KIRKLEES BUSINESS NEWSThe business NEWSpaper for Kir k lees8, May, 2012

INSIDE

● Full story - Page 2

● Full story - Page 8

LUKE RUDDIMAN

Fu l l i n te r v i ew - Page 3Taxat ion too taxing?

Co lumn - Page 5

An EXAMINER publication

CompanyrewardA COMPANY has beenrecognised for its hardwork and commitmentto Huddersfield.Bradley-based SafetyManagement &Monitoring Servicesreceived the Businessof the Month Awardfrom Huddersfield lawfirm Eaton Smith,which runs thecompetition inconjunction with theMid Yorkshire Chamberof Commerce andGovernment exportsupport arm UKTI .

Root andbranchBUSINESSES are set togo green with a newinitiative from the MidYorkshire Chamber ofCommerce. Thechamber has teamedup with member firmOrchard Energy, basedin Elland, to launch anenergy andenvironmentalefficiency schemeaimed at encouragingcompanies to reducetheir carbon footprint.The partnership willsee a tree planted forevery business thatsigns up to the scheme.

COLIN BARRATT

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uk Themosttrustednewsbrandin thebusiness

Recycling regimebrings big savingsA TEXTILE company with sites atMeltham and Mirfield is racking upbig savings through recycling.

Contract furnishings specialistCamira Fabrics has teamed up withHolmfirth-based Footprint Recyclingin a bid to reduce the amount of wastegoing to landfill and achieve savingstotalling tens of thousands of poundson the way to its target of achieving100% recycling by 2012.

S i n c e j o i n i n g f o r c e s w i t hconsultancy Footprint Recycling inJanuary last year, Camira has exceededits first-year target for a 50% reductionin waste going to landfill by achievingan 80% cut – benefiting the business by£40,000.

Waste categories including paper,cardboard and textiles are beingrecycling and Footprint is also lookingat diverting some of the firm’s otherw a s t e t y p e s t o R D F – o rrefuse-derived fuel – in the effort toachieve zero waste going to landfill.

Robyn Brook, partner at FootprintRecycling, said: “RDF is somethingthat is starting to become more main-stream. Waste-to-energy has beenaround for sometime now, but it isbeing more widely applied than it usedto be.”

Footprint has also helped changethe culture among employees bysetting up recycling zones for specificitems of waste and “banning”wastepaper baskets at desks.

Equipment has also been installedto bale some of the waste materials

on-site to generate better revenue andmake the firm’s systems more effi-cient.

Footprint has given presentations tostaff and undertaken training to getthe recycling message across toemployees.

Said Robyn: “Camira’s manage-ment team have been putting theirweight behind this. Zero waste to land-fill is a goal the company wants toreach as board level and everyone isworking towards that. Employees alsoget a sense of satisfaction when theycan see tangible results from recyc-ling.”

Alan Williams, operations directorat Camira fFbrics said: “The wastemanagement expertise and enthusi-asm of the Footprint team has enabledus to exceed our 2011 goal of recycling50% of our waste with significant costbenefits to the business.

“Sustainability is very important toCamira and this partnership gives usthe opportunity of realising one of ourkey environmental goals of reducingwaste to landfill to 0% by 2013.”

Camira has also made environ-mental improvement central to itsrecently-launched £2m dyehouse atPark Valley Mills, Lockwood.

The joint venture with HolmfirthDyers has resulted in a state-of-the-artdyeing facility boasting “green”credentials which include warm airdrying, 100% dye exhaustion –meaning that clean water is dischargedto the sewer after use – and an

energy-efficient hot water boilerbacked by hot water recovery forre-use in subsequent dye batches.

Footprint partners Robyn Brookand Clare Verity – the UK’s onlyall-female company working in thesector – have worked with a number oforganisations, including Hudders-field’s Kingsgate shopping centre.

Clare said: “We see ourselves asenvironmental management consult-ants because we are helping companiesthat are at the grassroots to take thatfirst step to recycling. People think itinvolves a lot of time and effort, butonce things are organised it becomesstraightforward.

“The biggest issue is that companieshave to change how they deal withwaste – and change is what people arefrightened of. But with a bit of reor-ganisation and commitment, busi-nesses can save time, make moremoney and reduce costs by recyc-ling.”

Clare said: “Landfill charges areonly going to go up and the onlyanswer is to look at reducing waste.

“Our customers are also aware thattheir clients want to know what theydo with their waste. Companies with asense of corporate responsibility wantto deal with like-minded businesses.”

New look for Manufacturing Advisory ServiceKIRKLEES firms are set to benefitfrom a new-look ManufacturingAdvisory Service.

An improved MAS was launchedacross Yorkshire at the premises ofLeeds-based pre-press inkjet specialistAgfa Graphics.

The new-look service is available toall manufacturers across England andis delivered by the ManufacturingAdvisory Consortium.

The new MAS, which is funded bythe Department for Business, Innova-tion and Skills, is expected to helpgenerate £1.5bn in economic growth,help create 23,000 jobs and safeguarda further 50,000 jobs.

MAS has worked with thousands ofmanufacturers across the countryhelping them to improve productivityand competitiveness.

The new-look MAS offers an even

wider range of support and hands-onadvice including how to developmarketing and sales plans; establishinnovative new products, services anddesign and develop a growth strategy.

It can also help to supply other vitalingredients for manufacturing success,such as putting the right financialmeasures and IT solutions in place;delivering in-house training andsupport and providing support

towards the cost of tooling for newproduct development.

The launch event also marked theunveiling of the MAS Works Awardsaimed at promoting the great workthat manufacturing is doing aroundthe country. Firms recognised in theawards included Huddersfield’s ABGLtd, Disposables UK, and NovaglazeLtd as well as Dewsbury-based GeeGraphite.

■ GREEN GAINS: Clare Verity, left, and Robyn Brook of Footprint Recycling,with Camira Fabrics operations director Alan Williams

Getting under the feet!

KIRKLEES BUSINESS NEWS local Page 2

Network members will have a ball!THE founders of a business networkinggroup are setting out to supportHuddersfield’s Kirkwood Hospice byhosting a spectacular Mid SummerNight’s Dream Ball.

Ladies 4 Networking, launched in2010, has expanded from one monthlymeeting in Huddersfield to regularevents taking place in towns acrossWest Yorkshire, including Halifax,Huddersfield, Brighouse and Bradford –and is set to expand across theYorkshire region.

The hospice at Dalton providesspecialist palliative care, free of charge,for tens of thousands of people inKirklees who are living with cancer andother life threatening illnesses.

This year marks the 25th anniversaryof the opening of the hospice and the

start of the biggest building projectsince Kirkwood was built in 1987 and –with it – the launch of a £3m CapitalAppeal.

Marina Simioli, Huddersfield-basedTravel Counsellor, who together with hersister Nada Tokos, of Tokos Solutions,runs Ladies 4 Networking, said: “Theformula has been an instant success forwomen in business who are passionateabout supporting, forming allianceswith, advising and learning from others.

“At each meeting, ladies bring andreadily share contacts, experience,expertise and skills.

“Having established such a powerfulresource, it felt appropriate to create anopportunity for members to celebratetheir success and collaborate togenerate proceeds for a thoroughly

deserving cause.“As soon as the idea came to me, I

called upon one of our members, HelenDavies, owner of Brighouse-basedevents company Bash, to take care ofthe organisation and co-ordinateeverything.”

The ladies-only event will take placeon Saturday, June 16, at the CedarCourt Hotel, Ainley Top. The event willinclude dinner, entertainment byHuddersfield-based professional swingsinger Richard Daniels, a raffle, anauction, dancing and a fun casino.

For ticket details, to sponsor anelement of the ball or donate an item forthe auction or raffle, contact Helen on07561 107888 or e-mailhelen@your-bash.co.uk

Award is safe andsound for SM&MSA COMPANY has been recognised for its hard workand commitment to Huddersfield.

Bradley-based Safety Management & MonitoringServices received the Business of the Month Awardfrom Huddersfield law firm Eaton Smith, which runsthe competition in conjunction with the Mid York-shire Chamber of Commerce and Governmentexport support arm UKTI.

SM&MS, a health and safety and employment lawconsultancy formed in 1994, has grown by 20%during the past 10 years, taking its turnover to£3.5m.

As well as working for major names like Costcut-ter, Kwik Fit, Spar and Harvey Nichols, it alsoprovides workplace compliance services for smalland medium-sized firms.

The judges were particularly impressed with thecompany’s attitude towards innovation and develop-ment and felt they deserved recognition for the cloudbased compliance systems – PropertyPlus and Con-tractorPlus.

The company’s “Simple” service was commendedas offering a helping hand to those smaller compan-ies who despair at the red tape and complianceheadaches they are obliged to manage.

Ian Greenwood, of Eaton Smith, said: “Thecompany illustrated how their growth over 18 yearsis largely due to word of mouth and referrals basedon the good service they provide.

“They have stayed true to their roots andemployed locally, bringing the total number ofemployees to 60. They are still a family-run businesswith a focus on nurturing which reflects in their staffretention rate.

“It is a very impressive company and we are verylucky to have them in Huddersfield.”

Richard Edwards, director of client services atSM&MS, said: “This has been a total surprise. Beingrecognised locally means the world to us.

“Ambitions are high this year and we have plans togrow and expand working towards developing a

larger business right here in Huddersfield.”The Business of the Month Award is open to firms

in Calderdale, Kirklees and Wakefield. Contact IanGreenwood on 01484 821389 for further informa-tion.

■ CHARITY PUSH: Helen Davies,of events organising business Bash

■ HEALTHY SIGNS: Alison Palmer, centre, of Eaton Smith, presents the award to Richard Edwards(fourth right), of SM&MS Ltd and his colleagues, right, with, from left, Kathryn Shuttleworth, of the MidYorkshire Chamber of Commerce; Jill Hague, of HSBC; Steve Haynes, of UKTI; and Chris Brown, ofBrantwood Financial Planning

Non-execs face greater demandsALMOST a third of non-executivedirectors expect to reduce the numberappointments they hold to make surethey commit the amount of time tocarry out their duties effectively,according to new research.

The study byPricewaterhouseCoopers also showedthat 58% of non-execs expect tospend a further five to 10 days a year

on their non-exec duties because ofthe increase in risk and regulatoryrequirements.

Some 37% believe the greaterdemands placed on them have madethe role of non-exec less attractive.

The research suggests the impactof reviews and the introduction of the2010 UK Corporate Governance Codethat have focused on the duties of

non-execs have been a double-edgedsword – creating more paperwork andregulation.

Graham Ward-Thompson, northernremuneration and reward partner atPwC, said: “Following theamendments to the UK CorporateGovernance Code in 2010, we’vestarted to see how the changes areshaping the roles of board members

and impacting the duties of individualdirectors.

“While the increased challengeshave made the role more attractive,many feel challenged by thecomplexity of the business and thedemands associated with theincreased involvement, influence andresponsibility which the new rolebrings.”

Joiningthe EliteA COMPANY providingsoftware packages andtechnical consultingservices to the UK legalsector has taken a stepforward.

Exen Legal Solutions,based at the MediaCentre in Huddersfield,has signed as anAlliance Partner withElite, a Thomson Reutersbusiness.

The partnership givesElite’s LawSoft clientsthe opportunity to tailortheir solutions accordingto their business needsand differentiate theirofferings from those ofcompeting law firms.

“The legal landscapehas become increasinglycompetitive,” said Exendirector Graham Moore.“Through this partnershipwe can advise and assistElite clients in thedevelopment andmanagement of projectsthat help set them apartfrom the competition,while achievingmeasurableimprovements inbusiness performancethrough the use ofexisting technology.”

Exen’s servicesinclude businessinformationimplementations,systems integration, datamigrations betweenplatforms and suppliersand business processautomation.

SustainedeffortsKIRKLEES firms havebeen urged to enter acontest to find Britain’smost sustainablebusiness.

The Institute ofChartered Accountants inEngland and Wales haslaunched the ICAEWSustainability Award.

Judges will be lookingat examples of policies orprojects that have apositive impact onsociety, the environmentand the economy; wherean organisation has notonly changed behaviourinternally but is alsohelping to changebehaviour amongcustomers and suppliers.

The competition isopen to all organisationsin the public and privatesectors.

Finalists will beannounced in August andwinners will be named ata gala dinner and awardsceremony on November13 at London’s GrosvenorHouse Hotel.

Got to www.nationalbusinessawards.co.uk formore information.

KIRKLEES BUSINESS NEWS profile Page 3

LukeRuddiman

TempestRestoration

HENRYK ZIENTEK

Role: Owner andfranchiseeAge: 21Holidays: Road tripalong the east coast ofAmerica and back-packing around Thai-land and the Far EastCar: VW vanFirst job: Gas andcommercial cateringinstallation engineerBest thing aboutjob: Buildingsomething for myselfand being my ownbossWorst thing aboutjob: Seeing thedestruction anddamage to peoples’homes and personalbelongings – so we tryto save as much aswe canBusiness tip:Customer service iseverything

Work: Flood, fire andwater damage restor-ation; carpet, rug andupholstery cleaningSite: MilnsbridgePhone: 01484446215Email: luke.ruddiman@tempestrestoration.co.ukWeb: www.tempestrestoration.co.uk

Lukemakesa cleanbreak

A YOUNG entrepreneur isforging a career with one ofthe UK’s fastest growingfranchises.

Luke Ruddiman, 21, hasopened up the latest branchof disaster restorationspecialists TempestRestoration at a new1,200sq ft unit at HerbertBrown Business Park inMilnsbridge.

It’s a big step for theEdgerton man, who trainedas a plumber and a gasengineer before working asa commercial cateringengineer forSlaithwaite-based companyTriline Contracts.

But he is determined tomake a success of theventure – and is alreadyconsidering taking onadditional staff as thebusiness grows.

“I always wanted to dosomething practical,” saysLuke, who attendedHuddersfield GrammarSchool and HuddersfieldNew College.

Working at Triline provedthe stepping stone to settingup his own business. “Theywere a lovely company towork for,” he says. “Theyreally looked after me, but Iwanted to set up somethingfor myself.”

Luke’s father, Tony – whohas run a number ofsuccessful businesseshimself – helped set the ballrolling. Luke had alreadyseen how franchisingprovided a route intoself-employment during avisit to the States. Last year,with Tony’s support, Lukedecided to make a go of it.

Says Luke: “We went to afranchise exhibition inBirmingham last Septemberand looked out forsomething that would not betoo exposed to the ups anddowns of the economy.

“We looked at franchisingbecause franchises have amuch better survival ratethan the typical start-upbusiness.”

Now Luke has theTempest Restorationfranchise for Huddersfield,Halifax and Bradford. Aswell as drawing on his ownexperiences in plumbingand as a gas engineer, heunderwent an intensivetraining course to learn theskills necessary to run abusiness offering flood, fireand water damagerestoration as well ascarpet, rug and upholsterycleaning.

“Once you learn onetrade, it is easier to branchout into other areas,” saysLuke. “But you still need theproper training. I am moreof a practical person than a‘paperwork’ person and thathas helped enormously.”

Luke, who only begantrading after Christmas,says: “There has been agood response from localbusinesses, including carpetmanufacturers,launderettes, hotels, estateagents and lettings agentswho are keen to supportlocal suppliers.”

Tempest Restorationoffers a 24/7 call out serviceand takes on the role ofhelping people when theyneed it most – when their

home or business has beendamaged by a fire or flood.

He says: “You can end upbeing something of acounsellor for people whoare distressed by thedamage done to their homesand they become yourfriends because they knowyou are part of the solution,not the problem.”

And it is a demanding andexpanding market. Therecord freeze of December,2010, for example, leftinsurers with more than12,000 claims a day – at acost of £38m a day and£900m in property damageclaims.

Tempest Restorationsupplies its services to lossadjusters, building andproperty maintenancecompanies, housingassociation and insurancecompanies covering all majorrestoration work for domesticand commercial policyholderclaims.

It saves insurers money bygetting on site within 24hours for a fire and fourhours for a water damageclaim and is one of the firstcompanies in the UK toadopt industry-leadingclaims managementsoftware, which acceleratesthe way damage is assessedon site – helping to reduceclaims life cycles still further.

While Luke’s branchcovers the Huddersfield,Halifax and Bradford areas –with the hope of expandinginto other areas soon – theTempest Restoration networkhas national coverage.

“There are probably fourmajor competitors in ourmarket nationally and locallya few more,” says Luke.“While its competitors do alot of franchising, Tempesthas 20 at the moment andonly plans to set up amaximum of 26, whichprovides plenty of scope forindividual franchisees toexpand.

“I speak to the franchiseowner, Martin King, on adaily basis to discuss howthings are going. It’s good tohave that contact to makesure everything’s on trackand to get the latestinformation.”

Luke says: “There is agreat deal of satisfaction inhelping people. When youarrive on the scene of amajor flooding, people canbe distressed – but to seethe looks on their faces whenwe have gone in there anddried things out and salvagedpersonal belongings gives usa lot of satisfaction. Often,these are items ofsentimental value – not justproperty that can be replaced

by the payment of acheque.”

Along with routineappointments to cleancarpets, rugs andupholstery, he may get acall at any time of day todeal with a “disaster”.

But he says: “I don’tmind the long hours and ifI was still working forsomeone else, I would bewanting to set up formyself. I enjoyed what Iwas doing, but I don’tthink I was stretchingmyself enough.”

Running TempestRestoration leaves littletime for relaxation,although Luke says: “Ihave just taken up golf. Alot of my friends play andit is a great way to relievestress. I play at Bradleyand on the golf drivingrange at the GalpharmStadium. I also enjoyski-ing – so I made sure Igot a ski-ing holiday in

before setting up thebusiness!”

But Luke’s focus isentirely on building up hisbusiness. Not only is he theyoungest owner of aTempest Restorationbranch, he is alreadyconsidering employingpeople, possibly anapprentice to help himexpand the business.

“We are looking to setsomeone on towards theend of the year to help withthe carpet and rug cleaningside of the business,” saysLuke. “I was lucky enoughto have a job when Idecided that I wanted to goon my own and set up thisbranch of TempestRestoration. I want to beable to offer employment tosomeone else and helpsomeone else work in thisindustry, which I believehas so much to offer.”

■ EQUIPMENT CHECK: Luke Ruddiman, of TempestRestoration at Milnsbridge

On the board with

01484 538 351theboard@revellward.co.ukTwitter@RevellWard

www.revellward.co.uk

Lesley SuttonTax Director

Entrepreneur’s relief enables individuals toreduce their tax rate from 28% to 10% whenselling their business or shares in a trading

company.This relief can potentially generate a huge taxsaving but in order to qualify certain conditionsneed to be met for the 12 months prior to

disposal. These conditions are often easily metbut conversely can be easily broken.

Some simple tax planning now could ensureyou are eligible for Entrepreneur’s Relief on

your future sales.

Revell Ward Tip:Do not wait until considering a sale, plan aheadnow and take advice to ensure that your futuresales will qualify – saving up to 18% of your

tax bill!!

Easy steps now for bigtax savings in the future!!

KIRKLEES BUSINESSlocal Page 4Distress signalsstill ‘significant’THE number of businesses in reportingsigns of distress remains significant –although it is below the national average,according to research by insolvencytrade body R3.Figures from the organisation also showthat 19% of firms in the region admit toregularly using their maximum overdraftfacility, compared with 30% across theUK.However, some 35% of businesses inYorkshire say they are experiencingreduced sales volumes, close to thenational figure of 37%.Chris Wood, Yorkshire R3 committeemember and partner atCleckheaton-based Clough CorporateSolutions, said: “While businesses in theregion seem to be faring better than insome parts of the country, many are stillreporting signs of distress and yet wehave not seen the number of corporateinsolvencies we would expect.“This could be down to a number offactors, but will certainly have beeninfluenced by a shift in creditor attitudes.“With the realisation that economicrecovery is still not on the horizon,creditors – including HMRC and thebanks – have been giving businesses‘Time to Pay’ on their taxes and morebreathing space to settle their debts.”Mr Wood said suppliers and investorswere reluctant to support businessesperceived to be struggling, adding: “Weare seeing more and more suffering, butthis is not manifesting itself in businessfailures.”

FINANCIALFOCUSKaren Wynard

Karen Wynard is head of corporate services at Eastwood & Partners (Financial Services) Ltd

Consultancyseals mergerA HOLMFIRTH-based humanresources consultancy hascompleted a four-month project.The Personnel Partnership hasbeen overseeing a mergerbetween two leading WestYorkshire not-for-profitmediation services, MediationYorkshire and Mediation Leeds.The new company will operateunder the name YorkshireMediation Services and will beone of the largest providers ofcommunity mediation servicesin the UK with a staff team ofeight and more than 50volunteers.The organisation will work toresolve conflict across theregion, focusing on neighbourdispute resolution, peermediation and workplacemediation. It will also providetraining in mediation,communication and otherconflict resolution skills.The Personnel Partnership wasappointed to advise on allemployee-related issues arisingfrom the merger, includingoverseeing redundancies andproviding guidance on theTransfer of Undertakings,(Protection of Employment)Regulations 2006.The project, which began inJanuary, was managed by HelenStraw, founder of The PersonnelPartnership. As well as providingall the strategic and practicaladvice, she supplied the relevantpaperwork relating to aneffective restructure.Complex legal advice on theapplication of TUPE wasprovided by Amanda Beaumont,of Seabury Beaumont LLP.Bridget Rowe-Sykes,chiefexecutive of Yorkshire MediationServices said: We engaged ThePersonnel Partnership to provideprofessional HR supportthroughout the merger as weknew it was crucial to give staffconfidence that the process wasbeing handled fairly and inaccordance with legislation.“I found it really useful to beable to refer to Helen’s expertisewhen questions arose aboutterms and conditions. Shealways gave excellent,knowledgeable advice andcreated a programme of activityfor us which helped us meet theTUPE transfer date on time.”Helen said: “I am happy to saythat the merger process, whichcan be very emotional anddifficult for employees andmanagers alike, went smoothlyand to the timetable identified inthe original plan.“I really enjoyed working withBridget and the new board ofYMS. It was a pleasure to helpthem get to where they neededto be in a fairly tight timescale,whilst ensuring legal complianceand best HR practice. I lookforward to continuing to workwith them in the future.”

Pay attention toestate planningA FEW years ago Inherit-

ance Tax was becoming apolitical hot-topic.

Rising property prices andhealthy investment performancehad meant that more and moreindividuals discovered they hadestates tipping over the thresholdat which IHT was payable.

However, fast forward topresent day and property pricesand asset values generally con-tinue to be suppressed, meaningIHT is perhaps not the same prob-lem it was for many people whowere on the borderline.

The introduction from October9, 2007, of the ability to transferany “nil rate band” (currently£325,000 for tax year 2012/13)unused by a deceased spouse orcivil partner to the survivor hasalso meant that most joint estatesunder £650,000 escape IHT alto-gether.

However, estate planning is notall about Inheritance Tax andthere are a number of estate plan-ning tips that can be relevantregardless of whether or not youare caught by the IHT net.

Make a Will – Ensuring youhave a valid and up to date Will isthe cornerstone of any estate plan-ning. Where no Will has beenmade then the estate must be dis-tributed in a particular orderknown as “the Intestacy rules”.These differ depending on whetherthe deceased lived in England andWales, Scotland, or Northern Ire-land and can be complex.

It is also important to be awarethat any existing Will you mayhave made will automatically berevoked on marriage or civil part-nership so, even if you have previ-ously made a Will it may no longerbe valid. It is also important toreview any existing Wills to takeinto account other changes in yourcircumstances.

There are many things you cando through a Will such as:

● Ensure your assets, money,and property pass to whom youwish to inherit and in the way youwant

● Save Inheritance Tax and carefees

● Ensure your spouse / partneralways has a home

● Appoint guardians to care foryour children (and provide moneyfor their maintenance)

● Give rights of occupation toadult children who are still living atyour home when you die

● Ensure an inheritance for yourchildren in the event of your part-ner remarrying after your death

Consider making a LastingPower of Attorney (LPA) – Whenwe think of the term “estate plan-ning” it is usually in the context ofcontrolling what will happen to ourassets when we die, but what aboutwhat will happen to our assetswhilst we are still alive should webecome unable to manage our ownaffairs?

This is why making a LastingPower of Attorney (LPA) isimportant – possibly even moreimportant than your Will. An LPAis a legal document that allows youto choose persons (attorneys) youwould like to make decisions onyour behalf if you lack the mentalcapacity to make the decision your-self.

There are two types of LPA. Aproperty and financial affairs LPAallows an attorney to makedecisions about paying bills, deal-ing with the bank, collecting bene-fits, selling your house, etc. Ahealth and welfare LPA allowsdecisions on medical treatment,care, medication, where you live,etc.

Making a LPA not only givesyou peace of mind that someone ofyour choice will be there to manageyour affairs, but can also make thisprocess less stressful for your lovedones, should they be placed into asituation where they need to make

decisions on your behalf.Pre-nuptial agreements – Okay,

we appreciate this is not the mostromantic thing to discuss with yourpartner when proposing, but insome cases a pre-nuptial agreementmay be a sensible thing to consider.It perhaps also doesn’t at firstglance appear to be “estate plan-ning”, but the costs of divorce canoften be greater than the costs ofany inheritance tax.

Consider, for example, a couplewho each have children from previ-ous relationships. They may wishto ensure that their assets are ‘ring-fenced’ to ensure they would not belost on divorce – Such planning isoften incorporated in Wills but ofcourse this only covers a scenarioshould either party die.

It is important to stress thatpre-nuptial agreements are not leg-ally binding, although they areincreasingly taken into accountprovided they meet the followingconditions:

● Each party has received goodquality legal advice

● Each party makes a full finan-cial disclosure

● The terms are fair and reason-able (for example making sufficientprovision for children)

● There is no pressure on eitherparty to sign the agreement

The issues raised above are notnecessarily exhaustive, but hope-fully this article demonstrates thatestate planning is just as muchabout control over your assets as itis about tax.

However, whether you are look-ing for advice on general estateplanning or mitigating inheritancetax please contact us if you needfurther guidance and we will behappy to help.

Yorks car dealerships drive aheadA CAR retailer with sites acrossYorkshire has achieved recordsales.

Family-owned company JCT600boosted turnover by 1.3% to£623m in 2011 from £613m theprevious year.

The firm, which has 42

dealerships across Yorkshire,Derbyshire, Lincolnshire, and theNorth East, made pre tax profits of£8.5m on ordinary activities –down from £12.3m in 2010 –following significant investment asmargins were squeezed in difficulttrading conditions.

While UK new retailregistrations fell by 14.2% andused car sales dropped by 0.4%,the Bradford-based firm buckedthe trend to increase sales of newcars by 1.3% and used car salesby 4% while making majorinvestments in the business.

Independent financialplanning services for

companies and individualsEastwood & PartnersEastwood & Partners

(Financial Services) Ltd(Financial Services) LtdPennine House, Lowfields Close, Lowfields

Business Park, Elland HX5 9DA01422 377737

www.eastwoodfinancial.co.ukAuthorised and Regulated by the Financial Services Authority

LOOKING TO BUY OR SELL A BUSINESS?Use our knowledge and experienceto guide you through the process:

➢ Valuation advice

➢ Negotiating the deal

➢ Raising finance

➢ Due diligence

➢ Tax mitigation ideas

➢ Getting the job done

Our independent and partner-drivenapproach ensures clients receiveadvice they can rely on and trust.

To discuss your plans in confidence pleaseconatct David Butterworth

W&SWheawill & Sudworth

Experience you can count on

P: 01484 423691E:david.butterworth@wheawills.co.uk

W: www.wheawills.co.uk

KIRKLEES BUSINESS NEWS local Page 5

Tackle thetaxing bills

TAXTALKColin Barratt

Colin Barratt is tax partner at Wheawill and Sudworth chartered accountants,Huddersfield

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ACCORDING to a recent survey, thenumber of people falling into the

higher rate tax bracket has increasedsignificantly over the last few years,despite difficult economic conditions.

The increase is put down to a combinationof the rise in income coupled with a realdecrease in the threshold at which higherrate tax applies.

Currently, higher rate tax applies where aperson’s total gross income exceeds £42,475.In the last Budget, this threshold will reduceto £41,450 from April, 2013, potentiallyincreasing the number of higher rate taxpay-ers still further.

There are a number of ways individualscan mitigate their tax bills.

For married couples, it would be sensibleto review the assets of each spouse to see iftransfers can be made from one to the otherto ensure personal allowances are notwasted and basic rate tax bands are utilisedas far as possible.

Assets transferred between spouses aredone so on a no gain/no loss basis whichmay also reduce a couple’s overall tax bill ontheir sale as both will then be entitled to aCapital Gains Tax exemption of £10,600 for2012/13. Unused allowances and rate bandscannot be carried to a subsequent year. Dueconsideration should always be given to anycommercial or other risks in identifyingsuch transactions particularly with businessassets qualifying for Entrepreneurs’ Reliefwhich could be jeopardised.

Switching savings into an ISA can buildup a tax-free fund; the maximum investment

is £10,680 of which £5,340 can be held ascash on deposit.

Paying personal pension contributions aswell as making charitable Gift Aid dona-tions can be useful in obtaining higher ratetax relief. Where such donations are alreadymade by a married couple, it would seemsensible for these to be paid by the spousewho is the highest rate taxpayer as they areable to obtain the optimum relief for thesepayments, without affecting the tax positionof the charity.

If you are employed, your employer mightoffer a salary sacrifice option to say boostpension savings or to help towards the costof childcare.

The salary sacrifice can help mitigate taxbills but they will need to be correctlystructured to be effective.

As mentioned in my last article, fromJanuary 7, 2013, a tax charge will apply to anindividual whose income falls between£50,000 and £60,000 where they or theirpartner are in receipt of Child Benefit. Thecharge will be 1% of the full Child Benefitaward for each £100 of income within thisrange. For instance, a Child Benefit recipientwith two children would get £1,752. If theiradjusted net income is £54,000, the incometax charge will be £700.80. The charge ontaxpayers with income above £60,000 will beequal to the amount of Child Benefit paid.

Making use of some of the above men-tioned ideas can help mitigate higher rate taxbills as well as possibly protecting entitle-ment to Child Benefit.

GOVERNMENT should do more toencourage the prompt payment of tradebills, says a business support group.The Forum of Private Business said theGovernment tendering process shouldtake into consideration the length of timecontractors take to pay their suppliers.The not-for-profit group is urging theGovernment to use the contracts as atool to fight late payment by refusingcontracts to those companies who takean unreasonable amount of time to payinvoices.New research carried out by the forum inconjunction with credit reference agencyGraydon UK suggests that more than halfof all small businesses have beenaffected in some way by the practice inthe last year alone – with 16% claiming ithas nearly put them out of business.“While we strongly support theGovernment’s plans to improve the publicsector procurement process for thebenefit of smaller private sectorbusinesses, it would be extremelywelcome if it were to ensure only thosefirms which pay their suppliers promptly

are awarded these lucrative statecontracts,” said forum senior policyadvisor Phil McCabe.“It would send a clear message to bigbusiness that late payment is notacceptable and will not be tolerated bygovernment.“This is an amazing opportunity for it tolead by example and set the standard forthe private sector to follow.“There really is the potential for massiveimpact here for very little effort and, afterall, if government is paying primarycontractors within 10 days, why shouldthose same contractors not settle withtheir suppliers as soon as possible?”Mr McCable said: “Our latest research onlate payment shows clearly the impactlate payment has on small business.“By being a beacon of best practice andonly using firms which respect thesupply chain by paying their duespromptly, the Government would bedemonstrating huge support for smallbusiness.”

Sales soar for fireservice supply firmA COMPANY supplyingfire-fighting equipment hasreported a massive increase insales.

Brockholes-based North Firelifted turnover by almost 200%during the 2010-11 financialyear.

Managing director OliverNorth said that during anextended period of economicuncertainty, the company hadcontinues to show encouragingfinancial growth. Recent dealswith several fire brigades had

helped “significantly” move thebusiness forward.

During the last financial year,the company’s end of yearresults showed turnover ofalmost £600,000. This hasrisen to almost £1.5m in justsix months – to the end ofMarch, 2012.

Mr North said: “We couldn’tbe more pleased that to havetrebled our turnover within justsix short months. This is theperfect start to the newfinancial year.”

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KIRKLEES BUSINESS NEWS property Page 6

Listed buildingplea to OsborneC H A N C E L L O R G e o r g eOsborne has been urged not topress ahead with a 20% increase inVAT on approved alterations tolisted buildings.

Seventeen organisat ions,including the Campaign to Pro-tect Rural England, the Federa-tion of Master Builders, theHeritage Alliance and the RoyalInstitute of British Architectshave signed a letter describing thedisruption the budget measure isalready causing to planned build-ing projects and the threat it posesto the future of the UK’s historicbuildings.

Brian Berry, chief executive ofthe Federation of Master Build-ers, said: “All of our organisationsfeel strongly opposed to the Gov-ernment’s decision to remove thezero rate of VAT on approvedalterations to listed buildingsbecause it makes it so muchharder to give them a sustainablefuture.

“Sympathetic alterations areoften needed to ensure our his-toric buildings can continue to beof social, cultural and economicvalue.

“This might mean improvinglisted town centre buildings, con-verting redundant farm buildings

or renovating town halls and com-munity buildings for the enjoy-ment of all.

“Furthermore, we shouldn’tunderestimate the role thesebuildings play when it comes tosupporting our local economies.

“Heritage tourism contributesover £20bn a year to the UKeconomy, supporting almost halfa million jobs.”

Mr Berry said: “We all saw therecent GDP figures showing thata decline in construction sectoroutput helped drag the economyback into recession in the firstquarter of 2012.

“So it is deeply difficult tounderstand why the Governmentis taking a decision that will leadto a further fall in constructionactivity.

“The Treasury has acknow-ledged this increase in VAT willhave an adverse effect on the con-struction industry and we alreadyknow projects are being cancelledor curtailed.

“Under EU law, once the zerorate of VAT has been removed itcannot be reinstated. Therefore,we are urging the Government toreconsider its decision in order toprevent a further decline in theindustry at this time.”

Green plan‘impractical’says FMBGOVERNMENT plans to forcehomeowners to spend thousands ofpounds extra on “green” homeimprovements when they extend theirproperties will be impractical, unpopularand counterproductive, warns theFederation of Master Builders.Brian Berry, FMB chief executive, said:“There is an urgent need to improve theenergy efficiency of our existing homes,but people should be encouraged andnot forced to take action as the currentproposals will only backfire on theGovernment.“In the current economic climate whenmany homeowners are struggling to paytheir bills it makes no sense to imposethis hidden tax.”He said: “A survey of our membersreveals that 70% of FMB buildingcompanies do not believe that theGovernment’s proposals are technically,functionally or economically feasible toimplement for most domestic extensionprojects.“Our research also shows that 73% ofbuilders think that home owners wouldcarry out less work as a result of theproposals with a further 69% expectinghomeowners to turn to cowboy buildersinstead to get around the proposedlegislation. ”Mr Berry said: “The Government needs arethink about the best way to encouragehomeowners to make their homesgreener and more energy efficient as thecurrent proposals are self-defeating.“What is needed is a range of incentivesto help kick start energy efficient homeimprovements. A good way would be toreduce VAT on energy efficient repairs orlower the Council Tax. The last thinghomeowners need at this time is extracost.”

■ BUDGET BLOW: Chancellor George Osborne has been urged tosupport the construction industry by abandoning plans for a 20%VAT increase on approved alterations to listed buildings

Andy Thornton answers callA COMPANY in Elland hascompleted a capital assignment.

Interiors and fit-out specialistAndy Thornton Ltd worked withdesign agency Blacksheep toprovide decorative interiors atGillray’s Steakhouse & Bar at thefive-star London Marriot Hotel,County Hall.

The company worked closelywith Angie Newby-Stubbs, headdesigner at Blacksheep, and theinterior contractor from conceptdrawings and a detailed brief.The process included inspectionsat Andy Thornton’s workshopsand the provision of samples forapproval at every stage of themanufacturing process.

The centrepiece in the mainbar area is an elegant cocktailbar, supplied by Andy Thornton,which features an illuminated barcounter in specially-sourcedgranite with a zinc bar top.

The back fitting comprises ofan ornate solid brass drinksgantry with open glazed shelvingand four antique mirrors toeffectively display the impressiveselection of spirits. Underneathare specially manufacturedstainless steel clad base unitsand stainless steel worktop.

Directly in front of the bar is acircular seating area, defined byfour bespoke high wing-back

curved deep button-backed sofasset around a circular patternedcarpet. These have beenupholstered in mustard leather tocomplement the carpet.

Andy Thornton also suppliedlounge chairs, tubs and coffeetables all manufactured speciallyto Blacksheep specifications.

To the sides of the foyerentrance, Andy Thorntoninstalled brass-framed cloak

cupboards with silvered mirroreddoors and a brass clad winedisplay feature. There is also afree standing greeter station bythe riverside entrance and acurved reception counter close tothe restaurant.

In the restaurant the focal pointis the Cheese & Chutney servery,which incorporates a mirroredcounter and bespoke graniteworktop and a display gantry in

brass with decorative spinnings.Around the restaurant AndyThornton also supplied threefree-standing waiter stations inveneered oak with granite topsand mirrored splash backs.

Leather Chesterfields fill therestaurant and bar, including oneat nine metres in length, speciallymade with a slight radius to fitagainst the curved back wall.These are matched with a mix ofbespoke side chairs, againmanufactured to Blacksheepdesigns and upholstered inpremium colour-dyed leatherswith contrasting piping to give acontemporary feel. Cast irontable bases are matched with amix of marble, oak and zinc cladtops.

Angie Newby-Stubbs said:“From the inception of thisproject, Andy Thornton hasdelivered on every level, frominitial design discussions on thebespoke furniture to site delivery.

“All members of the team areprofessional and a delight towork with. Working in such closepartnership has meant that thisproject was delivered to thehighest standards expected notonly of Blacksheep but also theclient, Marriott International.”

■ FINE DINING: Part of the interior of Gillray's Steakhouse & Bar,which has been equipped by Elland-based Andy Thornton Ltd

KIRKLEES BUSINESS NEWS

New driving force at property agencyPROPERTY agency CBRE has expandedits service offering to include apetroleum and automotive division inWest Yorkshire.The new division will operate as part of a30-strong team in the company’s globalcorporate services division.The new team comprises directorAlastair Coates, surveyor Richard Syersand consultant Peter Squire, who willcontinue to carry out transactions for theteam’s global oil company property

accounts and seek to expand thebusiness with automotive dealer groups,car park operators and petrol retailers.Richard Sunderland, managing directorof CBRE in Leeds, said; “The new teambrings with it a wealth of experiencewithin this specialist sector.“Based in a northern office of CBRE,they will offer an extensive service toregional clients with the benefit of theteam’s national and global coverage.”

Energy assessmentA CONSTRUCTION group involved withmajor projects in Huddersfield has turned upthe heat on its rivals.

Leeds-based GMI has refocused itsrenewable energy business to provideclients with a total energy managementservice.

GMI has delivered an extensive range ofsolar photovoltaic schemes for major clientsincluding Tesco, Town Centre SecuritiesPLC, JCT600 and Pavers Shoes.

Now its GMI Renewable Energy businesshas been renamed to trade as GMI Energy,providing a better representation of thewider scope of capabilities offered by thegroup.

Expanding on the experience of deliveringprojects such as the largest solar pv systemfor Tesco in the UK and the country’s largestcity centre solar system – at the time ofinstallation – at Clarence Dock in Leeds, theprofessional team at GMI have built a wealthof knowledge.

It has also built a network of partners tocover renewables and energy efficiencysystems. These include low energy lighting,biomass boilers and smart meteringsolutions.

To drive the business forward, GMI hasappointed Carl Nielsen as managingdirector of GMI Energy.

He has more than 27 year's experienceworking in the mechanical and electricalsector for NG Baileys and has a thoroughunderstanding of different properties andtheir energy requirements.

Said Mr Nielsen: “It is an exciting time forGMI as the business continues to expandand grow into new areas that provide theperfect complement to the core constructionbusiness.

“As energy requirements and legislationfor UK property is evolving in the comingyears, we want to be the partner of choicefor clients to provide them with a full turnkeysolution for their energy management needsfrom a name they trust.”

Among its construction projects, the GMIgroup is building Kirklees College’s newengineering centre at St Andrew’s Road,Huddersfield.

It also developed a Travelodge and CostaCoffee outlet as part of the Spindlegatedevelopment at Leeds Road in the town.

Giants at open dayAN estate agency inHuddersfield celebrated itsnew name and new look withan open day featuring threeplayers from HuddersfieldGiants.

Aaron Murphy, JonnyMolloy and MatthewSarsfield joined the team atHunters Estate Agents, JohnWilliam Street, to meet theirfans. There was also a freedraw for clients buyingthrough the agency to winfour free tickets for an Giantsgame after completion.

The Huddersfield office ofHunters Estate Agents wasone of many Bairstow Evesoffices to be rebrandedHunters in the closingmonths of 2011 – followingthe announcement inSeptember that HuntersProperty Group had acquiredCountrywide Franchising Ltd,which traded under theBairstow Eves name.

Rachel Foster, who runsthe office, has operated herown estate agency franchiseon John William Street for

the past seven years – andhas been so successfullythat her father, PeterBlackburn, joined her twoyears ago.

The transition to Huntershas seen the officerefurbished and renamed.Rachel said: “It has been,and continues to be, a veryexciting time for us here atHuddersfield. We are thesame great team, but withthe added benefit of Huntersenhanced marketingpackages and systems.”

■ SPORTING STARS: Rachel Foster, centre, of Hunters Estate Agents with, from left,Giants Aaron Murphey, Jonny Molloy and Matthew Sarsfield and colleagues Katy Marshall,Peter Blackburn and Helen McManus

PRELIMINARY ANNOUNCEMENTAUCTION – THURSDAY 19 JULY 2012At The Cedar Court Hotel, Lindley Moor Road,Huddersfield, HD3 3RH

Clough Ing BarnLumb Lane, Almondbury, Huddersfield, HD4 6SZLofty barn (150m2) with stable block, ripe for residential conversion.Stunning rural location with panoramic views.

EastlawnsThomas Street, Lindley, Huddersfield, HD3 3JJResidential development site 0.2 Hectares (0.62 Acres) in centreof Lindley. Planning application pending for erection of 12 semidetached dwellings.

Dean Bottom WorksStorthes Hall, Huddersfield, HD8 0PP0.31 Hectares (0.76 Acres) industrial land and buildings.Potential for other uses subject to planning permission.

Town Hall Hotel52 Huddersfield Road, Elland HX5 9AHFormer public house 213m2 (2293 sq ft) located close to Co-opsupermarket, Berties Banqueting Rooms and La Cachette. Planningconsent for extension and change of use to C1 hotel and B1 office.

Former Honley Council OfficesEastgate, Honley HD6 6PAProminent landmark building with waterside frontage.Situated close to village centre, offering extensive accommodationon three levels. Planning permission for residential conversion.

25 – 29 Market StreetHuddersfield, HD1 2HLSubstantial town centre commercial property/site oppositeSainsbury’s. Exciting development/conversion opportunity.

MoorlandsMoorlands Road, Marsh, Huddersfield HD3 3UHModern detached three bedroom house in pleasant residentiallocation with good sized gardens, in need of some refurbishment.

58 Market StreetMilnsbridge, Huddersfield HD3 4HTProminent commercial property in centre of Milnsbridge.Suitable for a variety of uses subject to planning permission.Refurbishment/conversion opportunity with good investmentpotential.

42 Manchester RoadSlaithwaite, Huddersfield HD7 5JADetached character dwelling in need of modernisation.Semi rural location with excellent views. Suitable for owneroccupation/rental purposes.

76 Ashbrow RoadSheepridge, Huddersfield HD2 1DFStone built cottage requiring full modernisation in popular residentiallocation. Elevated position with superb views. Gardens to front andrear.

31 Market StreetHeckmondwike, WF16 0EUSubstantial town centre retail/office building with secure yard.Upper parts suitable for residential subject to planning permission.

THOMAS STREET

BRIAN STREET

KIRKLEES BUSINESS NEWS Movers and shakers Page 8

Branching outto save energyBUSINESSES are set to go green with a new initiative fromthe Huddersfield-based Mid Yorkshire Chamber ofCommerce.

The Lockwood-based chamber has teamed up withmember firm Orchard Energy, based in Elland, to launch anenergy and environmental efficiency scheme aimed atencouraging companies to reduce their carbon footprint.

The partnership with Orchard Energy and its wastemanagement division, Orchard Environmental, will see atree planted for every business that signs up to the scheme.

“When we decided to launch the scheme we were lookingfor a local organisation that could provide a range ofservices to help businesses reduce overheads and improvesustainability,” said chamber spokeswoman Kathryn Shut-tleworth.

“We have worked closely with Orchard on a proposal thatwe believe will help our members save money and improvetheir green credentials.”

Gareth Henderson, Orchard Group managing director,said every chamber member would be offered a free energyand waste audit to help identify inefficiencies and highlightareas where savings can be made.

“Finding ways to reduce overheads, cut down on energyconsumption and manage waste more effectively isn’t justgood for the planet, it’s good for business too,” he said.

“Energy and waste represent significant costs for busi-nesses and any measures that can help reduce spending,particularly in the current economic climate, will makebudgeting easier and allow for investment in other areas.”

Mr Henderson said Orchard will plant trees quarterly –one tree for each member entering into the new scheme.Members will be given the opportunity to pick the speciesand location and Orchard will report regularly to thechamber on the number of trees planted and the volume ofcarbon offset by the scheme.

Mark Richards & Lee Cory

Ferno (UK) LtdCLECKHEATON-basedFerno (UK) Ltd, whichmanufactures medicalequipment for the emergencyservices, has made two newappointments to oversee thecompany’s continuedexpansion into the militarysector and drive forward itsafter-sales service.

Mark Richards (pictured,top) joins Ferno as aspecialist businessdevelopment manager withmore than 15 yearsexperience in sales andcustomer accountmanagement. He will work ona number of businessdevelopment projects acrossthe UK, including buildingrelationships and growingsales with the Ministry ofDefence, developing Ferno’sservice division and leading training for keyclients and Ferno partner companies.

Mr Richards has previously worked forSeymour Manufacturing International, PepsicoUK & Ireland and Shippam’s, part of the Princesfood and drink group.

Ferno has also promoted Lee Cory (alsopictured) from service technician to serviceteam leader. He will be responsible formanaging the day-to-day running of the servicedivision, which offers an after-sales repair andmaintenance service and asset managementsystems to customers.

Ferno managing director Jon Ellis said: “Markbrings a wealth of solid experience in sales andbusiness development and I am confident thathe has the skills to further extend our interestsin the military and defence sector where manyof our products are already used.

“Lee has worked for us for seven years andhas gained an incredible level of knowledgeabout Ferno and our products. His new role willallow him to apply that knowledge at a higherlevel to further develop and enhance our servicebusiness.”

■ DIG THIS: Orchard Energy’s Gareth Henderson, right, andRichard Gage with Kathryn Shuttleworth, left, and Tracy Smith, of theMid Yorkshire chamber

It’s an enterprising effort

BUSINESS bosses got an insight intothe commercial operations ofHuddersfield Town at the latest meetingof the Huddersfield Town EnterpriseAcademy.

More than 135 people attended theevent held at Huddersfield YMCA inSalendine Nook to hear Towncommercial director Sean Jarvis(pictured, front) speak about the club’scommercial activities, includingmarketing, communications and

corporate social responsibility.The event was co-sponsored by law

firm Chadwick Lawrence andaccountancy firm Grant Thornton.

The academy, set up in 2009, ismanaged by West Yorkshire-basedYorkshire Business Growth andprovides a focal point for businesses inthe region to come together, exchangeideas and learn new aspects ofbusiness practice through a series ofnetworking events.

Nigel Lombard

S&C LabelsSPECIALIST printerPrint-Leeds hasappointed Nigel Lombard(pictured) as head of newsales development for itsHuddersfield-based labelsdivision, S&C Labels.

Mr Lombard, who is anexperienced accountmanager , has beenappointed to develop newaccounts in the beveragelabel industry, in which S&C Labels specialises.S&C Labels produces bottle labels forcustomers including Marston’s, Sam Smith’sand Carlsberg.

S&C Labels, based in Kirkburton, wasacquired in a £1m deal by Print-Leeds inFebruary. The deal tripled Print-Leeds’ turnoverto nearly £5m and the number of employees to40.

Print-Leeds’ managing director Rod Fishersaid: “We’re lucky to recruit a sales person ofNigel’s calibre.

“We know from our research we can increaseour market share as bottling plants and brewerswant quality print from experienced and longestablished firms and exceptional customerservice, which is exactly what we have built ourreputation on at Print-Leeds.”

S&C Labels will move to Print-Leeds’premises in Stanningley, Leeds, later in the year.

Firms ready toset out the stallsKIRKLEES firms willbe manning thestalls at a tradeshow next week.

TheLockwood-basedMid YorkshireChamber ofCommerce hasjoined forces withthe Calderdale andKirklees branches of the Federation ofSmall Businesses to stage theChamber-FSB Trade Show 2012.

Chamber members across Calderdale,Kirklees and Wakefield are invited toattend as exhibitors and delegates. Theevent takes place from 4pm to 8pm nextTuesday at the Cedar Court Hotel, AinleyTop.

The event aims to bring businesspeople together, help exhibitors meetpotential new customers, build brandawareness, demonstrate and sell newproducts and services.

Keynote speakers will be YvonneCastle (pictured), managing director ofaward-winning firm business coachingspecialist YCChange; and Mike Holman,who has been involved in businessnetworking for more than 10 years andwho has spoken internationally andnationally on the subject of networkingand “word of mouth” marketing.