removals & storage

October 2011 Number 447 £4.00 www.bar.co.uk

R&S Interview with Mike Nattrass MEP 36 Making your mark in social media 42

Open HighwayThe new alliance between White & Company andThe Bishop’s Move Group

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No: 447 October 2011 www.bar.co.uk

This month:News from Watford 06Industry News 07-15- DfT backs down on licensing changes- HMRC bank accounts close- Goods traffi c to Europe on the up- Cashfl ow and congestion stunt growth- Dartford Crossing battle brews- Severn Crossing work postponed- London LEZ leads to new vans- Thumbs up for VOSA tachograph campaign- Bag it, Bin it!- Guide to Managing Drivers- Speed camera data released- Migration still on the rise- Small businesses see obstacles to going green- Senior Traffi c Commissioner Retires- CBI sees crucial role for PFI - PwC warns on supply chain risks- House prices fall back- Bournes expands fl eet- Britannia Leatherbarrows in container milestone- Harrow Green in Scottish university move- Sponsor BAR Services’ cancer run- McGimpsey wins Charity award- Movecorp takes the lead in Fun Run- Anglo Pacifi c sponsors Aussie sports success- Aussie award for Crown- Globalink takes Sara Brightman show to Kazakhstan- Bulgarian associate in Independence Day celebration- Danish removal men celebrate 100 years- Beverly Smyth celebrates its 165th birthday

BAR Services 16BAR News 17-23- Recent EGM- BAR to present best practice at TAF exchange- Greater online presence for R&S - BAR hosts FEDEMAC General Assembly- Industry statistics (August 2011)- PMA celebrates Sun City conference- Young Mover: Kerry Landymore of Greens Removals- Kent Area goes bowling

QSS Update 24Commercial Moving Group News 25Overseas Group News 25Training News 28European News 34People News 50Diary Dates 52Memberships 54Competition 55

October 2011 Removals & Storage 5

On the cover: Alistair Bingle, Managing Director of The Bishop’s Move Group and Ian Palmer, CEO of White & Company Photograph: Louise Gale, Analytica Media

36

26

48

42

“I am against tolls of any kind. I believe in the Road Fund Licence and reasonable fuel duty.” Mike Nattrass, MEP

- The R&S Interview: Mike Nattrass, MEP- Open Highway: White & Company and The Bishop’s Move Group- Profi le: Going Places with MoveMan- Marketing through social media- Getting ready for Real Time Information- Judge Not, Lest Ye Be Judged- New member: Grants Removals- Rebranding Tippets World

Features 36-50

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Removals & Storage October 20116

BAR News

Editorial Contributions on all aspects of the removals and storage industry are welcome, together with photographs if appropriate.Please contact the Managing Editor, Louise Gale on:Tel: 020 8458 5100Email: [email protected] Deadlines: The deadline for all article submissions for the November 2011 issue of R&S is 30th September.

Advertising For all enquiries and bookings, please contact Steve Pearce on:Tel: 0117 330 8370Email: [email protected]: The booking deadline for all display advertisements for the November 2011 issue of R&S is 6th October.

Subscriptions Removals & Storage is subscribed to by members of the British Association of Removers in the UK and Overseas. Current annual subscription is £48.00 in the UK and £72.00 overseas. Additional subscriptions are available from BAR (see contact details to the left).

Registered as a magazine © The British Association of Removers 2011. ISSN 0034-4265

All rights reserved. No part of this publication may be scanned, reproduced, stored in a retrieval system or transmitted in part or whole in any form or by any means (electronic, mechanical, photocopying, recording or otherwise) without the prior written permission of the British Association of Removers.

Opinions expressed in Removals & Storage are not necessarily those of the publisher, British Association of Removers. The description of a product or service in this publication does not constitute endorsement by the publisher. The publisher does not accept any responsibility for any claims by advertisers. The articles in this publication are for general information only and are not intended to be advice to any specifi c person. Readers are recommended to seek professional advice before taking or refraining from taking any action on the basis of the contents of any article in this publication.

The British Association of RemoversTel: 01923 699 480 Fax: 01923 699 481 Email: [email protected]

Tangent House, 62 Exchange Road, Watford, Hertfordshire WD18 OTG

President: Reg HackworthyDirector General: Stephen VickersCompany Secretary: James Falkner

Removals & Storage is designed on behalf of The British Association of Removers by:Rubicon Marketing Ltd. Tel: 0117 330 8370Email: [email protected]

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Copy and advertising deadlines 2011 for future issues of R&S magazine

NewsFROM WATFORD

Concerns have recently been expressed in the national press and Parliament at Government

plans to ease the planning regime, and in doing so, attempt to stimulate growth in the UK economy. Fears at a ‘concreting over of this green and pleasant land’ are nothing new, and any such outcome would clearly be unwelcome. However, leaving building land and the choice of brown or green-fi eld sites to one side for the moment, it is the roads infrastructure that provides the backbone for the UK economy, and investment in enhancing and improving that infrastructure is to be seen as just that, an investment, and not just a cost. As such this investment must be encouraged, even at a time of economic stringency in the nation’s fi nances. A recent business survey conducted by the Road Haulage Association on current market conditions and what factors might hinder economic growth, found that congestion was ranked as number one. Interestingly, on page 9, we read of plans to increase the capabilities of the Dartford river crossing, which if they come to fruition must be welcomed in the industry.

The Danish Furniture Transport Association (DMF) recently celebrated their 100th Anniversary, and our Director-General, Stephen Vickers, represented BAR at this happy occasion in Copenhagen in mid-September. A commemorative plaque, offering the best wishes of BAR to our Danish colleagues was presented. Much closer to home, on 21 September we hosted an unusually good number of BAR Members here in Tangent House at the EGM. A report on the proceedings of that meeting will be found on page 18.

Electronic EU VAT refund procedures may not sound very exciting, but they are if you are trying to get those refunds in good time. The procedures were simplifi ed at the beginning of the year, and BAR played its part by lobbying activities in achieving that result. Now, the European Commission has published an eLearning guide on the VAT refund electronic procedure, and this can be found at:http://ec.europa.eu/taxation_customs/common/elearning/vat_refund/index_en.htm – I know this is an astonishingly

long website address, but it works, believe me!

Efforts to increase exposure of R&S both to and for Members, for our loyal advertisers, and to a wider audience, are always under consideration, and on pages 18 you will fi nd details of how the magazine will appear on the public facing pages on the BAR website. Also, don’t forget the importance in our lobbying efforts of having comprehensive industry statistics. There is a £100 monthly prize in the draw for Members who provide these statistics. It is a simple process to provide these stats, so if you do not yet do so, why not start now?

Contact Details:

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October 2011 Removals & Storage

Industry News

7

DfT backs down on licensing changes The Freight Transport Association has welcomed the Department for Transport’s consultation response on changes to the operator licensing regulations, which aim to avoid imposing unnecessary burdens on industry.

Most operators in Great Britain will not now notice a difference to their operator licence obligations, the FTA

says, following consultation with the DfT.

However, ‘hire and reward’ operators of certain small vehicle and trailer combinations will notice the changes, along with operators using non-employed consultant transport managers and individuals in the process of obtaining transport manager CPCs or alternative qualifi cations or those with grandfather rights.

James Firth of the FTA said “broadly speaking, these changes export GB best practice to the rest of Europe, which is good news for most of our operators who won’t see any real changes and which will hopefully up the standards in the rest of Europe. The DfT

deserves credit for listening to industry and being pragmatic enough to minimise the potential burden of wholesale changes to our industry.”

As R&S has reported, harmonised licensing rules for international operators and transport managers will be introduced on 4 December 2011. Key changes are the introduction of a pan-European database, merging of National and International Transport Manager CPCs, and restrictions on part-time transport managers.

According to the FTA, the DfT has agreed to accept the principle of self-declaration by organisations and their transport managers, and has recognised the need to establish an appeals process for transport managers that is independent from operators.

Goods traffi c to Europe on the up

2.51 million goods vehicles travelled from Great Britain to mainland Europe in the year

ending Q2 2011, 3 per cent higher than the year ending Q2 2010 and 53 per cent higher than in 1996, but 14 per cent lower that the peak in 2007, according to statistics released by the Department for Transport.

1.83 million of these goods vehicles were powered vehicles and 675,000 were unaccompanied trailers, up 3 per cent and 2 per cent respectively on the year ending Q2 2010.

Twenty one per cent (385,000) of these powered vehicles were UK-registered, up slightly on the share in the year ending Q2 2010 (20 per cent).

The Department says that since the early 1990s there has been a signifi cant rise in the number of foreign-registered powered vehicles, from 484,000 in 1996 to 1.44 million in the year ending Q2 2011. Of these foreign registered vehicles 257,000 were Polish-registered, followed by the Netherlands (202,000), Germany (146,000) and France (129,000).

In this period, 87 per cent of powered vehicles travelling to mainland Europe used the Dover Straits Port Group, which includes the Channel Tunnel. 92 per cent of all unaccompanied trailers travelling to mainland Europe went via the North Sea Port Group.

Ninety per cent of powered vehicles disembarked in France, while 50 per cent of unaccompanied trailers disembarked in the Netherlands and 27 per cent in Belgium.

The DfT’s data records that 633,000 goods vehicles travelled from Great Britain to mainland Europe during Q2 2011, virtually unchanged compared with Q2 2010. 464,000 of these goods vehicles were powered vehicles, up 2 per cent on Q2 2010 and 170 thousand were unaccompanied trailers, down 4 per cent on Q2 2010.

HMRC bank accounts close

If you pay HMRC online, it’s time to check you have the right bank details as their old account is being terminated.

Although HMRC introduced new accounts recently, the old accounts were still active and receiving payments. However, these accounts closed as of 9th August and so any payments into those accounts may be lost, according to Wellers Accountants. Christina Nawrocki of Wellers comments:

“Many businesses have HMRC set up as a recipient on their online banking and won’t have changed the details since the accounts changed. It has been OK up until now as the payments will still have gone through but that is no longer the case.

It’s worth a quick double check as it will be diffi cult to trace any wrong payments and there could also be a late payment and interest charge from HMRC to face.”

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Industry News

8

For Jack Semple, RHA director of policy: “Congestion adds to costs and undermines effi ciency. It has been a serious concern

for many years and, as the industry looks ahead, it sees the problem only getting worse.” He notes that the capital/cash fl ow issue fi rst emerged as a serious concern with the banking crisis of late 2008. A recent RHA survey adds to evidence from the Bank of England and elsewhere that access to cash in the SME sector remains a serious problem which the RHA believes threatens the government’s agenda for growth. The survey was carried out in consultation with the Department for Transport as part of the RHA’s contribution to the Government’s Growth Review.

The road haulage and distribution sector is particularly disadvantaged. Diesel suppliers require payment within one week or, in many cases, before delivery – and fuel accounts for more than one third of the operating cost of a large truck. At the same time, a growing number of hauliers’ customers, and especially very large companies, are taking increasingly long to pay their bills. On top of this, HM Revenue and

Customs has hardened its line on deferring VAT payments, increasing risks for fi rms facing short-term cash-fl ow diffi culties.

“These factors together mean that transport fi rms are squeezed on both cost and revenue and fi nding it increasingly diffi cult to fund growth in their businesses and to investment in new equipment,” Mr Semple explained.

After cash and congestion, the RHA survey identifi ed uncertainty over market conditions, regulation and building a larger customer base as important barriers to growth.

Asked in the survey about a range of factors related to the performance of the logistics industry, the most negative rating was for the willingness of customers and receivers of goods to work constructively with transport companies.

“Members clearly believe that ‘Partnership’ is an over-used term and that it often belies reality. Too often, shippers and receivers fail to genuinely consider options that are more effi cient – and usually greener – and instead simply squeeze suppliers to commercially unsustainable haulage rates,” Mr Semple said.

Cashfl ow and congestion stunt growthTwo main barriers to growth in the logistics sector have been identifi ed by members of the Road Haulage Association: diffi culties in accessing capital/cash fl ow; and congestion and the quality of the road network.

London LEZ leads to new vans

Truck and van operators faced with new London Low Emission Zone (LEZ) requirements look more

likely to replace their non-compliant vehicles than retrofi t them.

That is the conclusion of a recent survey by the Freight Transport Association, which also found that companies with operating centres outside of London would consider redistributing their non-compliant vehicles elsewhere in the UK to avoid the LEZ.

Natalie Chapman of the FTA said “more operators are looking to replace their fl eet and looking past retrofi tting as the solution because their fl eets are coming to the end of their lifespan. Due to the fi nancial constraints of recent years operators have chosen to stretch the lives of their existing fl eets but the new LEZ requirements may have forced their hands into replacing their oldest and least compliant vehicles.”

As well as a tightening up of LEZ regulations for trucks, for the fi rst time vans will also come under scope. However, the van sector seems well prepared. “While forty fi ve per cent of respondents reported that not all their HGV fl eets operating in London were fully compliant with the new standards, only 10 per cent said the same of their van fl eets,” Ms Chapman said.

“As only vans over ten years old will be affected by the changes, on the whole the impact on FTA members, who represent half the UK van fl eet, will be limited. However the move from Euro 3 to Euro 4 standards for lorries is far more painful - we can see from poor new truck sales that companies have already stretched their assets as far as possible.”

From 3 January 2012, new regulations will require that all pre-Euro 4 trucks and buses meet the Euro 4 emissions standard for particulate matter if they want to enter the LEZ without facing a £200 daily charge. In addition, vans must meet the Euro 3 emissions standard for particulate matter or face a daily charge.

According to the survey, commercial vehicle operators will consider redistributing vehicles that are already compliant to perform deliveries in the LEZ. Around three-quarters felt it would be relatively straightforward to redistribute non-compliant HGVs away from London, whilst around four out of fi ve operators felt it would be possible to redistribute non-compliant vans away from London.For further information about London’s low emission zone, visit the news section of the BAR website at www.bar.co.uk

Severn Crossing work postponed

The Highways Agency has postponed the resurfacing and waterproofi ng works that was due to take place between September

6 and October 11 on the M4 Second Severn Crossing.

Severn River Crossing Plc (SRC), who operates and maintains both Severn Crossings under a Concession Agreement with the Highways Agency, has had to postpone the eastbound and westbound resurfacing of lane one “due to diffi culties encountered in the planning process of this technically and logistically diffi cult task.”

New dates for the work programme have yet to be established.

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The Dart-Tag charges are also set to increase, from £3.20 for a multi-axle to £4.33 and then £5.19.

Jackie Doyle-Price, Conservative MP for Thurrock, opposes the toll increases and believes the tolls should be removed immediately. Along with other local politicians she is running a campaign to oppose options for a new Thames river crossing which involve the construction of new roads in Thurrock and “more congestion on Thurrock’s already congested road network.”

The Department for Transport is reviewing future crossing options at the site of the existing Crossing, as well as between the Swanscombe Peninsula and the A1089, and between the east of Gravesend and the east of Tilbury. It-estimates these would cost from £1-£7 billion.

According to the DfT, the Crossing already suffers from signifi cant levels of congestion, with over 50 million vehicles using it each year; the Crossing operated above its design capacity of 135,000 vehicles per day on 257 days during 2010.

Journey times on the M25 J30-J7 section (which includes the Crossing) demonstrate average delays of between 7-11 minutes for the slowest ten per cent of journeys - among the

highest level of delay on the network nationwide. The situation is anticipated to worsen as a result of forecast traffi c growth. Around thirty per cent of trips using the Crossing are for business purposes, while 30 per cent of HGV trips involved Dover port and long distance travelling. “Only a relatively small proportion of trips using the Crossing were very local,” the DfT says.

The Department says free fl ow charging will be introduced by the end of 2013.

This will provide the opportunity to re-design the road layout to improve the fl ow of traffi c, reducing delays and providing a better service to road users. “The new charging option would see the introduction of new payment methods for pre-registered users of the Crossing, physical lay-out changes and the use of automatic number plate recognition cameras to enable free-fl ow charging at the Crossing,” it says.

The Government opened the proposed new charges for the current Crossing to a consultation process that ended on 23 September. A summary of the responses received and the Department of Transport’s conclusions will be published within three months after the consultation period has closed.

Dartford Crossing battle brewsA local campaign to scrap tolls at the Dartford Crossing is gaining traction, just after the Government announced that it plans to raise the charges for cars from £1.50 to £2 later this year and £2.50 next year, and for multi-axle goods vehicles from a cash charge of £3.70 to £5.00 and then £6.00 in the spring of 2012.

Thumbs up for VOSA tachograph campaign

The Road Haulage Association has welcomed a new campaign by the Vehicle and Operator Services

Agency (VOSA) against lorry drivers who use magnets to stop their tachograph recording time spent driving.

In August, VOSA and the police started issuing leafl et warnings to UK and foreign drivers, highlighting potential penalties of a £5,000 fi ne or two years in jail.

“These warnings must be backed by action by VOSA and the police bringing drivers swiftly before the courts,” the RHA says. “That is especially true of foreign drivers. Whereas UK drivers can normally be easily traced, it is tempting to take lesser action against foreign drivers because of the practicalities of getting them into court.

Distorting the tachograph record in this way is commonly used to disguise gross abuses of drivers’ hours rules, which is a major road safety hazard. It also distorts fair competition and pushes others to break the rules.”

The RHA is pressing the Government to send out clear messages that the use of magnets is a serious offence. It is also looking to the courts to properly enforce the law. “We look to [the magistrates courts] to refl ect the seriousness of the offence in their penalties, including revoking the licence of guilty drivers,” said an RHA spokesman.

Britannia Leatherbarrows in container milestone

Britannia Leatherbarrows celebrated the shipping of their fi ftieth container to the Channel Islands

this year by introducing an additional new High Cube 20` 1350 cubic feet shipping container.

The container supplied by ECB Rotterdam adds much needed capacity for Britannia Leatherbarrows’ part load groupage service to Jersey and Guernsey, which supplements their direct move door-to-door container service.

The company’s fl eet of Scania drawbar units are equipped to carry these 20` containers, or demountable furniture bodies.

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Small businesses see obstacles to going green

A recent survey by the Forum for Private Business shows that small businesses believe going green

can boost their bottom line – but they see tax and red tape as major barriers to becoming more environmentally friendly.

Just 10 per cent of business owners responding to the Forum’s latest environmental panel survey have done nothing to reduce steep utilities costs, while 41 per cent have streamlined business processes, 28 per cent have reduced energy usage and the same number have embraced more energy effi cient equipment.

A large proportion (77 per cent of respondents) disagreed that being green is impossible in the present economic climate, although 75 per cent believed that environmental legislation focuses on the needs of larger businesses rather than small fi rms.

More than half of those participating (52 per cent) argued that green taxes inhibit their ability to invest in reducing energy use. In all, 52 per cent of the small businesses surveyed believe they cannot become more environmentally friendly until they are able to be more profi table.

The Forum’s Chief Executive Phil Orford said “small businesses see the benefi ts of green practices and technologies to the environment and, given rising energy costs, to their bottom lines. They are clearly taking steps towards introducing them but the lack of adequate support from the Government and utilities providers is frustrating.” The Forum is calling for better information about the choice of support and equipment that is available, as well as incentives to help business owners embrace environmental processes and trade more sustainably locally, regionally and internationally, rather than ever more taxation.

Speed camera data releasedThere has been a mixed response to the release of information on specifi c speed camera sites by the Department for Transport, with some sites reporting worsening casualty fi gures since cameras were installed.

So far, 75 English local authorities have published on the DfT website some or all of their information showing accident

and casualty rates as well as speeds at camera sites before and after the introduction of speed cameras. This will allow local residents to see whether speed cameras are having a positive impact on accident rates in their areas.

Road Safety Minister Mike Penning said that local residents have a right to expect that when their council spends money on speed cameras, they publish information to show whether those cameras are helping to reduce accidents

or not. “I hope that this information will help local people to make informed judgements about the impact cameras are having on their local roads.”

The RAC has welcomed this type of information being issued. However it warned that unless this information is acted upon by local authorities, it becomes a pointless exercise. The RAC is calling for a full audit of individual speed cameras to ensure the cameras make a difference and replace those that don’t with other safety measures, if necessary.

Net immigration into the UK increased by 20 per cent in 2010 to 239,000, a long way from the Government’s pledge of

just “tens of thousands.” The immigration fi gure is composed of a sharp fall in emigration to 336,000, its lowest level since June 2005, while immigration remained steady at 575,000, the Offi ce for National Statistics said in August this year. Net migration rose from 198,000 in the year ending Dec 2009. The estimated number of British citizens emigrating long term from the UK in the year to December 2010 was 124,000, about the same as the level of 127,000 in the year to December 2009. Study remains the most common reason for migration to the UK. 78 per cent of these are from outside the EU.

The estimated number of non-EU citizens immigrating long term to the UK in the year to December 2010 was 300,000, slightly higher than the level of 292,000 in the year to

December 2009. Emigration for this group from the UK fell to 93,000, a decline of 15 per cent.

The estimated number of people from new EU members in Eastern Europe immigrating long term to the UK in the year to December 2010 was 71,000, up from 52,000 in the previous year. Emigration for this group from the UK fell by 34 per cent to 31,000.

The number of people migrating to the UK for a defi nite job is at its lowest since March 2004 at 110,000.

Migration still on the rise

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11

McGimpsey Brothers of Bangor, County Down, in Northern Ireland have recently been awarded the

Payroll Giving Gold Award for 2011 for their contribution to charity.

Under the Payroll Giving scheme, employees donate a weekly contribution from their wages to a chosen charity. “We are very proud of everyone in the McGimpsey Team for contributing part of their wages, on a weekly basis, to their chosen charity through Payroll Giving,” director Campbell McGimpsey says.

The Gold Award presentation is a symbol of excellence and is awarded to companies where their entire workforce contributes to charity on a weekly basis through the Payroll Giving scheme. “It just goes to prove that we can all make a difference, no matter how

small,” Campbell says. “As a company it is a great honour to receive this award and a credit to every one of our team for making this voluntary contribution.”

McGimpsey wins charity award

All three are DAF trucks fi tted with Abel demountable systems to match the existing fl eet. This type of system

enables Bournes standard removal bodies to be interchangeable with each other, allowing their vehicles to take their own or any other parties’ ISO containers.

Bournes regularly swap bodies with other agents within the UniGroup UTS network rather than transhipping, reducing the potential for damage and allowing better vehicle utilisation throughout the continent.

The DAF 85 is a 3-sleeper draw bar intended to service European customers. Its fi rst trip was Warsaw and it has been out in Europe almost constantly.

The DAF 55 is a crew cab enabling Bourne’s to carry up to six crew, allowing Bournes to service an increasing amount of import and export business. It is also fi tted with a demountable system allowing increased loading / unloading at customer residence, again reducing handling.

The DAF 45 is updated to 12 tonnes and can also carry six crew members. This vehicle is

specially designed for export moves with tight access, and is fi tted with a demountable system for ISO containers and also a new three pallet body which can be interchanged with any of Bournes other vehicles.

All three vehicles were supplied by Channel Commercials with new container bodies built by Abel, and have tuck away tail lifts and extra clean EEV engines with emission values even lower than the stringent Euro 5 standards.

Bournes says it aims to continue expanding and renewing its fl eet over the coming years with the aim of running a fl eet identical to the above for European service and International packing in city locations.

Bournes expands fl eet Bournes Removals have been adding to their fl eet again with the purchase of three more brand new trucks, one in each size – Big, Medium and Small.

Bag it, Bin it!

The Highways Agency, which gathers around 240,000 sacks of litter from England’s motorways every year, is

calling on road users to help tackle roadside litter on England’s motorways and major A roads.

The Agency says that drivers should keep a bag for rubbish in their vehicles, until it can be disposed of in a bin. Roads Minister Mike Penning said “the money and resources spent removing nearly a quarter of a million sacks of litter from England’s motorways could be much better spent elsewhere.

According to the Highways Agency, roadside litter is not only unsightly, but is also a threat to the environment and wildlife and can block drains and cause fl ooding. For highway authorities, clearing litter diverts much-needed resources away from road maintenance and repairs, while items thrown from moving vehicles can be a hazard to other road users.

In North West England, Highways Agency Traffi c offi cers and contractors are reporting any spillages from commercial vehicles to the regional Traffi c Commissioner, and operators will be warned that their licences could be at risk if loads are not properly secured.

Miranda Hyder of BAR Services will be running a half marathon in Amsterdam in aid of Cancer Research on Sunday

16th October. Miranda has been training hard over the past few months. “When I signed up for this in February this year, I only really expected that I

would be able to achieve the 8k, but walking most of the way. However, I have been training hard and now feel confi dent that I can run 13.1 miles to achieve this half marathon for this worthy cause,” says Miranda.If you want to sponsor Miranda, go to http://www.justgiving.com/TeamBritanniaMovers

Sponsor Miranda’s half marathon for Cancer Research!

Payroll giving staff Adele Phillips Colin Brown and Shirley Stokesberry with the Payroll Giving Award

Movecorp had a high profi le presence at the 2011 Shenstone Fun Run. Not only

did the fi rm sponsor the July event, it also entered 27 staff as runners, alongside over fi ve hundred other participants. In total, the 27 Movecorp runners managed to raise £1,428 for their nominated charity, the Joseph Foote Trust. The charity funds research into brain tumours, which claimed the life of nine-year old Joseph Foote in 2007.

Movecorp leads in Fun Run

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Anglo Pacifi c sponsors Aussie sports success

Anglo Pacifi c, a market leader in moves to and from Australasia, is in the enviable position of being able to count four of its

sponsored sides in southern England as League Champions in Rugby League and Australian Rules Football.

This August there were victories at the West London Wildcats Premiership where Australian Rules Football Team took apart the Wandsworth Demons, while the Shepherds Bush Raiders also beat the Clapham Demons. The Hammersmith Hills Hoist Rugby League Football Club took victory in the Southern Premier League, and their second side beat the West Norfolk Wildcats 30 – 16 to win the London Merit League.

Jason Diggs, Sales Director for Anglo Pacifi c, said “we might be a global business but we like to form part of the local community and sponsoring expat sports teams is a large contribution to that social outreach-not to mention the fact that a handful of players also work for us here on site at our West London headquarters. We are thrilled by the four victories in August and will undoubtedly be coming across some of the talented team members as they take advantage of Club discounts with Anglo Pacifi c to ship their personal belongings back to Australasia at the end of their stay.”

Anglo Pacifi c RLC Finals: Hills Hoist Southern Premier Winners 2011

Globalink takes Sarah Brightman show to Kazakhstan

The last twenty years has witnessed the emergence of a whole group of new countries

onto the map of relocation fi rms. And Globalink has just played a key role in a major national event in one of those countries, Kazakhstan.

In commemoration of the founding of the capital, Astana, a concert is organised and held every year on a massive scale. This year, world-famous singer Sarah Brightman was invited to perform.

Organising equipment transportation for the concert in Kazakhstan had to be planned down to the smallest detail. Due to their expertise in events equipment relocation management, responsibility for the transportation of the concert equipment was assigned to Globalink.

Air delivery of cargo weighing a half of a ton from London to Astana was carried out on the last day before the country’s long holiday weekend, because the main objective was to handle customs clearance of the cargo in a single day.

Thanks to the coordinated management of air freight, customs clearance and removal and relocation, all the processes went smoothly, with no delays, and the big event went off as planned, marketing coordinator Dinara Davlembaeva says.

After the show, the concert equipment then had to be transported back to London under strict deadlines. Again, Globalink removals and relocation professionals packed and crated all the goods immediately after the event, for swift delivery to their destination.

Harrow Green in Scottish university

Harrow Green, specialists in the design and creation of effective workspaces as well as in business relocation, have been

working in partnership with University of the West of Scotland (UWS) and the Scottish Agricultural College (SAC) to carry out the relocation of staff and facilities to the University’s new £70 million Ayr campus, scheduled to open in September 2011.

Harrow Green has been working closely with the transformation team to meet the target date. The project will see the relocation of approximately 240 UWS and 50 SAC staff, including associated offi ce belongings, and involve the packing and unpacking of IT equipment, fi ling, resource materials and general offi ce equipment from the current Ayr campus to the new site on the banks of the River Ayr.

The Harrow Green team will manage the sequential packing, transfer and sequential unpacking of some 1,000 linear metres, including materials from the classrooms and central store areas.

Harrow Green will also oversee the disconnection, packing, relocation, unpacking

and re-connection of desktop IT on the new Ayr campus. There are around 500 units to be safely relocated.

“This is an important development for the region,” says Aidan Robertson, who is handling the project out of Harrow Green’s Glasgow offi ces. “We’re very pleased to have a role in getting the new campus up and running for the start of the academic year.”

Beverly Smyth celebrates its 165th birthday“Beverly Smyth is 165 years old this year and is still going!!” Rob Gilbert tells us. The Dublin-based company has been offering International and Domestic Moving as a core offering since 1846, and also offers offi ce moving, relocation and storage services. Sarah Brightman

451 R&S October11.indd 12 5/10/11 15:56:22


Industry News

13

The event was well attended by DMF members, Danish business leaders , politicians as well as the president of

FEDEMAC Arnaldo Righetti and Stephen Vickers, BAR’s Director General.

Outgoing President Niels Justesen introduced the key areas for discussions which focused on driving and rest periods, sickness benefi ts reimbursements, obstacles to access created from parking conditions in large cities and the upcoming revision of the law of trucking.

The DMF is also concerned about current varying interpretations of EU rules about the status of passengers in the front of trucks. The DMF believes that it is unfair to treat a passenger in the front as a driver in light of the liabilities and requirements that are attached to this status.

As Niels Justesen decided to step down as DMF President, the Board elected Leif Jensen as the new president and his previous position as vice-president has now been fi lled by Lasse Ødum.

Danish removal men celebrate 100 years

Guide to Managing Drivers

The Freight Transport Association has published an updated version of its Guide to Managing Drivers.

Sponsored by Shell, the Guide provides advice and guidance to help operators manage drivers in a professional way.

As the FTA says, drivers are at the forefront of the road freight industry, and the image of the industry depends on them. “Companies also rely on their drivers to ensure a cost- effective road freight operation, keeping fuel use down, minimising vehicle wear and tear, and keeping maintenance, insurance and accident costs down,” the organisation says. Driver actions are also the way in which poor management practices come to the surface, so getting the best out of them is crucial in order to operate vehicles in a cost effective and customer-focused way.

The FTA Guide to Managing Drivers covers recruitment, checking driving entitlement and carrying out inductions through to managing driver’s hours, ensuring daily walk around checks are carried out properly and managing driver infringements. It also looks at good practice when using agency drivers and provides sample forms and checklists to assist managers in their day-to-day tasks.

Senior Traffi c Commissioner Retires

The Senior Traffi c Commissioner and the Traffi c Commissioner for the South Eastern and Metropolitan

Traffi c Area, Philip Brown, will be retiring with effect from the 24th October.

Philip Brown is currently on special sick leave and Beverley Bell is acting as Deputy Senior Traffi c Commissioner. Beverley Bell will continue in this role pending the appointment of the next Senior Traffi c Commissioner.

The Traffi c Commissioners are appointed by the Secretary of State as statutorily independent Licensing Authorities responsible for bus, coach and goods vehicle operators and for local bus service registrations. They can also take disciplinary action against the licence of bus, coach and lorry drivers who commit road and certain other offences. The role of Senior Traffi c Commissioner has important responsibilities to determine how the Traffi c Commissioners perform their statutory functions.

The Danish Movers Federation/Dansk Møbeltransport, DMF, are commemorating their 100th anniversary this year, with a special celebration at their recent annual meeting in Copenhagen.

DMF’s 50th anniversary photo in 1961

DMF’s Board (from left to right): Finn Laursen, Leif Dahl, Ole Kihlstrøm, Lasse Ödum, Michael Pedersen, front from left, secretary Niels Erik Nielsen, Niels Justesen and Leif Jensen.

BAR Director General Stephen Vickers presents a commemorative plaque to DMF chairman Niels Justesen.

451 R&S October11.indd 13 5/10/11 15:56:24


Industry News

14

“The UK badly needs to invest in meeting the country’s need for improved infrastructure, to ensure that we don’t fall behind our competitors,” the CBI says. “With the public fi nances so constrained, much of the investment to maintain and build infrastructure will need to come from private fi nance.”

The CBI is proposing a package of measures to boost infrastructure investment through public-private partnerships. Dr Neil Bentley, CBI Deputy Director-General, said “we want the Government to publish a clear, long-term pipeline of projects so that investors can have the confi dence to put their money in the UK. Infrastructure spending also offers one of the

biggest bangs for buck in terms of additional economic activity, so this is a chance to generate jobs, growth and build for the future.”

According to the CBI, in the last decade more than 700 PFI projects have been both approved and fi nancially backed. Dr Bentley warned that “PFI mustn’t be viewed as the solution on every occasion, but when it has been used effectively it has delivered huge improvements in the UK’s infrastructure. Businesses understand that the use of PFI must evolve and that we need to develop new ways to pay for our infrastructure. But ministers must stand up for the role that private fi nance has to play and decide sooner rather than later how to use it to best effect.”

PwC warns on supply chain risks

The global manufacturing industry must act now to protect and prepare their supply

chain matrix against a ticking timebomb of fi nancial instability, a new PwC report has warned.

PwC has identifi ed fi ve key areas for manufacturers to take heed of in today’s turbulent times. These are: skills and talent, addressing lifecycle opportunities, linking demand planning with the rest of the supply chain, identifying and acting on supply chain risks, and stronger collaboration between suppliers and customers.

Global supply chains were thrown into turmoil following the Japanese earthquake. Xirallic, a popular pigment which gives cars a pearly shine, was manufactured at just one factory in the world, the Onahama plant near the Fukushima-Daiichi nuclear power station in Japan.

According to PwC, the plant had to close causing some car makers to slow production or halt completely but is now back on track for recovery, highlighting the need for the industry to have a radical re-think about current business strategies.

Barry Misthal, who heads up PwC’s global Industrial Manufacturing group, said “supply chains and the manufacturing industry have been on a rollercoaster ride, hit by skyrocketing prices of oil and commodities, high levels of debt, weak demand and tight credit.”

The fi nancial stability of suppliers will be one crucial factor affecting the industry for example, if interest rates rise, it will be much tougher for businesses to service loans, PwC says.

Aussie award for Crown

Sydney-based Crown Relocations has been awarded the 2011 Australian Furniture Removalist of the Year Award and the

2011 Safety Management Award by the Australian Furniture Removals Association (AFRA). At AFRA’s annual conference in August, Crown was represented by Paul Connor, national operations manager, Sydney, amid a large number of Crown Australia’s industry colleagues and competitors. There was a very large increase in the number of nominees this year. Crown was awarded the 2011 Safety Management Award for a second consecutive year for having successfully implemented two comprehensive programmes related to occupational health and safety and its environmental policy. One of Crown’s employees, Rarely Potini, was also awarded the 2011 Australia Furniture Removalist of the Year.

The annual award is presented to an employee of a removals company based on performance and dedication, a signifi cant recognition for the industry.

Paul said, “I was in the unique position of being able to accept the award on behalf of all the hardworking staff of Crown and the moment in which I received it was affi rmation that we do provide excellent service, delight our clients and outshine our competition. AFRA’s consistent recognition of Crown is enough incentive for us to continue supporting our clients, staff and communities with the highest quality of service and products.”

In 2006/2007 Crown was winner of the 2006 Employee of the Year Award and the 2007 Removal Fleet Award. In 2010, Crown was also awarded with the Innovation Award and the Safety Management Award.

CBI sees crucial role for PFI The Government is right to look closely at how the Private Finance Initiative (PFI) is used and must act on the lessons learned. These are the messages from a recent report by the Confederation of British Industry which also stated that the Government should recognise that private fi nance must play a vital role in delivering new roads, hospitals and schools.

Orbit Ltd, a Bulgarian international associate, provided logistics and transport support to the American

Chamber of Commerce in Bulgaria for the AmCham Independence Day celebration that took place in the campus of the American College in Sofi a on July 2, 2011.

Entering fully into the spirit of the occasion, the Orbit Bulgaria team joined in

the annual celebration of the signing of the Declaration of Independence of July 4, 1776. It has been a busy and high profi le summer for the Southeastern Europe specialists. In July, Orbit was also responsible for the relocation of a EUR3 million painting by Leonardo da Vinci, which was hung in Cyprus for a special exhibition.

Bulgarian associate in Independence Day celebration

451 R&S October11.indd 14 5/10/11 15:56:25


Industry News

15

The Land Registry reported an annual price decrease of 2.1 per cent in July, with a month-on-month rise of 1.3 per cent,

which takes the average property value in England and Wales to £163,049. This is the largest monthly movement since January 2010.The only region in England and Wales to experience an increase in its average property value over the last 12 months was London, with a movement of 1.3 per cent. The South West experienced the greatest monthly rise with a movement of 2.2 per cent. The North East experienced both the greatest annual price fall with a decrease of 8.8 per cent and the most signifi cant monthly price fall with a movement of 2.3 per cent. The most up-to-date fi gures available from the Land Registry show that during May 2011, the number of completed house sales in England and Wales decreased by 10 per cent to 46,870 from 52,170 in May 2010. The number of properties sold in England and Wales for over £1 million decreased by 44 per cent between May 2010 and May 2011, from 464 to 262.

Nationwide, which covers the whole of the UK and is based on a sample of loans issued in any given month, reported that prices declined 0.6 per cent in August, with an average house price of £165,914, 0.4 per cent lower than in August 2010. Robert Gardner, chief economist at Nationwide, said “sluggish demand for homes, combined with only a gradual rise in the supply of available properties, has helped to keep property prices stable since last summer. We expect this trend to be maintained over the remainder of 2011, although downside risks have increased as UK and global growth prospects have weakened.” The major risk for the housing market, he added, is that weak economic growth could lead to a further deterioration in the labour market.

Halifax, which also covers the entire UK, but bases its index on a sample of each lender’s own loans each month, also provided a downbeat picture for August. According to Halifax, prices fell 1.2 per cent in August, bringing the average house price to £161,743. This was the fi rst fall since April and follows three successive monthly rises. However, housing economist Martin Ellis noted that prices in the three months preceding August were 1.0 per cent higher than in the previous three months. “A recent decline in average mortgage rates has further boosted home affordability for those able to raise a deposit to make a new purchase. Low interest rates are likely to continue to support the market whilst increased uncertainty about the economic outlook and pressures on householders’ fi nances constrain demand. Overall, we expect broad stability in both prices and activity over the coming months,” Mr Ellis said.

Figures from Communities and Local Government (CLG) for June show that, based on mortgage completions, UK house prices decreased by 2 per cent over the year but increased by 0.6 per cent over the month (seasonally adjusted). The average mix-adjusted UK house price was £204,981, while average house prices were 0.5 per cent lower over the quarter to June, unchanged from the quarter to March. Average prices decreased during the year in all UK countries; England (-1.8 per cent), Wales (-5.6 per cent), Scotland (-2.3 per cent) and Northern Ireland (-8.1 per cent). Prices paid by fi rst time buyers were 2.2 per cent lower on average than a year earlier and prices paid by former owner occupiers also decreased by 2 per cent. Prices for new properties were 3.2 per cent higher on average than a year earlier whilst prices for pre-owned dwellings decreased by 2.4 per cent.

The latest monthly market report from the National Association of Estate Agents showed a sharp increase in the number of house-hunters registering at its branches across the UK in the month of July. While there is some regional fl uctuation, on average agents reported 299

people on their books for the month, up from 263 in June and the highest fi gure in over two years (May 2009; 299).

Supply levels across the country decreased slightly with NAEA agents reporting 70 properties available per branch, down from 74 in June. This is still higher than year-on-year fi gures where in July 2010, only 68 were recorded. As is usual for the time of year, sales dropped slightly from an average of 9 per branch to 7. However, the proportion of sales made to fi rst time buyers increased from 20 per cent in June to 21 in July.

NAEA President Wendy Evans-Scott said “it is great to see that interest in property has reached a two-year high, especially at a time when, traditionally, estate agents experience a lull in activity as people take a holiday abroad instead of house hunting.” She noted that “people are beginning to reconsider their options when it comes to buying a property. With many sellers now being more realistic about pricing, we hope the market will rejuvenate in the coming months.”

Price change by region Source: Land Registry

House prices fall backAnalysis of house price statistics from the most authoritative sources in the UK suggests that house prices declined in August after rising in July.

451 R&S October11.indd 15 5/10/11 15:56:26


BAR News

Having seen the success of the self storage industry in the USA, the UK started to follow suit with a boom in

companies converting their warehouses and opening their doors to the public for self service storage. BAR Services had been supplying the removal industry with packing

materials for over 25 years and it identifi ed a need for a company that could bulk buy and then supply a similar core product range to the self storage sector within the UK.

For the past 8 years, BAR Services has been successfully selling its range of ancillary retail products whilst learning more and more along the way about what is required. It has become increasingly pleased to see a rise in BAR members making the most of existing facilities

and branching out into self storage. The BAR itself has also recognized that self storage is becoming a signifi cant aspect of the services provided by many removal companies. For this reason, it has set up the Self Storage Special Interest Group (SSSIG) in order to provide BAR members with support and information.

In the beginning, BAR Services held stock of a large range of products but over the years has recognized that most self storage facilities need a couple of choices of padlocks for their customers, manager’s padlocks, polythene covers, air bubble fi lm and a core range of cartons. With brand awareness being a key part of marketing for self storage, BAR Services realise that how the product looks is important and for this reason it currently supplies the move n store brand or alternatively it can manufacture products in your company logo and colours.

A self storage facility can add much needed revenue to removal companies who have struggled through the downturn in the housing market. This said, BAR Services is not advocating the replacement of traditional storage methods. Since it began supplying the self storage industry BAR Services has been advocating the supply of ancillary retail products within your facility as this too can drive invaluable income with high profi t returns. BAR Services believe that with its in-depth knowledge of the self storage industry,

and packaging materials in general, combined with assistance from the SSSIG, we can help BAR members who are moving in to self storage to identify exactly what products and services they should provide.

If you need any advice on any of the retail products that are available, please do not hesitate contact on 01342 870087 or email [email protected]

The Self Storage Special Interest Group (SSSIG) had a very productive meeting at BAR HQ on Monday 19th September. Many new initiatives for the group were discussed and proposed, so watch out for details in the coming months both in R&S and the BAR website. The meeting Minutes will be available to view and download in the Members Area (MyBAR) in due course.

BAR Services has always supplied a range of hand held stretch fi lms that protect your products during storage and shipment. Hand held fi lm rolls are lighter and smaller than the machine fi lm alternative thus making the application easier. There are various benefi ts to using stretch wrap when securing awkward loads. The product itself is low cost; it keeps the product clean whilst not adhering to it. It is also economical as it not only reduces the need for secondary packaging but can also substantially reduce freight costs. Most stretch fi lms are supplied on a standard core for use with a hand held applicator, but did you know an extended core is also

available that negates the need for such a dispenser? Yet again this helps reduce the costs involved in packing and shipping awkward and bulky products. Like the standard core, the extended core stretch fi lm is available in 400mm x 300m & 500mm x 300m rolls. It comes in a light strength (typically 11-15 mins) and medium strength (typically 17-20 mins).

For further information on the extended core stretch fi lms please contact the sales offi ce on 01342 870087 or email [email protected]

Meeting the needs of the Self Storage IndustryIn early 2003, BAR Services saw an increasing trend within the removal industry towards a new type of storage service known as ‘self storage’.

Product of the Month - Extended Core Stretch Film

BAR Services

451 R&S October11.indd 16 5/10/11 15:56:26


BAR News

According to Graham Puddephatt, our man on the ground from Reason Global, the congress kicked off with a speed

networking event. The delegates were split into teams, and in keeping with the theme of the congress they were each issued with a passport, which required stamping by the sponsors. The teams made their way round the sponsors’ themed tables to be asked three questions, of which one was false. If they guessed the false answer their passport was stamped accordingly.

Some of the sponsors provided drinks from their countries, and the whole evening was a lot of fun, with Gerry Skerritt the Programme Director driving things with his inimitable humour.

Business proper started the next day when the business sessions opened with a Roll Call of the delegates, followed by the prize giving of the Moving Team of the Year, which was won by the team from Pickfords Cape Town.

The AGM included PMA President, Heather Badenhorst of Stuttaford Van Lines, handing over the Presidency to Mike Kitshoff of Pickfords Capetown. Several amendments to the constitution were also approved.

The highlight of this session was a presentation by Peter Van Kets entitled ‘Surviving the Storm - Lessons from an Ocean Crossing.’ Peter is the winner of Out There Adventurer of the year 2011. He described his two rowing adventures across the Atlantic as part of a two-person crossing and a solo crossing.

Peter posed analogies between running business and planning an adventure, and the similarities were obvious. Peter included pictures and video which were frightening to look at, let alone experience in a rowing boat in the middle of the Atlantic.

The sponsors had the daunting task of following Peter’s presentation, where they were invited to introduce their services.

The opening day business sessions closed with an excellent presentation by Elna Smit, senior online research specialist at Columinate.

Elna informed the delegates about Navigating Web2.0: how to internet market your business and generate sales.

Lunch was of the trucker’s variety, during which the delegates ate wholesome food and chewed the fat while being entertained by an excellent singer guitarist.

The evening was sponsored by Shaft Packaging, and was held at the Sun City Shebeen. “The boys from Shaft have a reputation and didn’t disappoint,” Graham Puddephatt of Reason Global told R&S. “The delegates were fed some traditional food supported by the usual Shebeen drinks; a whole lot of fun.”

Business started the next day with an early breakfast, and the business sessions ended with an uplifting and fun participation presentation by Justin Cohen, entitled ‘The Psychology of Success - Practical tools to take your business to the next level.’

Forty-four of the delegates then made their way to the Lost City Golf Course for an exciting afternoon including taking on the notorious 13th hole across the Crocodile pit. The golf was won by the team of Ignatius Muthien of the sponsor Hino Trucks, John Luker of sponsor Reason Global and Stewart Romanis of Biddulphs International. And, the nearest the pin over the Crocodile Pit was won by Graham Puddephatt of Reason Global.

The Congress closed with the Gala dinner, held in the Hall of Treasures; the evening included a number of presentations, a great dinner, plentiful drinks and lots of dancing, Graham tells us.

Next year’s congress is at The Legend Golf and Safari Resort from 9-12th August 2012. Interested delegates and sponsors can fi nd further information on the PMA web site, http://pmamovers.co.za/congress/

PMA celebrates Sun City conferenceThis year’s Professional Movers Association congress was held at Sun City, South Africa, from 4-7 August, under the theme of ‘Your passport to moving excellence.’

David Raynor, Reason Global

Kevin Pickford, Grace International

Gys Smit S&S Cartage International and Kobus Jacobs, Stuttaford Van Lines

Heather

Badenhorst, Stuttaford Van Lines, Outgoing President and Partner Peter Cawood

451 R&S October11.indd 17 5/10/11 15:56:27


BAR News

BAR to present best practice at TAF

Stephen Vickers, Director General of BAR, has been asked to present BAR’s approach to best practice at

the 2011 Best Practice Exchange on 3 November 2011. BAR won the two prestigious Trade Association Forum awards in July (pictured above) for its Website Design and its Membership Pack of the Year. The Exchange is an annual event designed to help and encourage members to share knowledge and best practice, and other guest speakers include Chris Grayling, the Minister of State for Work and Pensions.

Greater online presence for R&S

You may have noticed that the September issue of R&S went online by mid-September, with a

high profi le on the BAR website. This is part of BAR’s drive to give R&S display advertisers value for money through a greater online presence on the BAR website. For more information, please contact Steve Pearce at Rubicon Marketing on tel 0117 330 8370 or email [email protected]

BAR hosts FEDEMAC General Assembly

BAR has been selected to host the upcoming FEDEMAC General Assembly this year. The important

event for the Federation of European Movers Associations will take place in Windsor from 18-20 November, 2011.For more information, please see www.fedemac.com

For reasons previously advised, it had not been possible to present these at the AGM at the Annual Conference in May, as

would be normal practice. BAR Director-General Stephen Vickers also gave a verbal report on the Report & Accounts, and additional detail was provided by Ms Kathleen Parker of the Auditors, Wellers Accountants. This was

followed by a lively and quite extensive question and answer session which Reg Hackworthy described as being “frank, thoughtful and useful,” and he went on to thank everyone for taking the trouble out of busy schedules to attend. Also in attendance was the Company Secretary, James Falkner.

BAR EGMBAR President Reg Hackworthy chaired the Extraordinary General Meeting, held at Watford on Wednesday 21 September, where twenty-six Members (including nine members of the Board of Directors) received and considered the Report & Accounts for the Year to 31 December 2010.

The recent Kent Area meeting, organised by Mike Reason from Reason Global, saw a strong turnout of 43 people from

various member companies, all eager to try their hand at Ten Pin Bowling!

Reason Global sponsored two games, as well as providing the food, and the very social evening was enjoyed and appreciated by all. “The Kent area would like to thank

Reason for their continued support at the Kent Meeting,” says Tom Bourne at Bournes Removals.

For the record, the bowling was won by Move-It Channel Moving, with a team composed of Keith Evans, Dave Button, Winston Morris, Dave Lee, Mike Lockyer, Andrew Johnson, and Andrew Player.

Kent Area goes bowling

The winning team from Move-It Channel Moving

451 R&S October11.indd 18 5/10/11 15:56:32


Industry News

19

451 R&S October11.indd 19 5/10/11 15:56:33


BAR News

Like many of the members of the Young Movers, Kerry says that a highlight of the group’s meetings

was the go-karting event held in Birmingham last July.

Not only was this travel-mad Kerry’s opportunity to revisit the UK’s second largest city, it also allowed young movers to put some faces to what before then had just been e-mail addresses and a voice over the telephone. Even in these days of online social networking, nothing beats bonding with your peers in real life; perhaps real life events like the

Birmingham gathering are even more valuable in the virtual world that we now all live in.

“After the go-karting, all the young movers went out for a night on the town in Birmingham,” Kerry says. “I got to enjoy everyone’s company, got to know people a little better, and also to tick Birmingham off my wish-list of places I still wanted to visit.”

“The Young Movers is a great way for us youngsters in the industry to get to know each other,” she says. “Thanks to these events, we can form business relationships where we can maybe assist each other in the future. They’re also great fun!”

After achieving nine GCSEs at school, Kerry went to work at a fruit imports company that supplies fruit for Waitrose, initially in the accounts offi ce and subsequently in sales. Nearly fi ve years ago, Green Removals, which always knows a good thing when it sees it,

snapped Kerry up to work as an assistant in their imports and exports team. Since then, she has steadily assumed more and more responsibilities, and now liaises with the customers in a client-facing position, while also organising clearance for customers’ goods and then their delivery. In Kerry’s position, good communication and interpersonal skills, and mature organisational ability, are essential, particularly when patiently explaining to people for the umpteenth time the difference between a groupage and a special service!

And it’s a role she has made her own. “I get a lot of job satisfaction from what I do at Greens,” Kerry says, showing that the true spirit of the moving business is in good hands with the young generation. “Getting those deliveries out and then reuniting people with their valuable possessions - if they are happy, then I’m happy!”

Kerry Landymore After an exciting summer of music festivals and travelling, Kerry Landymore of Greens Removals in Suffolk took time out to talk to R&S about how the Young Movers initiative is bringing together a new generation of movers.

Young Mover Profi le: Kerry Landymore, Greens Removals

Every month Removals & Storage includes a number of feature items. These are planned well in advance to allow members of and suppliers to the industry to join in.

Please contact Andy or Louise at Analytica Media on: 0208 458 5100 or e-mail: [email protected]

Feature Schedule 2011

451 R&S October11.indd 20 5/10/11 15:56:34

451 R&S October11.indd 21 5/10/11 15:56:38


BAR NewsBAR News

The removals market saw a rise in August 2011 compared to 2010, and this year’s fi gures reveal healthier domestic, European and Overseas

markets.The total number of UK moves in August 2011

increased by almost 5% compared to August 2010. The number of moves to European countries in August 2011 compared to the same month in 2010 however has increased by a considerable 39%. The Overseas market (non-European) has also seen a rather dramatic increase of approximately 16%.

BAR Members identifi ed the top European removal destinations for August 2010 as France followed by Spain and then Switzerland. The top European removal destinations for August 2011 were France followed by Spain and then Switzerland and Germany.

BAR Members identifi ed the top Overseas (non-European) removal destinations for August 2010 as Australia followed by USA and then New Zealand and Canada. The top Overseas (non-European) removal destinations for August 2011 were USA followed by Australia and then New Zealand.

The results for the number of staff in August 2011 compared to August 2010 show a slight increase of less than 1%. BAR Members are also operating more vehicles in August 2011 compared to August 2010 as vehicles in use increased by 2.38%.

BAR will continue to report monthly industry statistics. To take part in the new industry incentive scheme, look out for the monthly email which will contain a link to the online survey.

Industry Statistics: August 2010/2011

BAR would like to thank those Members who have participated in the August Industry Survey.

Take part in the online industry surveys and automatically be entered into the monthly cash draw to win £100.

For more information, please contact the Commercial Department: [email protected] or call 01923 699 483.

Please note all information received is aggregated and treated in the strictest confi dence.

Industry Statistics: August 2010/2011

35.00%

40.00%

30.00%

25.00%

20.00%

15.00%

10.00%

5.00%

0.00%

4.73%

4.73% 39.00% 15.69% 2.38% 0.78%

Moveswithin UK

Moves toEuropeanCountries

Moves toOverseasCountries

Number of Vehicles

Numberof Staff

Perc

enta

ge

39.00%

15.69%

2.38% 0.78%

August 2011 compared to August 2010

+ + + + +

+

+

+

+

+

451 R&S October11.indd 22 5/10/11 15:56:40


BAR NewsBAR News

451 R&S October11.indd 23 5/10/11 15:56:40


Industry News

24

Many people and businesses relocate overseas each year with security, safety and timeliness amongst the

key factors for both private and commercial clients. In the last decade European and International standards have been developed but until now nothing has been made specifi cally for the Overseas market. The introduction of a new British Standard, BS 8564:2011, is set to change this by pulling together good practice and minimum requirements for Overseas moving services.

This standard, the result of shared knowledge as developed by industry, consumer bodies, and government departments, is intended to set a benchmark for good practice for overseas removals and to help raise both businesses’ and consumers’ confi dence and choice where Movers are following the standard. The standard encourages the use of fair, ethical and inclusive practices for consumers whilst helping commercial organisations alike to understand what level of service should be provided by fi rms working to ‘8654’.

Companies wishing to use this voluntary standard would include a declaration in their marketing literature.

BSI already has a number of published standards on furniture removals, from storage of furniture and personal effects for private individuals to commercial moving services, most of which apply across Europe and relate solely to domestic removals.

The British Association of Removers (BAR) – www.bar.co.uk and in particular QSS, have been instrumental in the development of this new standard; Reg Hackworthy, BAR President stated: “With the introduction of the new overseas standard BS 8564 alongside the other standards pioneered by the BAR, BSI is once again working with the removals industry to develop standards for the benefi t of BAR members and the wider industry, to give customers peace of mind when choosing a removal company.”

With the publication of the new standard, Dan Palmer, BSI’s Head of Market Development for Services and Manufacturing

hopes that it will provide a solution for the industry. “Overseas removals are a headache for both businesses and consumers. Standards are already a well-established source of good practice for domestic and commercial removals in the UK, and this new work has the potential to boost customer confi dence in overseas removals.”

BSI is the UK’s National Standards Body, incorporated by Royal Charter and responsible independently for preparing British Standards and related publications. BSI has 110 years of experience in serving the interest of a wide range of stakeholders including government, business and society.

A copy of BS 8564:2011 may be purchased from the BSI shop: http://shop.bsigroup.com

Sarah Horsfi eld is the Secretary of BSI’s Removals Services committee at BSI. Should you wish to request further information, please contact Sarah Horsfi eld at sarah.horsfi [email protected], or visit http://www.bsigroup.com

BSI and QSS produce new BS 8564 standard

“This standard is intended to set a benchmark for overseas removals and to help raise both businesses’ and consumers’ confi dence and choice where Movers are following the standard.”

Sarah Horsfi eld, British Standards Institute

Feature - QSS News

A new BSI standard is set to help Overseas Removals fi rms take a step forward. Sarah Horsfi eld of the British Standards Institute explains…

451 R&S October11.indd 24 5/10/11 15:56:42


CMG News

BS 8522

The Commercial Moving Group (CMG) is a dedicated group of companies within the British Association of Removers that specialise in all aspects of commercial relocations.

The revised Commercial Moving Terms & Conditions 2011 are now available to download from the BAR website under

MyBAR/Resources/Model Terms & Conditions. They will also be available on the CMG USB Memory Stick which forms part of the ‘new member pack’ sent to new CMG members.

Revised Terms and Conditions online now!

Anglo Pacifi c views growing Western Oz market

As Western Australia ministers visit the UK to attract Britons to come to live and work in

Western Australia, folk at Anglo Pacifi c International are bracing themselves for a surge in business from Brits moving to the booming resource-based state.

“Western Australia comprises one third of Australia’s entire land mass, larger than the whole of Europe, yet has just 10 per cent of the population – some two million,” according to Noel Glavin, international migration manager for Anglo Pacifi c. “There are huge prospects for agriculture, manufacturing, construction, mining, the automotive industry and more, but also a vast labour force shortage of 150,000 workers. Western Australia has 225 billion Australian dollars’

worth of investment opportunities on the table, around 150 billion pounds, yet if they don’t correct this labour defi cit, then these investment opportunities will simply be lost. Western Australia’s recruitment drive is a serious matter.”

Statistics from Working In reveal that there are more than 1.2 million UK-born people living in the country, making the UK the main source of new migrants to Australia. Coupled with a glorious climate and a familiar culture, it’s not hard to see why Britons are choosing to emigrate to Perth and surrounding towns. According to Anglo Pacifi c, 43 per cent of its container shipments of household effects from the UK went to Australia in 2010.

Overseas Group News - Anglo Pacifi c

CMG News and Overseas Group News

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Overseas Group News

Cadogan Tate: the rewards of quality In just over thirty years, Cadogan Tate has grown from a one-van company into an enterprise that straddles the globe, with 300 employees and annual turnover of £35 million. As Group MD Jonathan Hood tells R&S, that growth has been based on the company’s dedication to quality and high standards. All BAR members, and the BAR itself, can learn from this success story, as they fi ght online cowboys and the threat of commoditisation.

C adogan Tate was founded in 1977 by Rohan Masson-Taylor and Tom Deakin, with one van and very little money but a

lot of ambition and hard work. Based on close personal supervision, care and

intelligence the new business prospered, fi rst providing a dedicated service to the London auction houses and then developing a signifi cant foothold in the upper end of the residential moving market where household contents were usually fi ne art and antiques. Simon Anstey, star salesman and master motivator joined the team in 1980.

Jonathan Hood was retained as a Finance and Business Development consultant in 1981, joined the board shortly afterwards, was appointed Group Managing Director in 1988 and has been in that role ever since, working in a close and productive relationship with executive Chairman Rohan Masson-Taylor and other colleagues.

Cadogan Tate has achieved steady but seemingly unstoppable growth since those early days. It is now a £35 million turnover group with full service depots in London, New York, Los Angeles, Paris and the Côte d’Azur with nearly 8,000 containers and 100 (mostly climate controlled) storage rooms in 350,000 square feet of warehouse; the company has 300 employees, and 65 trucks. Along the way, Cadogan Tate acquired and absorbed no less than twelve UK competitors. “We have retained all the major contracts that we have ever won,” Jonathan says proudly.

Right from the start, the company’s strategy has been based on one key insight: when a commodity service is sold in a spot market the only differentiator is price, and that’s all that drives the customer’s buying decision.

“Our trade has no barriers to entry; we professionals are all prey to the kerbside

cowboys who usually deliver poor service at a bargain price. This drives down the market’s perception of the value of us all,” Jonathan explains. “Cadogan Tate differentiates itself through quality and so remains able to charge a premium price in markets where getting it right is more important than doing it cheap.”

The internal culture at Cadogan Tate has always been to think deeply fi rst, then act decisively, with professionalism, mutual respect at every level, and hard work to agreed shared goals. The external culture was and remains “Customers First”.

Jonathan sums up the company’s ethos as “transparency, fair dealing, attention to detail, nothing too much trouble, deliver excellence, if you make a mistake put it right quickly and unstintingly; use the best resources that can be afforded – highly-trained highly-paid crews and staff, top of the range vans, best materials, great warehouses, excellent records and administration systems – and if what you need isn’t available off-the-peg then invent it. “

That strategy has seen Cadogan Tate prosper through both the good and the bad times. But, like its competitors it has recently had to adapt in response to the worst recession in sixty years.

“We have consolidated our operations onto fewer sites, rationalised our workforce and target markets and focused harder on productivity and profi t margins,” Jonathan says. “2010 was a very tough year but, taking a longer view, recession is a harsh but effective evolutionary pressure that makes a business improve or die. Let’s hope we’ve got it right!”

Jonathan says that his role at the company is primarily to develop and maintain a uniform corporate style, and. working with a highly professional head offi ce team evolve and maintain stable structures, systems and methods

of working, providing a high quality resource base and comprehensive support services in fi nance, marketing, risk management, HR, HD and ICT to foster the group’s talented sales and operations teams, so that they can run their businesses profi tably and without distractions.

“In addition, I work closely and collaboratively with our Chairman who is a powerhouse of ideas and strategic vision; we look over the horizon and over the edge, spotting the risks and trying to ensure we steer the best available strategic course, launching innovations and start-ups whenever they are needed to make best use of opportunities for change and development“ he says. “Finally, if something goes wrong and there is a serious external challenge, it’s my job to step up to the mark to defend the business; a colleague once teased me that “litigation is your recreation” and, sadly, I suspect he might be right!”

Leading from the frontOther leading fi gures at Cadogan Tate include Paul Haynes who heads the Residential & Business Division, and Graham Enser, MD of the Fine Art Division.

Paul Haynes’ team provides more than 5,000 top of the market UK and international residential moves a year for private and corporate customers, plus complex business moves for the legal, creative and academic sectors. It is also responsible for the movement of some 50,000 lots a year for a leading auction house, and helping set up and take down each sale in the saleroom. In addition the team also provides excellent value trade services for BAR members – trade storage, hoist hire, European groupage and operative training. Graham Enser’s Fine Art Division packs, moves stores, ships, insures and manages art and antiques in the USA, UK and

Overseas Group News - Cadogan Tate

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Overseas Group News


continental Europe for galleries, museums, collectors, auctioneers and government agencies. It also provides specialist management and installation services for interior designers, and fi ne art groupage and installation throughout Europe and the USA.

Environment fi rstCadogan Tate has gained a reputation in the marketplace as an early mover in environmental responsibility and innovation.

“For many years Cadogan Tate’s top management has been committed to operating with a focus on environmental responsibility, determined to hand over the world to their children in a better state than they found it in,” Jonathan says. In 2009 Cadogan Tate deployed the only 12.5t fully electric removals van in the world. “It wasn’t easy. Despite the facts of a capital cost of more than twice a normal pantechnicon, 75% downtime in the fi rst year and a major re-design and rebuild after that, now everything is sorted, it runs silently, with zero emissions and running costs of less than 5p a mile, minimal maintenance, almost no downtime and an estimated operating life of 30 years,” Jonathan says.

The company has also set up Eco Movers, a moving and storage business that is totally committed to operating with minimal environmental impact, as a viable business in its own right but also to test develop all elements of Cadogan Tate’s green strategy. Ideas and prototypes are tested in the harsh reality of the highly competitive “man and van” market and the survivors are rolled out across the larger group.

Its vans are 3.5t and are powered by LPG, green electricity or retrofi t diesel-electric hybrid. Web-based software has been developed to maximize revenue yield and value for customers, allocating work to vans and crews optimally, minimising travel to site and wasted journeys. The operation is almost paperless. Crews are equipped with wireless PDA’s to get instructions, report problems, record inventories and get customer signatures on contracts and credit cards.

Next year Cadogan Tate will adopt the PDA-based system developed at Eco. Ultimately, it plans to share these green initiatives with the rest of the industry to help reduce its overall environmental impact, but only when they have been fully developed, proved in action and fully exploited by Cadogan Tate.

In recognition of the company’s achievements, in 2010 Eco’s pioneering work won Brunel University’s Business Innovation award and it achieved ISO14001 and 9001. Cadogan Tate followed in 2011.

The way ahead Cadogan Tate has long played a leading role at the BAR. As many members will know, Jonathan was National President from 2007 to 2008, after a long stint as Regional Chairman of the Metropolitan Area and CMG Chairman.

Jonathan won’t say it himself, but he played a major role in the launch and development of the CMG, the rebuilding of the Met Area, and the creation and implementation of the Governance review.

“We donated all our risk assessments for publication across the industry via BAR, saving members thousands in time and consultant’s fees,” Jonathan remembers. “We will continue to support and contribute to the Association in whatever way we can. In return the BAR has provided us with the opportunity to meet, network and make friends with one of the nicest, most decent bunch of people it’s been my privilege to know. There is something unique about people in the moving industry – we can compete hard and fairly, without back-stabbing or dishonesty, and enjoy a pint in the bar together afterwards.”

Unsurprisingly, Cadogan Tate is one of the strongest voices in favour of Compulsory Quality Standards as a prerequisite for membership of the BAR.

“The recent referendum was an immediate triumph for democracy but a longer term disaster for our industry,” Jonathan says bluntly.

“Compulsory Quality Standards as a requisite for continuing BAR membership would have differentiated us all from the kerbside cowboys and the internet middlemen. The rejection of this proposal was short sighted and in the longer term self-defeating. Larger members will go for Quality Standards anyway and self publicise successfully either directly or through some elitist sub-group but the smaller members will lose the benefi ts of group momentum and publicity through the Association. This unwise decision needs to be reversed and soon.”

According to Jonathan, if members fail to differentiate themselves as legally compliant, safe, trained, and honest quality-operators with unique professional skills, then many smaller members will be out of business within fi ve years.That’s due to the three-headed threat of polarisation, commoditisation, and unfair competition. Polarisation has seen the shrinking of the middle; profi table medium sized movers, once the backbone of the industry, have largely turned into big or small movers or disappeared altogether. The result of this is a reduction in the market’s perception of the quality of service provided by members. Smaller movers usually have the skills to provide excellent service but often don’t market themselves effectively as quality movers as they are too busy just making a living, surviving from job to job. Meanwhile, larger players often fi nd it diffi cult to maintain quality standards at their scale of operation and just one high profi le publicised slip-up can tarnish the entire industry.“

Meanwhile, the internet “explosion” in recent years has seen the emergence of a new breed of successful internet moving-portal operators. These have great marketing and SEO [search engine optimisation] skills but little knowledge about moving and absolutely no staff, vans or warehouses and accept none of the risks of

ownership of these resources. “They are trying to commoditise us, reducing us to something they have the nerve to ‘approve’ then ‘market’ or ‘compare’,” Jonathan says. “By dealing with them, smaller movers are drifting into the same role as the farmers who supply the supermarkets with excellent products for next to nothing a year, while working 100 hours a week, exploited and unprofi table. “

Finally, BAR members are under pressure from unfair competition: ruthless, unscrupulous operators who cut every corner, deploy untrained and unchecked crews and unsuitable often un-roadworthy vehicles, and who don’t deduct or pay tax or NIC.

“BAR members do things correctly and legally and pay the heavy costs of compliance, but they are up against an increasing number of these cowboys,” Jonathan says. “The public can’t tell the difference so we have to tell them and we are not doing this effectively - quality and reputation used to differentiate the BAR member but this is now at risk.”

What should BAR and BAR members do to survive in this challenging new scenario?

Jonathan believes that the key may lie in using the power of Internet marketing and SEO to promote and differentiate BAR members, taking the fi ght to the enemy.

“The most signifi cant thing the BAR can do apart from insist on Quality Standards is to make a huge new effort and investment into internet SEO to promote and differentiate its members,” he argues. “Google the normal consumer search terms such as “local mover” or “quality mover” and do you get the BAR? Never! You do get a few BAR members but mostly surrounded by a whole posse of Internet-savvy cowboys and too many Internet parasites. We need to adopt standards to differentiate and validate members, and raise their profi le on the Internet. I think it’s the only way ahead if our members are to continue to form the reputable and successful core of the industry.”

Jonathan Hood, Group MD of Cadogan Tate

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Training News

Loren Webster of BAR Training Services looks at recent achievements by companies and organisations.

With Martlets personnel experience

levels ranging from between 2 months and 10 years’ service, the delegates were able to work together effectively during the training course with the more experienced personnel giving vital input and the less experienced personnel progressing through all learning outcomes from the course extremely well.

None of the operatives had ever been on a Manual Handling training course and all were receptive to the BARTS course. After a morning of theory training in the classroom

covering the prevention of back, foot and repetitive strain injuries along with proper lifting techniques, the delegates were ready for some practical training in the warehouse. The Transport Manager advised that one of the main problems that they have is damages during delivery. The training was tailored to The Martlets Hospice’s requirements and covered vehicle loading and protection during transit as well as handling techniques on delivery. Overall this was a most enjoyable day with delegates who were eager to learn new techniques and it all ended with some very positive feedback on their day of training and of course, the day was fi nished with an ice cream on the seafront!!!

Comments made by course delegates from The Martlets Hospice: Wayne Allen said ‘Well presented course, good atmosphere.. J Mitchell ‘A well presented course with a good tutor.’

BARTS Training: The Martlets Hospice, Hove, Sussex, August 2011One of the largest hospices in Southern England, The Martlets Hospice, invited BARTS to deliver a Manual Handling and Furniture Handling course to all twelve of their delivery/collection personnel.

Outstanding achievement by White & Company for BARTS BTEC in Removals Management

BARTS have marked, assessed and verifi ed the examination paper for Abigail Denham of White &

Company PLC. Abigail attended the BARTS BTEC in Removals Management course and returned to BAR headquarters in July to complete her exam in order to gain her BTEC qualifi cation. She achieved an exceptional 94 per cent pass mark. This is the highest pass mark ever achieved by a delegate taking this exam. The exam is made up of 50 opportunities to gain marks, and 47/50 marks were awarded. The exceptional overall pass mark was gained through excellent demonstration of understanding in all areas of the paper.

Abigail Denham, White & Company said: “I thoroughly enjoyed the course. The most valuable aspect for me was the ability to draw on the knowledge of the individual trainers, with their broad spectrum of experiences. This course has given me a deeper understanding of the removal industry as a whole.”

Every month Removals & Storage includes a number of feature items. These are planned well in advance to allow members of and suppliers to the industry to join in.

Please contact Andy or Louise at Analytica Media on: 0208 458 5100 or e-mail: [email protected]

Feature Schedule 2011

The delivery and collection team at Martlets Hospice

451 R&S October11.indd 28 5/10/11 15:56:45

Because your people are your greatest asset

BARTS Courses

Book your places todayCall: 01923 699484 or email: [email protected]

BTEC Advanced Award inRemovals Management 2011The BTEC Advanced Award in Removals Management is a 2 unit course and is the only nationally recognised removal specifi c qualifi cation of its kind.

Students will be required to pass an examination on an additional date in order to pass the qualifi cation.

Course Dates 2011part 1 – 18,19,20, October 2011 part 2 – 01,02,03,04 November 2011

Writing a Winning Tenderfor the public sectorThis is a brand new workshop taking place at BAR Watford covering topics such as:

• Risk Management • Opportunities to score• Constructing a winning stategy• Presentations • What to write • Feedback• Identifying your USP • Pricing• Where you can stand out • Tips & techniques• Common Mistakes • Useful information

Course Dates 201108 December 2011

£99 + VAT p/p

£1675 + VAT p/p (BAR Member)

£1995 + VAT p/p (Non BAR Member)

BTEC Award in Practical Estimating 2011This 2 day course is practically based and is designed to teach students the art of estimating as well as face to face sales techniques, covering topics such as:

• Practical Estimating at 2 local properties• Quantity Assessment • The Role of the Estimator• Health & Safety • Communication Techniques• Contract Conditions • Removals Insurance

Course Dates 201114 & 15 November 2011

Selling Skills/Promoting the BAR OFT Code of PracticeThis 1 day course is designed to enhance sales skills and to demonstrate the most effective way of promoting the BAR OFT Code of Practice to win business, covering topics such as:

• The Role of the Salesperson • Marketing• Prospecting & Negotiating • Promoting the OFT Code • Communication & Presentation• Identifying Customer Needs • Closing the Sale

Course Dates 201116 November 2011

£545 + VAT p/p (BAR Member) £99 + VAT p/p (BAR Member)

451 R&S October11.indd 29 5/10/11 15:56:46


Training News

Our company’s sole purpose since its inception in 1977 is to serve the membership – to supply good quality, innovative packaging products at low prices. This is achieved by buying jointly on your behalf and passing on the discount achieved from this bulk purchasing power!

As a member, we should be your preferred supplier but are we? For many of you the answer will be yes but for those of you that say no then we would like to know why?

Your feedback is important so please ring us on 01342 870087 or you can simply emai [email protected]

We look forward to hearing from you.

Are we your preferred supplier - if not, why not?

During the training course, the Trainer was pleased to fi nd that there was a great mix of skills and experience

amongst the group, some of the delegates were involved solely in imports, some purely sales and some were move co-ordinators involved in exports. Delegates’ length of service ranged from personnel who had been newly promoted to their roles through to 20+ years within the industry.

The fi rst discussions were around Airfreight where the advantages and disadvantages were discussed followed by regulations, documentation and costing for import and export. This was a good topic to start with as not many of the 8 delegates had actually dealt with airfreight, as it is dealt with a lot more in the corporate moving world.

The next topic covered was the shipping of cars. The loading part was quite straightforward to explain but the importation into various

countries can be a bit of a minefi eld so there was a reminder to always have your documents and paperwork pre-approved by your agent.

The topic of imports was then covered and with only one delegate working in imports full time, a clear explanation of the C3 form was required with a very detailed afternoon learning thoroughly about all other types of clearance as well as documentation such as arrival notices, waybills and duty payable. The delegates completed a task for working out costings for imports of Air, Less than Container Load and groupage. The group had to identify as many costing factors as possible, which they did very well. The import section of the training course concluded with storage options and correct delivery paperwork and reporting procedures.

We then moved on to the processes involved with exports, with the various ways in which a sea container can be loaded and the booking procedures, paperwork and costing issues

covered. Explanation was given to delegates on the correct way to check that a container is suitable for loading, the correct way to label a shipment and how it must be checked into a container. Delegates were given full explanations of freight rate terminologies and shown how to make a booking and obtain rates from an agent or overseas offi ce. As a lot of rates are given in lbs, the calculation to volume was explained and the delegates completed a task to prove the knowledge they had gained before a full review of all documentation took place, such as Bill of Lading and Waybill.

Overseas Skills Training course delivered by BARTSThe Overseas Council funded a BARTS course to up-skill its members in all areas of Overseas moving. The course was delivered in August and BARTS plan to run another of these courses later this year. Again, all Overseas members will be invited to send delegates to attend.

If you are interested in fi nding out more about training, contact the BARTS team by email on [email protected] or telephone 01923 699484

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Trade Services


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Industry News

34

European News

R&S is grateful to FEDEMAC for its contribution to this section

Spain halves VAT for new houses

In a bid to inject some life into the country’s moribund housing market, and reduce an overhang of around

700,000 unsold homes, the Spanish government has slashed the rate of VAT charged on newly built homes.

The Government has cut the rate to 4 per cent from 8 per cent – but only until the end of this year.

The move has come only one year after the Government increased the VAT rate on housing to 8 per cent from 7 per cent. House prices in Spain have fallen by some 20 per cent since their peak in 2008, with areas such as Marbella and Menorca reporting price drops of over 40 per cent.

The number of transactions has also collapsed, to around 80 thousand sales in the fi rst half of 2011, compared to over 200 thousand during the boom times.

In a bid to increase foreign interest in the market, the Development Ministry has set up a website aimed at foreign investors: http://www.fomento.gob.es/spanishrealestate/.

Backing for Bering Strait tunnel

Senior Russian politicians have reportedly given the green light to an infrastructure project that reads like a

dream from a Jules Verne novel – a 65- mile road and rail tunnel under the Bering Strait, linking Siberia and Alaska.

Details are sketchy, but the world’s media have put a US$100 billion price tag on the project, which its backers say will bring Russian raw materials into North America more effi ciently than by ship.

If completed, the Bering Strait tunnel would be the longest in the world.

Political approval may be the easiest part of the mammoth task. Raising fi nance in the current global environment will be challenging, while the operational demands of building a tunnel in these sub-zero and remote conditions pose real question marks over the project.

Sceptics have also noted that for all the ambition of this project, there is as yet no rail line to Alaska’s West Coast. That St Pancras – San Diego supersaver return may be a while coming yet.

Continuing concern over EU trailer limitsThe Freight Transport Association (FTA) has been asking operators in the parcel, 3PL, retail and bakery transport sectors for evidence which will support the industry in its fi ght with Brussels to preserve the height of UK trailers.

Across the transport industries in the UK, there is a high level of concern with European Commission proposals to limit

the height of trailers. The FTA wants the EC to ensure that UK operators have the right to operate trailers above four metres.

Andy Mair, FTA’s Head of Engineering Policy, said “all the evidence points to the fact that many signifi cant operators in the UK use trailers that would be outlawed if EC proposals went ahead; the cost-saving and CO2 benefi ts of higher trailers would be lost too.”

The EC’s proposal threatens to remove the existing derogation which allows vehicle and trailers in the UK to be set at over 4 metres. Following intensive lobbying, the FTA said it was encouraged when the EC announced it would

consider lifting the height limit to 4.88m for double-deck trailers.

However, Mr Mair said “the truth is that there is a substantial chunk of our logistics sector that operate trailers over 4.88 metres. Ideally, we would like the height limit for all trailers, not just double-deck, to be set to at least 4.95m.”

Evidence from the FTA’s survey showed that some cages used on double deck trailers brought the overall height to over 4.88m; a lower height would mean that ‘double-stacking’ would not be possible; and some products moved in stillages (caged pallets) are stacked with no room to spare height wise and even a small reduction in height would result in the loss of one stillage per stack less.

News Roundup R&S is grateful to FEDEMAC for its contribution to this section

Carole Coune has offi cially assumed the offi ce of Secretary General of the International Transport Forum at the

OECD, the Organisation for Economic Cooperation and Development.

As of 1 August 2011, Coune, a Belgian national, takes over from Jack Short, who is retiring, as leader of the Paris-based intergovernmental organisation which brings together 52 nations from around the globe. Ms Coune comes to the offi ce of Secretary General from Belgium’s Transport Ministry.

The International Transport Forum, based at the OECD, is a global platform for transport policy issues. It acts as a think tank for member countries and organises an annual summit, at which ministers debate strategic issues of the sector with business leaders, top academics and representatives of civil society.

The theme of the 2012 summit, to be held 2-4 May 2012 in Leipzig, Germany, will be ‘Seamless Transport: Making Connections.’

New head for International Transport Forum

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Industry News

36

Feature - The R&S Interview: Mike Nattrass, MEP

Mike Nattrass of the UK Independence Party (UKIP) has represented the West Midlands in the European Parliament since May 2004. UKIP campaigns for the withdrawal of the UK from the European Union. As a member of the Transport and Tourism Committee of the European Parliament, Mr Nattrass talks to R&S about how he is standing up for the interests of the British transport industry in Europe.

Transport’s Eurosceptic Voice from Brussels

R&S: Why did you join the European Parliament’s Transport Committee?

Mike Nattrass: In the 1970s I was for seven years Group Property Manager for Quinton Hazell Plc who manufactured and distributed Motor Parts via their 300-plus UK-wide properties e.g. Partco. This brought me into direct contact with the motor trade. I chose to join the Transport and Tourism Committee because of my interest in the subject.

R&S: What efforts have you taken to stop the increased charging of trucks? Mike Nattrass: I am against UK domestic interference from the EU in all areas. As for Road Charging, I am against tolls of any kind. I believe in the Road Fund Licence and reasonable fuel duty. UKIP policy is to sell tax discs at the ports to charge foreign lorries for road use, just as UK transport is charged. A tax disc for a one month ‘Brit Disc’ could be bought on a basis similar to the Swiss method.

R&S: What support do you have in the Parliament for your Brit Disc proposal, and what does Brit Disc aim to achieve? How else can we keep dangerous foreign trucks off our roads?Mike Nattrass: There is no support outside of UKIP for our Brit Disc. The very expensive plan to have satellite surveillance of distances travelled by individual vehicles for road charging purposes appears to gather ground. I am against this proposal. The fact that fuel is bought prior to entering the UK also hits UK revenue and I believe that a reasonable fuel maximum should be imposed to stop excessive imports to avoid UK tax.

R&S: What do you think is the best way of tackling road congestion, in Europe and in the UK? Mike Nattrass: Better use of the existing rail network at reasonable cost would reduce the commuter cars on the roads. We also need rail freight terminals with easy transfer to regional road haulage.

R&S: What are you doing about the EU’s proposed limits on trailer heights?Mike Nattrass: I have already campaigned against this EU interference. Our own Government should decide on subjects such as height and weight to suit our UK road facility. However the EU-imposed height restriction is counterproductive in terms of CO2 emissions which the EU worries about so much.

R&S: Why are you opposed to the HS2 proposed high speed rail link?Mike Nattrass: This is a destructive and over-expensive new rail route. The main hidden objective is actually to give a faster link from Birmingham Airport making it effectively another London Airport. This £33 billion expense does nothing to help the Regions and everything to encourage more commuters to travel into an already overcrowded London.

R&S: What do you think should be done about the falling traffi c and rising tolls on the M6? What lessons do you think should be learnt from the M6 experience?Mike Nattrass: The M6 Toll was built to relieve the M6 through Birmingham and it fails because motorists will not pay the toll. I am against tolls as they should be covered by existing taxes, they stop the traffi c at the booths, but more seriously they do not clear congestion on other routes due to user resistance to tolls.

R&S: What is the European Parliament doing to make life easier for businesses? What do you think should be done?Mike Nattrass: The Parliament is not composed of people who understand business, never mind the specifi c needs of the UK transport business. It is more about a European dream of conformity and similar laws - regulations in all countries, irrespective of local needs.

R&S: What are the main priorities for the coming sessions of the Transport Committee, and how could these affect the UK road transport sector?Mike Nattrass: There are many current issues including ‘Zero tolerance’ in respect of alcohol levels in the blood of drivers. The Committee was concerned about the impact of ‘Wine Gums’ and, as these people do not live in the real world, they asked that that subject be investigated further. Good for expenses claims and gives reason for the Committee to exist! They are committee people and simply enjoy red tape generation..... and discussing wine gums. I do not wish the EU to control or regulate anything to do with the UK. However if there are serious suggestions from your readers, who have sat in traffi c jams thinking it through, please let me know and I will campaign for the UK Parliament to take notice.

STOP PRESS • STOP PRESSMike Nattrass, MEP, will be the keynote speaker at the BAR Annual Conference 2012 at Royal Windsor next May, and will attend the gala dinner. For more information, please email [email protected]

451 R&S October11.indd 36 5/10/11 15:56:57

Make the mostof your BAR membership

For more information visit: www.bar.co.ukor contact: [email protected]

Instant recognition• Use of the BAR brand • OFT approved Code of Practice• FREE use of the BAR model Terms & Conditions

Award Winning Website www.bar.co.uk• Unique sales lead generator • Member’s search directory • Real-time online estimating & enquiry system • Member’s area with free broadcasts and noticeboard facilities

Networking Events• Annual fl agship conference and exhibition

• Business seminars

• Area meetings

• Young Movers

FREE Professional Support& Advice• FREE legal advice line

• FREE fi nancial advice line

• FREE informal conciliation service and low-cost arbitration scheme

FREE Products and Services• FREE Marketing & promotional materials downloadable from bar.co.uk members area

• FREE monthly issue of Removals & Storage (R&S) magazine

• FREE Award winning membership pack

Subsidised Products and Services• Comprehensive range of products, services and marketing materials from BAR Services at exclusive member rates

• Subsidised industry specifi c training

• Discounted advertising in R&S magazine

• Exclusive rates for industry specifi c Quality Standards

Exclusive Promotional Opportunities• Industry recognised annual awards: - Domestic Mover of the Year (DMotY) - Commercial Mover of the Year (CMotY)

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• FEDEMAC membership including free European information on www.fedemac.eu

• Range of lobbying activities

• The Removers Benevolent Association (RBA) charity for the removals industry

• New Members Induction Incentive Scheme

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Industry News

38

White & Company and The Bishop’s Move Group, two of the most respected and established names in the British Removal industry, have announced “Open Highway”, a strategic alliance between the two companies which allows both groups of companies to pool considerable resources and assets to achieve improved service levels to their clients.

Open Highway

Cover Feature – Fruitful alliance between two removals groups

Alistair Bingle, Managing Director of The Bishop’s Move Group and Ian Palmer, CEO of White & Company

Photographs: Louise Gale, R&S Managing Editor

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Industry News

39

This represents a major policy change for both White & Company and The Bishop’s Move Group, who have been

traditionally ‘self resourcing’. These two great family companies, both

founded in the mid-1800s, are working closely together to clear deep sea groupage shipments, European and domestic traffi c more effi ciently, thus maximising the potential of the joint resource.

Ian Palmer, CEO of White & Company and Alistair Bingle, Managing Director of The Bishop’s Move Group, have worked on the agreement for some time and ‘Open Highway’ has been trialled very successfully for the past three months, enabling both groups to maximise potential throughout the busy summer season.

Both companies, with the drive of their respective CEO and Managing Director, are totally committed to mutual cooperation, working closely in the UK and Global market, without losing their own strong, brand identity.

Ian and Alistair estimate that the use of the combined fl eets of 300 plus vehicles and 800 staff have produced savings in excess of £50,000 over the summer period and they look forward to continued joint success through mutual cooperation.

Cover Feature – Fruitful alliance between two removals groups

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451 R&S October11.indd 39 5/10/11 15:57:00


Industry News

40

Affi liate Profi le: MoveMan

EOS was founded in 1995 by Simon Maystre, and is still owned and run by its founder, who grew up with a family

removal business. The software industry has changed almost

beyond recognition since those days, thanks to the emergence of the Internet and mobile communications. But MoveMan’s success is largely due to the team’s deep roots in the industry, and their insight into how best to meet the changing demands of the removals business.

“The majority of our staff has actually worked for removal companies in the past,” says Chris Elson, who himself has six years of experience in an IT management role at a large removal company. “This hands-on experience shows in our in-depth understanding and depth in our products.”

“MoveMan covers virtually every aspect of the removals business,” he says, “and the feedback we receive is that our software is the easiest to use.”

As many readers will know, MoveMan is a complete offi ce administration software package that allows companies to manage their work,

right from the incoming client enquiry all the way through to invoicing and storage management. Chris says it has been proved to make a real difference in improving a mover’s effi ciency.

“The software is designed to minimise the time and effort at the back offi ce end,” he explains. “For example, we help BAR members differentiate themselves with features such as automatically sending the BAR OFT leafl et with emailed survey confi rmations or quotations.”

MoveMan’s quotation management system includes success probability statistics, which enable companies to target their efforts when chasing up the quotes they have sent out. “Small things like this help save the time on the mundane administration tasks, allowing the mover to concentrate on better servicing their customers,” Chris says.

In the world of software development, standing still is not an option. In addition to making MoveMan available for TabletPCs, which are ideal for surveyors, the MoveMan team have recently launched MoveMan Live. This product feeds data into MoveMan from the mover’s

website and from various lead providers, eliminating the time taken to enter the data, thus enabling the mover to spend this time canvassing the new enquiries.

Chris says the company has experienced growth during the economic downturn. He attributes this partly to the success of MoveMan.NET, a ‘cloud computing’ service that reduces IT costs for removal fi rms, and partly to the simple fact that MoveMan tools address some mission-critical parts of the removals business: communication with the customer, and detailed cost tracking.

“We are very aware of the pressures that our clients are under in the current economic climate so we have been very careful to ensure that we do not add to the many rising costs that removal companies face today,” Chris adds. “We have been able to keep our charges the same since 2004.”

The team is also developing solutions for other parts of the industry, such as online insurance services for Basil Fry and Co. “We see integration of this and other web based services as a key area of development in the market,”

Profi le: Going Places with MoveMan Enhanced Operating Systems (EOS), the company behind the MoveMan suite of software for the removals industry, has been an Affi liate member of BAR since 2006. Chris Elson talks to R&S about how the business is expanding, and the new MoveMan solutions that they are developing for movers.

Above: Simon Maystre, founder and owner, MoveMan

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Industry News

41

Affi liate Profi le: MoveMan

Chris says. But the core business remains deploying MoveMan solutions, to improve effi ciency in the removals industry. Chris points to the company’s successful partnership with Euro USA Shipping as an indication of how they can expand their relationships with BAR members.

Long a user of MoveMan Mobile survey systems, Euro USA decided to implement the complete MoveMan suite, to reap the full benefi t of the MoveMan capabilities across their divisions, from the initial survey through to fi nal delivery.

“Euro USA now views MoveMan as fundamental to their global business,” Chris says. “Using the automatic template features Euro USA are processing quotes far more swiftly with the benefi t of clients receiving quotations often with 24 hours of the survey being completed. The quote format is precise and clear to understand which has resulted in a higher conversion rate as the overall customer experience is more streamlined and customer friendly.”

“The import division has also progressed signifi cantly by using MoveMan as all import documentation is tracked and stored for using at later stages in the move process. Clients and overseas agents are aware of each step in the import process from documentation, to clearance and fi nal delivery, via the communications package within the MoveMan software.”

Chris says that after Euro USA saw just how much MoveMan can help streamline offi ce processes, so that any member of staff can now respond to a client’s queries, the client has chosen to expand the use of the software, taking it to their Paris operations.

And with the economic pressure on the industry looking set to continue, there is increasing demand for the effi ciency gains and sales support that MoveMan can deliver.

Chris Elson of Move Man

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Industry News

42

Feature – Marketing through social media

According to data from market researchers Nielsen, there is not only a greater number of Facebook users in the UK, but

each user is also spending more time on the site. The average time spent on the site has risen to six hours and 39 minutes a month in May 2011, compared to fi ve hours and 56 minutes in May 2009.

That level of media consumption can’t be ignored by any company looking to reach potential users, communicate with clients, and build its brand. And it’s become increasingly rare to fi nd a removals company that doesn’t have a presence on at least one of the Big Four social media; Facebook, Twitter, LinkedIn and YouTube.

With the vast majority of domestic customers now using the Internet to research the market and choose a mover, it is all but essential to supplement a web page with at least a Facebook profi le.

“Having a Facebook page shows you are an up-to-date and accessible company that communicates transparently with its customers,” says Alexis Sheldon, CEO of multilingual Internet marketing company Fastlane.

“It’s a great place for your customers to give you great reviews,” he adds. “Removals is a

word-of-mouth business, so a site like Facebook is tailor-made for the trade.”

More dynamic than just a company website, social media sites put a premium on interactivity, and help companies build up their brand and their relationships with the market. They also level the playing fi eld between the big and the small; indeed, the personal touch that a small, family-run company can bring to their page probably tilts the balance in their favour.

An increasing number of companies are also using sites such as Facebook and YouTube to upload videos about what customers should expect from the removals business, offering expert insights that can lead to customer enquiries and conversion.

Well produced and useful video content on a Facebook page can do wonders to establish a company’s reputation in its market, introduce staff, and make that crucial fi rst contact.

“For a larger company, or if you have the time, money, and ideas, Facebook is a great place for doing something really cool, launching special offers, games, videos – anything that gets people interested and engaged,” Mr Sheldon says. “A company can use Facebook, YouTube and Twitter to build a channel to the customer, and cement their relationship with the marketplace.”

If your company has a unique history or story that needs to be told, it’s also a good idea to create and monitor a Wikipedia page, another social media innovation that has come to serve as a basic reference on the Internet.

And the focus of a social media presence need not be exclusively on the customer. Social media, especially LinkedIN, is increasingly used for Business to Business and professional networking as well as Business to Commerce.

Still in the B2B space, it’s also a good idea to use tools such as Google Alerts and Technorati.

These allow businesses to track keywords and phrases, such as competitor names, on blogs and news sites, so that companies can track customer reactions and marketplace developments – invaluable business intelligence, at no cost.

Only a decade ago, Thomson directories and the Yellow Pages were considered irreplaceable advertising media for any removals company. Today, from the perspective of Facebook and Twitter, they are beginning to look as obsolete as the telegram and the steam train. All aboard?

Making your mark in social mediaWith over half of the UK population now on Facebook, and the number of Twitter users up to six million from four million, love it or loathe it, social media is plainly here to stay. Here’s how to get the most out of this shop window to the world.

“More dynamic than just a company website, social media sites put a premium on interactivity, and help companies build up their brand and their relationships with the market.”

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Industry News

43

Feature – Giving RTI to HMRC

Many business owners and managers have voiced concern about the impact of this demand for Real Time

Information, or RTI, on their administrative systems. To make sure that the service is thoroughly tested and issues resolved before April 2013, HMRC will pilot the RTI service, with volunteer software developers and employers for a year, starting in April 2012.

There will initially be two methods of reporting – either online, via the Government Gateway, or using Electronic Data Interchange (EDI). In addition to this, HMRC has announced it is seeking to develop a service which will enable RTI reporting through BACS. This would enable employers who pay their employees through BACS to report RTI automatically at the time electronic payments are made to their employees.

HMRC says that RTI is “good news” for employers and will reduce the overall administrative burden. However, according to Cobia, many employers have deep concerns regarding the Government Gateway’s ability to deal with thousands more regular users, and with external systems that are seeking to upload timely information.

Cobia says that although RTI is still on the ‘to do’ list for consideration next year, some employers will be going live in nine months’

time. According to the consultants, removing the need for the end of year return (P35 and P14), and simplifying the starting and leaving processes for employees, will be welcome news for most employers.

Furthermore, it should be easier for HMRC to identify employees on incorrect tax codes, thus reducing the chances of potentially high tax liabilities accruing without the employee’s knowledge. Cobia also welcomes the fact that the system will provide up to date, fi nancial information in respect of Universal Credits.

As always however, Cobia says that the proof will be in the technology, and this is where many employers are more concerned.

The existing on-line options are temperamental at best during “peak periods” and with the high volume of data which will be sent to HMRC on a weekly or monthly basis, many will be watching to see whether

HMRC’s systems can cope, and whether their staff will subsequently deal with RTI information accurately and fairly.

Getting ready for Real Time Information From April 2013, all employers in the UK will have to inform HM Revenue & Customs about tax, NICs and other payroll deductions when or before the payments are made – rather than by May 19th following the end of each tax year. Business, tax and accounting consultants Cobia consider whether HMRC’s technology can cope with the demand.

James Doyle, Commercial Director, Cobia

451 R&S October11.indd 43 5/10/11 15:57:05


Industry News

44

Feature – The law in practice

With unemployment continuing to rise across the country, employers are increasingly using compromise agreements, which record terms and payments to be made to an employee on termination of employment in return for a waiver of claims.

As a solicitor I do not judge anybody, that responsibility is left to others more qualifi ed than me. My obligation is to

represent clients who are about to be judged. One week this summer was – for me - a tale of two different judgements. I started the week representing a bus driver who had been involved in a fatal road accident involving a pedestrian child and fi nished the week being judged myself after completing a PCV driving course.

In the unlikely event I am ever elevated to the judiciary and required to judge others, I will, after my driving course, have an even greater empathy for professional drivers.

Before I comment on my PCV driving expertise, allow me to articulate some of the basic rights and wrongs when advising a driver about his/her interaction with the police

following a fatal road traffi c accident. In pretty much every case I have dealt with, there is an immediate tendency by the driver to unburden themselves and disgorge every piece of information to the investigating authorities. This can be highly inappropriate, especially if the driver is suffering from stress.

The role of the police, quite properly, is to investigate road traffi c accidents to determine whether an offence has been committed and whether they should refer the case to the Crown Prosecution Service for prosecution. A conviction for road traffi c offences can result in imprisonment of a bus driver. This possibility has been increased, of late, by the introduction of the new offence of causing death by careless driving. This has a lower threshold test than the previous charge of causing death by dangerous

driving (which still exists).Police enquiries are designed to elicit

information from the driver to use against him. This is, quite properly, their job. That is why the right of silence is enshrined in English law. Many people have heard the phrase, “You have the right to remain silent” but many forget to exercise their right when faced with the intimidating situation of a police offi cer asking questions. However, that is, in many circumstances, the correct approach. As a basic rule of thumb, drivers should not make any comment unless that comment assists their defence. Legal advice should be sought after a fatal accident.

If history teaches us anything it is that saying less is often a sensible approach, as the spoken word like a speeding bullet can never be

Judge Not, Lest Ye Be JudgedIan K. Jones, director of solicitors Backhouse Jones, recently completed a demanding PCV driving course. Find out here what it felt like for Ian to be on the other end of a judgement procedure, and how he turned to Russian history to deliver some advice on what to do, and what not to do, after being involved in a fatal road accident.

Ian K. Jones, Director of solicitors,Backhouse Jones

451 R&S October11.indd 44 5/10/11 15:57:06


Industry News

45

Writing a Winning Tender for the Public Sector

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Feature – The law in practice

“Many people have heard the phrase, “You have the right to remain silent” but many forget to exercise their right when faced with the intimidating situation of a police offi cer asking questions.”

retrieved. In 1825 Czar Nicholas I ascended the throne of Russia. A rebellion broke out by modernisers demanding the country catch up with the Industrial Revolution in Europe. Brutally crushing this rebellion, Nicholas I sentenced one of its leaders, Kondraty Ryleyev, to death. On the day of the execution, Ryleyev stood on the gallows, the noose around his neck. The trapdoor opened but as Ryleyev dangled, the rope broke dashing him to the ground. Events like this were considered signs of heavenly will and a man safe from execution this way was usually pardoned.

As Ryleyev got to his feet, bruised and dirtied but believing his neck had been saved, he called out to the crowd, “You see, in Russia, they don’t know how to do anything properly, not even how to make rope!”

A messenger immediately went to the Winter Palace with news of the failed hanging. Vexed by this disappointing turnabout, Nicholas I nevertheless began to sign the pardon. But then, he asked, “Did Ryleyev say anything about this miracle?” “Sire”, the messenger replied, “He said that in Russia, they don’t even know how to make rope”. In that case said the Czar ”Let us prove the contrary” and he tore up the pardon. The next day, Ryleyev was hanged again. This time, the rope did not break.

The lesson from this story is that once words are out, you cannot take them back. In legal situations it is prudent to keep words under control. The momentary satisfaction that can be gained by speaking can often be outweighed by

the price that is ultimately paid. Basically be aware of what the Germans call a Schlimmbesserung – an improvement that makes matters worse.

As I fi nished my working undertaking a PCV course I realised that – conversely – words were essential through coaching to navigate a Volvo B10 around the training course and, eventually, parked it within a fi ctional garage. I drove the bus on a fl at surface, in good weather conditions, with no passengers and had all the time in the world but still I found the experience to be a challenging one that gave me a respect for my clients who drive in more diffi cult circumstances.

As the Native Americans say, you should not judge a man until “you have walked two moons in his moccasins”.

451 R&S October11.indd 45 5/10/11 15:57:09


BAR News

BTEC Advanced Award in Removals Management 2011

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451 R&S October11.indd 46 5/10/11 15:57:10

For any independent insurance, fi nancial or legal advice, please contact a

BAR Professional Adviser partner.

Financial Legal

Insurance

Basil Fry & Co Ltd

Tel: 01372 385 985

Email: [email protected]

Website: www.basilfry.co.uk

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Tel: 01273 739961


Website: www.reason-global.com

Wellers

Tel: 0207 630 6665


Website: www.wellersaccountants.co.uk

Backhouse Jones Solicitors

Tel: 01254 828 300


Website: www.backhousejones.co.uk

in association with

The Professional Advisers Panel is a brand new

initiative specifi cally designed to offer members

extended support across every aspect of their business.

This is a development of our highly successful Insurance

Broker Panel scheme whereby BAR members receive

unlimited support, guidance and advice from qualifi ed

specialist companies within the UK. We are constantly

looking at ways to support our members’ businesses;

therefore, if this initiative proves to be a success, we

will develop the Professional Advisers Panel even further

into other relevant areas such as Health & Safety and

Environmental services.

451 R&S October11.indd 47 5/10/11 15:57:11


Industry News

48

Feature – New Member Profi le

Croydon-based Grants Removals has been serving the South London and Surrey area for twenty years, and has built up a strong

reputation for honesty, customer service, and effi ciency.

The last few months have seen the company enjoy an extraordinary surge in business, especially from high end domestic clients and corporate customers, thanks to a comprehensive marketing strategy that owner Del Grant implemented in response to the economic downturn of 2008-2009.

A rebranding of the company – it used to be known as Grant’s of Cheam – was the starting point for the transformation. By moving away from the specifi c location, Grants has now been able to address a much larger market.

The development of a new website was a crucial part of the rebranding process. Combined with an online advertising campaign, using Google’s pay-per-click service, the company’s revitalised Internet presence has resulted in a regular stream of new leads.

“For every twenty people who click through from Google and look at our web site, I will

get two phone calls, and from those leads we will get at least one job,” Del explains. “It has made a big difference to our business, and the money we spend on clicks is well worth it.

Half our work now comes off the Internet, whereas just eighteen months ago, before we started promoting the website basically nothing came from the Internet.”

The rest of the fi rm’s work comes from a couple of local major Estate Agents, Goodfellows and Fine and Country, who have supported the company for nearly ten years, stocking its literature in all their branches throughout the Surrey area. “And, of course, we get our fair share of recommendations from satisfi ed customers,” Grant adds.

Pay-per-click has replaced Del’s expensive advertising in the Thomson directory, with the added advantage that his advertising spend now refl ects the seasonality of the removals business. Whereas with advertising in a directory, a large bill comes every month, in the quiet periods for removals there is a very low click rate. That means that Grants does not have to spend so much for advertising that is generating no business.

The brand new website has been an essential complement to the online advertising campaign. Del himself features prominently on the website and all the marketing literature, a deliberate strategy to show that Grants provides a personalised, differentiated service. “I have had a great response from my customers who all think the fact that I`m on everything defi nitely makes us seem more approachable and personable” says Del.

The fi nal element in the transformation was Del’s decision to join the BAR, which has paid immediate dividends for the fi rm. “I am in competition with larger more high profi le National Companies for the higher end jobs, and the website now shows that I am in the BAR, just like them, but can offer a much more personal service,” Del explains. “Big corporates can’t do what we can do. The website makes that very clear. I make a point of trying to meet all the company’s clients, to explain the removals process as clearly and thoroughly as I can.

“Anybody who is anybody is in the BAR, and the BAR logo has made a real difference. Whereas fi rst time buyers generally only care

Profi le: Grants RemovalsDel Grant, owner of Grants Removals, a family-run Surrey and South London fi rm, talks to R&S about how a rebranding, an online advertising campaign and BAR membership have transformed his business.

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Industry News

49

Feature – New Member Profi le

about price, right now there are not as many fi rst time buyers – it’s a high end market, and the high end customers seem to have heard of BAR and care about these things a little more. A lot of people go to the BAR website to fi nd local members. I have had eight to ten jobs in the last three months because of it.”

Since joining the association, Del has also enjoyed a spike in inquiries from import/export companies. “These big companies are looking for partners, and to partner with them you have to have credentials,” Del says.

The bulk of Del’s work is still composed of residential removals and storage. The company has 160 storage containers in a secure warehouse in Croydon, just off the M25.

Initially a house clearance and antiques business, using Luton vans, it was a natural progression for Del to move into the removals industry. When the antiques market collapsed about ten years ago, Del sold the company’s three shops and decided to concentrate on removals and storage.

The company was hit hard in 2008 and 2009, but since the beginning of 2010 Del says the business has gone from strength to strength, driven above all by the buoyant upper end of the housing market, where the real money is.

In just ten years, the Grants Removals fl eet has expanded from just one Luton van to

include three seven and a half tonne lorries and 2 Luton vans - and Del has just acquired an eighteen tonner for the business.

“I am very positive about how things are going,” he says. “We’ve invested in new vehicles, and we’ve also taken back some full-time staff whom we had to lose in the recession.” Still, Del says he has learnt from the downturn, and is ensuring that by the end of this year all the vehicles will be paid for, so that if another recession strikes, the company will not be burdened with high monthly overheads at a time of little work. “I am putting all of the money back into the business,” he says. “For the last two years I have not been taking it out - it’s all been about buying new vehicles, getting the business stronger, and setting us up for the future.”

And there is a new generation getting ready to secure the company’s future as a family-run business with a personalised touch. Del’s 21-year old son Jack joined the fi rm from school, and after a stint in the warehouse and on the vans, is now managing the offi ce. “Jack is very ambitious and keen to push the company forward,” Del says. “We are prepared for another downturn, but I am upbeat about the ways things are going. With our online marketing and BAR membership, it looks like we are well set for the future.”

“Anybody who is anybody is in the BAR, and the BAR logo has made a real difference.”

Del Grant of Grants Removals

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Industry News

50

Feature – International Associate rebrands itself

Tippet-Richardson Associates have been one of British Columbia’s best known removers since the company’s

establishment back in 1927. The only problem for the company was that

they weren’t known under either their original name, or as TR Overseas Moving Inc, the name that they registered to provide the market with a better idea of the services they provide.

It was only when the company undertook a formal review of customers, employees and suppliers that it learnt something that many in management had suspected all along – when reference was made to any part of the fi rm, it was just as the one word: Tippets.

The company’s Ron Waddling says that it then seemed time to recognize the assemblage of this world developed over many years with its given name, Tippets.

“Brits are aware, perhaps more than most, genealogy can prove very challenging when one starts researching lineage,” Ron says. “Names are changed, misspelled, shortened and even disappear from the family tree in time. When growing the branches of well established fi rms the pedigree within a business can also make for unique discoveries!”

Ron believes that in our age of mobile Internet devices and high speed communications, the new brevity in language poses some interesting question about how a company’s name can

successfully provide messages about its function, while also being succint and evocative.

“If you ask someone under the age of twenty what KFC is, they will know immediately it is fast food chicken but not necessarily the full company name of Colonel Sanders Kentucky Fried Chicken,” he notes. “In our company, long- term employees from their retirement quarters relayed stories about working at Tippets, front line present day services called back to the head offi ce at Tippets, and even the primitive postman knew the mail was to be delivered to Tippets, regardless of the header name on the envelope,” Ron told R&S.

Tippets World has now been branded on the internet, emails, Facebook, Twitter, sealing the company’s new identity. The company has set up a new website, www.tippetsworld.com, which markets Tippets services under this bold new brand. This brings a new look to the company, with no risk at all of alienating its customer base, and while still making very clear the family values, professionalism and commitment to standards that underpin the business.

“On all our digital communications a direct logo link to recognized trade associations is provided,” Ron says. “Clients can connect and view for themselves the respect and importance of industry standards set by fellow registered members.”

If you can’t beat them, join them Toronto-based Tippet-Richardson found out that the market was almost universally referring to them as Tippets. It would have been counterproductive to argue with the customer. So, they turned the situation on the head, and have set up a new brand and website for the business under the new name.

A Level students choose vocations over hefty university fees

Oxfordshire-based Wellers Accountants say they have received a lot of interest in their

trainee positions from A Level students opting to start their career early, rather than pay the increasing student fees at University.

Anthony Harris is just one of those students, who is about to start as a trainee with Wellers in their Thame offi ce. Anthony said: “I got the grades I needed for University but just couldn’t face being in so much debt at the end of the course. By joining Wellers, I will hopefully be a fully qualifi ed accountant in fi ve years without any debt, possibly even some savings.

There is a lot of pressure to go to University but getting a job that offers formal training can mean you get to the same level just as quick.”

Christina Nawrocki of Wellers Accountants told R&S: “We are defi nitely seeing more school leavers considering our vocational training over University. The increased fees seem to be the number one reason behind their decision. The fact they will also have hands on experience and references when becoming fully qualifi ed may also make them more attractive than graduates when progressing their careers.”

People News

Christina Nawrocki, Wellers Accountants

451 R&S October11.indd 50 5/10/11 15:57:19


Industry News

51

90% exam success rate for Wellers

Thirty one trainees who have recently sat professional exams at Wellers Accountants have achieved a 90 per

cent exam success rate.

Three of them - William Hunter, Heather Thomas and Anthony Akers - have become fully qualifi ed members of the ACCA.

Christina Nawrocki of Wellers Accountants comments: “We have received yet another set of amazing exam results. It is testament to the strong trainee programme we run at Wellers and the hard work the students put in.”

Two more trainees have just been recruited and Wellers are currently looking for another three for their Oxford offi ce.

Keith Whelan joins Expect Move

Keith Whelan (pictured) has joined Expect Move as General Manager, and will be responsible for running

the Greenford based business on a day to day basis. Keith has a wealth of experience in the moving industry going back approximately 20 years. He comes from AMC in Dublin Ireland.

People News

Basil Fry’s investment in a young member of its staff has paid off in the best possible way – Adam Kellaway has

obtained a fi rst class honours degree in his chosen fi eld of insurance.

The award, the highest available at degree level, is the culmination of four years of study at London Metropolitan University. Basil Fry supported Adam throughout the process, with fl exible working practices and funding.

Greg Wildman, Director at Basil Fry, said “we are absolutely delighted with Adam’s achievement....this result is proof that

investing in your people pays dividends. Adam is the only broker I am aware of who has obtained an Insurance degree rather than working through the traditional Chartered Insurance Institute exams.”

Adam joined Basil Fry in July 2006 after having completed some work experience at the Company in June 2003.

The degree is recognised by the Chartered Insurance Institute (CII) and will enable Adam to automatically qualify for the award of Associate of the Chartered Insurers Institute, thereby giving Adam an ACII designation.

As part of his degree, Adam concentrated on Commercial Insurance Law with a particular interest in Marine Cargo insurance, an area which will specifi cally help him when dealing with his clients.

“I felt that I had to gear the degree to my work at Basil Fry – so many students come out of University these days with degrees that have little relevance in the business environment” Adam says.

Greg says that “Adam is now with us on a full-time basis and has recently also been promoted to a Commercial Account Executive as a result of his achievement and has spent the last couple of months building his new business book with great success. Adam has also played an integral part in training and developing of the new staff that have arrived recently and we are very confi dent that Adam will continue to thrive as he has done over the past few years.”

Top Honours for Basil Fry student

Adam Kellaway, Commercial Account Executive at Basil Fry

Chess Moving Sydney’s export manager Sue has a passion for cars, and her husband Paul restores and

builds customised vehicles. Sue’s pride and joy is a 1956 Thunderbird.

However, she sometimes also comes to work in Paul’s 1941 Willy’s coupé which he built entirely from scratch. As you can see from the photo it certainly turns heads when she drives to work!

Sydney Style

451 R&S October11.indd 51 5/10/11 15:57:21

North West AreaContact: Annette Harris0161 6534455annette.harris@anglopacifi c.co.uk

Northern Ireland Area Contact: Dominic Murray02890 [email protected]

Scotland Area Contact: Georgina Berry0151 [email protected]

Southern AreaContact: Peter Doman01372 [email protected]

South Wales AreaContact: Andrew Robbins01792 [email protected]

South Western AreaContact: Sue Christophers01637 [email protected] 12 - Dinner DanceThe Barcelo Imperial Hotel, Torquay

Sussex AreaContact: Miranda Hyder01342 [email protected] 1

Western AreaContact: Ria Russell01278 [email protected]


Diary Dates

Diary Dates

BOARD, COUNCIL AND COMMITTEE MEETINGS 2011

Board of DirectorsDecember 7 - 10.00am-15.00pm

National CouncilOctober 11

Overseas Group CouncilOctober 12

CMG CouncilOctober 13

Executive CommitteeNovember 23

BAR AREA MEETINGS 2011

East Anglia AreaContact: Andrew Pearson01362 [email protected] 11

East Met AreaContact: Paul Freeman0800 [email protected]

East Midlands AreaContact: Andy Wade01476 [email protected] November 16 – 19.00pmThe Haycock Hotel, Wansford

Kent AreaContact: Tom Bourne01797 [email protected]

New Met AreaContact: Darren House01932 [email protected] 24 - Christmas Quiz and Dinner & DanceAt Novotel, Heathrow

Northern AreaContact: Alan Hoggin0191 [email protected]

November 8Brent HouseBridgwater RoadEast BrentHighbridgeSomerset TA9 4HL

West Midlands AreaContact: Sarah Pargeter01384 [email protected]

Yorkshire AreaContact: Graham Puddephatt0845 [email protected] 26 – Annual DinnerAmbassador HotelScarborough

Do you have any diary dates?E-mail them to: [email protected]

To view diary dates/events, please log into ‘MyBAR’ and click on the Calendar/Events and BAR Calendar tabs where you can view full details including time, date, location and agendas (when available).

To view area minutes, please log into ‘MyBAR’ and click on the BAR Areas tab and then one of the 16 areas listed. Minutes from past 2011 area meetings can be viewed and downloaded (where available).

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Industry News

53

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BAR NewsMemberships

Registered:The following Members have registered:

National & European Group

Eco Movers Ltd and ATN Eco Van and ManMemb No: E041Alpha House90A Durnsford RoadWimbledonGreater LondonSW19 8HQTel: 020 8971 4321 Web: www.ecomovers.co.uk

Cadogan Tate London Ltd t/a Cadogan Tate Fine ArtMemb No: C125Cadogan House239 Acton LaneNW10 7NPTel: 0208 971 4302Web: www.cadogantate.com

International Associates

Nedrac Inc.Memb No: N30677621 Enfi eld LanePalm DesertCaliforniaUSA92211Tel: 001 760 345 9621Web: www.nedrac.com

Applications:BAR has received the following applications for:


Swift Shift Removals Ltd47 Castle RoadAntrim, Co. AntrimBT41 4NATel: 02894 468743Web: www.swiftshift.co.uk

David Alexander Movers LtdShotfarm Business ParkSouthend RoadWickfordEssexSS11 8RZTel: 01268 573168

Squab LLPSquab Hall Harbury LaneLeamington SpaWarwickshireCV33 9QBTel: 01926 882282Web: www.squabremovals.co.uk

Dunbar Removals & Storage LtdThe Depository Gilmerton EstateNorth BerwickEast LothianEH39 5LQTel: 01620 880213

Resignations:BAR is sorry to lose the membership of the following companies whilst thanking them for their support:

Self Storage Special Interest Group

Advanced Removals & Storage LtdMemb No: A094

Squab Storage(Squab Group)Memb No: S094

Termination:

Liquidation:


Monarch Movers LtdMemb No: M099

BAR Memberships October 2011

Any member wishing to make any comment regarding an application should do so in writing to BAR Head Offi ce within 21 days of receipt of this notifi cation. Details of membership applications in process may also be found on the BAR website: www.bar.co.uk

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BAR News

R&S Competition

Don’t delay! Send in your answers now to [email protected]! The answers to last month’s Premier League quiz were: 1) Manchester United 2) Sky Sports, ESPN and the BBC 3) Robbie Keane 4) QPR 5) 80 6) Manchester United 7) Adel Taarabt.

Unfortunately no one got all 7 questions right, so the free quarter-page advert in R&S will be held over to the winner of this month’s competition.Compiled by SJS.

1. For how much (in euros) did Arsenal sell Emmanuel Eboué?2. From which club did Chelsea buy Juan Mata?3. At which club is Roque Santa Cruz on loan?4. From which club did Watford FC sign Prince Buaben ?5. Who did Spurs sign for £5 million?6. How much did Real Madrid pay for Fabio Coentrao?7. How much did Manchester United pay for David de Gea?

With the football transfer window now closed, show you were keeping up with the footie news this summer!

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Trade Services


Channel Islands

Isle of Man

Ireland

Scotland/Europe

Italy

• Regular runs to all areas • Full or part loads • Receiving depot 10mins from M25 J5 ...or we collect• All deliveries and collections carried out by our own crewsPhone Paul for advice and genuine delivery/collection [email protected]

TRADE ROUTES

TO ITALYFRANCE-AND OF

COURSE 01732 358900 ‘WHEN SERVICE MATTERS’EN ROUTE

Scotland and Islands Italy

451 R&S October11.indd 56 5/10/11 15:57:35

Trade Services


France

Austria

Germany and Austria

Weekly Groupage Service Full origin and destination services available.

German speaking staff

WH HUMPHREY & SON LTD

Contact Darrel or JustinTel: 0208 144 0734 • Fax: 0844 770 7111Email: [email protected]

NAT I O N A L & IN T E R N AT I O N A L RE M OVA L SH AMILTONS

Contact our European department on 01379 851074 [email protected]

France&• Weekly services and competitive rates• Tranship & Hoist services available• Collection from your

depot or clients residence available

To download our tariffs visit:www.hamiltonsremovals.co.ukUsername:Trade Password: Ham662

SwitzerlandH081

Switzerland

Trade Services adverts from as little as £33 a month plus vat. Contact Steve on 0117 330 8370

or email: [email protected]

Germany

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Trade Services


Spain

UK Office: 01843 585055, [email protected] Office: 0034 971 693566, [email protected] website: www.william-worldwide-webb.com

Weekly Scheduled Service, Containerised Storage DepotsHolder of Spanish Transport Licence

for our Tranship vehiclesUnrivaled Infrastructure in Mallorca, Menorca & Ibiza Excellent Rates, Payment in Euros or GBP accepted

Purely The Balearics, No Bull! WEEKLY

REGULAR

Cyprus

Promote your services to over 4,000 UK basedremovers from just £33 per month

Cyprus and Malta

GREECEby Road

&ITALYENROUTE

�� transit time

�� departures

�� & ��

�� in Greece

�� !!�! �"# | ��$%��&��'�%'��

'�� '��

Greece

Cestrian RemovalsSpecialist Trade Movers to Spain & Portugal

• Vehicles departing weekly for Alicante, Almeria, Malaga and the Algarve

• Modern Secure Containerised Storage Facilities in Spain and Portugal

• Rates from £1.90 ex our depot

• Groupage or dedicated vehicles

Chester Depot: 01244 521 959Alicante Depot: 0034 966470426Malaga Depot: 0034 952426463 (in association with BRC)

www.cestrianremovals.comemail - [email protected]

451 R&S October11.indd 58 5/10/11 15:57:38

Trade Services


IF IT’S ALLCHINESE TO YOU...

TRADE Part or Full LoadsBeijing, Hong Kong, ShanghaiDeliveries throughout P.R.C

Call: 0845 [email protected]

China

Regular Services to all Major Destinations Worldwide

Receiving in Windsor & StourbridgeContact Mike, Chris or Steve on

01633 488 [email protected]

Trade Rates to Europe

South Africa

United Arab Emirates

Caribbean

South America

Regular TradeServices toUNITED ARABEMIRATESDubai, Sharjahand Abu DhabiFull & part loads

CCoonnttaacctt JJuussttiinnee oorr SSttuuaarrtt oonn

01432 377477ffaaxx:: 0011443322 227799889944

eemmaaiill:: sshhiippppiinngg@@ggbblliinneerrss..ccoomm

OVERSEASREMOVER

AdvancePayment

Guaranteed

Memb No: GO13

Israel

India

TTrraaddeeSSeerrvviicceessttoo INDIAOne point of entry fordelivery anywhere in India.11 receiving depotsFull & part loads

CCoonnttaacctt JJuussttiinnee oorr SSttuuaarrtt oonn

01432 377477ffaaxx:: 0011443322 227799889944

eemmaaiill:: sshhiippppiinngg@@ggbblliinneerrss..ccoomm

Memb No: GO13

ISRAELThe largest consolidators of HHPE

from the UK to Israel.

Weekly + full destination services!

020 8832 2222Stephen Morris Shipping Plc, Unit 9, Ockham Drive,

Greenford Park, Greenford. UB6 0FD UK.E: [email protected] www.shipsms.co.uk

W o r l d w i d e R e l o c a t i o nFi n e A r t & A n t i q u e s S h i p p i n g

Worldwide

Space to Hire

This space is available from just

£33 per month

451 R&S October11.indd 59 5/10/11 15:57:39

Trade Services


www.tradestorage.co.ukWe are not a removal company oryour competitor, you are our clients

on which our business depends.

[email protected] or Swindon

0208 795 4838 or 01793 731696

They say that imitation is a form offlattery - but there is only one

Trade Storage Limited.

LOCAL MOVING • WORLDWIDE SHIPPINGWEEKLY EUROPEAN SERVICE

Recommended by the worlds finest piano manufacturers,auctioneers, music colleges & academies.

A family run business, Est. in 1968.

THE PIANOSPECIALISTS

Mem. No G005

100 BOLLO LANE, CHISWICK, LONDON W4 5LXTel: +44 (0) 20 8994 9733 Fax: +44 (0) 20 8995 0855Email: [email protected] www.gandrremovals.co.uk

Trailer Hire

Warehouse Containers

TRAILER HIREFrom car trailers to 3200 cubic feet

stepframes, 8 containercurtainsiders unsignwritten haulage

available too. (UK and Europe).www.tradestorage.co.uk/trailers020 8795 4838 or 01793 731696

Trade StoragePiano Specialists

Training


£33 per month


£33 per month

451 R&S October11.indd 60 5/10/11 15:57:41

Classifi eds


For Sale

Are You Looking To Sell?We are looking to buy good quality household moving

and storage companies in London and the home counties.

Please call 07933 123 123 in full confi dence for a quick decision.

Opportunities

Mercedes 815• Choice of 3

• Yr 2000 • 3 Container Body• Double Sleeper

• Excellent Condition• Bodies only 5 years old

Contact: Lloyd on 07714 289 400

£2.15

SELL IT,FIND IT,

FILL THAT

VACANCY,WITH A LINEAGE

ADFOR JUST

+VATPER WORD

Vehicles For Sale

BOOK YOURCLASSIFIED

QUARTER PAGEADVERTISEMENT

MONO:£425 COLOUR:£500

Please contact Steve Pearce at Rubicon Marketing on: 0117 330 8370 or e-mail: [email protected]

+VATFOR

+VATFOR

FOR SALE

Contact: PaulOn 07788185979

£2.15

Used 250ft3 storage containers £75 each. Contact Mandy on 01285 641003

Removals & Storage Business for Sale (South West based)

A well established regional business with a mixture of domestic and corporate customers. The business benefi ts from some framework contracts for public agencies which provide repeat business. Own freehold premises. There is a

separate self storage business operating from adjacent premises. Turnover in range £1m-2m.

Further details from: Adrian Godfrey, HW Corporate Finance,

email: [email protected], or call 07710 158371.

VANS FOR SALEVehicles For Sale

18 ton DAF xf 430 Marsden double sleeper 5 x con pantechnicon.6 months tax and MOT. New tyres, euro van, walnut dash, air con, electric windows, cruise, semi auto.

7.5 Merc 815, double sleeper, cruise, 05 reg. New shape tie rails, ramps, 24 x 9 ft barn doors. Mint condition.

7.5 Iveco 180 double sleeper, cruise, 07 reg euro 4 tie rails, ramps 22 x 9 ft tuck under tailift, barn doors.

Euro 4 upgrades available from £2,500 depending

on vehicle. Ring Mike Fahey 07730309699

Container doors fi tted to any vehicle for an extra charge.

451 R&S October11.indd 61 5/10/11 15:57:43

Classifi eds


This 2 day course is practically based and is designed to teach students the art of estimating as well as face to face sales techniques, covering topics such as:

• Practical Estimating at 2 local properties• Quantity Assessment • The Role of the Estimator• Health & Safety • Communication Techniques• Contract Conditions • Removals Insurance

Course Dates 201114 & 15 November 2011

BTEC Award in Practical Estimating 2011

BARTS Courses



Selling Skills/Promoting the BAR OFT Code of Practice

BARTS Courses

This 1 day course is designed to enhance sales skills and to demonstrate the most effective way of promoting the BAR OFT Code of Practice to win business, covering topics such as:

• The Role of the Salesperson • Communication • Marketing & Presentation

• Prospecting & Negotiating • Identifying Customer Needs• Promoting the OFT Code • Closing the Sale Course Dates 201116 November 2011

£99 + VAT p/p


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removals & storage

Documents

industry news

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issue of rs

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