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Michelle Mone visits the University of Herts

Giving away all your wealth

Are you in the right job?

Work/life balance is harder for women

November 2009

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Christmas at Tewin Bury Farm Hotel New Year’s Eve Scarlet Ball

Enjoy a
The Restaurant at Tewin Bury Farm

Bookings are now

n being
e taken
en for
for Christmas Day
Day Lunch Reception,
7\  DUQ 5 Course Gourmet
e are also taking bookings
b for: Dinner &
estive Lunchess & Dinners in the RRestaurant
esstaurant at Tewin
Tewin Bury
Buryy Farm
Joiner & Private
a Parties
Parties in our beautifully
beauutifully decorated
decorated venues,
venuues, Entertainment to see
   JXHVWV in the New Year
or FFestive
estive Lunches andd Dinners in the The Rest
taurant at Tewin Bury Farm please £95 per head
contact our Restaurant
a Team
on: 01438 717793
717793 or email
email to: restau k

or mor
moree information
ormation on Joiner Pa
arties, Private Parties, Christmas Day Lunch anda New Year’s Eve Scarlet
arlet Ball
se contact our Special Ev
e Team
ents Team on: 01438 84841464
41464 or email to: kelly.s
This month
Managing Editor
Richard Alvin -

Tracy Light -

Online Editor
Paul Jones -

Jim Moore, Felicity Cousins, Gavin Porritt,

Production Manager
Stewart Hyde -

James Conolly -

Sales Manager
Terry Sullivan -

Sona Shah -

Tel: 01438 453042

Subscriptions -

Published by: Business Independent Ltd

Business & Technology Centre
Bessemer Drive

Copyright: 2009 Business Independent Ltd
ISSN 1754-3096
All rights reserved. No part of this publication may be
reproduced, stored in a retrieval system, or transmitted
in any form or by any means without the prior consent
of the publishers. The views expressed in any of the
Business Independent series of regional magazines are
not necessarily the views of the publishers Business In-
dependent Ltd. Whilst Capital Business Media Ltd. has
made every effort to ensure the accuracy of the infor-
mation contained in this publication, neither they nor
any contributing author can accept any legal responsi-
bility for any consequences that may arise from errors
or omissions contained in this publication or from act-
ing on any opinions or advice given. In particular, this
publication is general and not a substitute for profes-
sional advice and you should consult your own profes-
sional advisors where appropriate.

35 11 | 3

Dressing up windows
East Herts Council is con- lovely scheme that will brighten
tinuing to invest in local up shop fronts and make them
town centres to encourage more attractive. It will help draw
more shoppers into the towns
shoppers and support busi-
and it’s also a fantastic opportu-
nity for local artists and commu-
There are a few empty shops in
nity groups to showcase their
the town that can spoil the look
work in public.”
of the high streets. What is the
Jan Wing, from the Ware Town
council doing about that?
Partnership, added: "Response
We’re funding a creative
from local agents and landlords
makeover to spruce up empty
to the project has been very pos-
shop windows. The scheme will
itive. Ware is a wonderful town
be piloted in Sawbridgeworth,
with a strong community spirit -
Ware and Hertford which have
these displays will illustrate this
seen some businesses fall prey
in a very innovative way." What else is going on to en- create a vibrant atmosphere in
to the recession.
Local artists and community courage shoppers into town? the town and one that would en-
groups including schools and
Where does the council Buskers in Hertford will be pro- courage shoppers.”
colleges are being invited to sub- find the money from? viding a tuneful background for The scheme was launched at
mit ideas for art displays that Funding comes via a Local Au- shoppers and pedestrians in the the Rock in the Castle festival
they would like to show in the thority Business Growth Initiative county town. With the support of this summer. Speaking just after
windows. grant — given to local authorities East Herts Council, the town the launch Nina told the HBI:
As Mike Carver, Executive promoting the highest levels of eco- council applied for and was “We’ve already had lots of inter-
Member for Planning Policy and nomic growth in their area by allow- granted licences at five venues est, and mostly from local musi-
Transport commented: “This is a ing them to keep any increases in As Hertford Town Council clerk cians so it’s a good way to
revenue from business rates. Nina Villa said: “We wanted to support them too.”

New appointment at Wyboston

" &%

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JULIE WHITE HAS been appointed National Sales Manager
at Northern Europe’s largest privately owned single site
conference and training centre, Wyboston Lakes based on
* + the Bedfordshire/Cambridgeshire border.
Julie brings with her 17 years of sales and marketing experience and,
as an accomplished salesperson, will be responsible for selling Wy-
boston Lakes’ three conference and training centres to the corporate
and agency market, and increasing the profile of the company.
Julie commented: “I’m very much looking forward to being instrumen-
tal in helping Wyboston Lakes achieve its business goals through both
existing and new clients.”

4 |

Coach firm
wins top award
Family run business, White’s Coaches, was into corporate travel. They hold a great many
named Minibus Operator of the year recently contracts including a very important one with
as part of Route One Magazine’s Operator the county council.
Excellence Awards. The coach company was The business is a real family affair as Greg’s
selected for the nomination after being cho- mother Maureen also works at the busy com-
sen by other industry members surveyed by pany. White’s have 25 employees and run a
the magazine. fleet comprising of 15 vehicles. Their vehicles
White’s Coaches was originally founded by are specially fitted with wheelchair access to
Roger White almost 45 years ago. When Mr allow disabled passengers to board easily,
White passed away his son Greg took up the plus selected coaches have seating areas de-

mantle and began running the business. The signed to carry wheelchair users.
firm has always specialised in providing Greg White was very proud to receive the
coach travel for individuals with special award, dedicating it to his family and hard

needs, however Greg has also branched out working employees.

Give Heli some welly upgraded

Welwyn Hatfield Borough Council has
installing a new communication sys-
tem to the Weltech Business Centre in
Ridgeway, Welwyn Garden City.
The Weltech Business Centre is a well-es-
tablished, business start up centre. The site
features 50 suites and currently 33 businesses
occupy 43 of the business units. Weltech also
boasts a large number of ‘virtual’ clients who
are not based at the site but have use of the
services provided.
At a cost of approximately £160,000, the in-
stallation of a state of the art system will en-
hance the communication services offered to
all clients using Weltech.
They will benefit from a new IP based tele-
phone system that is capable of receiving text
messages and making conference calls, has a
fully integrated voice-mail facility, has a new
call-logging function, can allow for remote/off
site activation and use (tele-working), can be
twinned with mobiles and can cater for video-
The centre is owned by the council and for
an annual fee businesses are able to use all of
the facilities provided at the centre. Rewiring
has already taken place in preparation for the
installation of the new system.
Councillor Alan Franey, Executive Member
for Resources and Equality and Diversity, said:
“The Weltech Business Centre is vital to so
many local businesses. The council is commit-
Small businesses in Hertfordshire joined in with Federation of Small Businesses ted to helping local businesses, especially in
members recently to raise £550 to help the fledgling Herts Air Ambulance Trust. these difficult economic times, and it is great
The registered charity relies entirely on donations to raise around £2,000 for news that so many will benefit from this up-
each life-saving flight. graded facility.” | 5

Celebrating Herts women

male entrepreneurs. Some may have a busi-
ness idea and come to us for help to make it
happen; others are already in business and
want to grow. Days such as this are important,
both in celebrating success and highlighting
the brilliant women in our region who are con-
tributing to the growth of the local economy.”
Lesley Crisp, Business Link Adviser for
Women’s Enterprise said: “Many women
across the region have decided that setting up
a business offers them not only more control
over their work-life balance, but also an op-
portunity to use their skills, talent and knowl-
edge to their full potential. They also
appreciate that by working for themselves
they will reap the rewards of the time and ef-
There are around 680,000 majority In the East of England, women comprise ap- fort that they put in, rather then contributing to
women-owned businesses in the UK proximately 29 per cent of the self-employed someone else’s profits.
generating £45 billion for the UK econ- population. However, with Business Link re- “On top of that, with unemployment increas-
porting that over half of the delegates attend- ing, many women have used redundancy as a
ing their start-up workshops are female, an kickstart to self-employment, rather than look-
Women’s Enterprise Day on November 18,
entrepreneurial trait and desire to be self-em- ing for another job. Although women often
part of Global Entrepreneurship Week, is all
ployed is growing amongst females in the re- face more barriers than men when setting up
about celebrating successful female entrepre-
gion. a business we can help them gain the knowl-
neurs, and inspiring more women to be the
Jill Barnes, Deputy Chief Executive of Busi- edge and confidence that they need with
business leaders and owners of tomorrow by
ness Link in the East of England said: “Every workshops, one-to-one business advice and
starting or growing their business.
day we work with and meet outstanding fe- networking events.”

Check before you invest

in Radlett property

A different
A BID to market plots of land in Radlett as suitable for
housing has led Hertsmere Borough Council to issue a
warning to potential buyers.
Marketing information including leaflets have been encouraging peo-
ple to buy premium plots of Green Belt land off Cobden Hill without
warning potential purchasers that they are highly unlikely to get plan-
ning permission.
Council planners are urging investors to speak to them before buy-
ing plots of land for potential housing developments because planning
approvals are not a given.
Cllr Hannah David, Hertsmere council's portfolio holder for planning,
Please contact Paul Schofield said that people needed to be on their guard.
3 Victoria Square, Victoria Street, St Albans, Hertfordshire AL1 3TF. "We want to try and ensure that people are not enticed by offers that
© 2009 Deloitte LLP. All rights reserved. are too good to be true. We have strict controls over the developments
Member of Deloitte Touche Tohmatsu we allow within the borough and planning permission would not gener-
ally be approved for building on green belt land," she said.

6 |

From Welwyn with love to Herts
Luxury lingerie, fashion and gifting e-tailer,, is on the move and will be relocating
to a newly refurbished HQ building in Welwyn Garden
Having been based in North London since inception, has now ventured into new territory, literally, with
101 employees taking up residence at 29 Broadwater Road,
Welwyn Garden City.
Founded in 1998 as a lingerie e-tailer, has or-
ganically expanded to become one of the leading lingerie, fash-
ion and gifting destinations, catering for men, women and
children. Autumn will see the launch of several new brands on
the site, ranging from men’s fashion labels to women’s jewellery
and home accessories, with a recent website revamp further
corroborating this successful transition and more premium po-
“The office move is a natural next step for the
brand,” comments Chief Executive, Julia Reynolds, “not only to
accommodate our growing workforce and new category areas,
but also to provide an inspiring, creative and dynamic environ-
ment for an ever-evolving fashion and lingerie brand. As a
growing business this additional space is crucial and we’re re-
ally excited about putting our own stamp on what’s essentially
been our very own blank canvas.”
Covering nearly 15,000 square feet, the increased space at
Pleased with the move: Figleaves Chief Executive Julia Reynolds
Welwyn has allowed to be truly creative in terms
of design and layout. A centrally placed, photographic studio
(large enough to house a fashion catwalk) and a glass walled,
high aspect sample room are just two of the aesthetically, as Our own Willy Wonka
well as professionally, pleasing creations and are the main focal
AN enterprising Dunmow sixth started to work on making that
points of the open-plan, uniquely circular floor area. Designed
former is well on the way to becom- dream a reality.
to encourage team and individual interaction, the new office will
ing a real-life Willy Wonka after Listening to his friends chat about
generate a fun, fast-paced and exciting environment, with
opening his own online sweet shop. their favourite sugar-coated snacks
streams of natural light in abundance from wall-to-wall windows
While his classmates are weigh- from childhood, he realised there
along all exteriors.
ing up their university options, most was a gap in the market and set
Having employed local organisations to create its bespoke of-
of 18-year-old Matt Appleton’s about filling it.
fice space from the onset, the brand will continue to do so,
spare time will be spent running The only child, who lives in High
thereby boosting local economy and supporting the regional
Forever Scrumptious. Meadow, has had plenty of support
business sector. On a speedy rail link from London’s Kings
The football-mad teenager, right, from mum Sue and dad Ricky, but
Cross and within walking distance of many of the area’s local
funded the website with money to keep his costs low he has carried
amenities, the new site has come as a welcome change to em-
raised from summer work as a out the bulk of the work.
coach with sports project Chelsea For the past few weeks he has
“I’m really looking forward to the move” explains Lisa Hender-
In The Community. been painstakingly photographing
son,’s Marketing Executive. “From a marketing
The site was set to go live this all his stock and uploading the pic-
perspective it’ll be fantastic as the new photographic studio will
week, selling more than 400 types tures to the site. He has been meet-
offer so many more creative and visual opportunities.”
of confectionery, from cheap and ing suppliers and web designers to
With an already enviable incentives package in existence,
cheerful treats to high-quality Italian get the project up and running on really is the employer that everyone wants to
and Belgian chocolates. schedule.
work for! In addition to the exciting prospect of moving to plush
Matt has also built links with a top Matt, a former pupil of Gosfield
new premises, employees will also be offered additional bene-
fudge maker, which will be supplying School, Halstead, who now studies
fits to celebrate the move, including an extra two days holiday
a range of flavours – including a at a college in Chelmsford, told the
for all staff members and the introduction of childcare vouchers.
Christmas pudding variety which will Observer: “I’ve had the idea since I
Always on the look-out for bright new individuals,
be on sale during the festive season. was about 16, but back then I had also offers a generous staff discount, a contribu-
Although he always wanted to be my GCSEs to sit and the timing
tory pension scheme, life assurance and income protection. So
his own boss, it wasn’t until he got wasn’t right. Now, I feel ready to
now might be the time for all Welwyn lingerie and fashion lovers
his GCSEs out of the way that Matt make a go of it.
to update their CVs ... has come to town! | 7

Train improvements
THE Government has promised im-
proved services on a key rail route
through Stevenage.
Business - East Coast Main LineThere will
be £12 million of station improvements on the
East Coast Main Line, which runs from Lon-
don to Scotland and is being handed back to
the Department for Transport by cash-
strapped franchise holder National Express
from midnight (Friday Novemner 13).
There will also be improved catering and the
abolition of reservation charges on the line,
which will be run for the next two years by a
public company - East Coast.
Transport Secretary Lord Adonis said: "East
Coast will remain in public hands for two
years and there will be full continuity of serv-
ice. But this is not a care and maintenance
job. I want to see real improvements in the
service and better value for money.
"This is a profitable railway - it needs to be
the pride of its passengers and staff too and
that's my aim for East Coast."
Saddled with huge £1.3 billion premiums it
had to pay to the Government over the life-
time of the franchise, National Express an-
will be scrapped in order to maintain the exist- chise system.
nounced last July that it would only fund its
ing through access for non-passengers, while There have also been calls for National Ex-
East Coast operation for a few more months.
the completion of gating at King's Cross will press to be forced to give up its other two rail
Other planned improvements and changes
be accelerated to deter fare-dodgers. franchises - East Anglia and the London to
include a new Saturday evening service from
Opposition MPs and rail unions have said Tilbury and Southend franchise c2c. National
King's Cross to Leeds, and an additional Sun-
the East Coast situation demonstrates what Express has said it will resist attempts to end
day morning service from Leeds to King's In
they describe as the weakness of the rail fran- the two franchises.
addition, the planned gating of York station

Clydesdale boosts Herts business joins the short-listed

local team structure
Clydesdale Bank, has recruited a new senior
partner to its team in St Albans.
Roger Lewin, a former regional senior credit
manager and local relationship manager with
Barclays, brings more than three decades of
personal and business experience to the bank’s
Verulam Point Financial Solutions Centre.
The bank’s specialist business banking cen-
tre, which opened in 2005, now boasts a team In the hotly contested category of New Business of the Year, Blackbird Com-
of 24 partners and associates who provide a munications is one of five shortlisted companies that has been selected for
wide range of local services to businesses and
the Hertfordshire business community's answer to the Oscars.
Private Banking members including asset fi-
Now in its thirteenth year, the Hertfordshire Business Awards, which recognise individuals
nance, invoice finance, treasury and interna-
and companies that have made a significant impact on business in the county over the past
tional finance.
12 months. More than 25 recently launched businesses across Hertfordshire entered this
Commenting on his appointment, Roger
year's New Business of the Year category.
said: “Having spent the vast majority of my ca-
Stuart Brooks, Managing Director of Blackbird Communications said: "To make the shortlist
reer working throughout the region, I am able
of such a long-standing and prestigious competition is an incredible achievement in only our
to bring my experience of working with local
first year of trading and we're thrilled to have been recognised in this way. Being a finalist will
businesses to an already knowledgeable team.
add a great deal of credibility to our proposition to local businesses which are looking to raise
“Clydesdale Bank’s FSC proposition is
their profile and we look forward to the ceremony with much anticipation."
unique in UK banking, and I look forward to in-
The awards will be announced at a glittering ceremony at Knebworth Barns on 26 Novem-
troducing customers to our service.
ber, which will be hosted by BBC personality, Bill Turnbull.

8 |

And the
Tewin Bury Farm Hotel, just outside
of Welwyn in Hertfordshire, was de-
lighted to be awarded ‘Outstanding
Venue 2009’ from the Federation of
Small Business’ at their awards in
Although the award came as a complete
surprise, the hard work and dedication from
all of the staff in all departments made it a
well deserved accreditation. Tewin Bury
Farm’s customers always comment on the

St Albans web agency help

fact that nothing is too much trouble and
that they are always prepared to go that
extra mile, this clearly proves that the cus-

charity hit their target

tomer is always right!

Netcel, a leading digital each day by using their BlackBer-

agency based in Grosvenor rys and iPhones.
Road, St Albans, has Using their camera phones, the
cyclists uploaded photos through
launched a website to help
integration with Flickr, and video
raise charitable donations Charity No 286212
using YouTube. Integration with
for a national 1000 mile Creating Opportunities that Change People Lives
Twitter allowed the cyclists to mi-
charity cycle ride. croblog using their mobile Based in St Albans, for over 25 years Reach Out Projects has been
Between 25 September and 4 phones, so allowing their family, working with young people and those with disabilities & special needs.
October 2009, around 20 industry friends and colleagues to keep in
leaders from the financial services A lot of what we do is about helping people with
daily contact with the highs and disabilities to access opportunities usually
sector competed in a 10-day, lows of a cyclists’ progress. denied them. This includes running a small fleet
1000 mile cycle ride from Land’s In addition, supporters were of fully accessible wide-beamed canal-boats
End to John O'Groats under the from our base at Nash Mills. We provide a
able to track the team’s progress wonderful experience for those who join us on
name MoneySpinners. The target in real-time through a Google Map board – and much needed respite support for
was to raise £100,000 for Naomi which has been integrated with parents and carers. We are keen to expand our
House Children’s Hospice and the GPS of one of the cyclists. Fi- services and seek funding for a new day boat.
Help The Hospices. nally, a JustGiving widget dis- We run development programmes for young
Tim Parfitt, Managing Director at played recent donations along people at risk or significant disadvantage - from
Netcel, said: “As keen cyclists with the overall amount raised so
next year we’ll also provide mentoring and
ourselves in and around Hertford- community support schemes for young people with learning needs.
far, all in real-time.
shire, the team at Netcel were de- The result was an innovative If you or your company would like to partner with Reach Out by
lighted to be have been involved sponsoring a weeks residential holiday, or volunteering as a skipper,
website updated in real-time that crew-member or fundraiser – or by hiring a boat for your team day or
in this project, and to use social provided an invaluable resource for personal use - please get in touch. You can also join us at our
media to create an innovative web for supporters, family and work autumn fundraising dinner with our special guest Prunella Scales on
2.0 website to support this annual colleagues, which in turn will gen-
November 13th.
charity event.” erate more charitable donations. Please ring Ron Overton, our Director, on 01727 818162 or e-mail
To encourage people to donate To pledge your support or to
while following the cyclists’ Please also check out the website on
view the cyclists’ progress during Reach Out Projects, Holywell Lodge, 41 Holywell Hill, St Albans, Herts AL1 1HE
progress, Netcel has created an the event, visit www.moneyspin-
interactive website, www.mon- or for further information, which allows the about Netcel, visit
cyclists to update and add con-
tent to the website throughout | 9

determination &
focus in business
We talk to bra tycoon Michelle Mone about what
motivates her and why success is in your own hands

ichelle Mone always wanted cused. She comments, “Don’t blame others if
to be an entrepreneur and, at you don’t succeed in life.”
the age of 38, she has built a Michelle grew up in the East End of Glas-
gow; when she was 10 years of age her
hugely successful career. She is
brother died.At the age of 11 she got a job de-
founder and co-owner of MJM Interna-
livering papers and had 17 teenagers working
tional, a multi-million pound lingerie
for her!
company and is one of the top 3 fe- When Michelle was 15, her father was struck
male entrepreneurs in the UK, winning down by an illness leaving him confined to a
countless awards. wheelchair, so she left school with no qualifica-
Michelle spoke at the University of Hertford- tions to find full-time employment. To support
shire’s Spotlight event, giving an insight into her family, Michelle took on a job at Labatt
what has shaped her career and how she has Brewers and climbed the ranks from Office
become one of the top three businesswomen Junior to Senior Manager, running the Sales
in the UK. In this article, she provides some and Marketing team by the time she was 20.
tips on being successful in business, creating When she joined the company, she had al-
a work/life balance and her thoughts on being ready set herself the goal of running it for the
a working Mum. whole of Scotland and her ethos has always
Highly-organised and focused, when been to work harder, work smarter and do
Michelle achieves one goal, whether business what it takes.
or personal, she sets herself another one that It wasn’t until 1996 that her idea for Ultimo
day. She says, “You have to cram as much was born. When attending a dinner-dance with
into your day as possible. You only live once her husband Michael, Michelle was wearing an
so you may as well do as much as you can.” uncomfortable, cleavage-enhancing bra. She
Michelle recommends setting goals for your had a ‘light bulb’ moment: Michelle decided to
business and your personal life and staying fo- invent a bra that was more comfortable, more

10 |

What do you think are the most impor-

tant values in business?
“Being organised and when you launch a
product or service think that day about what is
next, because before you know it your com-
petitors will be ripping you off and catching up
on you. There was a time when I thought that I
would live off one bra in two colours for the
rest of my life and I took too long to develop
the next product. So this is what I am saying:
don't have all your eggs in one basket!”

Do you have any tips for working

“Don’t feel guilty. I am not a born Mum that
can stay at home; there is nothing wrong with
that, as it is a really hard job. Be very well or-
ganised and if you want to get to the top, un-
fortunately you will have to make sacrifices.”

What do you think the government can

do to encourage entrepreneurs?
“Less red tape and more support when it
comes to mentoring; it’s not just about money.
The biggest thing that I come across all the
time is the red tape and the cost involved. De-
sign registration and patents are a joke and
it’s unbelievable how complicated it is! The
money we spend to protect ourselves is unbe-
lievable and then, when someone rips us off,
we have to fight them in the courts. I think it is
a disgrace and it’s stopping creativity, it’s
stopping entrepreneurial ideas flowing, it’s
stopping a lot of things and it needs to be
looked at.”
innovative, more attractive and more cleav- difference and I have a lot of networks offering
age-enhancing than any other bra on the mar- me shows. I am waiting to see which ones What do you think is the hardest chal-
ket. ‘float my boat’”. lenge for launching a business now?
Today, she has developed beyond the origi- “The hardest thing at the moment is obvi-
nal brand of Ultimo to encompass Ultimo A-D, We asked Michelle what is the best way to ously the banks, because they are not lending
Ultimo D-G, Ultimo Black Label, Ultimo achieve a balance between a personal life and money, and it is not just about finding the
Shapewear, Ultimo Swimwear and partner building a career? money to get your idea up and running it’s
lines including Diamond Boutique for Tesco, “You have to be very, very organised. I have about having the cash to finance the busi-
Adore Moi for Debenhams and Michelle for Key Performance Indicators (KPIs) in my busi- ness.”
George for Asda. ness and now in my home. One day I came
As for the future, Michelle wants to launch home and the whole house was in chaos; from Richard Farleigh, multi-millionaire investor
Ultimo Fashion, because this is a new industry that moment, I decided that my house was who appeared on The BBC’s Dragons’ Den
for her and she sees it a challenge. She wants going to be run like a business, so I set KPIs programme, will be sharing his rags to riches
to see whether she can have the same impact for the gardener, nanny and housekeeper.” story with student and business entrepreneurs
in the fashion business as she has in the lin- at the University of Hertfordshire’s Enterprise
gerie business. She comments, “I want to What are your top points to being Spotlight. These events are a series of moti-
launch Ultimo beauty and perfume and I have vational sessions designed to inspire the next
successful in business?
been working for a year with the people who generation of would-be entrepreneurs to turn
“Top tips would be: you have to have fire in
created Dolce and Gabbana and Gucci per- ideas into action.
your belly, determination, focus and you have
fume, which will launch soon. She has also The event is on 25 November 2009 from
to know your competitors inside out. You need
been offered lots of TV shows and reality 5.00 pm to 7.00 pm and is free of charge.
to be very organised and a good leader. You
shows. As a businesswoman, she wants to Local businesses can register by emailing en-
can be superb at all these things but you can-
take her skills and use them in a business
not do it on your own, so a team is key.”
show. “I want to do something that makes a | 11

Giving it
all away
We look at the growing trend amongst the ubber
wealthy to give their accumulated fortune away

hat do Bill Gates, wealthy announce their intention
Warren Buffet, Sir to devote their time and their
Tom Hunter and money to making the world a
better place.
Duncan Ban-
natyne all have in common?
The answer, apart from consid-
So, what's driving them?
Though there are many reasons
erable success, is that they're all
for giving, the most often cited is
committed philanthropists, who
that it's an enjoyable and reward-
have pledged to give away the
ing experience. Victor Hugo once
bulk of their fortunes to good
said that "as the purse is emptied,
causes. And they're not alone as
so the heart is filled", and for
with every month that passes,
many, philanthropy does just that.
more and more of the world's

Festive Season Lunch

Make time to enjoy a Merry Christmas with us. Why not bring your
family and friends and celebrate in sumptuous surroundings?

Christmas Menu
£14.95 two courses
£18.95 three courses
Including crackers and a welcome drink, prosecco!
Salad of smoked chicken with cherry tomato,
cucumber and crispy bacon
Goat’s cheese and pear puree with a
walnut dressing
Roasted tomato soup with basil pesto croutons
Traditional turkey with all the trimmings
Fillet of sea bass with new potatoes and
seasonal vegetables
Aubergine compote with cous cous and
a tomato sauce
Christmas pudding with brandy sauce
HATFIELD HEATH NR. BISHOP’S STORTFORD HERTFORDSHIRE CM22 7AS Orange and walnut tart with caramel ice cream
T: 01279 731 441 F: 01279 730 416 E: Chocolate mousse

12 |
It gives people pleasure and life thing on a plate, entrepreneurs in
enrichment by knowing that particular are increasingly leaving
they're making a difference. It the majority of their wealth to
also allows them to achieve a good causes or charitable foun-
spend/give balance. For instance, dations that they have created.
while he has had no problem in Dragon's Den star Peter Jones
amassing his fortune, the hedge has established a trust fund to re-
fund manager Arpad Busson said ward his children for the good
in a recent Guardian interview they do, their yearly allowance
that his decision to embrace phi- dictated by their choice of future
lanthropy was because he found career. He hopes it will encourage
it impossible to enjoy his wealth, them to consider professions that
knowing there are people out make a difference to others, such
there who were much less fortu- as nursing or teaching, rather
nate than himself. than focusing purely on those
For others, philanthropy can be jobs with the best salaries. Like-
the ideal way of instilling family wise, his co-star, Duncan Ban-
values and educating their chil- natyne intends to leave his entire
dren, as showing the next genera- fortune to his Bannatyne Founda-
tion what a difference wealth can tion. He fears that leaving his chil-
make to others can help prepare dren hundreds of millions of
them for the responsibilities of in- pounds would rob their lives of
heritance. When asked what he any purpose.
would leave his children, Warren
Buffet famously remarked: "A A family affair
very rich person would leave his But as well as allowing children
kids enough to do anything, but to follow their own path, we have successful family business, set- of the company to work together
not enough to do nothing." Wor- found amongst our clients that ting up a charitable foundation for a common goal or purpose.
ried about stifling their offsprings' philanthropy can also bring fami- can allow those relatives not in- For those that have sold their
ambitions by giving them every- lies closer together. If you own a volved in the day-to-day running business or are beginning to take

A special day for all the family to share, with a superb, 4-

course traditional Christmas Day lunch with a gift for all!
We do all the work, so you get all the Ho, Ho, Ho!
Lunch is served from midday until 2.00pm
£49.00 per guest
£25.00 children under 12 years
includes hats, crackers, table novelties and a gift for all

Butter Bean and Chive Soup

with pancetta shavings
Fresh Vegetable Tortellini
with black olives, bell pepper and Parmesan shavings
with a herb infused olive oil
Chicken, Asparagus and Apricot Terrine
with red mustard frills and rocket salad,
cherry tomatoes and a hollandaise sauce

Plaice stuffed with Crayfish

with a lemon chervil sauce

Traditional Roast Turkey

with sausagement and morello cherry stuffing
and all the festive trimmings
A Selection of Seasonal Vegetables and Roast Potatoes

Christmas Pudding
with a dark fruit medley
Raspberry and White Chocolate Mousse filled Profiteroles
with a dark chocolate sauce
Bavarian Vanilla Cream
with a blueberry compote

Freshly Brewed Tea or Coffee

with petits fours

If you have any special dietary needs please do let us know | 13
a step back from their profession, others of how strongly you felt
but are not quite ready to sit back about a particular cause. For an
totally, philanthropy is an opportu- example look no further than Bill
nity to apply both financial capital Gates. At the moment he's fa-
and life experience in order to mous for founding Microsoft, but
solve social problems. Rather he hopes that after he's gone,
than simply writing out a cheque, he'll be remembered for his com-
creating your own dedicated fund mitment to eradicating disease
or taking a hands-on approach to and ending social inequality in
the causes you support can en- Africa through the Bill & Melinda
sure that your money and expert- Gates Foundation.
ise are having the greatest But whatever your initial moti-
impact. This can often become a vation to start giving, knowing
career in itself, with similar re- how, where and when can prove
wards and the same sense of challenging. With so many de-
achievement. When the late Anita serving causes, choosing the
Roddick sold The Body Shop, it right one is always going to be a
wasn't so that she could sit back tough decision. And once that
and enjoy the fruits of her choice is made there are further     
labours, it was so she could de- difficulties. How much to give;
vote the rest of her life to her whether to make a single dona- 
charity foundation. tion or regular payments; how to
In addition to making an impact gauge a specific charity's per-
"!%! %"#!"!!%
during your lifetime, philanthropy formance before supporting it and $!"!!  ! ! "! 
is also a way of supporting a how to monitor the impact your !! &%"#! !""!!
cause for the long term and creat- support is having. It may become %
ing a lasting legacy. Setting up a hard work, and there are many
trust that will fund organisations companies who offer to assist,
or charities in perpetuity will en- but the time spent could be more  
sure that your work will always rewarding than making the money   
make a difference and will remind in the first place. $   !"#   "! ! $%"


Celebrate the Festive Season

at Hanbury Manor
Hanbury Manor provides a unique and
truly memorable experience in a timeless
and enchanting haven of tranquillity.
This breathtaking historic retreat
promises storybook charm with gracious
service and defines the essence of a
quintessentially English setting.
• Party Nights (private or join a parties)
• Corporate Christmas lunches
• Christmas Day Dining
• Accommodation throughout
the season
To make your reservation
please call 01920 487722.
14 |

Playing the FTSE...

Andrew Whiteley, Director of WKH Financial Servies
explains that when you’re looking to invest in shares or
bonds, you may think about putting your money into one
or more managed funds. Managed funds are pooled
investments that may contain dozens of different securi-
ties, reducing the risk of holding just a few individual
shares or bonds, and they can invest in a wide variety of
markets and sectors.
Wherever you invest, the fund
managers will take one of two
basic approaches to managing
your money and it’s important to
understand the difference so you
can build an investment portfolio
which truly reflects your individual
investment objectives.

Active investing
Fund managers who use an ac-
tive investment approach aim to
outperform the market by using
their individual knowledge and Higher costs (such as research,
skill. They use the results of their and buying and selling securities
research to purchase more of more frequently) will affect any
those shares or bonds they be- potential profit that an active
lieve show the most promise. manager may aim to provide.
The return delivered by an ac-
tively managed fund depends not Passive Investing
only on the manager’s talent, but Passive investment manage-
also on the costs the fund incurs. ment is the opposite to active
management. Passive managers to match the performance of the
generally believe it is difficult to market as a whole. This approach
T O T A L W E A L T H M A N A G E M E N T out-think the market, so they try spreads risk more widely within a
market, avoiding the losses that to take the best parts of active
can follow a dramatic decline in and passive investing;
any one specific company or in- • They make use of low-cost,
dustry sector. index tracking investments, and
The passive approach can pro- offer razor sharp replication of up
tect against falls in a particular to 16 different indices represent-
share, bond or sector, but it can- ing the main global asset classes,
not protect against broad market thereby providing broad diversifi-
F Investments
declines. cation.
F Pensions
A key reason for the increasing • At the same time, we use tac-
F Mortgages popularity of passive investing is tical asset allocation to adapt the
F Protection that it keeps management costs portfolios to benefit from our
F Tax Planning low. There is no need to research view of the prevailing economic
companies or bonds, and trans- conditions.
action costs are reduced be- These disciplines, combined
Helping you navigate cause securities are bought and
sold much less frequently.
with regular portfolio rebalancing,
help to ensure that our Provisio
through life’s changes But how do you decide which
kind of investment fund or com-
portfolios maximise returns whilst
minimising investment risk.
Tel: 01462 687337 bination of funds is right for you
and how will it meet your invest- For further information on
WKH Financial Services Limited is authorised and
ment aims.. our Provisio service and
regulated by the Financial Services Authority (FSA).
At WKH Financial Services Ltd, professional independent
The Nexus Building, Broadway, Letchworth Garden City, Herts SG6 9BN
Compass House, Vision Park, Chivers Way, Histon, Cambridge CB24 9AD we strongly believe that asset al- investment advice, please
location is the key driver in gen-
either contact us at
Have a free initial consultation lasting up to 1 hour with an Independent erating returns for investors and
Financial Adviser (IFA) from WKH Financial Services Limited. or visit
our unique Provisio portfolios aim
To arrange your free consultat
consultation call us on 01462 687337 | 15
Are you ready
for promotion?
Gordon Brown waited many It is this transition that can
years to step into the top job, prove to be the undoing of many
CLEANS,PRE-OCCUPATION CLEAN, JET WASHING, FLOORS yet when he eventually did he a talented star who has risen
made the mistake that so many through the ranks delivering tar-
gets and achieving goals. The
BEFORE AND AFTER other leaders have made be-
move into a more senior leader-
fore him. Gordon forgot to
ship role often brings with it new
leave his old job behind.
responsibilities, a broader strate-
It is no accident that the only
gic focus and the need to con-
major success of Gordon
sider every uttered word that may
Brown’s premiership so far has
be unpicked and analysed for
Dirtbusters is happy to quote on one-off cleans or regular contract work. If you been on the world financial stage.
hidden meaning. Exhausting as it
have your own cleaning team but just need that extra help or specialised cleaning This is a world in which he feels
of tiles on walls or floors, carpets, rugs and upholstery, ovens and cooker hoods. may seem, every decision, every
at home and so can use his
For all your professional and domestic cleaning needs smile and every handshake must
Please give us a call and let us see how we can help on strengths and experience to full
01279 833606 be considered. The water-coolers
effect. He has had somewhat and corridors of offices can
25 South Road less success however on the
Bishop’s Stortford
spurn discussions just as toxic as
media stage, promoting himself
Hertfordshire those in the corridors of power.
CM23 3JG and his government. So many
leaders move into a new role and
Define priorities
fail to assess and define the pri-
It is in this transition that an Ex-
orities of the new job, trying in-
ecutive Coach can prove invalu-
stead to use the skills of old that
able. A coach can help the new
have served them so well on the
leader define the priorities of the
upward climb.

When you need

UK and international tax advice
Who you gonna call? TAXBUSTERS

Now that we have your attention, and on a more serious

note, when you need highly-qualified and experienced UK
and international tax advice at a reasonable fee, just call
Myers Clark, Chartered Accountants in Watford. We are
highly recommended by many local businesses and their
You can rely on
Now one of the largest independent firms of Chartered Myers Clark, Chartered Accountants in
Accountants in Watford, we are known across Hertfordshire Watford to seek out and restrain your
for being friendly and approachable, and for taking our work client’s tax liabilities
very seriously indeed. A high level of personal service is
why many clients have been with us for not just years, but Contact Robert Marsden today on email:
“Because bustin’ tax makes us feel good”
So if you, or someone you know, needs personal tax advice
on inheritance, retirement or overseas assets; or corporate
“…may I thank you and your staff for all the hard
advice on sales, mergers and acquisitions, company
work and professional services during the
structure and corporate finance, please remember who you preparation of the accounts and returns. You turned
gonna call: Robert Marsden, Partner at Myers Clark on a desperate situation into a controlled one, with good
humour, sound advice and solid application of
professional knowledge.”
01923 224411
Myers Clark Chartered Accountants, Iveco House, Station Road, Watford, Herts., WD17 1DL

16 |




new job and to distinguish be- be delegated to better suited or
tween ‘what I like doing, and more charismatic lieutenants. ZH \RX
what I should be doing’. By chal- Ultimately coaching is about VHDUFKVRI&9VRQOLQH LQWHUYLHZFDQGLGDWHV
lenging the rationale, the coach taking action. Priorities and
can bring a unique honesty to awareness can only yield results FRQ¿UPDYDLODELOLW\ VHOHFW\RXUQHZVWDII
task prioritisation, helping to clar- if acted on. A coach can provide
ify the needs of the new role in the support needed by leaders to ZH \RXGRQ¶W
the broader organisational con- define appropriate strategies to SRVWMREDGYHUWVRQOLQH JRWKURXJKSLOHVRI&9V
text. As a neutral party the coach move forward. As sounding RU
can also help raise awareness of board or confidante the coach SD\DJHQF\IHHV
the strengths and weaknesses provides a unique thinking space
that the leader brings to the role. which frees the mind from the
An authentic appraisal of skills shackles of fear and indecision.
will prove invaluable to achieving Helping to build concrete action &DOOXVRQ
results. Only then can the leader plans to enable the leader to
begin to shape the new role and travel to the edges of their com-
appreciate which tasks they fort zone but not beyond their HQTXLULHV#RXUWHDPRUJXN
should take on, and which should realm of competence.

We have the right combination to

unlock your talent
We deliver tailor-made solutions
in the following areas:
• Overcoming barriers to achievement
• Coaching and mentoring
• Personal and team profiling
• Leadership development
• Harnessing diversity
• Achieving recognised qualifications

call us now to find out more

quote HBI 08/09

T: +44 (0) 845 60 20 101

F: +44 (0) 845 60 20 111
Minicom: +44 (0) 845 60 66 293 | 17
18 |

Women won’t
achieve a work/life
balance due to
stress at work

ue to greater pres- “With the economic climate as it
sures from work is many companies are looking to
40% of women save money, one way of doing
this is obviously to add to the
who earn in ex-
cess of £40,000 don’t feel
workload of their staff. However
by doing this, it is having a major
Foodwaste problem?
equipped with the skills to 
knock-on effect. Pressure from
achieve a work/life balance, work is increasing, meaning
according to new research. stress levels are getting higher.
The research is based on 237 And when this is happening, par-
detailed online interviews with ticularly with women, as this sur-
women from a range of back- vey shows, a work / life balance is
grounds across the UK and with not being achieved.”
National Stress Awareness Day The research also identified an-
taking place next week (4th No- other interesting fact. For those
vember) these recent findings just women who have had children, Does your business produce large quantities of food waste?
underline even further how stress they had experienced a loss of
Do you want to reduce your costs and stop sending food waste to landfill?
at work is affecting women in confidence when returning back to
achieving a work / life balance. the workplace. Two fifths of women LondonWaste has built considerable experience in processing food and organic
The study was designed to de- wastes through the operation of one of the largest composting facilities within
with children who were surveyed London. We are now planning to expand our services to commercial businesses
termine to what extent women of said they had lost confidence as a and intend to construct a state-of-the-art anaerobic digestion (AD) facility at our
working age in the UK agree or result of having a family. EcoPark, to process up to 50k tonnes of commercial food waste every year.
disagree with a range of attitude Janice comments: “Having chil- So if your business has a food waste problem, we would be delighted to
statements and determine their dren is life changing. With the talk to you
levels of contentment towards life, pressures of returning back to
work, relationships and future work, and the worry of performing
prospects. Throughout the study well after time off , it’s not surpris-
Formoreinformationortodiscussyourrequirements contactusat:
women frequently experienced ing that women lose confidence Tel:  02088845664
negative and stress related feel- after having a family. This can add Fax:  02088845502
ings, with 39% highlighting this to stress levels, making it harder Email:
fact further, by saying they are to achieve that work / life balance,
constantly feeling anxious. as more time is needed in the of-
Janice Haddon, Managing Di- fice to prove their worth and build
rector of Morgan Redwood, who their confidence up.”
commissioned the report says: | 19

New Year is crucial

during the month, with many
being pushed into liquidation. In-
deed, January 2009 saw a 78 per
cent surge in business failures.

time for cashflow

Edward Rimmer continued:
“During these challenging times,
it’s hardly surprising that business
owners are continually exposed
to the threat of business failure.
With the countdown to the This will allow them to focus on month for businesses and it can Although interest rates are low,
survival and ensure they are in often be make or break. With which should stimulate trading
New Year underway, new
best possible shape for 2010. large amounts of excess stock activity to a degree, businesses
research reveals businesses
Bibby Financial Services’ Busi- from Christmas often left over, fi- really feel the pinch after Christ-
are in for a tough time dur- mas and many ensure they are as
ness Factors Index, which reveals nancial liquidity can take a big hit

ing the first quarter of next
key findings about the UK econ- as cash flow is tied up in unsold frugal as possible during the first
few months of the New Year.
omy and small businesses, shows stock, and many customer in-
Bibby Financial Services is call- “We know from our own Busi-
PLEASE READowners CAREFULLY that the final quarter of 2009 and voices are left outstanding.”
Factors Index that trading
the start of 2010 will see trading “We would urge small busi-
advert has been
to ensure they produced
have their by ' @ Immediate Design', the production and design division of Sportwise Marketing Ltd.
conditions during the first quarter
conditions worsen. This compli- nesses to ensure they do not
Please check
finances your
in order advert
to help them carefully prior to the printing of the forthcoming publication (stated of 2010 are Your
below). set to advert
worsen, is now
and we ready
ments statistics published earlier build up their stock levels more
to beavoid recessionary
printed, shouldpressures
you have andany necessary alterations please highlight these clearly by marking
this year showing that slumping than is needed in anticipation of urgethem in the
businesses tospace
up and
following cutsinstructions
to their business.
below. If demand
we dofornot hear from you, we will assume the advert is correct
processes to and
ensure proceed
that invoices with
British-made goods, the Christmas rush. This will ease
With recent
printing, failureeconomic
to responddatawithin 48 hours of the date of this proof will result in the below advert being are sent out promptly
printed. We willand cor-
not accept
coupled with difficulty in access- pressure on their cash flow in
showing that Britain is still in the rectly in order to keep the cash
responsibility for any errors undetected at this
ing finance, forced stage.
38 per cent of order to ensure vital commit-
grip of a recession, and many flowing and to consider renegoti-
manufacturers to cut jobs in the ments are met, such as paying
commentators stating that signs ating terms with their suppliers to
three months to January 2009. their staff, meaning fewer busi-
of recovery won’t appear until ensure they are getting the best
Edward Rimmer, chief executive nesses will be forced into making
spring 2010 at the very earliest, deal – perhaps by negotiating
of Bibby Financial Services, the redundancies as a cost-saving.”
business owners must ensure longer credit terms or flexible
largest, non-bank provider of in- Research shows that forced re-
they have enough financial liquid- ‘sale or return’ deals that allow
voice finance to businesses in the dundancies are not the only is-
ity to keep the business afloat. unsold stock to be returned.”
UK, said: “January is a crucial sues small businesses encounter

Kings House Business Centre, located in Kings training and research needs. The room, separated by a one
Langley, Hertfordshire has a range of conference, meeting and way mirror, has full recording capability and is among the most
training facilities to suit the needs of all businesses. modern and technologically advanced you will find.

Whether you are looking for a venue for that important sales With an exceptional on site catering team and experienced
seminar, new product launch, business presentation, or staff to ensure your day runs smoothly, Kings House offers a
company conference, the King Charles Theatre is the ideal complete package with a very professional approach.
location. This 72 seat tiered multimedia theatre is purpose Kings House also offers a number of meeting and boardrooms
built with the latest audiovisual equipment, including daylight of various sizes to accommodate smaller groups.
back projection, DVD recording and an Induction Loop System
Kings House is conveniently situated half a mile from the M25
for the hearing impaired.
(Junction 20) and just a minute walk to Kings Langley's main
If you need a solution for your training requirements, the King railway station with regular services to Euston and
James Training Facility is designed to provide the highest levels Birmingham. For further information on any of our facilities
of convenience, comfort and professionalism to suit all your please contact a member of our team on 0845 620 9266.

Business Centre Includes:

• 72 seat multi-media theatre • Viewing suite • Video conferencing • On-site catering
• Meeting and training rooms • Breakout areas • Serviced offices • Virtual offices

Contact Us: Home Park Estate,

Tel: 0845 620 9266 | Fax: 0845 620 9267 Station Road, Kings Langley,
Email: | Web: Herts. WD4 8DH

20 |
It’s in
our hands. | 21

Tap into local business

advice around the world
Alan Fullarton of East of England Interna- visits. Whether you're a first timer or a very ex- ments Ltd who has made good use of OMIS.
tional (EEI) which delivers UK Trade and In- perienced exporter, a broad range of elements As Derek Richardson, Hanwell’s Sales Direc-
vestment (UKTI) services in the region can be combined to suit your individual tor, says: “OMIS was absolutely the right serv-
needs. ice for us at this stage. We needed to find an
explains how easy it is for any company to
Typically, a business may use OMIS to first agent that could help us launch our products
tap into a world of business advice and
conduct some market analysis. This can be as in China and then assist us in rolling out sales
support to kick start overseas sales.
specific or as broad as required and will result across the country.”
To the uninitiated, selling overseas is a
in a tailored report prepared by local staff who Using OMIS is very straightforward and an
daunting prospect and, for most, the per-
are specialists in your industry sector for their EEI trade adviser will guide you on making the
ceived barriers can be simply too great to
particular country. best use of the service each step of the way.
contemplate. However, help is at hand from
If the market analysis is favourable, more As part of a government service you can trust
your local International Trade Advisors with
work can done to help identify some potential the advice to be totally impartial, open and
support additionally available from a wide
contacts such as local agents or distributors, honest to enable you to make sound decisions.
spectrum of UKTI services.
and assist in establishing a dialogue with them. Alan comments: “OMIS provides a cost ef-
One such UKTI service offered to busi-
The next step could then be to arrange a fective bespoke service that saves companies
nesses regardless of their size or sector is the
meeting with your chosen prospects. Here, time and money. It enables them to establish
Overseas Market Introduction Service or
through OMIS, the UKTI teams can help or- contacts they need and get the expert on the
‘OMIS’. This is a flexible, bespoke service that
ganise your meeting or event down to the last ground advice in both the country of their
puts your business directly in touch with UKTI
detail – even using the UK embassy or con- choice and locally in the UK.”
staff in overseas embassies who, as well as
sulate meeting facilities to provide a venue For further information about the export
providing research and contacts in your cho-
that is sure to impress! advice and support offered by UKTI
sen markets, can also provide focused busi-
Exploiting the huge potential of the market through East of England International call
ness advice and support with events and
in China is Letchworth-based Hanwell Instru- 08456 419955 or visit

Our lawyers have an award winning

Eye for Detail

We are proud to have been voted UK Corporate Law Firm of
the Year by ACQ Magazine. Our business law specialists are
leaders in:

UÊ “«œÞ“i˜Ìʏ>ÜÊ




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Call 01582 731161 or visit SOLICITORS

22 |

Telling who you are by

the shirt on your back
G reen and Jack’s a custom shirt
maker claims to be able to
read human personality from
their choice of shirts.
There have been lots of studies linking
colour to personality. Especially the research
by Dr. Max Lûscher during the early 1900's is
very interesting. He studied the relationship
between choices of colour to human behav-
iour. Dr Lûscher’s study has been used by
large companies, doctors and psychologists
to analyse human personality.
Green and Jack’s a London based custom
shirt maker has applied colour research to
help their customers project the right image.
The colour and fit of the shirt that one chooses
gives an insight into one’s personality.

What does your shirt say about you?

Crimson – high energy, confident, passion-

ate, sensual and brave leader

White – honest, practical and natural..

Pink - confident, naughty and unconven-


Black – powerful, elegant and mysterious.

Blue – organised, warm, caring and intuitive


Yellow – original, happy and helpful.

Grey – a balanced and elegant thinker.

Brown – A conventional person who loves

the outdoors.

A well fitting shirt often conveys a structured

mind and an organised personality. Choose
the fit and colour that projects and compli-
ments ones personality by visiting the custom
shirt store.
Green and Jack’s custom shirt maker offer
free colour consultations. The perfect fit guar-
antee makes ordering custom made shirts risk
free to customers since alterations are free of
charge. | 23

Beating the objection

Why your sales people still get price objections, here leading guys are all the same” on a regu-
lar basis!
sales coach Andy Preston helps us look at getting those sales This leads to salespeople be-
lieving that the only difference be-

tween themselves and the
henever I’m speak- pretty much left alone after that! Whenever I’m delivering sales
Yet out there in the field or on training and listening to salespeo- competition is price! Therefore
ing to sales man-
the phone, your salespeople are ple live on the phones, it often as- they only sell on price. Things
agers and directors, like “if I can give you a better
coming up against objections day tounds me how often salespeople
I find that many are frus- price for ‘x’ , can I have your
after day – and price objections generate objections for them-
trated that seemingly no business?” are uttered by the
are one of the most common selves!
matter what they say to salesperson, and if by some
things they are likely to come up They may have been doing
their sales team, the team is against. quite well on the appointment or stroke of luck they actually man-
still getting stumped over When I listen to their calls, phone call, then suddenly, some- age to win any business with that
price objections from their salespeople often fail to demon- thing in either their voice tone or awful technique, if the only rea-
clients! strate the essential skills in objec- the words that they’ve just said son they won it was on price,
So, here we’re going to look at tion handling, “fall over” at the generates a price objection from they’re not going to keep it for
why your sales team still get price first objection, get de-motivated, the client. It sounds crazy, but very long, are they?
objections and how this gets in then blame their company or their the salesperson virtually “asks”
their way (and yours) of sales product or service for their trou- for that price objection! Reason No 3 – They don’t
success. bles! But often, the objection only The minute the salesperson position the value well
Objection handling is one of the arises because of the actions of asks any question about price, enough
basic skills of sales, yet I’m often the salesperson, so let consider they’re taking the conversation Whenever they’re asking ques-
amazed how many salespeople the main reasons why this occurs. towards price and guess what? A tions about the client and their
are lacking in this vital area. They price objection! Watch out if you current situation, or presenting
might be given a little bit of train- Reason No 1 – They gener- hear your salespeople utter any of your own product and service, it’s
ing when they start in the role, ate the price objection the following….. vital for your salespeople to be
often from the manager or direc- themselves! “How much do you currently able to position the value in what
tor of the business, but then are pay for…..?”, “Can I give you a you do. If they can’t clearly com-
quote for…..?”, and the very municate the value in what you
worst one of all “what do I have do, how on earth can you expect
to do to win your business?!!” the client to see it as valuable?
They’ve just taken the conversa- If your salespeople don’t give
tion towards price! Is it any won- the client any other reasons to
der they then get a price buy other than price, how can we
objection from the client? complain when the only differ-
Many salespeople generate ence they see is price – as that’s
price objections for themselves, all the team are giving them!
then struggle to deal with them Therefore your salespeople
when they turn up! Yet it was have to position the value in what
their own fault for taking the con- you offer before they get drawn
versation towards price in the first into a price discussion or ask the
place. potential client to make a buying
decision. Let’s face it, the poten-
Reason No 2 – They’re de- tial client is always going to look
motivated and therefore at what they will get in return for
only sell on price their money invested, and if they
If your salespeople are trying to don’t see the value in going for
generate new business, whether your solution, is it any wonder
that’s on the phones or face-to- your salespeople are getting ob-
face, they can sometimes get de- jections on price?
motivated, especially when things
aren’t going well. The longer this So What Can We Do About
goes on for, the more de-moti- It?
vated and despondent they get! As sales managers and direc-
When they are feeling de-moti- tors, it’s important that you take a
vated and despondent, they leading role in helping your sales-
struggle to believe that they’re people avoid the mistakes listed
much different from the competi- above. Here are some sugges-
tion, especially when they get told tions you can put into place right
by potential customers “oh you now to prevent them from hap-

24 |

Andy’s Tip No 1 – Focus On

What You Offer
Get your salespeople to focus
on exactly what you offer your
potential clients, apart from price!
Whenever I ask salespeople
“what makes you different?” they
often have no idea! At the very
least get your team to write a list
and get them to look at it every

Andy’s Tip No 2 – Practice

Objection Handling
Most salespeople’s objection
handling skills are shocking. If
you know your team are going to
get price objections, put them to
the test by checking their objec-
tion handling skills in your team
meetings for example. Be pre-
pared to cringe at their current
skill level however!

Andy’s Tip No 3 – Keep against price objections, they’ll feel soar! I look forward to hearing Andy Preston is a leading au-
Their Motivation High de-motivated, despondent and like about how you’ve implemented thority on sales and sales man-
When things aren’t going well for it’s a real struggle. Staying on top them and made them work for agement. You can see and hear
a salesperson, one of the first of them and their motivation levels you! more about Andy at:
things to suffer is their motivation will be key to their success. and his
levels. If they keep coming up Follow the tips here and watch sales training company at
the figures of your sales team

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Guaranteeing your
n this digital age it is whether you are a global enter- situation effectively. The story that point what story would the
easier for us to dissemi- prise or a small local outfit. Re- the customer will tell is how you customers tell? They would
nate and obtain infor- taining customers, keeping them are perceived by them and, probably tell their friends and
happy and, therefore, ensuring therefore, how you will be per- colleagues of a hellish journey
mation than ever before.
you have a good reputation is ceived by others. It is this per- that would infer that they would
The Web means we have infor-
not easy. ception that is all that matters. never fly that airline again.
mation constantly at our finger-
There are a many myths spo- The customer’s perception is The next day, however, the
tips. Meanwhile we are
ken about managing customers. their reality. Whether it is right or owner of that airline called every
communicating with each other
There is, however, a simple and wrong is irrelevant. Winning the passenger personally to apolo-
all the time via email, mobiles
effective way for ensuring you customer’s heart and mind is all gize and offer them a discount
and text messaging.” Word of
are always mindful of your repu- about how they perceive you. on a future flight. The story was
Mouth” has always been power-
tation. In any situation, ask your- Let me give you an example: managed brilliantly.
ful, yet as the opportunities to
self one question, There is a story of an airline that You see, the story was now
voice our opinions increase, its
“What story will my customer launched a brand new long dis- about receiving a personal call
importance is growing rapidly.
tell?” tance route. On their maiden from such a well known and
Reputation, therefore, is more
It is this question that enables voyage the plane was stuck on busy person and the delay be-
essential for companies than it
you to decide how to handle any the runway for fourteen hours. At came incidental. Instead of the
ever has been. It doesn’t matter

26 |

they like milk chocolate, send

them a box with a note. The im-
pact will be huge and the story
they will tell will be very positive.
Managing customers does not
have to be difficult. Always think
about the story they will be re-
peating to their friends and col-
leagues. If you think it may be
negative, think about how you
can turn that around.
You don’t have to spend a lot
of money but you do have to
give it a lot of thought. Having
customers talking about you in a
positive light and ensuring you
have a good reputation in
today’s market place is invalu-
able. Quite simply, you cannot
airline being criticised for a poor thank you note when they decide standard calendar or diary afford not to.
service, the story was all about to use you, will mean they will be branded with our company logo? Grant Leboff is Principal of
their excellent customer service telling a good story. How many There is a good chance they Watford based The Intelligent
and how much they care. companies do that and yet it is won’t tell any story at all. There- Sales Club working with
companies on effective sales
so simple? fore, what value have you ob-
and marketing strategies and
Think ahead During the time they are en- tained? The answer is none.
lead generation; creating a
If you want to ensure you man- gaged with you, ask the same steady stream of sales
age your customers success- question. For example, If you are So think of the story. opportunities for businesses.
fully; you need to be constantly going to send a Christmas gift, Find out what they like during For more information visit
thinking about the story they are ask the question; “What story the course of working together.
likely to tell. Just sending them a will they tell if I send them the Then, for example, if you know call 0844 478 0044 | 27

The trouble with networking

We asked networking coach Andy simply getting out of your ‘cave’ How many of these improve-
and meeting other business peo- ments can you place a value on?
Lopata the question on many peoples ple. In the third column, write down
lips ‘Networking events, do they work?’ There are a wide range of rea- the difference such an improve-
sons why people network. Some ment would mean to you. Quan-
of them people recognise before- tify it where possible; if you can’t
There can be little doubt with, and to which you can com-
hand, such as lead generation, in put it in words. What would it
that networking, whether mit, they don’t necessarily help
other cases, people find them- allow you to do that you can’t
formal or otherwise, plays a you make the right business deci-
selves enjoying the benefits pas- now? What would it mean to your
key role in the sustainability sively. A proactive, considered personal life? How would it affect
To decide which networking
and long term of success of approach to gaining these bene- your emotional state?
group you want to join and
most businesses, particu- fits can make a huge difference. You now have a tool that will
whether membership will be ex-
larly during tough economic Take a sheet of paper and split help you measure a network’s ef-
pensive or tremendous value for
times. it into four columns. In the left fectiveness for you, understand
money, you need to have a clear
et, as we have already ex- hand column, write down the ten what success will look like from
vision of what success will look
plored, people are missing out by major areas you need to see im- that network and, importantly,
like from your membership. What,
making the wrong choices and prove, either in your business or help you select the right network
in other words, is going to be
adopting the wrong behavior. personally. Where do you strug- for you.
your return on investment?
So how do you make the right gle? Where do you need help? In contrast, events which focus
Any other business purchase
decision? To which group or Now in the second column, by around people from the same in-
tends to be accompanied by the
events should you devote your each area of improvement, ask dustry tend to be more focused
question, ‘what value will this add
networking energies and how yourself how other people can on Brain Building, whether
to the business?’. There is no
does price reflect quality? help you achieve that goal. For through learning, best practice
reason why networking should be
It all depends on what you want example, if you have written sharing or mutual support. De-
any different.
to achieve. At the moment, net- down ‘more business’ in the left spite this, my membership of the
First of all, focus on what your
working groups seem to be de- hand column, you might write ‘re- Professional Speakers Associa-
goals are. What do you want to
fined either by whether they are ferrals’ alongside. tion of the UK over the last five
achieve from your membership?
online or offline or, alternatively, You now have a clearer idea of years has provided me with some
The type of group that will suit
by the time of day they meet. how networking can help you of my strongest referrals sources.
you will vary depending on
While useful categories for identi- than beforehand, and that should It is, however, still primarily a
whether you are looking for peer
fying which networks are conven- help you pick the right group but Brain-Building network for me.
group support, referrals, to en-
ient for you to involve yourself we still want to know what your
hance your industry knowledge or
return on investment will be.

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business in 2010?

&attentionthatweoffer&it’sveryprofessionaltoo. Then kick-start it by taking part in the
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28 |

Companies still think of less

fortunate during recession
Despite the downturn, more
than half of small firms in
the UK are providing sup-
port to charities, according
to new research.
The research, conducted by
Barclays One Step programme,
reveals for the first time the size
and scope of local business sup-
port for the charity sector, with
over two million firms across the
UK helping good causes through
donations, volunteering and pro
bono work.
Steve Cooper, Managing Direc-
tor of Barclays Local Business,
said: “The recession provided a
powerful incentive to take an axe
to the non-essentials – but that
hasn’t happened with support for
charities. The research shows
that over half of local businesses
see their charity work as a re- ever support for good causes re-
sponsibility to the community, not mained constant across both
a result of boom time generosity, groups. In either recovery or re-
and they can’t and won’t walk cession, a third (36%) of all small
away from it. At a grassroots level firms said the amount they give
they are an army working to bet- has stayed the same.
ter our society. Nearly half (42%) said that
“In this one area the recession small businesses have a respon-
hasn’t had a huge impact. The sibility to their local area and
amount of money donated by should contribute where they can.
local businesses has remained Despite the belief amongst these
pretty constant, whether the busi- smaller firms that big businesses
ness feels it’s recovering from the had more resources to support
recession or not. One of the in- charity (51%), almost as many
dustries with the toughest image, said that charities have felt the re-
construction, is also one of the
l iiquid
u b bl
cession as well and deserve sup-
most generous, with around 61%

20% OFF
port (44%).
helping local charities.” Some small firms even think
Stuart Etherington, CEO of the they are the best people to help
National Council for Voluntary Or-
out good causes: one in five
ganisations, said: “It is imperative (18%) said small businesses can
that companies across the coun- be more focussed in their support L I M I T E D P E R I O D O N LY
try are responsible and play a role for charity than bigger firms and a
in their local community. It is third (31%) claimed businesses Webdesign
therefore good to see that, de- should support good causes,
spite the recession, they continue
E-Commer ce W
even when times are tough. Look-
to recognise the vital contribution ing ahead, 16% said they would
CD/DVD Duplication
that voluntary and community or- give more to charity after the re- Creative
Creative Design
ganisations make across the UK cession as they would have more T h i r d FFloor
Third loor
in transforming local areas.” UUnit
n i t 2244
Print Management
money to give. Almost three quar-
The research found that while a
quarter of UK businesses said
ters (71%) claim that in 2010 they
ourth W
W embley
8 4 5 230
2 3 0 9821
will maintain levels of giving to Middx
M iddx
they currently were in recovery, charity. HA9
H A 9 00LH LH TTerms apply..
erms & conditions apply
more than half (53%) said they
had yet to see any upturn. How- | 29

Managers avoid difficult

conversations with us
British managers lack the where a high percentage of staff difficult conversations at work sponsible for someone losing
ability to handle poor per- (1 in 3) say they don’t have regu- too. their job when there aren’t too
formance and give feed- lar performance reviews. “There are many reasons many around?
Andy Clare, manag- why managers are unable “Yet our research and observa-
back, according to over
ing partner of Shine to handle poor perform- tions tell us managers simply lack
13,000 employees in both
Feedback, explains, ance or give feedback. the practical skills and under-
the public and private sec-
“It's much like the It’s sensitive, can get standing of how to give challeng-
tors. stereotypical problem emotional, they might ing feedback.
Results from a recent survey of Brits complaining in have other priorities, per- “At the most basic level, it’s im-
show managers’ behaviours are restaurants – we can haps they don’t have portant to remember that instead
rated consistently low when hold- grumble to our compan- enough evidence. Also, of moaning or complaining, it’s
ing difficult conversations with ions, but we when jobs are at risk better to state that poor perform-
employees. couldn’t possibly during a recession, ance is unacceptable and provide
Over 3,900 individual man- tell the waiter. managers can be in- constructive feedback to help
agers have been assessed in the Most of us simply clined to overlook people learn. The target of the
last year by Shine Feedback don’t know how poor performance, complaint will be far more recep-
(break down of public vs private to express dissat- giving underachieve- tive. Complaining shouldn’t be
sector approximately 1:3.). The isfaction effec- ment the benefit of mixed up with expressing dissat-
data tends to be confirmed in tively and it the doubt. After all, isfaction. There is a difference
their employee surveys too, means we avoid who wants to be re- that we need to work on.”

Company, Charity, Club Accounts and Audit

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30 |

To spend or not on training?

As all great business owners know, Here at the People Development Team, we
before we employ a member of staff have been able to access many pots of fund-
we always ensure they have the right ing including the £1,000 from the National
Leadership & Management fund which every
skills, knowledge and understanding
company with up to 250 employees is entitled
to do the job. So why is it that many
to and funding of up to 50% of training costs
businesses refrain from providing any
subsidised through Beyond 2010 in the East
ongoing training, learning and knowl- of England. Whilst women who are working in
edge once they have employed their leadership or team leader positions, may also
staff? access funding through the Women and Work
We have all read lots of statistics on how project that some of the Sector Skills Councils
staff training and organisational development across England have available.
support the growth of the business, but the
It can be used on its own or to support a
decision to train or not to train can be based And now for the time problem... training programme. The People Develop-
on two reasons; cash and time. One solution is accessing an e-learning por- ment Team is currently offering a free 7 day
tal which is a great way of giving your people trail so that you can see how the academy can
So what is the answer? the learning they want at a time you want to work for you.
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To take up our offer of a 7 day free trial on our
Starting with the cash problem... For one, two or up to fifty of your staff the
There is money that can help you. Working academy or to learn more about the funding
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learning platform that enables and empowers
Sector Skills Councils, training organisations the individual and the organisation with ongo- award-winning leadership and management
such as the People Development Team, will ing 24/7 access to information, material and training, please call Adam Tucker or Heidi
work with you to build targeted training plans experiences to improve their knowledge and Turnbull on 01920 485569 and we would be
that can deliver a return on investment and skills. pleased to work with you and your teams.
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Showing at events
Guy Clapperton shows you what you need to create the right impression first
time when presenting and attending expo’s and exhibitions

If Spring is the season of mellow fruitfulness then the Autumn is

when the exhibitions start up in earnest.
A whole new raft of kit is required to make a company’s exhibition presence fly;
this magazine runs t’s own events programme, with the next one planned for De-
cember 2 at Knebworth House, and locking everything down with security hard-
ware from Kensington so it doesn’t go walkies; meanwhile you’ll need something
for a good display, equipment to help people interact with you in seminars and
keep everything charged

You have an auditorium of people, you’re adminis- receiver instead; once you’re over that it’s a breeze and audi-
tering death by PowerPoint and you know you need ences love it. One user we spoke to said it turned his presen-
to do something to engage them. tation into a conversation, which is exactly as he wanted it.
So someone in the audience has an idea and you ask them Auditorium and keynote speech settings are of course only
if they could sketch it as a diagram. You take a pad over and a one possible use of this gadget. Any setting in which you want
peculiarly thick pen, they scrawl on the paper – and it appears extra participation will make this work. The interface is a paper
on screen, in real time, as they draw it. pad, so you can pass it around – and unlike a whiteboard with
This is because the pen – and the USB key you’ve put into multiple inputs from tablet computers, which could also do the
your computer – comprise PaperShow, a system that takes job, this costs £115 per unit. Mac users will have to wait a few
whatever is drawn onto the special paper they provide and months for their release unless they install Bootcamp or one of
puts it onto your laptop screen, and by extension wherever the other PC emulators and install a copy of Windows, at
your laptop display is focused. It’s straightforward to use after which point it starts to work beautifully. You can also use the
a slightly fiddly set-up, in which you have to deactivate your memory/Bluetooth key for storage – for example, storing your
computer’s Bluetooth and set up the key as a Bluetooth presentation.

32 |
Some readers might have tried the PowerPoint controllers
Presenter which you can find on (for example) the iPhone. Many of
these have positive feedback and appear to work; they are
Logitech has released two new presenter tools for third party applications, however, and there is no guarantee
those auditorium moments when you’ve seen your they will work when there’s an upgrade since none are offi-
competitor dashing to and from the computer and cially sanctioned by Microsoft.
prodding away to change to the next slide, or ask- Logitech has also is-
ing a colleague to switch to the next image. sued some new
Best for larger gatherings is the Presenter R800. This has mice which are
buttons you can operate to change slides, clearly, and also a great when you can’t
timer which vibrates when you’re two minute, a minute and predict what sort of
30 seconds away from whenever you’re due to finish, and surface will be available.
when it reaches zero it starts to count the minutes so you The Performance Mouse
know how long you’re overrunning. Its reception range is 100 MX (£89.99) and the compact
ft, so you can do a lot of wandering around a pretty substan- Anywhere Mouse MX (£69.99) both
tial room without losing control of your slides, and its laser work on smooth glass surfaces, which
pointer is equally visible at a distance. This costs £69.99 and is usually death to a mouse, by detect-
has a smaller sibling, the R400, which has a 50 ft range in- ing tiny scratches and irregularities on the
stead and fewer bells and whistles, costs £44.99 and will still surface.
control your presentation without say the timing functions.
Logitech guarantees only that these devices will be com-
patible with PCs, presumably because of warranties and
suchlike; we tried one with a Mac running Powerpoint for the
Mac and it worked perfectly without any problem at all.

Laptop & Display

The temptation, when there are laptops available for

around £300 or small netbooks for under £200, is to go and
buy one of those and take that around with you when
you’re on the road showing stuff.
The problem with that option is that the displays start to let you
down – hooked up to a projector the small sub-£200 models often dis-
tort the picture and the larger cheap models are heavy and look dis-
tinctly non-businesslike.
Many people – your correspondent included – opt for Apple for
portability, but this is expensive and will require an adapter (under £20
from any Apple store but another layer of fiddling). For easy use with
most peripherals like the aforementioned pointers, mice and Paper-
show products it makes sense to stick with PC for the moment, and
MSi’s recent X600 laptop releases are a portable weight and have full
spec for a PC. They start at £599 for a model with 320 gigabytes on
the disk and no optical drive and move to £799 if you need the CD and
500 gigs of storage as part of the deal.
In terms of where to send the output, Apple sells excellent quality
large displays from its stores (try to avoid ordering these online or off
the page, if you can go and see one and check for dead pixels it’s bet-
ter than arranging a product return); many companies offer excellent
projectors and recent offerings from Toshiba and Optoma offer full
high-definition compatibility. Op-
toma also offers a pocket projec-
tor, the Pico, which fits in the
pocket and will take a feed from
a portable media player. This is
useful for impromptu presen-
tations when there are no ob-
vious facilities around, other
than a wall! | 33

Spend points not

punds this Christmas
This Christmas you can such as sat navs or laptops or choose from such as Amazon, tionery at Viking Direct and petrol
bring on the festive cheer whether you simply want treat eBay and for the company vans at BP.
and reward your business yourself to a few cases of wine or Fergus Goodson and Andrew “Signing up to Nectar Business
a New Year getaway. Dangerfield’s of BlueGroup Retail, was a no-brainer business deci-
or treat your team and as
As a Nectar Business collector, a shop fitting and design com- sion, because we place bulk or-
part of the Nectar Business
it’s quick and easy to collect 2 pany in Stockwell London has all ders which means we can build a
loyalty programme you can
Nectar points per £1 spent, with been worth it. Their consistent lot of points quickly and very eas-
cut the cost of Christmas by lots of big name partners, includ- determination has meant the ily. We then like to save the Nec-
spending the Nectar points ing Dulux Decorator Centres, business is now a big success tar points earn for our team
you’ve collected on your BOC, Viking Direct and AA to and they also have many addi- Christmas party. This year, we’re
business expenditure name a few. So whether you’re tional rewards on the way, thanks thinking of a big party with lots of
throughout the year on a buying paint supplies or company to Nectar Business. wine, music and even a team day
range of treats and rewards. stationery you can collect lots of Fergus signed the company up out paintballing – all treats we can
Nectar points can be spent in points quickly and easily. to the Nectar Business loyalty pay for using our Nectar points,”
thousands of ways, whether What’s more, businesses can programme two years ago when said Fergus.
you’re looking to throw a Christ- amass even more points through he realised they could earn Nec- Fergus continues; “The Nectar
mas party for your staff, treat all the Nectar consumer partners tar points on the company’s Business programme is great, it’s
them to a celebratory meal or a including BP and Expedia, as well paint supplies through Dulux Dec- quick and easy to collect and we
team day out. Alternatively if you as via online shopping at nectar- orator Centres. Fergus also col- can then use the points we earn
want to reward the business with where lects regular points for the to reward the team for all their
the latest technology or gadgets there are over 400 retailers to business through buying sta- hard work!”


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34 |

The pride of the fleet

The Lexus LS600h L is not only the world’s first four-wheel drive hybrid V8 but also the flagship
of the luxury brand’s range. It offers a discreet but strong challenge to its better known German
rivals, says Dave Sumner Smith

How comfortable is it? brands. The fact its hybrid status wins exemp-
The ‘basic’ models of the LS are large, well- tion from London’s Congestion Charge and
equipped and comfortable. Leather uphol- gives more than 30mpg are minor benefits.
stery, heated rear seats, electric sunshades More impressive are its comfort, sophistica-
and air conditioned front seats come as stan- tion, space and silken refinement.
dard. The range-topper gets an extra 12cm in
length, plus a specification that includes drop- Does it make financial sense?
down video screens, air conditioned, electron- The LS is far from cheap. The ‘base model’
ically adjustable rear seats and a cool box. starts at £61,540 and the flagship LS600h L
There is even an optional rear relaxation pack, cost £87,935. But that is £17k less than a
which adds a massage system to the ad- Mercedes S600L, and the Lexus retains its
justable Ottoman foot and thigh rest. value better, has a superior reputation for reli-
ability and offers superior dealer service.
What is it like to drive? Quotes on sug- mas-
It may be large in scale and traditional in gest leasing costs only two thirds of the Mer- sage seats and thigh and feet supports,
style, but the LS600h L is no slouch. Far from cedes’ price at £1300-1400pcm. it also has a 19 speaker sound system, four
it. The 375bhp power of the 5.0-litre V8 and zone climate control, rear parking camera,
the rechargeable batteries generate 520Nm of What else should I consider? park assist and a pre-crash safety system. For
torque, delivered to all four wheels through a Obviously its main competitors are the hardcore gadget-lovers there’s even a Smart
continuously variable transmission. The net re- BMW 7-series, Mercedes S-Class and Audi Card instead of an ignition key.
sult is a seamless, smooth delivery of huge A8. The Maserati Quattroporte offers a differ-
power: Brains and muscles combined with ent flavour of glamour, while the recently an- What does it say about me?
seemingly effortless ease. nounced Jaguar XJ and Porsche Panamera The stretched Lexus is too restrained and
may also be worth considering. understated to be fashionable. Like a finely-
Will it impress? tailored suit, it isn’t glamorous. It suggests the
Despite its hybrid status, the Lexus is hardly Any toys and gadgets? owner doesn’t need a badge to bolster their
trendy. But it is quietly (and deservedly) win- The LS600h L is a toy-lover’s nirvana. As ego and is more interested in sophistication
ning custom from high status European well as flip down screens to watch DVDs, and comfort than appearing ‘flash’. | 35
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