity”

images which are available free of charge to all media worldwide. Images are also used for all

promotion and marketing collateral.

Media Launch: The on-Island press launch was timed to generate significant UK and

international preview press coverage and create promotional content (imagery and film) which

was distributed into global press databases and via Government owned social media channels.

This provided additional and important activation opportunities for event sponsors.

As outlined in update 3.14, success of the existing programme was measured through a visitor

survey undertaken by Economic Affairs. The Department have completed an analysis of the

overall strategy to determine which elements worked and which were less effective. This has

resulted in a reduced bid to the Marketing Initiatives Fund for 2014 and 2015. Parts of the

strategy that have been removed include media monitoring and advertising which will now be

done online and through social media; and the funding of VIP trips that were used to enhance

press coverage. A greater commercial presence and the use of sponsorship have also reduced

the need for generating significant additional levels of media exposure.

The KPI‟S for the next 2 years have been set as follows;

Baseline

(2013)

Target Improvement

by 2015

Improvement

%

Visitor Numbers 52,900 58,900 +6,000 11.3%

Economic Benefit £24.9m £27.7m +£2.8m 10.1%

Exchequer Benefit £4.5m £5.0m +£0.5m 10.0%

Annual reporting is difficult with a project such as this because independent verification needs to

be undertaken by the Economic Affairs Division. A visitor survey will be undertaken at the end of

the second year but any more frequent than every 2 years would not provide sufficient value for

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money. Full evaluation of the first year of this project will take place during December 2014

when all results from the TT and Classic TT are expected to be available.

2.7 Visitor Economy Strategy 2014-16: £400,000 NEW - NOT STARTED


This application is a continuation of the delivery of the Visitor Economy Strategy for which

funding ending in March 2014. The results of this work can be seen at 3.4. The Department have

undertaken an analysis of the current strategy to determine which elements worked and which

were less effective. This resulted in a realignment of the budget towards those areas which the

Department consider to be under-exploited and/or underperforming. Parts of the strategy that

have been introduced include a focus towards returning, activity and business visitors. This also

includes a shift towards digital mediums to reduce costs and maximise target audiences.

KPI‟s for the programme have been set to improve;

Visits to the VisitIOM website

Visits to the gov.im website

App Downloads

Online Bookings

Email Contacts

Equivalent Advertising Value

Overall visitor numbers

Exchequer benefits

The funding identified has reduced substantially from 2009 from a budget of almost £1 million

per annum down to around £200,000 forecast for each of the next 2 years. The KPI‟s suggested

here are relatively specific and linked to each item of expenditure and are therefore considered

to avoid this issue of double counting as much as it possibly could be.

The Visitor Economy Strategy runs until 2015 when it will need to be updated and reviewed

accordingly. This bid will fund the remaining 2 years of the strategy, after which the Department

will need to fully cost out a new strategy as part of any future bids.

Expenditure against this application will not begin until the 1st April 2014 and therefore is outside

the scope of this report.

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3. Update Reports on Applications still in Progress

This section of the report contains a summary of each application still in progress and those

which have been completed during the year. This includes details on what activities have been

undertaken and whether any measurable benefits have been realised.

3.1 Captive Insurance Industry Marketing Strategy: £194,000 IN PROGRESS


£194,000 was approved in 2009 to cover a 2 year marketing programme for the Captive

Insurance Industry on the Isle of Man. This was to ensure the delivery of the recommendations

outlined in the Bennet Review. Specifically, this involved funding the promotion and attraction of

new businesses on the Island through publicity campaigns, attendance at conferences and

improvements to information systems.

To date, the implementation of the strategy has continued beyond 2009/10 at a much slower

pace than anticipated. The market remains weak and the focus going forward will be on

continuing to build awareness and the Island‟s profile in the short term, to ensure a strong

position as possible once the market improves. Work will continue to deliver the

recommendations as outlined.

Since the end of the 2012/13 financial year, a request was approved by Treasury to extend the

time frame for delivery until March 2014. This is primarily due to the delay in expected

improvements to the market. Funding has been utilised this year towards the placement of

targeted advertising and attendance at key conferences such as BIBA in 2014 and the European

Captive Forum.

Going into 2014/15, the validity of the bid will be re-evaluated to determine whether the funding

should continue to be ring fenced towards the marketing of this sector or whether it should be

released to contribute towards new and upcoming priorities elsewhere.

Key Measurable Outcomes

Attendance at International conferences has increased the Island‟s profile

Registration of one major new captive undertaken with another in the pipeline

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3.2 E-Gaming Asian & South America Market Access: £300,000 IN PROGRESS


Initially, funding was granted for the development of e-gaming sector business from the Asian

and South American markets. Following close liaison with the sector it was proposed to re-focus

activities to expand the bid to include additional „growth‟ markets. Activities include bespoke

business development trips to engage with intermediaries such as lawyers and accountants and

to attend gaming related trade shows in existing and new markets to seek to attract new

operators and business streams.

Through business development activities in existing markets in Asia, additional full licences were

issued during 2013/14 to Asian GBE (Full) and the International Gaming Cooperation (Full)

generating revenue from licensing of £80,000. Having widened the focus of the team‟s

attention, further development work has taken place in Israel, Europe and North America which

is resulting in promising potential new business streams. There are active and on-going

discussions with Israeli operators, including Tradologic the second largest binary options operator

who is currently preparing a licence application; and a new business stream of „Lottery Resellers‟

which is likely to result in further new business. Additional site visits are currently being

prepared for 2 operators as a result of the work undertaken in North America.

The Department have opened negotiations with the Maltese Regulator to further develop the

existing cooperation agreement to provide closer working relations between our jurisdictions and

work with the IMGL has resulted in a commitment to hold a Master-class on the Isle of Man and

cooperate in future events. All of these activities are likely to increase the number of operators

based on the Island and continue to raise the reputation of the Island‟s eGaming sector.

The drawdown of the budget has been slower than expected and the sum of £300,000 from the

original bid of £600,000 has been transferred to the Space MIF application in line with the

change in Departmental priorities. To date, £151,403 has been spent on delivering the strategy.

With the advent of the new e-Gaming strategy, business development activity is increasing

significantly which is where the majority of the approved funding will be spent.


New Licenses issued to a number of on-island e-Gaming companies

Licence income generated of £80,000

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3.3 Public Perception Monitoring & Evaluation: £99,670 COMPLETED

Chief Secretary’s Office

This bid funded the monitoring and evaluation service to conduct a Public Perceptions audit and

to undertake awareness and perceptions tracking. £99,670 was approved in August 2009 to fund

the engagement of Lansons PR Company to carry out the work which will in turn, inform the

development of the Government‟s Communications Strategy and influence future decision

making. The data provided assisted efforts to highlight the Island as a prime place to live and

work which will benefit the wider economy by attracting quality businesses to be based here

generating jobs and business opportunities for Island residents.

The funding provided was used to support 4 waves of research. The 4th wave was undertaken in

July 2013 and the results were presented to the Chief Minister and the National Strategy Group.

Research was conducted with a representative sample of the UK public including several key

business decision makers. The findings from this data have been used to understand;

- Opinions from a range of stakeholders about the Isle of Man

- Emerging issues or key considerations that need to be included in decision making

- How the data can be used by the Communications Team to adapt current policies

- How the information should inform the content and delivery of the Communications Strategy

The total amount drawn down from the MIF was £29,115 with the rest funded through revenue

resources. The remaining balance has now been relinquished into the fund.


Evaluation of media content completed

Public Perceptions Audit completed

Communications Strategy is well informed and relevant to current opinion trends

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3.4 Tourism Marketing Budget 2009-2014: £1,965,800 COMPLETED


This bid focussed on the delivery of the Tourism division‟s overall marketing strategy.

During the year, Tourism attended 3 exhibitions to promote the Island as a holiday destination.

1. Destinations London – The demographic attending this show fit entirely with our target

market of over 45‟s. During this show, we obtained 200 new contacts and ascertained

that the main interests in visiting the Isle of Man were walking, heritage railways and

heritage attractions. We attended the show in conjunction with the private sector who

were trained before attendance. Feedback from these partners was excellent.

2. The Outdoor Adventure & Travel Show – The demographic of this show are those who

enjoy active and outdoor activities – this is a key niche market. Again, we attended this

show with our partners, including DEFA and made 112 new contacts for the Department.

3. Best of Britain and Ireland – This is the largest groups and trade show in the UK and we

attended with Manx National Heritage, Heritage Railways and Isle of Man Steam Packet.

Feedback from both parties was good and we made 54 new contacts

In addition to this, several successful joint partnership campaigns have been undertaken with

Citywing, the Steam Packet, Premier Holidays and the Sefton.

Success of the programme was measured through a number of visitor surveys that were

undertaken by Economic Affairs. The results have been summarised below alongside the

performance indicators that were set as part of the last year‟s submission.

ACTUALS

Baseline

(2012)

Target Forecast to

YE 13/14

Improvement Improvement

%

Visitor Numbers* 241,560 250,000 250,754 9,194 3.8%

Economic Benefit £84.8m + 5% £94.0m + £5.2m + 6.1%

Exchequer Benefit £10.6m + 5% £11.8m + £1.2m + 11.3%

* Target adjusted from 300,000 to exclude visitors related to the TT/Festival of Motorcycling

The results are positive and show that the KPI‟s have all been surpassed when compared to

2012 numbers and the pre-agreed targets. The targets and results have been adjusted to try to

ensure that benefits are not double-counted by each of the Department‟s specific marketing

strategies. For example, all the figures have been decreased to remove the number of visitors

that come to the Island in relation to the TT or Festival of Motorcycling.

The results indicate that from a total spend of £1.8 million there has been a cost benefit ratio of

1:6.6 meaning that for every £1 spent, £6.56 was brought back into Treasury. During the year

2013/14 visitor spend increased to £367 per visitor. Whilst we acknowledge that this increase

cannot be entirely attributed to the increase in leisure visitors we believe that our marketing

strategy is directly influencing the increase.

Although this application only covered expenditure to the end of financial year 2013/14, Treasury

have approved a small carry over into 2014/15 to clear all outstanding invoices. This will not be

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included in the 2014/15 report given that this relates only to an accounting adjustment. The

continuation of this work is outlined under section 2.7.


4% increase in visitor numbers over 2 years

6% increase in economic benefits into the local economy

11% increase in exchequer benefits

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3.5 Ship Registry Marketing: Far East: £75,000 IN PROGRESS


This application is a continuation of the Far East Initiative delivered in 2011/12 and 2012/13

targeting ship owners and managers in the key Asian regions of Singapore, Japan, China and

South Korea. During the past year, the Director of the Shipping Registry has undertaken two

visits to Singapore and one to South Korea, during which he successfully delivered two

presentations to local ship owners in Seoul and Busan in partnership with the Korean Register of

Shipping.

In 2013/14, the share of Asian-operated tonnage on the register grew from 31% to 43%. This

means that since the initiative was introduced, the Asian share on the registry has more than

doubled from the 20% it originally was in 2011. 32 Asian-controlled ships have been added to

the register this year generating initial enrolment fees of £32,000. Of the 32, 20 of the vessels

have re-flagged to the Isle of Man from Singapore, Panama and Hong Kong. There will also be

ongoing service fees in relation to mandatory surveys, certificates etc, that the Ship Registry will

generate in relation to each vessel. This is expected to generate in the region of £44,800

meaning that total annual recurring fees from the number of Far Eastern vessels (104) is

approximately £145,600 since the Far East Marketing Initiatives funding was provided. In

addition to this, the Ship Registry will generate at least £48,000 into the local economy for

professional services provided by CSP's/representatives generated by the addition of the 32 Asian

ships.

Going forward, the Ship Registry is looking to secure a Business Development resource in

Singapore after the closure of the Cain‟s office and will fund the new resource from the

remainder of this bid. This was originally to be in place by September 2013 but was significantly

delayed due to last minute resourcing issues. This resulted in the recruitment process having to

be completely re-undertook with the newly appointed individual now due to be in post from the

9th June 2014.

The expected cost of this requirement is projected to be in the region of £30,000 p.a. Interest

continues to grow in the Far East, particularly in Singapore, as the Isle of Man Ship Registry's

reputation becomes more widely known.

The Ship Registry will be seeking further funding to secure Business Development resource to

underpin the work and business relationships that have been developed in the Far East with

expectation of increasing the number of Asian controlled ships that register with the Isle of Man

using Isle of Man companies and also to increase the number of Far East clients.


Asian operated tonnage on the Ship Registry increased from 31% to 43%

32 new Asian controlled ships generated an additional £32,000 in Enrolment Fees alone

Incremental benefit to the local economy of approximately £48,000 in relation to new

2013/14 vessels

Growth in the overall Shipping Registry of approximately 2% this year.

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3.6 Funds Management Marketing Strategy: £266,000 IN PROGRESS


The purpose of this initiative is to develop and implement a new programme of marketing and

business development activity over a 3 year period which commenced in April 2011. This will be

used to support the growth of the fund industry, increase the Island‟s fund assets and promote

the establishment of new fund and investment businesses. The expected value of this work to

the industry is estimated to be in the region of;

£82,500 for April 2011– March 2012

£89,000 for April 2012 – March 2013

£94,500 for April 2013 – March 2014

This allocation was approved to support the strategy which had been developed with the Fund

Management Association who spent significant time and effort refocusing their promotion and

development activities on key events and 'best fit' opportunities. This has assisted in the winning

of some new start-up fund mandates. Performance to date has been limited as the sector

suffered significant upheaval caused by the limitations of the financial climate.

There is also an increasing focus on trying to attract new start-up managers to the Island and

further regulatory initiatives have been introduced to help with this. The main KPI has been

achieved. This has seen assets which are managed and administrated in the IOM (which reached

a low of £22bn and may have slipped below £20bn without intervention) have their trend

reversed, and upward movement towards £24bn is expected even though market conditions

remain difficult.

This initiative will be reviewed in 2014/15 to ensure that the allocation is providing the results as intended in the original submission and to identify whether the strategy can be refined to encourage growth and business development wherever possible.


Introduction of several new fund start-up mandates Trend analysis indicating that the Manx industry is recovering following intervention

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3.7 E-Gaming European & UK Market Access: £75,000 IN PROGRESS


In May 2011, Treasury approved an application to the Marketing Initiatives Fund for £75,000

towards representing and promoting Isle of Man e-Gaming operators in the UK and the EU. The

proposal requested funding towards research, professional costs and other expenses to support

discussions with regulators and legislators. This would ensure the Manx e-Gaming industry was

considered and protected in the development of policies and to provide access to markets for

companies registered in non-blacklisted countries rather than those specifically in the EEA which

would exclude the Isle of Man.

After further consideration, it was decided that as these activities can be elongated and time-

consuming, it would be appropriate to seek to widen the scope from just Europe and the UK to

include negotiations within any target market. The work undertaken includes attendance at trade

shows and events and high-level introductions and negotiations with senior tribal leaders and

their intermediaries. Over the past year, significant progress has been made with the Native

American Tribes. We have established strong links with the Tribal Internet Gaming Alliance and

are actively pursuing how we can work together for mutual benefit. There is a lot more work to

be done in this area, and work continues with the National Indian Gaming Association and with

the Global iGaming Summit and Expo to further promote and raise awareness of how the IOM

can help tribes to go online. We anticipate this activity may provide a significant new business

opportunity and a profitable income stream.

Market Access is a highly complex and time-consuming activity and forward spend is often

difficult to predict. Currently spend in this area has been minimal and where possible has been

met from within revenue budgets.

Whilst plans are in place to continue to develop market access, particularly with our European

and North American tribal partners, as a good corporate citizen, we will pay particular attention

to the predicted spend in this area and if it appears that we will not meet our spending

projections, we will alert Treasury to this possibility with a view to offering to return all or part of

the under-spent budget.


E-Gaming Agreements in place with Denmark and Malta

Consultation undertaken against the EU White Paper on e-Gaming regulations

Negotiations progressed with 3 EU Member states

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3.8 External Perception Monitoring & Evaluation: £150,000 IN PROGRESS


The primary purpose of this activity was to increase the external perception of the Isle of Man

product offering through consistent and coherent marketing communications at a cross sector

level. This consisted of 3 initiatives;

1. Developing the Department's Customer Orientation: Fundamental to this deliverable is the

development of a CRM system which is used by Business Development Managers to build up

leads, pipelines and contacts. This has been implemented throughout the business and is a prime

tool for customer insight and lead generation. This work has now been completed.

2. Creating marketing materials with a consistent visual identity: Initially 8 factsheets were

developed for industry and the Business Development Managers to use to 'sell' the Island. This

includes factsheets for Aviation, Yachting, Space, Banking, Captives Insurance, Funds,

Retirement Solutions and eGaming. These sheets are used extensively off Island and

internationally at events, meetings and exhibitions to promote the Isle of Man as a place to do

business. They were developed in close association with the various trade bodies who wrote the

technical content which was then tied in with a specially developed sector image. Some have

been translated into Russian and used at conferences in Moscow to tie into the Country Strategy.

This work has also been completed.

3. Exploiting digital marketing opportunities: The main focus of work undertaken in 2013/14 has

been ongoing improvements to the “whereyoucan” website. The website is effectively a 'one stop

shop' for people interested in investing in the Isle of Man and has replaced 10 separate inward

investment websites simplifying the customer journey. As well as containing information for

potential investors and high net worth individuals, it is a resource centre for industry to go to for

information such as presentations, fact sheets, articles and stats and figures. During the past

year, work has included:

The purchase of the .com domain name which will increase our presence internationally (the .im address meant that most of our searches were coming from the Isle of Man)

The creation of a “whereyoucan” video which is being used within the Department at events and also by Industry at events and during presentations

The development of a Blog which has improved web visits by 20% since its launch

It is difficult to measure the amount of new leads that have been directly received as a result of

the above activities; however, we do know that one strong lead was received directly as a result

of an eGaming blog post. Feedback from the industry states „there has been a marked

improvement in the last few years in marketing material‟ and the website has seen an increase in

the number of annual visitors from 36,000 to 40,000. The next stage of the project will be the

redesign of sector images which have been used extensively and are becoming over-used.


Website is averaging around 3,400 visitors per month and is the 'hub' of the project

Several industry specific marketing factsheets developed with a consistent identity

20


3.9 Pensions Industry Marketing Strategy: £220,000 IN PROGRESS


The Council of Ministers approved £220,000 over 2 years in July 2011 towards the delivery of the

Pensions Industry Strategy. This aimed to provide funding to develop and deliver the marketing

strategy recommendations for the sector as outlined in the IOM Association of Pension Service

Providers (APSP) report, “Marketing Plan & Budget Proposals”. This work is a joint project

between the Department of Economic Development and the IOM APSP.

Implementation of the strategy has stalled and commitments to the approved funding have been

lower than expected mainly due to market disruption as a result of regulatory changes regarding

Quality Recognised Overseas Pension Schemes (QROPS) in the UK by HMRC. This is expected to

increase and the economy and performance in the industry are showing some signs of

improvement. To support this, updated management information systems have been

implemented in line with the requirements of Manx PSP companies to ensure any new business

opportunities are tracked and monitored accordingly. Work has also been completed to look at

the products which are being offered on the market and ensure that any new products are

developed to support the overall product offer.

Looking forward to 2014/15, the Department are working closely with regulators and the Manx

industry to adapt the marketing strategy to changes in market conditions and ensure the delivery

plan remains fit for purpose and in line with the requirements of UK provision.


Limited to date due to the delay in implementation of the strategy

Implementation of the HMRC Consultation on QROPS local and international changes

Introduction of new management information system

21


3.10 Country Strategy: China, Middle East, India & Russia: £584,000 COMPLETED


In July 2011, Treasury and the Council of Ministers approved £334,000 for China and £250,000

for the Middle East towards the delivery of targeted marketing strategies over a 2 year period.

This took the provision of the programme to 31st March 2014 and therefore all the activities

planned within this period relating to this budget have been completed.

The strategy implementation in China has been the key priority and work has built progressively

since 2011 with quarterly visits culminating in the delegation led by the Chief Minister in March

2014. Activities and events in China have led to the successful generation of over 586 contacts,

4 FDI business start ups and over 20 project leads still in the pipeline that are yet to be fully

developed. In October 2012, the initiative funded the recruitment of a Chinese representative

and additional PR support from April 2013 to assist the ongoing delivery of the strategy.

The progress in the Middle East has been a little slower with a smaller number of visits and

events held. To some extent, the delivery of the strategy has suffered from a degree of

interruption and delay due to an unexpected change in resources. This was resolved as quickly

as possible and work was ramped up considerably from June 2013 onwards. A reallocation of

some of the under spent funding was agreed with Treasury at the beginning of the year to

support a widening of the existing Country Strategy to include initiatives for Russia and India.

This amounted to £67,000 for these two markets during the financial year 2013/14 (£30,000

India and £37,000 Russia).

Progress on India has been slower than expected in 2013 due to market turmoil and election

fever within the country. This has resulted in reduced spend below that which was expected but

some pleasing early business results. Russia has been an even later start with a low level build of

activity mainly in the latter half of 2013 culminating in events and work in London in early 2014.

This work has been partly undermined now by the Crimean/Ukraine crisis and this will need

further in-depth monitoring before the future strategy is resolved.

The Country Strategies for China, Middle East, India and Russia were revised and rewritten in

Oct 2013 to apply for funding towards the ongoing implementation from April 2014. Treasury

and Council of Ministers approval has since been granted for this - see 2.3 for further details on

future strategy plans.


Creation of 3-7 jobs from Chinese businesses

Nearly 800 contacts made across key target industries China - 4 new FDI Business Start Ups with another 20 still in the business development

stage India - 2 new FDI Business Start Ups with another 5 still in the business development

stage

22


3.11 Lanson’s PR Contract 2012-2014: £750,000 IN PROGRESS

Chief Secretary’s Office

This MIF application replaced the existing contract which expired on December 2011 with a 3

year extension that came into operation on the 1st January 2012. This funds an annual cost of

£250,000 to Lansons PR agency (following competitive tender) who deliver a centralised

programme of public relations for public affairs under the management of the Head of

Communications. This focuses on delivering the aims of Government‟s strategic priorities through

enhancing the Island‟s international reputation, positioning the Isle of Man as a leading

international business centre and encouraging further economic growth and inward investment.

During the year, Lansons has provided advice on how, where and when to promote the Island‟s

position on the tax transparency agenda, to ensure the Isle of Man‟s reputation remains positive.

The Isle of Man has gained an international recognition for its first-mover status regarding

FATCA and differentiation from other Crown Dependencies and Overseas Territories. This

resulted in the UK Prime Minister David Cameron saying in Westminster that the Isle of Man

could no longer be described as a tax haven

In addition to the tax issues, there have also been many positive stories that demonstrated the

Island‟s cultural identity, economic diversification and enterprising spirit. They have also led on

coordinating the response to the acceleration of global transparency standards by moving first on

UK FATCA, managing the Isle of Man‟s contribution to the pre-G8 Summit on tax, trade and

transparency, progressing the Island‟s targeted political and business engagement plan and

managing high-profile events, including attendance at UK party conferences

Lansons has also worked with the Chief Secretary‟s Office to agree and assist in delivering a

robust programme of engagement for the Chief Minister, Treasury Minister and Minister of

Economic Development has resulted in a series of meetings with influential leaders in

Westminster, Whitehall and the City of London, as well as embassies accredited to the Court of

St James.

As required by the contract, the agency formally charted the regular contact between the Chief

Secretary‟s Office, the Department of Economic Development and the agency, itself. Each

quarter, activity was reviewed formally and plans made for future. Lansons also provided

monthly reports, and updated the client in weekly conference calls and daily updates.

Lanson‟s will continue the delivery of the Marketing strategy over the next year in line with contract specification.


Positive press about Manx events over the last financial year

Political Relationships developed on behalf of the Isle of Man Government

23


3.12 Space Industry Marketing Strategy: £300,000 IN PROGRESS


In October 2012, the Council of Ministers approved the transfer of £300,000 from the budget for

targeting the e-Gaming market in Asia and South America, to allow continuation of the delivery

of the Space Industry marketing strategy over the following 3 financial years. The main aim of

the funding provided was to support the DED Space Commerce Consultative Committee‟s

business development efforts and increase the Government‟s sponsorship of the International

Space University (ISU) in Strasbourg, France.

The ISU has been a long term supporter of the Manx space industry and is recognised as a

global hub for space commerce. Their work over the past year has included founding the

International Institute of Space Commerce and representing the Isle of Man internationally at

events. This has included the naming a lecture theatre after the Island and referencing materials

in its lectures specifically in relation to Manx involvement in the space programme.

Although it is too early to see any tangible benefits, much work has been undertaken during the

last 12 months to raise the profile of the Island as follows;

Sponsorship of Euroconsult Paris Event in Sept 2013 attended by SCCC board members

and Political member.

Isle of Man Where You Can branded sponsorship of a table and 6 guests at the

Washington Satellite Society of Satellite Professionals International (SSPI) Gala in March

2014 resulting in 5 commercial opportunities for local corporate service providers.

ISU led International Institute of Space Commerce continues to be based on Island

A key local business representative accepted to the ISU board of trustees in 2014 and

reports back to the Department of Economic Development on their activities

A Manx business representative retains seat on the ISU Executive board

Isle of Man branded ISU lecture theatre and course content resulting in over 200 future

and present space managers from more than 30 countries being familiar with the role of

the Isle in the New Space Economy.

26 Manx representatives have attended ISU Executive Space Course since 2006.

8 ISU Masters degrees awarded to local business people in Space Commerce

Additional local awareness training provided for 30 delegates

Isle of Man accepted as a member of the International Astronautical Federation (IAF)

ISU represents the IOM at International Astronautical Congress each year which is

attended by representatives from all around the world

24


The focus of the next two years will depend on proposals put forward by the private sector and

evaluated by the Committee against a framework to consider return on investment, value for

money and relevance.

3.13 TT World Series: £100,000 COMPLETED


Approval was given for the Department to investigate the opportunities of economic

development which might arise from launching a TT branded World Series of motorcycle road

races. The Department has protected the TT brand by way of UK trademark registrations for

both “TT” and the official TT logo. Through this, it has the right to appoint official race sponsors,

official TT service providers and official licensed partners.

In April 2012, The Sports Consultancy presented their findings to the Department and the

Department began considering their options and making plans for the way forward. The findings

from this data have demonstrated that;

- TTWS would significantly increase the global media exposure of the Isle of Man

- Based on 5 rounds, the races could be watched live at venues by 130,000 spectators pa

- This publicity would generate an increase in promoting the Island to other visitors/tourists

- Strong relationships would be built with international host cities

- Good levels of income would be generated through branding rights

- The TT World Series project is about to recommence following analysis of the original MIF

funded feasibility study by the Department and COMIN.

The MIF paid for phase one which saw The Sports Consultancy contracted to produce a

feasibility study for a TT World Series (TTWS) concept.

The Council of Ministers has now agreed for the second phase of this project to go ahead which

will result in the procurement of a third party, commercial promoter to take the series forward

and to invest the capital required.


Completion of the Feasibility Study into the TT World Series Greater understanding of the financial and non-financial benefits of its deliverability

25


3.14 TT Races & Manx Grand Prix Festival Marketing: £453,000 COMPLETED


The primary aim of the original application to the MIF was to increase visitor numbers for the TT

to approximately 35,000 and 13,000 to the Manx Grand Prix (MGP) by 2013. This would also aim

to increase revenues into the Isle of Man economy at approximately £3.6m per annum.

The original marketing campaign for the TT and FOM has come to an end at a remarkable time

of growth for both events. Global trends for motorsport events have seen decline in almost all

sectors during this time, as the economic downturn continues to take effect. However the TT

brand has never shone brighter and with the introduction of the new Classic TT Races into the

Festival of Motorcycling (FOM), both events are more popular than they have been for decades.

More professional organisation, matched with efforts to attract the best young riders and all of

the leading race teams, has allowed the events to be exploited commercially due to their

increased exposure while world class television production and distribution has taken the story of

the TT into more homes in more countries than ever before. A dynamic 52 week Press Office has

fed the TT and FOM‟s unique content into more publications and news outlets, whilst a well

thought out digital marketing strategy has reached out to millions of people on line through the

official event website at iomtt.com, the official social media channels on Facebook, Twitter and

YouTube and the Isle of Man TT Mobile App.

From a position whereby the future of the TT was considered to be under threat, with pressure

from the UK‟s Motorcycle Industry Association mounting, the TT and the FOM are now

considered as highlights of the UK motorcycling calendar. The TT brand is now valuable to

sponsors and licensees and the TT and Classic TT events recognised as the undisputed leaders in

their sectors. Event attendance has risen throughout this period, increasing the events

contribution to the economy and creating employment opportunities in many different sectors.

The Department is certain that while there have been several different factors in generating this

success, without the activity paid for by the Marketing Initiatives Fund, the results achieved

would have been significantly reduced.


The results have been summarised below alongside data from 2010 and the performance

indicators that were set as part of the initial submission are also included to measure future

performance.

Baseline

(2010)

Target

by 2013

Actual

by 2013

Improvement Improvement

%

Visitor Numbers 39,900 48,000 52,900 +13,000 32.6%

Economic Benefit £17.1m £20.1m £24.9m +£7.8m 45.6%

Exchequer Benefit £3.08m £3.68m £4.50m +£1.42m 46.1%

26


4. Isle of Man Government Strategic Fit

The Agenda for Change document published in January 2011 outlined 5 key priorities to support

service delivery and the role of Government over the next few years;

Growing the Economy

Environment & Infrastructure

Good Government Income & Expenditure

Wellbeing & Welfare Reform

It is considered that the initiatives which have been approved during this financial period and

those which have continued to draw down funds to support existing applications, will

contribution towards the Government‟s aims on Income & Expenditure and Growing the

Economy. The criterion for investment includes quantifiable benefits to the economy that can be

measured to determine success.

3. Financial Report

The Fund was established in 2005 with an initial allocation of £2 million from the General Fund.

Future budgets increased this available balance to £15 million with a further transfer of £3 million

from the Economic Development Fund. In addition to this, the unallocated budget continues to

accrue interest and this is added to the available balance at the end of each financial year.

The closing uncommitted available balance at 31st March 2014 is approximately £2,200,000

which can be used to deliver future marketing initiatives. The actual balance at 31st March 2014

is £5,112,613.

- Appendix 1 shows funds utilised since inception and an overview of future commitments

- Appendix 2 gives the projected spending profile of new applications approved this year

- Appendix 3 is the detailed overview of all initiatives expenditure by financial year including

projections for those which have not yet completed.

4. Outlook

As there will still be constraints on transfers from revenue over the next few years, the

evaluation process for approval of submissions will be thorough and robust to ensure funds are

allocated prudently. A higher level of focus will be placed on identifying the measurable benefits

and outcomes that are produced as a result of this funding. Support will still be restricted to

marketing initiatives only and will not extend to ongoing revenue commitments which must be

met by the existing revenue budgets held by each Department.

The purpose and underlying objective of the Marketing Initiatives Fund remains a keystone in the

strategy for economic development and the promotion of growth by attracting inward investment

and showcasing what the Island can offer in relation to its business prospects.

27


Appendix 1: Marketing Initiatives Fund – Cash Flows of Actual and Committed Approvals

Fund Summary - Marketing Initiatives Fund

Approved Bid Value

2005/06 2006/07 2007/08 2008/09 2009/10 2010/11 2011/12 2012/13 2013/14 2014/15 2015/16 Onwards

£,000 TOTAL TOTAL TOTAL TOTAL TOTAL TOTAL TOTAL TOTAL TOTAL TOTAL TOTAL TOTAL

Actual Actual Actual Actual Actual Actual Actual Actual Actual Committed Committed Committed

Balance Brought Forward 2,000 2,972 6,350 11,720 9,983 11,325 8,716 7,105 6,053 5,113 3,191 2,353

INCOME

Transfers from General Fund 1,000 4,000 6,000 0 5,000 0 0 0 0 0 0 0

Interest on Balance 194 193 1,069 1,005 197 123 104 58 25 21 13 10

TOTAL 0 1,194 4,193 7,069 1,005 5,197 123 104 58 25 21 13 10

EXPENDITURE

Funds drawndown for;

Approvals made in 2005/06 1,996 223 815 670 163 125 0 0 0 0 0 0 0

Approvals made in 2006/07 209 0 0 169 37 0 0 0 0 0 0 0 0

Approvals made in 2007/08 3,633 0 0 860 1,480 659 66 0 0 0 0 0 0

Approvals made in 2008/09 2,634 0 0 0 1,061 1,132 173 21 49 13 63 0 0

Approvals made in 2009/10 7,081 0 0 0 0 1,803 2,294 1,056 633 112 219 0 0




Approvals made in 2013/14 1,865 0 0 0 0 0 0 0 0 127 1,017 464 103


TOTAL 21,244 223 815 1,699 2,742 3,718 2,731 1,715 1,109 966 1,943 851 163

General Fund Transfers 0 0 0 0 137 0 0 0 0 0 0 0

Balance Carried Forward 2,972 6,350 11,720 9,983 11,325 8,716 7,105 6,053 5,113 3,191 2,353 2,200

28


Appendix 2: Marketing Initiatives Fund - New Applications

NEW MARKETING INITIATIVES FUND APPLICATIONS Up to 31/03/2014

Total Bid Value

Actual Expenditure

Planned Expenditure

Planned Expenditure

Planned Expenditure

Progress Status

Ref Dept Date Details Approved 2013/14 2014/15 2015/16 Onwards

79 DED June 13 Classic TT Highlights Programme 80,000

80,000 - - - COMPLETED

80 DED Sept 13 ICT Marketing Strategy 350,000 - 350,000 - - IN PROGRESS

81 DED Oct 13 Country Strategy - Africa/North America 294,000 - 100,000 100,000 - IN PROGRESS

82 DED Oct 13 Country Strategy - China/ME/India/Russia 430,000 - 370,000 - - NOT STARTED

83 DED Feb 14 Cycling National Road Champs 2016 103,000 - - - 103,000 NOT STARTED

84 DED Mar 14 TT & Festival of Motorcycling 208,000 47,102 46,898 114,000 - IN PROGRESS

85 DED Mar 14 Tourism Budget 2014-2017 400,000

- 250,000 - NOT STARTED

Year to 31 March 2014 1,865,000 127,102 866,898 464,000 103,000

29


Appendix 3: Marketing Initiatives Fund: Detailed Project Overview (Approved 2005/06-2013/14)

Marketing Initiatives Fund: Detailed Project Overview (Approved 2005/06 – 2013/14)

Bid Value

To2012 2012/13 2013/14 2014/15 2015/16 FUTURE

£,000 ACT ACT ACT COMM COMM COMM

Approvals made in 2005/06 1,996 1,996 - - - - -

Approvals made in 2006/07 209 206 - - - - -

Approvals made in 2007/08 3,633 3,065 - - - - -

Approvals made in 2008/09 2,634 2,387 49 13 63 - -

E-gaming Asia and South America 600 102 21 29 149 0 0

UN Convention on Climate Change 25 0 0 0 0 0 0

Public Perception Evaluation 100 0 29 0 71 0 0

Tourism Budget

1,966

1,652

107

83

0

0

0

IOM Meat Marketing Campaign 185 6 0 0 0 0 0

Oxford Uni - Small Countries Fin Man 1,000 908 43 0 0 0 0

FT Supplement & Breakfast Forum 51 51 0 0 0 0 0

TV Advertising 750 750 0 0 0 0 0

TTXGP payment to Mr Hussain 50 50 0 0 0 0 0

Lanson contract - 2 yrs 712 627 0 0 0 0 0

Ship Registry - Far East promotion 75 75 0 0 0 0 0

Country listing on HK Stock Exchange 40 0 0 0 0 0 0

F2F Marketing Consultant 3 90 83 0 0 0 0 0

Space Marketing Campaign 1,438 901 379 0 0 0 0 Approvals made in 2009/10 7,081 5,153 633 112 219 0 0

TT Zero 10 100 106 0 0 0 0 0

IOM Creamery 120 70 0 0 0 0 0

TT Races and MGPF 453 183 105 124 0 0 0

Ship Registry - Far East Marketing 2 75 6 23 8 37 0 0

FT Supplement Doing Business in IOM 64 64 0 0 0 0 0

Funds Management Association 266 29 120 27 90 0 0

MNH - L'Orient Interceltique Festival 2 24 12 12 0 0 0 0

Approvals made in 2010/11 1,102 470 261 159 127 0 0 TT Zero 2011 77 75 0 0 0 0 0

Direct Interest Business Development 300 6 0 0 0 0 0

E-gaming European/UK market access 75 0 0 0 8 31 36

External Perception of IOM 150 33 80 9 10 9 0

Pensions Industry Strategy 2011-13 220 8 0 0 100 112 0

China & Middle East Marketing 584 13 120 332 119 0 0

PR contract Lansons 50 50 0 0 0 0 0

PR contract Lansons 2 750 148 0 203 250 150 0

TT World Series 100 34 23 23 43 0 0 Promotion of Manx Queen Scallops 46 0 0 0 0 0 0

Approvals made in 2011/12 2,352 366 103 474 391 307 0

FT Supplement Doing Business in IOM 2 69 0 64 0 0 0 0

Space Industry Funding 300 0 0 80 80 80 60

Approvals made in 2012/13 369 0 64 80 80 80 60

Classic TT Highlights Programme 80 0 0 80 0 0 0

ICT Marketing Strategy 350 0 0 0 350 0 0

Country Strategy - Africa/North America 294 0 0 0 100 100 0

Country Strategy - China/ME/India/Russia 430 0 0 0 370 0 0

Cycling National Road Champs 2016 103 0 0 0 0 0 103

TT & Festival of Motorcycling 208 0 0 47 47 114 0

Tourism Budget 2014-2017 400 0 0 0 150 250 0

Approvals made in 2013/14 1,865 0 0 127 1,017 464 103

TOTAL 21,244 13,643 1,109 966 1,943 851 163

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