IM GROUP RESPONDS IMReview 06 TO COVID-19

ISUZU UK LOOKS FORWARD 30 WITH THE ALL-NEW D-MAX 2020

IM PROPERTIES FORGE AHEAD 32 AT MERCIA PARK 21

imgroup.co.uk THE ALL- NEW ISUZU D - MAX

SUBARU UK

In January we launched the all new Forester to the UK market, advertising on TV, radio and digital channels. We also entered a partnership with the Guardian, launching ISUZU UK a series of content focused Dramatic and designed to create around our core brand pillar: excitement around the all-new safety. We sell some of the D-Max pick-up truck that will safest cars on the road today go on sale in March 2021, this and safety messaging has striking advertisement couldn’t been integral in our marketing fail to create a buzz among COMING SOON TO A communications in recent dealers, existing customers and SHOWROOM NEAR YOU years. Throughout 2020, prospective buyers! Unashamedly safety in all elements of a ‘next-level’ pick-up that is Stay updated. Visit isuzu.co.uk for more information. everyday life has become a smarter, stronger and safer than particularly hot topic – making predecessors – and competitors the content that we’ve created – the message is register now to with the Guardian more avoid missing out on an amazing relevant than ever. This advert vehicle... And those who do was published in January, register their interest ensure they reinforcing the award- receive a steady flow of updates winning safety credentials on what the all-new D-Max offers. of our newest model. IM GROUP Andrew Edmiston

ver the past few years, one of teams worked hard, remotely, to make the more common words written sure we understood the impact the UK Oin these pages has been the ‘B’ lockdown would have on our business, word – Brexit. In this, of all years - the plus the different approaches taken in one where we actually left the EU and the Nordic region, China and the USA. are in the process of either doing or not We also instinctively knew that doing a leaving deal – the ironic twist communication amongst the has been that this B-word has hardly management team was going to be been uttered here. Instead, a totally new critical. We set up a daily 11am Teams word has arrived. Covid-19. My, how call where all senior management we’ve discussed that particular topic! would log-on and make sure we The novel coronavirus announced didn’t lose touch with one another. its arrival with extreme force. When This turned out to be oh-so-important original reports were coming out of because, as the lockdown story ANDREW EDMISTON, MANAGING DIRECTOR, IM GROUP China about this new disease, I guess twisted and turned, we’d had so much we were similar to much of the western conversation ‘under our belts’ that we world in imagining, like the 2002 SARS knew exactly how each other felt. As epidemic, we would be spared. Soon, time wore on we had discussed what discussing in 2019 the values within though, the first-hand details we began we needed to do over what seemed the company. “When tough times to receive from our own China office like a hundred different eventualities. come, your values guide your actions made certain that we should prepare. instinctively”. I had no idea those words Our first instinct was not to close the were going to be so relevant, so soon. One of our reporters, Doug Wallace, business but think about our customers, learned while undertaking interviews for especially those who would need This edition of IM Review showcases this Review that a common theme across our services and were involved in key how the company has risen to the all parts of the IM Group was that nobody industries or were key workers. While unique challenge Covid has brought panicked. By the time UK Prime Minister so many companies simply drew down to us. There are still no guarantees, Boris Johnson announced his March 23rd the shutters, we felt we could not and we have no-doubt had some ‘help lockdown, we had already laid plans responsibly do that. From that initial from above’, but I want to publicly say about how to keep the business secure, thought, so many of the key decisions how much I am grateful to our amazing operational and effective, even if the then we made became more natural. staff for working together to put the threat turned into a global pandemic. group in such a positive situation. You never know the real strength of your Two more ‘C’s’ became even more company until it meets a stern test: 2008 critical than normal - cash and was one. This was most certainly another! communication. We knew that we would have to plan our cash flow, We are not perfect. But our culture and assuming no income for three months values – integrity, respect, commitment and substantially reduced income and togetherness – have really been for some time after that. Our finance in evidence this year. I remember

1 Contents IMReview 2020/21

32 GIANT MACHINES CARVE THE WAY FOR JOBS Work paves the way for one of Britain’s largest-ever 77 04 pre-let deals. WANT ACTION? 04 JOHN’S YOUR MAN 36 WELCOME TO 51 Subaru UK’s new Managing SHAREEN JILKA – A DAY THE NEW NORMAL Director is relishing the IN THE LIFE IM Group’s response to the challenge ahead. A baptism of fire for IM Group’s Covid-19 crisis. 51 64 Head of Risk & Governance. 84 A NEW ERA FOR SPITFIRE IT’S ALL ABOUT GIVING 10 CHINA BUSINESS 38 The award-winning IM staff’s magnificent response DOUBLE TOP AWARDS POWERING BACK COVID BOOSTS housebuilder is set for a major in face of pandemic’s demands. FOR FORESTER Business Development looks OUTREACH WORK revamp in 2021. Yet more awards for Subaru’s 66 to expand opportunities in Grace Foundation and Forester e-BOXER in 2020. 56 IM NORDIC GIVES COVID-19 China market and beyond. IM staff ensure youngsters 26 GREAT STAFF, GREAT THE COLD SHOULDER 14 are not forgotten. 87 BUSINESS, GREAT FUTURE The Malmö-based team HASELEY MANOR - THE FUTURE IN FOCUS 40 Specialist Motor Finance overcame extreme challenges ENDING OF A CHAPTER Andrew Edmiston THIRD BITE BY find new ways of working. in six countries. The final luxury apartments looks to the future. ‘BILLION DOLLAR MAN’ at Haseley Manor to be 60 70 Gymshark take a third unit at KEEPING THE CAR FLAGSHIP CENTRE EMERGES sold in early 2021. Blythe Valley Park. BUSINESS ROLLING STRONG 16 44 Nothing stops the work Corners of Brookfield AND THE WINNER IS… D-MAX KEEPS ON of the Sheerness Vehicle became a beacon of hope Another big year of awards for DELIVERING… Import Centre. for thousands of Americans. the Isuzu D-Max. Isuzu’s D-Max helps to keep 74 18 Britain going through the SUBARU IRELAND PIONEERS ANDREW’S WEEKLY VIDEOS tough times. A vital communication tool NEW WAY OF SELLING 48 A brand new online during the pandemic. 20 YEARS AND COUNTING purchasing system for 20 David Challinor on 20 years at Subaru Ireland customers. 77 A MILLION STORIES OF HOPE the IM Group. The incredible plan for a unique structure near IM 20 Group’s former HQ. 26 PICK UP AND CARRY ON How Isuzu’s D-Max met challenges head on. 56

2 3 IM GROUP continually move forward. Maybe prepared. Social lives and businesses Covid has also Charles Miller the ‘new normal’ is a combination of will bounce back – we are seeing it now home and office working, although and I’m very optimistic about the future.” accelerated change, WELCOME my final consideration is just how focused attention on Pat Hanlon, IM’s Treasury and Banking many people say they feel stifled Consultant and a director Specialist how businesses operate by only working at home with its Motor Finance, says that Covid has across the Group and ovid-19 has infected countless TO THE restricted human interaction.” “shone a very bright light on our opened opportunities to millions of people worldwide Tim Wooldridge, Managing Director business and how we operate.” and claimed in excess of new ways of working. C of IM Properties, points to the “We have learnt some hugely-important 1.5 million lives. It’s wrecked economies ‘NEW NORMAL’ fast-growing trend of a new work/life lessons by what we did during the and caused huge social disruption. balance – a kind of ‘new living’ national Covid lockdown. A key lesson And the IM Group has not been beyond just ‘new normal’ working. being that we must keep in closer immune to the dreadful disease. He explains: “Many people are no contact with all our customers, not Yet IM, just as everyone in the UK and longer wedded to the office. Some of just the ones who may be in arrears... beyond, has had to learn to live with the this was going on anyway but Covid has “What we found was that staff terrible virus lurking in the back of every pushed it along. People in big cities, worked equally hard and efficiently aspect of the business. Covid has also such as London, might only spend two at home. We learnt how important accelerated change, focused attention or two-and-a-half days at their office internal communications were and on how businesses operate across the and the rest of the time work at home. we are planning to survey our staff Group and opened opportunities to on a range of topics which could new ways of working. The virus has, “Many people are now moving further guide us on new ways of working.” and is, creating a ‘new normal’ for the from the city to free up capital. They company as well as for everyone. are buying properties closer to Dean Faulkner, who manages IM’s Vehicle the countryside, or the coast, with Import Centre in Sheerness, said: “I don’t So what is the ‘new normal?’ maybe a small ‘crash-pad’ in the think we will ever return to what the norm city. So we could end up with fewer There is no dictionary definition. But was. No one could have ever imagined people working permanently in several companies, including large how Covid would disrupt our lives. offices, especially since many homes organisations, have announced that “We had probably all got too often have access to almost all the they will not return to the normal complacent... Did we actually have “The Covid virus has accentuated “Working from home is interesting. You systems they’d have in the office.” office models again. Some have given our life values in the right order? Since the pace of change of many things can certainly see the appeal for many up their London bases and Unilever, Tim says the increasing move to Covid arrived the world has changed. that were already happening,” says people. But for many others it’s not one of Britain’s largest companies, on-line shopping holds an advantage We have become more focused on Andrew Edmiston, IM Group Managing suitable. Many miss the vitality of working is among firms saying it’s unlikely to for IM Properties. Although the each other’s responsibilities, inside use all of its office space again. Director. “The move to electric cars in the office and the spontaneity of ideas property division builds traditional retail and outside of work – we are all much and ‘greener’ more energy-efficient that spring up at team meetings. Indeed, shops, it also specialises in the huge more socially-responsible now. Home-working has become the ‘new buildings seems accelerated. many find meeting with a team in an warehouse developments without normal’ for thousands of lawyers, “But the new norm has got to be better office far better than on-line conferences.” which on-line shopping couldn’t work. accountants and data-centre “We are going to see the Government than the old one. I see us appreciating workers while on-line shopping now stimulate the economy with things He also points out that ultra-modern He concludes: “Whatever your view and helping each other more. I believe dominates the retail sector. But some such as major infrastructure projects. offices, like IM Group’s new HQ, attract on the ‘new normal’, we’re perfectly we are now much closer as a team of this was happening pre-Covid The environmental agenda is now some of the best candidates because of positioned. As a company with strong at Sheerness and as a business.” and not everyone sees business at the centre of corporate, as well the working environment. “Businesses presence in logistics, warehousing and commerce totally changing. as social, thinking. can’t stand still and we, as a group and housing sectors we’re

4 IMReview 5 IM GROUP Doug Wallace

uge challenges confronted Hbusinesses as rules The company and recommendations were is renowned for upgraded on an almost- daily basis, particularly being fast-moving from March 23rd in the UK and its ability when Prime Minister Boris to respond Johnson declared a national lockdown. He proclaimed in quickly and SAFETY a TV address to the nation: decisively went “Coronavirus is the biggest into overdrive. threat this country has faced for decades – and this country FIRST – at the end of February when prior to the lockdown. “Some versions followed as the is not alone. All over the world we realised that Covid was needed to be in the office so pandemic shook the world. we are seeing the devastating spreading into Europe. At the we arranged for first-aiders impact of this invisible killer.” Fast actions were called for AND beginning of March, Sonia to take their temperatures. and executed with almost Even before March 23rd the Hall our HR Manager, advised Visitors were not allowed to military precision. Sarah IM Group was preparing staff to use remote meetings come on site unless it was recalled: “There were so urgent actions to what would where possible. Further for business-critical reasons.” FAST! many measures that needed become almost a national information about travel, Both the gym and The Bridge emergency. The company hygiene and cleaning regimes restaurant were shut as part of to be put in place. We had is renowned for being at The Gate was distributed. social-distancing precautions. to install additional signage and hand sanitizers as well as fast-moving and its ability to “Visitor protocol, self-isolation A lot of communication was screens on desks. Some were respond quickly and decisively and information about what done over Teams – Microsoft’s difficult to source, particularly went into overdrive. Sarah to do if the office closed were video-conferencing desk screens, as they were Coughlan, IM’s Executive and fully explained. We had plans tool – while policies were in such high demand. But HQ Office Manager, was tasked to operate with two teams communicated by e-mail. with Gary Hutton, the Group’s working part-weeks at the Andrew Edmiston also did luckily we were ahead of Executive Director, to draw up office. However, this was never weekly company video the curve. Suppliers said and immediately put in place operated as IM quickly went updates to everyone. we were fortunate to have plans for IM’s Covid fight-back. into a full lockdown along ordered early as it would IM GROUP’S GLOBAL HEADQUARTERS RESPONDED TO THE COVID-19 CRISIS Sarah and her colleagues with the rest of the country.” have been extremely difficult EVEN BEFORE IT WAS DECLARED A CRISIS! Sarah explained how initial worked to produce the first even a few weeks later... actions started a month Sarah said staff were Covid-19 and Return-to-Work before the lockdown: “We encouraged to work from policies as early as February. “Specially-designed sent out travel advice to staff home where possible even More than 14 updated bespoke screens had to

6 IMReview 7 be made as we have sit/stand “Specially-designed bespoke screens desks at The Gate and the had to be made as we have sit/stand reception desk was another challenge. We wanted all of desks at The Gate and the reception our screens to fit in with our desk was another challenge.” beautiful surroundings and in keeping with the office while “Coronavirus has ensuring maximum safety been stressful for for our staff. We designed a lot of people – a lovely screen solution for the reception area and went in the business with glass for durability. and outside. But I They are probably the best SARAH COUGHLAN feel our company examples I have seen, being aesthetically pleasing while values have been not too intrusive for our staff.” really important.” Sarah went on: “Nick Flavell in IT and I looked into several thermal camera solutions as we didn’t want staff having GARY HUTTON to take temperatures of all their colleagues. Thermal cameras were not hard to find but it was about getting expect. Face coverings had “We did more Teams “Shareen was key in helping filmed weekly videos to ensure the office and minimise risks. the office or elsewhere. workloads – and commitment the right system for us. The to be worn on entry, hand meetings and reduced us put together our policies everyone in the business was Measures were put in place Thankfully no-one appears to our common cause camera we have is state- sanitising gel applied and the maximum number of following the constantly- kept abreast of developments. to ensure the safety of staff, to have been seriously ill. and to the business have of-the-art and very easy to temperature taken with the attendees in meeting rooms changing government This allowed staff remote from visitors and contractors on The Gate was closed for been hugely beneficial use. This was critical when thermal camera even before so that people could socially guidelines. A lot of staff were The Gate – those in Ireland, site. We consulted with staff a week and re-opened to more staff returned to work. during this difficult time. people reached the reception distance. Staff in vulnerable furloughed so it was about Nordic territories, the USA on the return-turn-to-work strictly-limited numbers. “I know many colleagues “An enhanced cleaning desk. The same rules categories were offered red making arrangements to see and China – to keep updated policy to get their input.” Summing up the company’s regime was put in place and applied to staff and visitors. have gone above and beyond wrist bands to remind others if the work that still needed on IM’s work that was still response to an incredible a full-time cleaner was on The ‘Return-to-Work to support the business and Sarah explained that IM’s to take extra care to observe to be done was being done.” going on during lockdown. situation, Sarah said: site to clean rooms between Committee’ met regularly. each other. Our integrity precautions went even further. social distancing with them.” “Coronavirus has been meetings as well as all key Line managers set up group Gradually, in early summer, “We reviewed policies as new also helped to guide us “We had a green and red stressful for lots of people – touch-points every day.” Walking in corridors in The Teams meetings to ensure some staff were able to rules came out all of the time, to do the right thing, even system for meeting rooms and in the business and outside. Gate – even going to the everyone felt included and return to work but against a especially travel guidance.” when it might have created Visitors to The Gate, including booths. When someone used But I feel our company values toilets or to meetings – meant kept in the loop. Senior backdrop of measures that obstacles or made it more outside contractors, had to a room or table they flipped Yet even all the stringent have been really important. face coverings had to be worn. managers were constantly Sarah – and a ‘Return-to- difficult to achieve our goals. register in advance. They were the sign to red to indicate it measures taken did not Being respectful of others’ updated on the actions taken Work Committee’ formed issued with risk-assessment needed cleaning and no one Shareen Jilka joined the prevent an outbreak of Covid personal circumstances, “I feel so proud of the steps in response to the crisis. in May – had put in place. and visitor-guidance should use it. Once cleaned, IM Group in the new role among IM staff. Several people, pulling together to help the company has taken to documents prior to arriving the sign was turned to green of Head of Risk and DPO Throughout this stressful Sarah said: “The priority was including Andrew Edmiston, each other – especially look after our safety.” so that they knew what to indicating it was ready to use. during lockdown. Sarah said: period Andrew Edmiston always to keep people safe at were infected either at in dealing with increased

8 IMReview 9 SUBARU UK Doug Wallace

72% of drivers admit to being distracted when behind the wheel. The top-selling magazine praised Subaru’s system “This is testimony to calling it “the most advanced of its kind.” capable and reliable cars is being Subaru’s on-going DOUBLE-TOP recognised across the industry.” What Car? said in testing that Subaru’s commitment to build cars system proved to be more accurate at 4x4 Magazine was equally impressed that are incredibly safe, AWARDS FOR identifying when concentration was with the car and awarded the t’s been a double success for Subaru’s extremely capable and Forester e-BOXER as the go-anywhere lost compared to other manufacturer’s e-BOXER the title of ‘Best Small SUV added yet more awards during systems. The magazine’s car testers SUV of the Year 2020.’ Subaru’s new brilliantly reliable.” I Award’ for its driver-monitoring system FORESTER also noted that the software aided UK Managing Director, John Hurtig, 2020 just a year after being launched. in the 2020 What Car? awards and did things like the e-BOXER’s seating said: “This is testimony to Subaru’s Within months of being unveiled in 2019 the double by being acclaimed 4x4 rear-vehicle detection and reverse- position, door mirror angles and even air on-going commitment to build cars It means the all-new Forester has the new Forester claimed glory with Magazine’s ‘Best Small SUV’ of 2020. automatic-braking features are also part conditioning to the driver’s preference. that are incredibly safe, extremely a roomier cabin than ever, as well Euro NCAP’s ‘Best in Class’ award in the The all-new e-BOXER is the first self- of the e-BOXER’s standard package. Chris Graham from Subaru UK capable and brilliantly reliable.” as being almost unbelievably small off-road and MPV category – not charging hybrid from Subaru. It’s safer entertaining to drive – and one of the A brand new technology, Subaru’s collected the major award at a black- Beating off strong competition, the too surprising as the Forester, along than even its predecessors and is safest family vehicles in the world. driver-monitoring system, uses facial tie dinner. He said: “We’re fast-building e-BOXER impressed the judging panel with all other Subaru models, holds fitted with an impressive catalogue of a reputation for making some of the That’s a hat-trick to be proud of!” driver-assistance and safety features recognition to detect if the driver’s gaze at 4x4 Magazine with its wide range of Euro NCAP’s maximum five-star rating. safest cars on the road today with as standard. These include EyeSight has shifted away from the road and safety technologies, on-road drivability John Hurtig added: “These accolades class-leading safety technologies. Now more prestigious trophies have driver-assist technology with pre-collision alerts vehicle occupants if this happens. and off-road capability. Magazine editor are testimony to a great product and been added to the car’s awards cabinet: braking alongside adaptive cruise control Again, a standard and extremely useful “We’re thrilled that our commitment Alan Kidd, said: “Subaru’s new global our vision to produce cars that truly Forester e-BOXER won the ‘Technology and lane-departure warning. Subaru’s safety feature. Acording to What Car?, to building incredibly safe, platform is the gift that keeps on giving. are better where it matters.”

10 IMReview 11 IM PROPERTIES IM PROPERTIES Milo Torsdden Toni-Lee Mields MAJELLA LYNCH (LEFT) WITH CLAIRE WRIGHT

evin Ashfield celebrated ore Business Park, 20 years with IM where the IM Group’s KProperties by collecting Fglobal headquarters two prestigious Industrial is based, is now fully Agents Society awards. occupied after a blue-chip company took new offices The Society recognised on the last remaining plot. the significance of the huge employment park Collins Aerospace, which being developed by IM at already has one office on the Mercia Park off Junction 11 business park, pre-let a 23,700 of the M42 by proclaiming sq ft unit on the development it ‘Deal of the Year – Over in August 2020. It has a top 250,000 sq ft’. IM Properties A-rate Energy Performance was also awarded the JASON JASPER (LEFT) AND KEVIN ASHFIELD Certificate and will house ‘Developer of the Year’ title. offices alongside research and development laboratories. Society members cast their votes in recognition of The office development the continued successes was completed by IM of the business over the Top property awards Properties’ in-house project Fore Park now full past 12 months and its delivery team during one contribution to the industry. and deliver schemes that in the heart of Birmingham’s and blends high-quality of the highly-pressurised Collins itself was formed by built a 222-space multi-storey Covid pandemic months. Kevin, who is IM Properties’ we can be proud of. I would Jeweller Quarter. contemporary specification the merger of UTC Aerospace car park providing an overspill UK Development Director, like to say a massive thank of the apartments with Majella Lynch, Project Director Systems with Rockwell Collins. for existing occupiers at The judges said: “This is “We are delighted said: “It’s fantastic to be you to the judges and the great attention to detail. for IM Properties, said: Fore Business Park, which is an exceptional project that Claire Wright, Business recognised for the hard members who voted for us.” “Constructing the building with our new situated off Junction 4 of the undersold itself. Modern and IM’s new HQ, The Gate, was Services Manager for Collins work and perseverance throughout the pandemic building at Fore M42. The location is within IM Properties received further with plenty of public space also highly commended Aerospace said: “We are as well as the whole presented new challenges for minutes of Birmingham recognition at the Midlands that used the canal on the twice in the West Midlands delighted with our new Business Park, team effort that went into our teams. We are proud to Airport and has regular bus Insider Residential Property site to its best advantage.” Institution of Civil Engineers building at Fore Business which grows the Mercia Park deal. have delivered a high-quality services to Dorridge and Awards in November 2020, 2020 awards. Judges of the building for Collins Aerospace Park, which grows our our operation Solihull train stations. “Mercia Park will result in winning The Whitmore Jason Jasper, Project Director Large Project Award said: despite this uncertainty.” operation in Solihull. The link Collection’ Apartment and for IM Properties said: “This “An impressive landmark in Solihull.” Aerospace companies seem something hugely significant with our existing building at for the region, but to be Development of the Year was a very complex scheme building exceptionally well Collins Aerospace is a division to like offices built by IM Fore Park gives us a versatile declared the Developer title for their build-to-rent and a major undertaking from project-managed to ensure within the American-based Properties. GKN Aerospace base to cater to the needs of the Year makes me apartment complex in both a technical and creative it was delivered in such a multi-international Raytheon took a 11,403 sq ft unit for its of our future operations.” extremely proud of the Newhall Square. The scheme, perspective. It retains the short space of time.” The Gate Technologies group, one of the new UK head office at the team. We always push to built in conjunction with Legal unique period and design was highly commended in largest aerospace and defence Alongside the Collins nearby Blythe Valley Park achieve what we set out to & General, sits next to a canal features of the buildings the Sustainability sector. companies in the world. Aerospace building, IM has development in 2019.

12 IMReview 13 SPITFIRE BESPOKE HOMES for IM Properties. “I was to Keith Read work in that building for 14 HASELEY years until we moved to Coleshill in 2012,” says Tim. arly 2021 will see the “So my formative years in MANOR ending of a significant the company were spent Echapter in the story in that building at Haseley. of IM Properties when the I was promoted to Estates – THE ENDING final luxury apartment in Manager while I was there. the elegant, gothic-style, Then I was promoted to OF A CHAPTER Haseley Manor – home to Investment Director in that IM’s property company building and, eventually, for almost 20 years – is I became Managing sold. However, the site, just Director of IM Properties. outside Warwick, will retain “There were some really good three links with IM Group. times at Haseley, although But more on that later... the office wasn’t very nice. It was a weird sort of bungalow When Lord Edmiston and not a great building acquired Haseley Manor in in which to be. But what 1994 as the base for his IM made up for that was the Arriving in the morning sold. Tim expects that the Properties business, staff “I’ve always setting... It was just glorious. you’d see deer, foxes and remaining four apartments were initially accommodated found the No matter how stressful pheasants on the driveway. will be completed and sold in the Manor itself together work could be, that setting Manor building by March 2021. “The whole of with other organisations “It’s such a beautiful place was incredibly calming. the most the site will have been sold occupying the serviced that it was a good part of in the coming year,” he adds. office suites. Among previous gorgeous of the reason why I decided to owners of the Manor house properties buy one of the 12 new-build So what about the links with and estate had been the with its Gothic houses on the site. I’ve always Haseley that IM will retain? British Motor Corporation architecture, found the Manor building the “Ah,” says Tim, “...that’s quite (later to become British most gorgeous of properties interesting. Not only have I Leyland) who used it as stained-glass with its Gothic architecture, bought one of the homes at a training college. BL windows and stained-glass windows and Haseley, Gary Spicer from constructed a single-story gargoyles.” gargoyles – and my house Grace Academy has bought bungalow-type office is directly next to the Manor one and Matt Whitbrook building in the grounds. and looks on to it! On top from Spitfire Bespoke of that you are surrounded On 1st June 1998, IM Homes has also bought an by greenery and fields.” Properties staff moved into apartment. So you could the bungalow. It was also the All nine of the new-build say that the only part that IM day that a fresh-faced young homes have been bought will retain is the three of us man named Tim Wooldridge, and six of the 12 apartments who live there!” he jokes. today Managing Director of have been purchased with the company, started work two more very close to being

14 IMReview 15 “Isuzu is proud to make reliable and ISUZU UK quality vehicles for the professionals Doug Wallace that need them, and this award highlights that the Isuzu truly is a step above the rest.”

AND THE WINNER IS suzu’s D-max won some of the top backed by a cross-section of readers, of lifestyle sophistication to complement the ‘Best Off-Road 2020’ title while the automotive industry awards during were mightily impressed with the proven off-road and workhorse ability, Huntsman accessory pack claimed I2020 – but it’s given company pick-up in this highly-competitive sector. a full range of body styles and a frugal the ‘Best Model in 2020’ for highly officials a bit of a headache. engine that requires no AdBlue, the specialized kit – the second year in a In presenting the award, Trade Van Driver Isuzu D-Max has deservedly won a row that the Huntsman took this prize. Calling the D-Max an award-winner is said: “There may be a host of 4x4 rivals hat-trick of Pick-up-of-the-Year prizes.” a huge understatement. Even multi- stacked up against it offering all kinds of Isuzu UK Head of Marketing, George award winner hardly recognises the luxuries, but for traders who are strapped Isuzu UK Managing Director, William Wallis, said: “These two awards from go-anywhere truck’s credentials and for cash – yet need a rock-solid, reliable Brown, added: “This third consecutive 4x4 magazine add to our growing now Isuzu officials are struggling to off-roader – the D-Max fits the bill ideally. award for the Isuzu D-Max is a testimony set of trophies and are further keep track of the total number of to the great product which our customers testimony to the great product, which “It’s strong, practical and built-to-last, ‘gongs’ – and finding a trophy cabinet already love and trust. Isuzu is proud our customers love and trust.” yet it won’t break the bank buying it. to make reliable and quality vehicles large enough to display the honours! Just as 2019 closed the D-Max squeezed A worthy winner for the eighth year for the professionals who need them, in the ‘Van/Truck-of-the-Year’ for a Six trophies were added to the tally in running in the view of the judges.” and this award highlights that the second consecutive year at the ‘On The 2020. So it seems as if the D-Max has won Isuzu truly is a step above the rest.” Hardly had 2020 got under way before Tools’ Awards. At a gala dinner, CEO of a grand total of 31. Or is it 32 prestigious the awards started to roll in. First That accolade was hot on the heels On The Tools, Lee Wilcox, said: “Huge awards since it was launched in 2012? to arrive was the prestigious What of being crowned ‘Pick-up-of-the- congratulations to all of the team at Isuzu In 2020 Trade Van Driver recognised Van? magazine ‘Pick-up of the Year’ Year’ in the Commercial Fleet Awards for being recognised within their field.” the D-Max with its Best Workhorse award. And again it wasn’t the first for the second year where the D-Max Pick-Up title – it’s the eighth year in a time that the D-Max had won this emerged victorious, beating strong row that the Isuzu captured the award. title – 2020 was the third-consecutive competition from all its rivals. year that saw Isuzu lift the trophy. A panel of eight journalists on the At the 4x4 magazine awards night the magazine, which is dedicated to What Van? editor and judge, James Dallas, D-Max drove away with two top trophies owner-drivers and small fleet operators, said: “With competitive prices, an injection – the special Isuzu D-Max XTR won

16 IMReview 17 IM GROUP locations in The Gate, in a keep in touch so that we know Meanwhile, at IM’s Sheerness Keith Read special ‘Cosworth’ Subaru, what we need to do when we vehicle-import and outdoors under an umbrella come back [to work]. We may preparation centre, Logistics in the pouring rain and at not know exactly what’s going Operations Manager Dean to happen in the future but we ven before the World IM’s Ryder Street premises Faulkner says the videos have know that, like this tree, what’s Health Organisation where the all-new Isuzu been especially important inside is going to come out during the pandemic: “Just Edeclared Covid-19 D-Max was revealed to staff! and it’s going to be beautiful! a pandemic, IM Group “When it watching Andrew’s weekly Nothing was scripted. “We know the metal that our Managing Director, Andrew updates has changed many “Often the inspiration for that company is made of; we know comes time Edmiston, knew that of our views. Every week particular video would come how our company works and communication with staff to crank the there’s been something on the day I shot it!” says we know the attitude that we’ve would be crucial as the handle again new happening or someone Andrew. He even filmed used to make us successful so company took on, and going that extra mile... We staff about life in furlough. far. I can’t tell you exactly how we’re going that’s going to look in the future. feel privileged to work for stood up to, the challenges When Ted Thomas, who But I do know that if we focus on to do it even such a great business.” that would inevitably hit works in the after-sales and keeping everything in place – business communities better than Beijing is 8,000 miles away technical areas, returned and on keeping the relationship around the world. anybody else.” from The Gate and staff there to work Andrew talked to that we have with each other ANDREW EDMISTON (LEFT) For a past master of him about his experience strong through this look forward to each week’s WITH MANAGING DIRECTOR video. Office co-ordinator, communication – Andrew’s OF INTERNATIONAL MOTORS and how he felt. pandemic – when it comes time to crank the handle again Sunny Lu, told me: “We think Speakeasies, when staff TORBJÖRN LILLRUD But perhaps the most we’re going to do it even it is marvelous to receive the assemble to hear about significant video was one better than anybody else!” latest news and stories from developments and important filmed beside a tree at Feedback has been positive. For the top management team in moves within the business, Andrew’s home. “Most of our Pieter Stockman, IT Manager for the most direct way. We can are legend – it was an easy garden is green,” explained IM Nordic, they have become better understand the current conclusion. But how to do it Andrew to viewers. “But a social event when he and business climate, advantages when some staff would be this particular tree is red. his wife sit down every Friday we have and the risks that furloughed and others would ANDREW’S When the leaves come out evening with a glass of the company faces. We’ve be working from home? And they are the most amazing wine to watch the latest taken information shared by what about IM teams based in shade of red and I believe news from Andrew. Andrew and his guests as Ireland, the Nordic territories, WEEKLY VIDEOS there’s a message in this guidance to our future plans.” America and China? tree. I know what’s going to Sunny says she and her “Speakeasies were definitely time when furlough rules the faces of their leaders happen – I know the leaves “I didn’t want colleagues would be thrilled meant they couldn’t and be kept up to date.” will be red. It’s early in the not going to be possible,” if Andrew’s weekly video work, even from home. us to lose our year and it doesn’t look says Andrew. “The inspiration So, using his mobile phone, became a regular feature much at the moment. But I for a weekly video for staff “I didn’t want us to lose our shape. I wanted Andrew filmed the first of IM communications know what it’s going to do. was that I knew we were all shape. I wanted to keep a to keep a spread of what was to become in the future. going to be locked down spread of information running a weekly video, usually “Businesses go through and that a number of people through the business. Being of information about 10 minutes long, those cycles of ups and would be furloughed. I out of the office inevitably running through and often involving other downs and we know what didn’t want those people means that you miss out the business.” members of the Group’s our business is designed to to become disconnected on a lot that’s going on. I senior management. Filming do. So it’s important if you are from the business at a also wanted people to see took place in different furloughed to keep in contact;

18 IMReview 19 A MILLION STORIES OF 169FT TALL AND MADE FROM A MILLION BRICKS AT COLESHILL MANOR ESTATE, WHICH UNTIL 2019 WAS THE LOCATION OF IM GROUP’S HEADQUARTERS. HOPE

20 IMReview 21 IM GROUP “I’m not a very practical person from 28 countries. But to get Sue Bigby, who headed Googled ‘Lansdown’ because Eternal Wall of Keith Read and didn’t know where to start. to the final design I needed the prayer team, said she he didn’t want to manipulate Answered Prayer All I could do was pray, on land. What do you do?” was going to pray for more the situation. Subsequently detail and find out where he had another meeting with hat have a former and off, for the next 10 years, Richard’s answer was, as Standing 169ft tall and made the heavenly land was Andrew who, on this occasion, from a million bricks, Eternal Leicester City The concept always thinking about it – but usual, to pray. And while located. “One day, when she was accompanied by his Wall of Answered Prayer will Football Club not knowing how to get going. he was at a conference in W of Eternal Wall be seen up to six miles away Then, six years ago, I sold my California an American lady, was brushing her teeth and father who told Richard that chaplain, a toothbrush, a RICHARD GAMBLE and by 500,000 journeys was conceived software business and worked who had no knowledge of thinking about the promise he would donate a piece of word from God, Google Maps, every week. It is expected of land she felt the word land to the project. “At this a dental practice, a phone by Richard at Leicester City Football Club his wall project, approached to attract 300,000 visitors ‘Lansdown’ come into her point I told Andrew about App message and one of “I didn’t talk to people – just as Chaplain when it came to him and said that she had a every year contributing £9.3 Gamble, former mind,” says Richard. “When Sue and her ‘finding’ the Andrew Edmiston’s long-held carried the cross and prayed me that now was the time to message from God for him. million to the local economy. chaplain at The message was that God she entered the word on Coleshill Manor land, although dreams got in common? to God to ask what he wanted get started on my wall project. Sixty new jobs will be had some heavenly land that Google Maps a dental I didn’t identify the specific The answer is a striking me to do next. As I walked a Leicester City FC. So I ran a global design created during the two-year he’d prepared for Eternal Wall. practice popped up! Above piece of land on the site.” and unique structure that thought flashed through my competition with the Royal construction programme and, the dental practice was the will rise 169ft above the mind about building a wall in Institute of British Architects He shared the news with his Further meetings took on completion, 20 full-time M6 and, above that, was ground at Coleshill Manor which every brick represented and got down to five potential team back in the UK who place with Tim Wooldridge, positions in the visitor centre, this mass of land – Coleshill cafe and 24-hour on-site estate which, until 2019, was an answered prayer. designs out of 133 entries were praying for the project. Managing Director of IM Manor, owned by IM.” chaplaincy support service. the location of IM Group’s Properties, who outlined a West Midlands Mayor, Andy Prior to this, Richard had suitable piece of land on headquarters. Eternal Wall Street, describes Eternal Wall of Answered Prayer – twice met Gary Spicer, who the company’s Blythe Valley as “....an incredibly ambitious the height of the Angel of was deeply involved with development near Solihull. and stunning project, a real the North – is designed as Andrew’s charitable Trust After several months of statement and a landmark for a monument to answered – Imagine the Day – and is anticipation, Richard learned the Midlands. It is an incredibly prayers and its location Executive Director of the that the site Tim proposed progressive and ambitious means it will be visible to Grace Academies established would not be viable. However, piece of architecture.” millions of motorists, train by IM Group founder and he suggested another piece Eternal Wall takes the form passengers, air travellers and Chairman, Lord Edmiston. of land on the Blythe site. of a Möbius strip. The ‘eternal arrivals at its visitor centre. Just a couple of weeks “Horribly, a few months later, surface’ is formed by taking a before Sue revealed she’d I got a call saying that the ribbon, giving it a half-twist, and For Andrew Edmiston it will discovered the Coleshill Manor second piece of land would then joining the ends to form a be the manifestation of a loop. The winner of the Eternal land, Richard got an e-mail not work either... At this vision he first considered in Wall design competition was saying that Andrew Edmiston point I’m tearing my hair out 2003. However, the concept Paul Bulkeley, founder of Snug would like to meet him. because it had been on the of Eternal Wall was conceived Architects of Southampton. go nearly a year. I’d had no by Richard Gamble, former During that meeting, Richard The project will be entirely experience of this industry. But chaplain at Leicester City FC discovered that six months donor and crowd-funded with I have since learned that things who, in April 2004, carried a before his Easter Walk, Andrew each brick representing a don’t always move quickly! cross round Leicestershire. had set up a Christian charity prayer answered. A phone App “I walked 77 miles to get and that one of its aims was “Anyway, Lewis Payne from will enable visitors to unlock each brick’s associated story. people to think about Jesus to build a Christian landmark. IM Properties got someone at Easter time rather than However, he didn’t tell Andrew looking for a suitable piece of To donate or share an think bunnies and Easter that Sue had circled the land and that search zeroed answered prayer, go to eggs,” explains Richard. Coleshill Manor land when she on Coleshill Manor. www.eternalwall.org.uk

22 IMReview 23 A piece of land there was “Normally, the App generates use commercially but a ISUZU UK ALUN WYN JONES initially identified. But it three utterly random words project like this might get Harlan Casnough BECAME THE GAME’S MOST CAPPED was ruled out because of a – penguin-electricity-shed planning permission. INTERNATIONAL WHEN pipeline. A couple of months for example. But when she “Dad was interested too. I HE MADE HIS 149TH later IM came back and said ran the App it came up with remember a board meeting Wales take to the TEST APPEARANCE they’d found the right piece occupy-lands-congratulations. IN THE SIX NATIONS with our property team. The which, miraculously, was Incredible! And getting field in new Isuzu kit MATCH, LEADING guys rightly raised questions WALES AGAINST the exact same piece of planning permission was as to whether planning would SCOTLAND land that Sue had circled! pretty incredible. Initially the ever be granted and whether suzu’s hugely-successful kit, made by WRU’s new North Warwickshire Council “Having said that, there’s funds would be raised. But shirt sponsorship of the technical partner, Macron. response was, shall we say, Welsh Rugby Union is It will give £6-millon worth an even more amazing part my father insisted. He said: I hostile... But when it eventually the deal that keeps on of kit free to community to this story,” says Richard. ‘God is either behind the came to the vote there were giving – even Covid-19 rugby clubs in Wales “We were on the site with an project – and it will happen 13 for and one abstention! couldn’t beat it! during the next six years. investor and the BBC, which – or God’s not in it and they is making a documentary Lewis Paine was hugely won’t be able to use it and Despite the restarted The teams had to train in about the project. We were supporting throughout the we’ll just get the land back.’ Guinness Six Nations ‘bubbles’ in the run up to the standing by where I thought process and told me that to He recalled times where Championship played in restart of the championships the entrance might be and one get planning permission on he’d seen people achieve empty almost-silent stadia, due to Covid rules. But of my team said she wondered Green Belt is a pretty high bar. remarkable things because millions of rugby fans fans in Wales, where the how the what3words App long time he kept resisting “When Sue had circled the of their belief in God. across the world saw Isuzu game is closer to a religion would identify the three-metre land she said either this is it. But God wouldn’t let him emblazoned across the shirts than a sport, along with square in which I was standing. “Lots of the things that our it, or the people who own put it down and he eventually millions of fellow rugby And the latest versions characteristics shared guys rightly identified as of both the Welsh men’s it are highly significant to gave in and decided to start. fans around the world have interesting details. with Isuzu.” potential problems have team and Wales Women. the project,” says Richard. Richard told me that if I were glued to television The home red shirt has been overcome. For example, The four-year sponsorship George Wallis, Isuzu UK’s “And what happened is wanted to get involved, that sets for the Six Nations. unique features with the red everyone knew planning shirt deal was one of the Head of Marketing, added: both. Not only the gift of the would be great. If I didn’t want dragon embossed across the permission would be difficult In the last match “The sponsorship really was, anything to do with it, then no biggest in the sport’s history land, which was incredibly lower back and embossed and continues to be, the IM Properties but it has recently been when it was unveiled in 2017 before Covid halted the generous, but IM Properties worries at all because he knew patterns on the sleeve perfect marriage. We have have been really granted. So it’s already been and is still recognised as a championship in March, have been really supportive that God would line up the transforms the shape of the many farmers in Wales who quite a remarkable story. But one of the top commercial Scotland hammered France supportive through the planning process right people to be involved... 28-17, which blew the race WRU three-feather logo into rely on the D-Max as part of when you listen to Richard talk deals in any UK sport. while Andrew’s charity has ‘dragon scales.’ The Welsh through the “That was quite a good pitch about the miracle happenings for the Championship the essential tools to keep shown absolutely mind- Both home and away version of word ANRHYDEDD (honour) planning because it left me thinking along the project’s journey, title apart. Seven months their businesses going. blowing generosity. On top the Welsh kits are embossed later, in a Super Saturday is embossed on the collar. process while that he’s quite relaxed about it all seems to fit. Why? “During the national of that we benefited from with the Isuzu name. Even decider, England lifted the The away version has another whatever answer I give and, Because if you are going lockdowns, farmers kept Andrew’s charity IM Group expertise that the unveiling ceremony crown but only after France Welsh word, ANGERDD of course, he didn’t know to have a monument that working to keep Britain Andrew has facilitated to help had to take place virtually beat Ireland 35-27 while (passion) on the collar. has shown that several years earlier I’d talks about God’s ability to fed and our Isuzu dealers us build something that’s due to Covid restrictions. England beat Italy 34-5. absolutely had a similar idea. Naturally answer prayer, the monument William Brown, Managing remained open as essential never been built before...” mind-blowing I was very interested and itself – which we hope will Jonathan Davies and Ross Wales play the game with Director of Isuzu UK, said: back-up. They were generosity. Andrew says that Richard’s spoke to my father about be completed in time for the Moriarty were joined ‘virtually’ the grit, determination and “Wales is dominated recognised as essential pitch at their first meeting was the idea of us giving some 2022 Commonwealth Games by Wales Women captain fire and that marks out every by agriculture and the workers. In many ways the quite appealing. “He told me land. I knew that we’d have in Birmingham – should be Siwan Lillicrap and Gwen individual player who pulls Welsh character is strong D-Max was classed as an it was a crazy idea and for a some that we couldn’t really an answered prayer too!” Crabb to show off the new on the famous Welsh jersey. and straightforward, essential vehicle.”

24 IMReview 25 PICK UP

AND HAVING MET THE CHALLENGES OF COVID-19 HEAD-ON, ISUZU UK IS LOOKING FORWARD CARRY WITH A NEW D-MAX LAUNCHING IN EARLY 2021. ON

26 IMReview 27 ISUZU UK “Farmers were still producing Having shut down all its amazing that the Society now scheduled for February Tony Garuth food, all the utility companies paid-for media promotions, of Motor Manufacturers 2021 with customers able to were functioning because Isuzu switched to social & Traders called us when The dealer- buy new models soon after. electricity, water and gas were media with videos to keep they were compiling their launch of the saying dating back The five-month delay would, essential for everyone and the news of its activities – and monthly statistics to check to the mid-1500s virtually all-new in ‘normal’ times, have emergency services – many D-Max – in the public domain. that our figures were correct!” declares: It’s an ill D-Max is now brought serious problems A It even put D-Max ‘Kids Zone’ revealed William. “In April of whom use the Isuzu D-Max wind that blows nobody any for Isuzu and its UK dealers colouring and drawing pages the D-Max was the sixth scheduled for good. And that’s just how – could not stop working. So in meeting new-vehicle on the Internet together best-selling vehicle in the UK!” William Brown, Managing we did a pivot and decided to February 2021 demand. However, with the remain open to support our with competitions to keep Director of Isuzu UK, sees Most of April and May sales with customers slowed volume of sales dealers who were supporting young children occupied! the effect of Covid-19 on “We felt we were to fleet customers during lock-down and their customers. We felt we able to buy his business. “There have should turn a With showrooms closed, although a few retail sales new models the previously-ordered been huge challenges to should turn a negative into negative into Isuzu asked its 97 dealers to were recorded. Among substantial stock, William is the business this year, he a positive and face head-on keep their workshops open the fleet customers who soon after. confident that there will be a says. “But we’ve tried to look any challenges in doing so.” a positive and and devised Covid-safe expressed their appreciation smooth run-out of the existing model and introduction of at any upside – not to take George Wallis, Head of face head-on strategies for undertaking of Isuzu’s decision to stay the replacement vehicle. advantage of the situation Marketing for Isuzu, says that test-drives, selling D-Max open was the RAC. “They’ve any challenges “Fortunately, stocks of but to try to do the best for throughout the lock-down pick-ups and workshop started to buy our D-Max in doing so.” D-Max will last until the new our dealers and customers Isuzu UK focused on keeping maintenance. All but a handful for use as recovery vehicles model arrives. So we’re in a and for the country. Britain working safely. “We decided to back the move, and are, effectively, the pretty good position,” says are, after all, a working brand which was a success. Not only fifth emergency service,” “When the pandemic struck William. Another example and we were very keen to were Isuzu dealers caring explains William. “They the government ordered of It’s An Ill Wind... showrooms to be closed and do just that. As soon as the for D-Max pick-ups, many e-mailed to thank us for it felt like most manufacturers showrooms reopened in June found themselves working remaining open during the and dealerships simply we launched a new retail on rival manufacturers’ lock-down when most of their closed, preferring to wait campaign – Pick-up and Carry commercial vehicles when other commercial-vehicle their owners found their local partners were closed. It until they could open again. On – to continue the spirit.” NEW D-MAX MODEL, We had to make a similar dealer workshop closed! meant that they could keep LAUNCHING FEBRUARY 2021 essential-users and key decision. Did we tell our Even though showrooms were workers’ on the road when dealers that we were closed closed, Isuzu was still able to their vehicles broke down.” or did we remain open? sell vehicles by employing the Because our product is a ‘click-and-collect’ conditions Before the pandemic struck commercial vehicle the laid down by the government. Isuzu was planning to have position was slightly different WILLIAM BROWN Everything had to be done launched its new D-Max to car companies. Many of our in a Covid-safe way. As a during September 2020. As customers are key-workers result, while almost every rival a result of lock-down, here and essential services and manufacturer’s sales were and at manufacturing plants, would be continuing to work virtually nil in April and May, everything had to be paused. to support the country to Isuzu’s market share rocketed. The dealer-launch of the get through the pandemic. “Our market share was so virtually all-new D-Max is

28 29 ISUZU UK The Gate over four days during October, Bill Trudloor Jnr the show was open to any of the 97 Isuzu dealers wishing to attend. For those that couldn’t make it to the academy, there was the option of ‘watching virtually’ with cameras scanning whatever they wanted to see of the exciting new pick-up truck.

“The show was organised by Lucy M people are nothing if not innovative. Holloway, our Head of Communications And when the Covid pandemic ruled and Debbie Warne, our Group Events Iout a traditional preview of the Manager,” said George Wallis, Isuzu’s all-new D-Max for Isuzu dealers the Head of Marketing. “Thirty-fivedealers team came up trumps with a successful attended and they were given solution. A traditional Peep Show – those one-hour Covid-safe slots for their peep at the new model. Dealers slatted Victorian cylinders that brought were restricted to maximum groups something to life for viewers – overcame of four, although most were just two lockdown to bring the new pick-up to life! with Lucy and Liam Campbell, our Held in the IM Group’s stand-alone, Isuzu Product and PR Manager, giving purpose-built training academy at presentations on the new D-Max. ALL-NEW D-MAX WOWS ISUZU DEALERS LUCY HOLLOWAY

“The reaction from dealers was So what did dealers see? Refinement, comfort, technology that it is pulling out of the UK and Mitsubishi dealers who see D-Max as an massively positive and prompted Almost everything on the 2021 D-Max and design features have all been European markets. This means that if excellent pick-up. However, we’ve had to a significant increase in the – which has been under development bettered. When you consider that the the pick-up market here remains at the turn a lot of them down because we’ve “In virtually every area pre-order bank,” added George. for almost six years – is new. All that is current model has won many awards same level, there are 10,000 Mitsubishi already got dealers in those locations.” and almost 30,000 customers love it, customers out there and up for grabs...” The event was hosted by William Brown, carried over is the well-respected and Mitsubishi’s withdrawal from the of the new model there having a new model that is better in Isuzu UK Managing Director, Alan Able, efficient drive-line introduced on the It also means that there will be many market will almost certainly prove to almost every area gives us so much is an improvement. the Head of Sales, Melissa Butcher, Sales current D-Max a couple of years ago. Mitsubishi dealers without a product be something that will, in the long confidence that we can grow our sales.” Refinement, comfort, Manager and Alex Kearney and Tom Priest And even that has been further-upgraded to sell – a fact that Isuzu has not been term, help Isuzu. “We anticipate a technology and design who are new-vehicle Sales Executives. to meet the latest emission standards. William’s target is 10,000 annual sales slow in recognising. “We’ve identified number of former Mitsubishi dealers features have all been A full-scale dealer launch is planned “All the key capabilities of the current by 2025. However, another ‘favourable areas where we are weak or have open joining the Isuzu network in the next for 2021. Details are being kept under D-Max, which are so important to our wind’ means that he is hoping to points and we’ve contacted Mitsubishi four months,” says William. bettered.” wraps to preserve the surprise element customers, remain,” explained William. achieve this even sooner. “Mitsubishi, dealers in those areas to see if there – something that has become a hallmark “However, in virtually every area of the which last year sold 10,000 of its L200 is any interest in joining us. Not only of Isuzu dealer launches over the years. new model there is an improvement. pick-ups in the UK, has announced that, we’ve been approached by many

30 IMReview 31 IM PROPERTIES Doug Wallace

construction groups, brought estimated £139-million of in a giant crawler-excavator gross value to the area. IM to speed progress on part Properties has contributed a of the initial £21-million £350,000 fund to strengthen infrastructure work where local community projects more than 1-million cubic and to further-improve the GIANT metres of earth is being natural environment. excavated. However, earth Jaguar Land Rover, that the giant 90-tonne Volvo Britain’s biggest car maker, EC950 machine will help to immediately saw the move is not being dumped. MACHINES advantage of the employment Instead, most will be used on park, which sits alongside CARVE THE WAY FOR JOBS the site to create screening Junction 11 of the M42 at bunds. The bucket capacity of Appleby Magna between the Volvo, the largest machine Tamworth and Ashby-de-la- of its kind ever used in the Zouch. It is the ideal location UK, is a staggering 39,900kg. for easy access to the nation’s In the spring of 2020 interlinked motorway network. Winvic began installing JLR’s global parts business ne of the largest warehouse complexes in 7,500-metres of underground supplies more than 80 earth movers in the Europe and give a massive drainage, making highway countries worldwide and a world was brought in boost to the economy of improvements to the site O move to Mercia Park would as work started on a major an area that is desperate as well as undertaking make the supply chain ultra- IM Properties project that for investment and jobs. extensive landscaping. efficient. It would give the will support almost 3,500 A new 30-acre woodland If all goes to plan IM will be car company 269,418 square jobs and generate millions of is being created. Most of delivering Britain’s largest metres of vital space for parts pounds for local economies the infrastructure work is ever industrial pre-let. storage with five warehouses in the heart of Britain. schedule to be completed And before it was even forming a giant complex. by December 2021. Mercia Park is an ambitious marketed, companies were Two of the warehouse units 238-acre employment park knocking on IM’s door, eager Around 170 construction will cover 92,903 square just off Junction 11 of the M42 to locate units at Mercia workers will be employed metres and the smallest will Park which is perfectly motorway in Leicestershire. building Mercia Park. The be 18,580 square metres. located at the heart of It is planned as a new global size of the task is so large When fully operational the the country’s interlinked parts business for Jaguar that construction could take complex will allow JLR to motorway network. Land Rover and a key up to three years. When supply 170,000 individual logistics complex for freight Groundworks started in completed Mercia Park spare parts to its global forwarders DSV. Together May 2020 and Winvic will generate more than customers. Many of the parts they would form what Construction, one of £7-million in business rates come from the company’s will be one of the largest the UK’s leading civil for the region and add an UK-based suppliers.

32 IMReview 33 ARTIST IMPRESSION OF Around 170 construction workers THE PROPOSED BUILDINGS will be employed building Mercia Park. The size of the task is so large that construction could take up to three years.

JLR could begin transferring into one single common sustainable scheme and of the park so that it can to retain jobs in the region and reduce order-to-receipt operations to the new logistics platform, leading great place to work with deliver a new 41,806-square- will contribute to its long-term times for customers – a vital facility in 2022 with full When completed to a more efficient and long-lasting social and metre stainable, flagship economic growth.” requirement in the vastly completion by early 2023. sustainable supply chain. economic benefits for the campus to which it can “It’s an opportunity competitive modern economy. A transport strategy is also More than 1,200 workers Mercia Park will relocate and consolidate its Nearly two years of local area. We will draw on to retain jobs in being introduced to minimise Junction 11 is one of several could be needed from day generate more background work by IM our considerable experience operations in the Midlands. the region and impact on local roads and large-scale strategic sites one of operations with more than £7-million Properties has gone into of designing, building and DSV says its new hub will improve accessibility to IMP has acquired for potential than 3,000 jobs potentially will contribute to the warehouse project. The operating successful business support around 400 jobs. Mercia Park. Extensive occupiers. Together, the sites created within a few years. in business rates parks across the Midlands its long-term company has owned the Kevin Ashfield added: “We landscaping includes the are capable of delivering for the region and and will continue our dialogue Key export markets for JLR site since 2016 as part of its have an excellent land supply economic growth.” planting of more than 30,000 more than 1,393,545 square with adjoining communities. parts include North and add an estimated strategic-land investment and a long-established trees while recreational metres of logistics space, We’ve already launched South America, Europe, £139-million of along the M42 corridor. Kevin reputation for delivering paths, cycle-ways and primarily in the Midlands. our Community Fund.” Africa and much of Asia gross value to Ashfield, UK Development best-in-class schemes. With wetland features will also as well as the UK home Director at IM Properties, said: Sitting alongside the our strong financial backing be part of the huge site. market. The new complex the area. “Jaguar Land Rover stated proposed JLR facilities will and agility we, as a private Mercia Park could reduce could also act as a master at the planning committee be a logistics complex for property company, are able freight movements by 25 site for a big distribution stage that this is the only site freight forwarders DSV, which to move on sites as soon as percent with linked centre in Shanghai. that can do the job, due to the also instantly recognised the the opportunities arise. reductions in HGV-miles, bespoke set of requirements. The site would allow Jaguar merits of the employment We’re naturally extremely energy, fuel and carbon Land Rover to integrate “We are now focussed on park location. IM Properties pleased to be bringing this emissions from its new its separate Jaguar and delivering this facility and has exchanged contracts opportunity forward in the occupants. The new central Land Rover operations creating a high-quality, for DSV to acquire 27-acres Midlands. It’s an opportunity warehouse complex will also

34 IMReview 35 IM GROUP for two weeks because her shock. California wasn’t so What brought Shareen to IM Keith Read doctor – whom she’d visited different to South Africa, but Group? “I loved my previous – tested positive for Covid-19! the British culture did shock job but it was extremely Fortunately, Shareen’s demanding with 16-hour o say that Shareen my system. However, having test came back negative. days and weekends when Jilka’s arrival at IM now lived here for almost “But it was an extremely I wanted to spend time earlier this year 14 years I certainly feel I’m “After living in T with my boys,” she says. stressful time,” she admits. was a baptism of fire is a a Midlander by adoption.” South Africa Then, quite randomly one massive understatement. Having grown up in South Life in the UK also brought evening, at 11pm when and California, Having accepted the Africa, where she went to two sons, aged 10 and 12, I was writing a report, I position of Group Head University, Shareen trained as wet and windy for whom she devotes as decided right, it’s time for of Risk & Governance and a chartered accountant with much time as possible. But a change! I sent my CV to Birmingham Data Protection Officer in PricewaterhouseCoopers when they stay with their a friend who, I discovered, was a real mid-January she had to in Johannesburg. After dad, and she has time truly is the recruitment agent for work her full notice before qualifying she took up an shock.” to herself, she admits to a the IM Group. A couple of reporting for duty at option of a year-long PwC secret: “I love a siesta! My weeks later she sent me The Gate on 21st April – secondment to California to the IM job profile with the bang in the middle of the look after implementation of life is pretty much six-days- message: ‘How’s this job company’s extensive the Sarbanes-Oxley Act of a-week with 12-hour shifts. for a change for 2020?’ Covid protection activities. 2002 in US. The legislation So I really enjoy a little nap! was designed to improve Perhaps IM will invest in some “Initially I was apprehensive “Since I arrived at The governance and control, of those Google Nap Pods!” about the move into industry, Gate, the No 1 priority has among other things, after but I said okay, let’s go for been Covid,” says Shareen. some headline-catching it and the rest is history!” “However, as IM Group’s accounting scandals Data Protection Officer I also Shareen Jilka So having initially been including Enron and had to identify what the somewhat cool toward the WorldCom. Shareen was fully business had in place and IM Group job, what did attract A Day In The Life trained in Sarbanes-Oxley then implement processes Shareen to the company? while in the US. “That’s how for GDPR compliance.” The “It’s all about how invested I developed my love of risk General Data Protection the Group is in its employees and governance, making it “I love a siesta! Regulations, introduced by “As Head of Risk, the it comes to Covid. But it’s not could be exposed to, and and its values – making my specialisation,” she says. the EU in May 2018, are strict job entails ensuring that been easy with guidance recommending appropriate My life is pretty the office a second home constantly changing. So I actions. “There has also and apply across commerce internal governance and After returning to South Africa much six-days- through investment in staff have to keep up to date with been a recent restructuring and industry. The regulations risk management standards and, 12 months later, moving facilities, like the gym, those changes and constantly within the company, so I a-week with – like those covering the are maintained across the to PwC in Birmingham, restaurant and the social assess risk in order to issue have additionally taken actions companies must Group,” explains Shareen. Shareen faced two hefty 12-hour shifts. elements. Obviously, they the correct guidance to staff on responsibilities from take to counter the Covid-19 “I’ve been heavily involved shocks to her system: “After So I really enjoy have been taken away by and, of course, visitors.” some of the staff who pandemic – are taken very helping Gary Hutton, our living in South Africa and Covid. But even working have left,” she adds. a little nap!” seriously and at the highest Executive Director, develop Among Shareen’s other California, wet and windy through the Covid policies level within IM. There are and keep up to date IM’s duties is attendance at And if that’s not a baptism Birmingham was a real shock,” when we were preparing the 99 articles within GDPR that Covid-safe return-to-work Board meetings, regularly of fire, right in the middle of she says. “I had to dig out my office, it was only the best, Shareen has to implement policies. The UK has been updating Directors on Shareen’s first few weeks at winter clothes! But it was the state-of-the-art equipment within the business. very heavily regulated when what risks the business IM, she had to self-isolate culture that was the biggest to protect out staff.”

36 IMReview 37 IM GROUP actions to help to students and families Rod Gowlimtide were made during the summer across various academy catchment areas.

Despite all the pressures and challenges, feedback from students and their families gave everyone involved added confidence that they were making a real COVID difference to the lives of people who could so easily have been overlooked. BOOSTS One parent of a vulnerable Year-7 student wrote: “I just wanted to say thank you for OUTREACH today. It really was just a case of finding for each institution, taking into account someone who listens, understands WORK living and learning with Covid. Ethos is a and wants to try to help. I understand holistic programme that helps students there is no magic wand to make it all to develop their character and values better. But thank you for your support.” and to build healthy relationships against ovid-19 put huge pressure on their time, energy and, often their cash Gary Spicer, Grace Foundation’s “Colleagues responded a backdrop of Christian principles. the humanitarian work of the and materials to help those in need. Executive Director, oversaw the Grace Foundation, yet led to magnificently giving up Courses have already started and distribution of funds. He said: “An C “We faced an increasing wave of demand some surprisingly-positive outcomes. will be built on, including topics for example of practical help was a single their time, energy and, from some of the most vulnerable in our youngsters such as resilience, mother with four children unable to It sounds counter-intuitive but the charity, local communities. However, staff across often their cash and self-worth, anxiety, anger-management, founded by Lord Edmiston, saw both a the entire business stepped forward materials to help those knife-crime, sexual relationships and big increase in its workload yet some in their droves to volunteer to help.” the risks of pornography. There were amazing results from its outreach work in need.” “I just wanted to say Rather than reducing, the charitable also programmes for parents and with young people and families in need. activities across IM Group increased families, such as building stronger thank you for today. It For more than a decade three Grace with the demands of Covid. This relationships with teenagers and just couldn’t see a way out and was less-affluent areas, struggled with much really was just a case of Academies in some of the most resulted in even more work being insight into the characteristics of disappearing into a well of depression.” higher instances of emotional turmoil. carried out. And Grace Foundation finding someone who challenging parts of the West Midlands the developing teenage brain. Some of the people helped had been in It was against this backdrop that has ambitious plans to expand its benefited directly from the charity. Judi said: “This was vital because listens, understands and even-more-challenging circumstances. teachers and support staff at the five reach even further in the future. Help and opportunities were given to Covid brought about a new reality wants to try to help.” But none was left isolated and all offered approximately 2,500 students. During Tove/Grace-supported academies Plans for a ‘pastoral recovery’ programme to every aspect of life, especially for help. If that wasn’t enough, the Grace 2020 that increased to more than 5,000 swung into action to deliver additional for the academies were scoped out and youngsters. So a new set of toolkits was Foundation is already actively looking at youngsters following the academies’ care and support, backed by direct introduced for the autumn 2020 term built to address these highly-unusual cope due to financial issues. She was spreading the outreach work in the future merger with the larger Tove Learning financial help to families where needed. and most remained open for vulnerable circumstances that no-one could given gifts of carpets that the household with outline plans made for beyond 2022. Trust, which does similar work. students throughout the lockdown. have predicted as we entered 2020.” desperately needed but couldn’t afford. Judi Wood, Director of Corporate and Gary Spicer concluded: “I would like to When Covid hit the UK in early 2020 Social Responsibility at the IM Group, Detailed ‘Covid-secure’ plans were In addition to the IM Group’s normal “The gesture stirred her so deeply say a big thank-you to all staff for serving the stress and financial hardship under said the response had been uplifting. drawn up over the summer and put in funding for the Grace Foundation, an that she has addressed her fears for the young people in such challenging the country’s lockdown had a much “It’s not just at the Grace Foundation, place for the 2020-2021 academic year. additional £13,000 was spent during the future and reached out and asked times. We look forward to seeing our more severe impact on the vulnerable. but across the Group that colleagues A wholesale review of programmes the UK’s lockdown period to assist 108 for further help. That was a big step programme expanding with students Youngsters, particularly those in responded magnificently giving up under the Ethos banner was carried out vulnerable families. More than 500 direct forward for a woman who, previously, being supported and encouraged.”

38 IMReview 39 IM PROPERTIES retain some of world’s best talent as Doug Wallace we expand our global presence.

“The final unit at Connexion was too good an opportunity to miss out on. We all love the setting at Blythe Valley, the THIRD green open spaces, the opportunity to get out and walk or run. It’s the ideal BITE BY location for us and means we can remain in the region we’re committed to.” ‘BILLION- Blythe Valley Park is off Junction 4 of PAUL RICHARDSON WITH RACHAEL CLARKE the M42 motorway, just a mile or so from the IM Group’s global headquarters DOLLAR on the outskirts of Solihull. MAN’ Gymshark was founded by fitness Entrepreneurs and Gymshark has fanatic Ben Francis while he was still collected numerous awards and a 19-year-old studying international plaudits in its relatively short history. ymshark, one of Britain’s business and management at Aston Today Gymshark has customers in most outstanding business University and earning £5-an-hour 170 countries worldwide and there Gsuccesses and now valued at delivering pizza to help fund his are no signs of it slowing down £1 billion, has invested in a third unit fledgling business. He began screen- on IM’s flagship Blythe Valley Park. printing gym kit in his parents’ garage. as the company sells around £42 “The modern, industrial million of sports wear a year. The gym apparel company has Ben never completed his degree as witnessed exponential growth. In just space at Connexion Gymshark quickly became the fastest- The firm sells half of its products in eight years Gymshark has grown from a gives us the freedom to growing business in Britain. By the age North America and has ambitious garage start-up to a multi-award winning offer a creative working of 24 he had become a multi-millionaire growth plans including opening an and now, aged 28, Ben is reputed to office complex in Denver, Colorado. company with sales in 170 countries environment.” worldwide. And IM Properties’ Blythe have a personal wealth of £700-million. Rachael Clarke, IM Properties Valley development has been at the In August 2020 Gymshark sold a Development Manager, said: “Gymshark’s centre of the firm’s remarkable growth. time it has taken a 56,888 sq ft unit, 21-percent stake in the company to letting at Blythe Valley Park reflects Having been hugely impressed with also on the Connexion development. US private equity firm General Atlantic a growing number of occupiers who Blythe Valley Park, Gymshark decided The deal marks the final letting at this in a deal that valued the company in have innovation at their core and to open a new global headquarters and unique logistics hub, which forms excess of £1-billion. Ben still owns more want industrial space and better took a prime 42,000 sq ft of Grade-A part of the wider business estate than 70 percent of the company. working environments with a wider space on a 10-year lease in 2018. Just six in a 120-acre parkland setting. He stepped down as Chief Executive site focus on amenity and wellbeing. months later the firm took a second unit, Officer of Gymshark in 2015 and took on Paul Richardson, Gymshark’s Executive “This is a break from convention for this time a 31,000 sq ft high-specification the role of the firm’s Chief Brand Officer. Chairman, said: “The modern, industrial the industrial and logistics sector and industrial unit, one of just five on the He still works 12-hour days interspaced space at Connexion gives us the an evolution we are looking to lead, Connexion campus within Blythe Valley. with work-outs in his home gym and runs. freedom to offer a creative working taking our experiences at Connexion to In August 2020 Gymshark was back environment for our research and In 2019 Ben served on the UK another level with exciting new large- for a third bite at Blythe Valley. This design team and helps to attract and Government’s Business Council for scale schemes coming forward.”

40 IMReview 41 IM PROPERTIES the Benniman Group. Work child, after she had needed Designers Society of America, Doug Wallace started in January 2020 with to be evacuated from the has earned its place in the plans for completion by 38th floor of a skyscraper 9/11 Memorial Museum in Christmas 2020. It will be the in Manhattan, New York. New York for doing just that. fourth purpose-built office on He realised the urgent need Rachael Clarke, IM Properties the site for IM’s customers. for a dedicated piece of Development Manager, said: “Connexion has struck a Paul Bosworth from life-saving equipment for chord with occupiers looking Arthrex said: “Blythe Valley disabled people to enable to reflect the innovative Park provides the perfect them to be easily evacuated nature of their businesses. HEALTHY location for the future of from tall buildings. He wanted our business, balancing to develop a hybrid of a cart, “It’s set a new benchmark a best-in-class working stretcher and chair that could for industrial units in the LIVING AND environment, accessibility go down stairs easily and be Midlands and its success underpins IM Properties’ for our clients and quality of controlled by one person. life for our employees. The pioneering approach, WORKING environment will improve The rescue chair, described always looking to deliver productivity for our business as a ‘lifeboat for skyscrapers’ best-in-class and be at the and will assist in our ability event of an emergency, or in the Journal of the Industrial forefront of new trends.” flagship development design mould of traditional to retain and attract talent.” critical-care patients during designed around a business parks. Up to 750 emergency transportation. Evac+Chair International, balanced work/life homes are being built at A which manufactures the “The new factory, warehouse environment is attracting firms the site and pathways and world’s leading evacuation and office space will with employee wellbeing at cycle routes through the chair and a range of patient enable us to continue on the core of their businesses. parkland means that many transportation products, this mission, whilst we residents can take ‘the green Recently some prominent IM Properties’ Blythe Valley moved to Blythe Valley’s better-position the business way’ to commute to work. companies with health as Park integrated development Connexion site in May 2020. for continued growth. part of their core businesses of offices, last-mile logistics, At lunchtime business users At lunchtime have taken units at the site. The firm exports to more than “Connexion is a fantastic amenities and homes is set in can take a stroll or go for a business users 50 countries and settled on a scheme which will help to a 122-acre parkland location. jog in the green corridors Global medical technology facilitate the future growth cutting across the site and can take a company, Arthrex, currently 38,233 sq ft unit at Connexion. Although Blythe Valley sits of Evac+Chair International the office and commercial stroll or go for based in Sheffield, is Gerard Wallace, Evac+Chair amid fields and woodland and, as a result, the safety buildings incorporate the relocating its UK headquarters International’s Managing it is just minutes away from a jog in the of buildings, occupants latest green technologies. to a new 17,100 sq ft office Director, said: “We are one of Britain’s busiest green corridors building. The company and the transportation of It will become a test-bed for a extremely excited about motorways, the M42, and is on has pioneered the field of patients worldwide.” new energy-saving streetlight cutting across our new, larger premises. the outskirts of Birmingham, arthroscopy or keyhole system that is designed to the site. Our primary goal is The Evac+Chair was invented the UK’s second-largest surgery and develops more reduce the use of electricity to be the undisputed, by David Egen in 1982 with city. Birmingham’s than 1,000 innovative products by up to 62.5 percent. This world-class leader in the the specific aim of helping international airport is and procedures each year. green emphasis is a major design, development and to save the lives of disabled just a short drive away. contributor to the health Its new UK HQ is being manufacture of life safety people in an emergency. Blythe Valley Park was and wellbeing of everyone purpose-built for Arthrex by products, whether that be He designed the chair for NEW ARTHREX HQ CGI developed by IM to break the who uses Blythe Valley. IM Properties’ contractor, for building residents in the his wife, who had polio as a

42 IMReview 43 ISUZU UK Charles Miller Most of its work is carried out in challenging conditions, requiring crew and equipment to be carried across muddy, able to distribute twice Meanwhile, 984 extra William Derby, Chief as much food. It’s been a horsepower was added to Executive and Clerk of the slippery ground. real lifeline. Without it we’d York Racecourse – known to Course, said: “The Utility struggled to cope with racing fans as Knavesmire – model allows us to transport the surge in demand. The which now has a string of six more equipment while the D-Max meant we’ve put D-Max pick-ups as behind- top-of-the-range Blade dinners on the tables of the-scene workhorses. provides comfort and luxury.” we look for in a vehicle. The twice as many people!” York Van Centre supplied Specialist cherry picker D-Max has proved itself since the pick-ups that are used Isuzu UK made commitments convertor, CPL, can get to joining our fleet. It’s capable by course doctors, vets to help during the pandemic. places others can’t reach – off-road and able to carry and judges and for moving In addition to keeping thanks to the D-Max. CPL is and tow a lot of equipment. bulky equipment. The workshops open for a market leader in access The Isuzu fleet service vehicles pack a total of 984 essential services, Isuzu platforms and converts D-MAX KEEPS team has always provided a horsepower and joined the pledged to loan its fleet and around 300 vehicles a year professional package, able racecourse crew in July demonstrator vehicles, free to cherry pickers – the vast to source extra kit and adapt when it re-opened with races (WHEN OTHERS DON’T) of charge, to organisations majority based on the D-Max. ON DELIVERING vehicles to our requirements held behind closed doors. with very short lead times.” getting food and medicines It was the first firm to be to people in need and those awarded approved convertor Firbank Isuzu at Hollingworth, in hard-to reach-areas. status by Isuzu UK and in suzu’s ultra-tough D-Max models to service and Jane Nicholson, Fleet management services has near Manchester, lent its 2020 was named Platinum The company backed Britain’s became a national hero maintain power lines and Technical Specialist at run D-Max’s for six years. D-Max demonstrator to help Partner in recognition of the builders too, supplying Ihelping to keep Britain substations serving nearly Western Power said: “We’ve Most of its work is carried out get cooked meals to families longstanding relationship. craftsmen with an essential going through tough times. 8 million homes and run D-Max pick-ups for in challenging conditions, in food poverty during the tool – the D-Max. Renowned The CPL conversion includes businesses across a five years been constantly requiring crew and equipment first lockdown. Open Kitchen The go-anywhere, do-anything as ‘the pick-up professionals’ a 3.5-tonne suspension swathe of the UK. impressed by this extremely to be carried across muddy, MCR, a not-for-profit catering pick-up allowed emergency Isuzu has sold thousands upgrade, has a working tough and capable vehicle. slippery ground. In July it company, helped feed 1,200 services to respond, power Rugged terrain, including of D-Max’s to builders, height of 13.1 metres and an The fleet service team at ordered a further 19 – all in Manchester people in need companies to operate and the mountainous Brecon plumbers, plasterers, outreach of 6.2 metres. CPL construction firms to build Isuzu have always gone the company’s trademark and the elderly using food Beacons and the remote electricians, carpenters and also builds a chipper tipper, while the majority of Britain’s the extra mile to develop a lime-green colour. intended for conferences Dartmoor National Park, are ground-workers. In 2020 known as an ATAT, mounted business were forced to close tailored solution for our very which were postponed. within the 21,000 square miles Stuart Darbyshire, it renewed its partnership on a D-Max. This is a favourite due to the Covid pandemic. specialist requirements.” covered by the distributor Commercial Director for Director Corin Bell said: with the Federation of with tree surgeons thanks to Western Power Distribution which has ordered a further Glendale a leading provider Glendale, said: “Reliability “We only had one van so Master Builders, the building its 50-degree tipping body relies on a fleet of D-Max 96 D-Max’s to join its fleet. of grounds and estate- is one of the key attributes with the D-Max we were sector’s trade association. and 1300-kg payload.

44 IMReview 45 D-MAX KEEPS ON DELIVERING...

IM GROUP Milo Torsdden Leadership lunches

hile the spent time at lunch talking His thoughts naturally consequences about the business it wouldn’t turned to replicating what W and demands of cost anything to have the The Lions courses did but the Covid pandemic – and management team talking to at Leadership Lunches for CPL recently saw a doubling how to safely deal with some of the people who are staff who could become IM’s of conversions with the them – have dominated younger in the business,” he senior managers of the future. supply of 78 cherry pickers business life in 2020, explains. “Those interested in “We wouldn’t talk about what to Openreach to help keep planning for IM Group’s leadership and growing their people’s roles were or the Britain’s broadband connected. long-term future remained own capabilities, perhaps technical side of the business Tipper bodies are rare on important for Managing with a view to staying with and their jobs, we’d focus trucks the size of the D-Max, Director, Andrew Edmiston. the business and moving into specifically on leadership.” but this conversion has been “It’s something I’ve had in more-senior leadership roles.” Originally, the first of the introduced in-house by Isuzu mind for a few years,” he says. Leadership Lunches was UK. Based on the Utility Conscious that future scheduled for the beginning Extended Cab, the conversion “About 15 of leaders of the business of the year just as Covid-19 is a cost-effective solution were already working for us had lunch struck. This delayed the for customers who need a IM, Andrew started to think together and launch. However, towards tough and reliable tipper about how they could be the end of September it with off-road capabilities. Tim Wooldridge continuously innovating and of Tractor Ted’s adventures better-prepared not only for was decided to hold the the conversion shows the alongside Midge the dog and and I talked first. “It went pretty well,” The conversion has a durable, when they took over, but also strengths and weaknesses... “The tipper adaptability of the D-Max.” Merlin the pony. Away from says Andrew. “About 15 of lightweight tipper body. for their continuing journey about vision.” when did we think we’d done us had lunch together and The load bed is 1,977mm conversion Children’s favourite, Tractor the cameras, the D-Max Utah through the business.” well... when did we think we Tim Wooldridge and I talked long by 1,800mm with a is one example Ted, has a new helper down mucks in with Tom running didn’t do so well... how did we Identifying in advance which Andrew had already started about vision, how you create rugged ‘Tippadeck’ bed with on the farm – the rugged his farm where its one-tonne resolve difficulties... how did of how we’re employees would be running something similar in his a vision and how you manage interlocking alloy floor panels. D-Max. Tractor Ted features payload and 3.5-tonne towing we deal with things when they the business in a couple of charity – Imagine the Day people into a vision. We Sideboards and tailboard are continuously in a range of YouTube videos capacity are used to transport decades’ time is impossible, haven’t quite gone our way...” – when, on six weekends a talked about our own journeys in lightweight alloy. A wander- innovating aimed at educating children machinery and produce. admits Andrew: “If you tried, to where we’ve arrived.” In future Leadership Lunches, lead controller is used to about farming. Alongside year, a group of people are and the you’d probably get it wrong! members of the management activate the electro-hydraulic the bright green comic Tom said: “The D-Max is taken through a project called “The session over lunch took conversion Therefore we had to do will talk about different power-pack that lifts the tractor character is a real-life a tough, hard-working The Lions. “Each weekend the format of an interview something with a wider group themes, says Andrew. “But body. Aimed at tree surgeons, shows the farmer, Tom Wheeler, who workhorse with the comfort is quite intensive,” says with Judi Wood, IM Group’s of people knowing that some the format will generally be landscape architects and runs a 700-acre organic farm of a family car. I can carry Andrew. “We bring in people CSR Director, asking Andrew adaptability would stay with the business the same – over lunch, being construction companies, in Somerset. Now helping dogs, sheep or fencing who run organisations or and Tim questions. This led of the D-Max.” and become part of the future interviewed and answering the tipping gear and real-life farmer Tom is a stakes in the back and still who are entrepreneurs and to questions from the group. senior management team.” questions. It will always be sub-frame are galvanised. real-life Isuzu D-Max Utah! carry the kids in the cab! put a course together. This “We were very open and an honest look at the subject Enter IM Group’s Alan Able, Head of Sales Tractor Ted became a I already drove an Isuzu exposes Lions delegates to it was a no-holds-barred from the management team, Leadership Lunches! at Isuzu UK, said: “The phenomenal success through before replacing it with a individuals who have done environment,” says Andrew. not just talking about the tipper conversion is one the videos. The D-Max is put Utah after hill-sheep farming “It seemed obvious to me successful things in quite “People could ask whatever rosy times but about the example of how we’re through its paces on many friends recommended it.” that because we already an intense environment.” they liked – about our own hard and gritty times too.”

46 IMReview 47 SPECIALIST MOTOR FINANCE Doug Wallace “We opened for and that enabled us to secure the crisis in 2008 and fourthly the impact bank funding,” said David. “So we of Covid, which is still unfolding. business on 1st set about formally launching TFC. October 2001 with 30 “Initially, the lending business was split, “At the time this was the largest 80-percent prime and 20-percent 20 staff. We had raised independent financial services start-up sub-prime, but the low-margin prime more than £100m and in the UK. Once we had secured the hire purchase and unsecured personal were ready to write funding we were able to recruit staff loans businesses could only be profitable YEARS and purchase equipment. With the with huge lending that would be difficult lots of loans!’’ additional support from IM we could to generate. Effectively we would be AND buy and refurbish our own office.” competing directly with banks.” David became Operations Director and The introduction of IVAs – a simpler form took on a huge range of responsibilities of bankruptcy – led to a significant change COUNTING including new business processing, credit in customers’ attitude to insolvency and underwriting, collections, compliance, saw a massive take up: “This lead to an IT, HR and facilities management. unsustainable increase in bad debt,” He said: “I sourced and purchased the said David. “That alone was enough to new offices, managed the refurbishment make the prime businesses unprofitable project, set up all IT infrastructure, but it coincided with the end of PPI and avid Challinor, Managing Director implemented the loans processing together, they were catastrophic. It forced of Specialist Motor Finance, is system, recruited the operational staff us to exit all prime businesses and make Dleaving the company in July and ensured we had all the necessary redundancies in a very difficult period. after 20 years in one of the most written policies and procedures. “That left TFC solely as a sub-prime demanding roles in the IM Group. “We opened for business on 1st lender, writing loans originated by a Yet in a highly-pressurised, fast-changing October 2001 with 30 staff. We had small number of dealers supported and highly regulated business David raised more than £100 million and by a field-based sales team and our has remained ever-positive and can were ready to write lots of loans!’’ own retailer, ACF Car Finance.” David had to greet his guests “as But throughout the journey David had But it was proving tough until, through a even reflect on some truly comic half-dressed children were running a key ally – Lord Edmiston, the IM connection with IM Finance, Jim Rowley As the fledgling business grew In 2008, the global financial crisis struck. moments amid it all. wild outside and a particularly hairy Group’s chairman. David explained: (the original TFC MD), David and his (eventually to 400) David became the “The credit crunch impacted on our Imagine giving a very serious presentation man was having a full-body wash using “I had worked in banking for 20 years management colleagues were invited firm’s General Manager in 2008, taking funding arrangements and once again to VIP clients and seeing a rat drop a washing-up bowl on a table outside in senior roles and, along with four to present a business plan to Lord on additional responsibilities. He was we were lucky to have the backing of dead at the door the guests were about his caravan!” colleagues, started The Funding Edmiston and members of the IM board. appointed Managing Director in 2010. Lord Edmiston and the IM Group which to leave from. How do you cope with Corporation (TFC) in 2000 in Chester. was able to provide further finance David, in true stiff-upper-lip British style, David recalls: “We were invited to In David’s two decades at SMF and its that? Or staging a fanfare ‘doors-open- and allow for an orderly run-off period, smiled politely, exuded confidence “We had the knowledge and experience Ryder Street (on our way to yet predecessors he steered the company for-business’ event to then find the which is only now nearing its end.” and got on with the job. It seems but needed to raise significant levels another presentation in London) to through tough times. He identifies four office had no doors due to repairs! nothing could distract him from his of equity capital and an agreed present to Lord Edmiston. Following a key challenges. “Firstly, the availability IM’s support helped save parts of the How do you remain calm and business mission and that’s just as banking debt. We expected the successful meeting, he said he would of funding to a start up business. business. “But we still had to exit be interested in speaking to us again.” professional when the night before a well because alongside all these equity capital to come from private Secondly, unforeseen changes in the field-based sales operations and crucial meeting with your bankers a hilarious moments David has been equity or an institutional investor After more negotiations a business law that allowed individuals to enter concentrate solely on writing loans gypsy camp sets up in your office car confronted with some of the toughest and spent five months giving many agreement was made with the IM into Individual Voluntary Arrangements introduced by ACF,” explained David park? Too late to cancel the meeting challenges in the financial world. presentations to interested parties.” Group: “We signed-up in May 2001 (IVAs). Thirdly, the global financial “Eventually, the remaining activities

48 IMReview 49 “We successfully we could secure bank funding for this reduced the IM new business. The deal was that we needed to prove that we had a long-term funding, staff numbers profitable and sustainable business.

doubled and the loan “After hitting all our major milestones, A NEW book – which started and delivering consecutive years of profit, at zero – is now at we successfully reduced the IM funding, £134 million!” staff numbers doubled and the loan ERA book – which started at zero – is now at £134 million!” said a very proud David. Then fate, this time in the form of Covid, FOR threw yet another challenge at David and SMF. But again he came through. After all, if a dead rat and a hairy-chested SPITFIRE gypsy were not going to stand in his way, a pandemic crisis certainly wasn’t!

With customers facing financial hardship as a result of Covid, paying car loans was a major issue. But proved unviable. One option would David’s team worked closely with have been stark, closing TFC altogether them. He said: “Encouragingly many – but we had 50 staff and a still have restarted payments and we feel sizeable loan book to collect on.” confident that we can get the majority While many would have thrown in the back on track. As a result we expect towel, David remained deeply committed to post a profit, before tax, for the to the staff, the lending company and the year only slightly down on 2019.” IM Group, which he knew did not quit. The ever-positive David says SMF has He made a bold decision and took it a bright future. “We have built on past to IM and Lord Edmiston: “I proposed experiences and started to increase that we re-entered dealer finance, automation in most areas to improve a business we had exited in 2008, efficiencies. But we recognise there is still and start again from scratch.” work to do. Our lending has been careful and responsible. However, we must His proposal was supported and David continue to explore new finance products and his team set about re-inventing the and new markets as well as partnership business. “We designed a new product, arrangements and other joint ventures.” developed systems and started writing THE AWARD-WINNING HOUSE BUILDER IS SET business as SMF in May 2015,” he said. After leaving, David will look for FOR A MAJOR REVAMP IN 2021. “Again, Lord Edmiston and the IM Group new challenges while continuing helped us by agreeing to provide the to live in Chester with his wife Jane. necessary funding as it was unlikely They have a daughter, Sophie.

50 IMReview 51 SPITFIRE BESPOKE HOMES Hatty Gourn

pitfire, IM’s award- winning house-building wing, is about to S BEN LEATHER take off and soar towards a new era.

A major revamp of the business will mean that from mostly small and have very abandoned altogether: why our developments the spring of 2021 Spitfire will prescriptive requirements. “Bespoke is what our brand sell out so quickly. be able to start to build more is built on and gives us that homes, create more jobs and “For these reasons the totally “But during the coming recognition with customers become more profitable. ‘bespoke’ model is impossible years we will do fewer and industry peers,” he to scale-up when delivering ‘bespoke’ schemes and It’s the biggest and most maintains. “Attention to hundreds of new homes more standardised homes. exciting change to the house detail across everything per annum, instead of the By 2025 we will aim to build builder since it was formed in we do – from design, 100 or so that the business approximately 350 new 2010 and will see two types procurement, specification is currently building.” homes a year, of which of future developments and finish to delivering on around 90 percent will be while retaining Spitfire’s So how do you overcome customer expectations – to our new standardised well-earned reputation for the dilemma of still building sets us apart. If you pay a designs. The remaining 10 outstanding quality homes. outstanding, high-quality premium price you expect a premium homes while looking premium product and service. percent will be bespoke.” From the first quarter of 2021 staff to consistently deliver means that Spitfire has to to triple the number you build Spitfire Bespoke Homes will “We will continue to do a One of the company’s the high quality product concentrate on smaller each year? Spitfire’s award- be rebranded to become smaller number of ‘bespoke’ largest developments to our customers expect. development sites, often winning team has, of course, Spitfire Homes. However, date is in Stratford-Upon- of just seven to 30 homes, developments and they will “It means a huge amount found a perfect solution. some smaller schemes will be be branded ‘Spitfire Homes – Avon where work started of time is spent on product putting yet more demands marketed as ‘Spitfire Homes Ben explains: “We have the Bespoke Collection.’ in late 2019 and will be on costs and resources. – the Bespoke Collection’. design and procurement for developed a new standardised A small number of ‘bespoke’ completed in phases by 2022. individual homes. This is very “Given the type and range of one- to four-bedroom schemes enables us to Consilio is a development Spitfire’s Managing Director, demanding and limits the specification of homes homes across a variety of sizes. retain a high-degree of of 135 properties on Ben Leather, explained time we can spend focusing that Spitfire currently builds These same designs will be exclusiveness and allows Loxley Road, one of the that the name change is far more on the customer we can only operate in used on most developments us, as a team, to be creative town’s premier roads. more than just a re-branding “Bespoke is and their experience from the new launch although and retain that spark for exercise. “Spitfire currently what our brand high-value areas,” Ben says. In Q1 2021 it will be buying a Spitfire home.” there will be exceptions why we do house building. has 14 live developments “These areas are normally re-marketed under the is built on and where planning authorities and each one is different,” The totally bespoke approach characterised by very strict “It certainly doesn’t mean ‘Spitfire Homes – the require amendments due he explains. “That creates results in exceptional homes gives us that planning guidelines that that properties built by Bespoke Collection’ banner. to local design guides, such too much burden on the but the pressures mean that mean securing permissions Spitfire Homes will lose Homes were being bought recognition with as in the Cotswolds.” supply chain, which is already Spitfire developments are for new developments is very the exceptionally high off-plan even prior to under resourced, and puts often not nearly as profitable customers and difficult and time consuming. However, Spitfire’s famous build quality that is part building work starting. Some added pressure on our as they could be. It also industry peers,” The developments are ‘bespoke’ name is not being of our reputation and families are expected

52 53 to move in to their three- “We are or four-bedroom homes before Christmas. Houses moving to currently under construction developments range in price between £350,000 and £925,000, with of 40 to 200 homes in the final phase homes, from overlooking Stratford Golf traditionally Club expected to sell for in excess of £1 million. much-smaller

Covid regulations meant that sites. But we work at the site had to be will still be stopped for a month during offering 12 or the first UK national lockdown in the spring and builders 13 distinctive have had to cope with the house styles.” notoriously fickle weather. However, since returning CONSILIO, LOXLEY ROAD, STRATFORD-UPON-AVON to work the development is back on target.

Ben’s team did face another possible. So they started a larger ones in the pipeline: Spitfire sits, said: “It really challenge. UK Chancellor clamour for materials which “We are currently working is an exciting future for Rishi Sunak’s move to created shortages – timber on land opportunities and Spitfire and we have a suspend stamp duty until is a particular issue.” planning applications that brilliant way forward. April 2021 on homes costing will provide approximately SPITFIRE BESPOKE HOMES The Consilio development “If you look at our Broadway up to £500,000 created a 575 new homes with a was hit by the knock-on development we had 75 This advert was created to double-edged sword. “On combined development effect of other Covid houses and 73 different help establish the Consilio one hand it has created more value of £180 million,” says repercussions, says Ben: “We designs, which just didn’t development brand within demand,” says Ben. “But on Ben. “We will start delivering the local Stratford-Upon- the other hand, sourcing had off-site highways work make sense. We are moving these from 2022 onwards.” Avon market. With a number building materials has that required completion to developments of 40 to of local competitors, it is become a challenge due to by Warwickshire County He still sees the majority 200 homes, from traditionally particularly important for scarcity of supply with the Council. That got delayed of Spitfire’s future sites much-smaller sites. But we Spitfire Bespoke Homes to end of March 2021 creating a due to Covid, which being in the Midlands will still be offering 12 or 13 communicate the premium ‘cliff edge’ for the industry. delayed the completion region, the house builder’s distinctive house styles. of our first homes for traditional base. And most associated with the brand and “The ending of the stamp “We have already identified the superiority of the homes – customers.” But again Ben developments will be within duty holiday and the Help-to- sites for new developments particularly in terms of design and his team coped. an hour’s drive of the IM Buy scheme changing at the including one for 180 and specification. Being Group’s global HQ in Solihull. same time meant that all the Although Consilio – the homes between Coventry stylish and design-led, the big volume house builders Latin verb for ‘to create with Tim Wooldridge, Managing and Balsall Common and advertisement is synonymous were in a mad rush to get as purpose and intent’ – is a Director of IM Properties another for 200 homes with the properties many houses completed as large development, there are division under which near Cheltenham.” available at Consilio.

54 IMReview 55 SPECIALIST MOTOR FINANCE “We are technically still the owners day during the crisis while some Doug Wallace of the cars against which they have other – often larger – peers in taken out a loan. But our interest the industry were forced to shut GREAT goes far beyond that. During the crisis their books to new business. David is equally our teams, by now working at home, “Our customers included key workers STAFF proud that SMF made up to 50 percent more calls to who, during the lockdown, kept Britain retained almost customers than in pre-Covid days. going – doctors, nurses, hospital staff but also delivery drivers and GREAT “That massive effort paid off in the every single supermarket staff. These people form of customer loyalty. It helped to needed cars to get them to work and member of keep people in their cars and because BUSINESS finance to purchase their cars. So we understood their prospects staff throughout we certainly did our own small bit to better, we could provide the most GREAT all the Covid help the country and the economy appropriate support for them.” turmoil. face up to such a huge challenge. FUTURE Pat added: “We kept a very open “The SMF staff went above and dialogue with customers and our bankers beyond and both Lord Edmiston n a part of IM’s business faced with witness was real dedication, skill hire-purchase finance companies (and were aware of our strong financial and Andrew Edmiston have said probably more immediate Covid-19 and sheer hard work from a team mortgage and credit card providers) position overall. As a result, we were in a how proud they are of the role David Ipressures than any other, the team facing unparalleled pressures.” to give all customers an automatic position to carry on lending every single Challinor and his teams played.” of nearly 100 dedicated staff simply three-month repayment holiday. The pressures also stress-tested David is equally proud that SMF retained found new ways to work against a SMF’s credit score card that has “It was the right thing to do but put almost every single member of staff backdrop of fast-evolving regulatory been in place for two years. Results enormous strain on our operations throughout all the Covid turmoil. At changes and huge customer concern. showed it performed exceptionally and finances and threw our business times all of the staff worked entirely But it went much further. Specialist well, proving that the business is a model for 2020 out of the window.” from their homes while productivity and work attendance remained amazingly Motor Finance (SMF) remained open cautious and responsible lender. Later the FCA extended the high. “Our people faced their own for new business helping key workers, In fact 2020 started very well for the repayment holiday plan. However, stresses and demands,” he said. “Often including nurses, hospital staff, police motor-finance wing of IM which, just take up was very much lower as they were balancing looking after kids, officers, care workers and others, to buy a year earlier, had been through a household finances improved. elderly parents and even neighbours cars vital for them to get to work during major overhaul. From January to March while getting on with work they would the national lockdown and beyond. An increasing number of SMF customers business was strong. The loan book was were able to keep up with payments as normally be doing in our office.” As well as helping these customers up by 27 percent and profits 20 percent they were either still in work, had returned One huge stroke of good luck helped to carry out their valuable work, SMF ahead of Q1 2019. But when Covid struck, to work or found new jobs. In total, around SMF. Just 10 days before the March 23rd also supported its partners who were and the national lockdown imposed, 20 percent of the firm’s customers took lockdown was imposed a new computer introducing business on a daily basis SMF was faced with a completely advantage of the deferral. By the end of system went live. This was vital to the enabling it to write new loans. new ball game with regulatory October this had reduced significantly. collections and development teams and guidance that couldn’t be ignored. PAT HANLON allowed seamless working from home. Pat Hanlon, IM’s Treasury and Banking Although SMF is a finance company, Consultant, works closely with SMF and Pat explained: “With most of the the entire staff are always aware that Pat recalled: “It would have been is now a director. He was very impressed nation at a standstill, people being people are at the centre of it. As David impossible to get nearly 100 people with the efforts of the customer-facing furloughed and some losing jobs, the Challinor says: “It’s always important working in our office with social- staff. “I never saw anyone panic as Financial Conduct Authority (FCA) for us to look after our customers and distancing rules, so the new computer the Covid crisis unfolded. What I did effectively stepped in and ordered the Covid crisis just emphasised that. system arrived just in time.”

56 IMReview 57 Gradually SMF business has returned ISUZU UK to near pre-Covid crisis times. In normal Charles Miller times around 94 percent of customers are up to date with payments. By “Our customers October the figure had recovered to 85 percent with an improving trend. included key Superbike

The crisis, although probably robbing workers who, SMF’s long-term growth plans of about during the rider now a year and reducing profits by £3 million, lockdown, kept also threw up important lessons. Pat has a super explained: “It’s shone a very bright light on Britain going – our business and how we operate. We have doctors, nurses, learnt some hugely important lessons. D-Max hospital staff but “We need to accelerate automation and materially improve efficiency in also delivery arl ‘Foggy’ Fogarty, one our operations as well as increase our drivers and of the world’s greatest agility. Simply put, our decision-making supermarket staff.” Cmotorcycle racers, has found process became a lot less bureaucratic his ideal four-wheeled partner – a CARL FOGARTY (LEFT) WITH NIGEL PERPLUS and much faster as we moved through rather special Isuzu D-Max. the crisis. We need to capture that for the Foggy was an outstanding rider winning future and continue to improve on it. the World Superbike championship “Also, if you take a step back, the vast title four times in the 1990s and of special extras including an XTR Style Foggy was thrilled saying: “I love anything majority of our customers pay on time; but clocked up 59 race victories. Pack consisting of a black mountain top with an engine and I live for the outdoors we don’t keep in touch with them. Changing He was forced to retire from the track roller cover and black sports roof bars. so the XTR suits me down to the ground. that will build respect and confidence and in 2000 after receiving multiple injuries Satin-black 17-inch alloy wheels with a It’s got real character and stands out from that generates more than just goodwill.” in a horrendous accident competing heavy-duty design are fitted with Pirelli the crowd. Can’t wait to take it off-road!” Pat looks back on 2020 saying: “Covid at the Philip Island circuit in Australia. Scorpion All-Terrain Plus tyres that look has been horrendous for everyone and Throughout his race-track and Isle of good and provide brilliant traction. it threw up a huge ‘ask’ for SMF staff. Man TT career, Foggy was renowned He collected the XTR amid the But they responded brilliantly. We have for ultra-fast speed through bends Covid-19 lockdown, throughout learnt much, and are still learning. But in a and corners. which Walton Summit Truck Centre strange way, when the book is written at Adrenalin still pumps through the remained open. Many of the dealer’s the end of all of this, it will show that Covid Lancashire-based ace’s veins after customers are essential workers. will have made us stronger and better. quitting racing. He loves adventure. Nigel Perplus, Commercial Director “As we move into the next phase, which So when it came to a vehicle to match at the dealership, said: “Foggy unfortunately will see a significant rise in his lifestyle, Isuzu’s Walton Summit was asked to wash his hands and unemployment, we remain to provide the Truck Centre near Preston, had the maintained social distancing. He most appropriate customer support. At answer – a fantastic D-Max XTR. signed the paperwork using his own the same time, we believe there will be It’s a truly stunning vehicle with off-road pen and the keys were presented in opportunities for growth as we are now capabilities to fit Foggy’s lifestyle. He a tray. Foggy is a racing legend and relatively stronger than our competitors.” personalised the black XTR with a raft the XTR is the perfect truck for him.”

58 IMReview 59 SHEERNESS VEHICLE IMPORT CENTRE Doug Wallace

ean Faulkner, who March 23 when the national to provide new facilities. manages IM’s lockdown was ordered. Three technical workshops, Sheerness Vehicle a brand new body shop and D Dean led a team that put in an Import Centre, is closer an under-seal treatment plant immediate Covid Action Plan to the Covid-19 crisis boosted the operation which after painstakingly conducting than most – his wife is a is located less than two miles risk assessments for all areas nurse-practitioner and was from the Port of Sheerness, of the Sheerness operation. involved in ‘Hot Covid Clinics’. one of the busiest in Britain. The sheer size and complexity So while Dean faced the of the import and logistics But this complexity added to enormous logistics task business meant a mountain of the task faced by Dean and of running the 32-acre, work had to be gone through. his team. He recalls: “Many five-workshop site, where Forget normal working companies and suppliers up to 10,000 Subaru and days – Dean and his fellow just shut up shop without Isuzu models arrive each managers worked extremely speaking to us when the year, his wife Claire was long hours daily to ensure lockdown was announced. everyone would be safe. working one day a week at “We had vehicles on a Covid ‘Hot Clinic’. These Although safety is massively transporters that were were set up to assess and important it was only a aborted, transport systems fast-track patients to see part of the challenge. shut down and many dealers GPs. The other four days she The Sheerness operation DEAN FAULKNER were closed when we tried worked at her GP surgery. is a fast-moving service to deliver vehicles. On top of Nurse-practitioners are environment and much of that, fleet customers were specially trained and have the specialist work they do pressurising us to deliver higher levels of responsibility is on vehicles – particularly vehicles vitally needed to than registered nurses. the Isuzu D-Max – destined The site holds keep the country running. Unlike other nurses, for front-line emergency and just under 6,000 It was a logistical nightmare!” nurse-practitioners can vital-service customers. Yet the Sheerness team rose write prescriptions. vehicles and in the Initially the Sheerness past two years has to the challenge. “They were One of the major challenges workforce was reduced by 50 magnificent and we managed KEEPING THE CAR BUSINESS ROLLING the pandemic has thrown at percent and office staff split seen a £1.5-million to fulfil urgent orders and everyone is that it’s an ever- into two teams, each working investment to deliveries,” he said. But changing picture. Although alternate weeks either on site having dealt fantastically with Dean and Claire each have or from home. The site holds provide new the initial emergency, the experienced this in different just under 6,000 vehicles facilities. Sheerness operation faced ways, they’ve both done and in the past two years has tough restrictions that had to so on a daily basis since seen a £1.5-million investment be met to allow work to carry

61 RUNNING HEADER

“One of our strengths is being able to offer the customer a one-stop shop. Whatever they need, our team can provide the solution.”

on – something Dean and his finding solutions, delivering of our suppliers open and of the enhancements we we process around 10,000 Alongside the normal and staff were determined to do. vehicles and supporting our urgently-needed vehicles to carry out take longer than Subaru and Isuzu vehicles. specialist conversion work, business and the country.” repair.” However, within four it takes the factory to build Sheerness also takes care By mid-April 70 percent of “What we do varies from just weeks his team had started the vehicle!” he adds. “It is of more than 50 press-fleet the workforce had to be More behind-the-scenes a few simple enhancements “On average we working on vehicles and specialised work and we’ve “What we do vehicles and vehicles prepared furloughed and the normal effort was spent on taking an hour right up to today the body-shop is fully seen incredible growth in for shows and events. seven-day week, four-shift process around allocating safe individual full conversions that take varies from just operational working more demand. We offer much more work pattern had to be 700 vehicles workstations to staff and 40 hours per vehicle. Fleet a few simple Sadly, as a result of Covid than 200 hours per week. than our competitors and abandoned. That meant working with suppliers to business has been a great and despite returning to fuller each month, that’s thanks to the Group’s enhancements urgent skills training had ensure that correct PPE and IM’s Sheerness operation success for us. We now offer a working conditions, there has vision and investment.” to be put in place for the which equates to signage was in place. The started 15 years ago and one-stop shop where we can taking an hour been a 30 percent reduction remaining staff. But all that more than 5,000 IM Group headquarters staff has not stood still since. “We So just how much work is design, approve and fit exactly right up to full in contract work at Sheerness. would have been pointless hours of work. also helped by ordering have seen a full change in involved in preparing what the customer requires.” conversions that Pre-Covid the 18 IM staff protective workstation terms of what we did then to a vehicle? were supported by up to 50 without solving the huge Sheerness has qualified for Yearly we process screens and providing what we do now,” explained take 40 hours contract workers, filling roles logistic problem of finding a “Every vehicle has some the N1 and second-stage guidance on getting through Dean. “One of our strengths such as technical, operational new-vehicle delivery system. around 10,000 sort of intervention work approval requirements, per vehicle.” such challenging times. is being able to offer the planning, management, Dean said: “A massive amount carried out, from a simple which means the operation Subaru and Isuzu customer a one-stop shop. office administration and of work went in. Many calls “Tighter working restriction upgrade on security to the is an approved centre for vehicles.” Whatever they need, our logistic movements. But and late nights were put in to ensured we maintained full conversion to our top- conversions prior to vehicles team can provide the solution. Dean is confident that 2021 the critical orders, but on of-the range Isuzu Blade being registered in UK. The find a solution. However, our will see a return to maximum top of this we had to start “Isuzu is a typical example. Edition,” explained Dean. “On work undertaken is of such values came firmly to the fore capacity and the re-start our brand new body-shop We used to have high-storage average we process around high-quality that customers and we are always thinking of 24/7 operations. 700 vehicles each month, will almost certainly think outside the box. We can face operation,” explained Dean. volume and low intervention. which equates to more than their vehicles have arrived situations like Covid and “This was pressure at a Now we have a smaller stock 5,000 hours of work. Yearly straight from the factory. turn them into positives by high level – few staff, none with high intervention. Some

62 IMReview 63 JULIETTE MAGGS (INTERNATIONAL MOTORS) AND SIMON REED (IM PROPERTIES) WITH IM GROUP A THANK YOU CARD FROM BSWA Doug Wallace IT’S ALL ABOUT GIVING

elping others has always been startling, and perhaps unexpected One example is the urgent help given to part of the moral compass reactions to the pandemic were the Birmingham and Solihull Women’s Aid, a Hguiding corporate life at IM Group. many staff volunteering offers of help. charity supporting women and children The Edmiston family has donated several “When some of the staff were on who have suffered domestic abuse. million pounds to charities during the furlough, and could have been sitting Judi explained: “Many of our staff were 40-plus-year history of the company, comfortably at home, it was heart- having clear-outs while at home and one of Britain’s most successful private, warming to see their immediate response their excess has been put to good use. family-run businesses. But it is not just with offers of all kinds of help.” “Instances of abuse increased during about money; time, energy and love have CSR had already been more-formally lockdown and many victims urgently also been shared with equal openness. activated with Judi’s guidance needed re-homing. Some of our staff “We had staff checking on their elderly Judi highlighted what happened: “Away engaging with a project to support those These values percolate throughout the across four broad fronts within IM donated bedding, furniture, kitchen neighbours and collecting food and from the big cities and particularly in the young people. They are also developing business and are shared by members under the headings: Employees, equipment and other goods to help. medical prescriptions for them. Some remote mountain regions, schools had financial educational links in schools of staff across every division of IM. The Community, Environment and A team then collected and delivered staff, who had to self-isolate, took the been forced to close for months and were and young offenders’ establishments.” appointment last year of Judi Wood to Marketplace. All are underpinned by time to regularly telephone vulnerable the items to the vulnerable families. not able to offer any alternative means of “There have been some remarkable and the new post of Director of Corporate the Groups’ purpose and values. people in their neighbourhood for a continuing the education of their pupils often spontaneous acts of kindness,” says Social Responsibility (CSR) for the Group, chat so that they weren’t left isolated.” Reaching out to the community has and had limited supplies. Our staff in Judi. “No-one told our staff to do this, not only acknowledged this but could always been a part of IM’s philosophy “When some of the staff Other IM staff volunteered to help China organised supplies of books and they just did. That strength of character not have come at a more appropriate long before such terms as ‘corporate work alongside food banks, packing other educational materials to help with – and the urge to ‘do the right thing’ – is time with Covid-19 just over the horizon. were on furlough, and social responsibility’ became part of or delivering food supplies to people lessons while further materials have been one of the contributions my colleagues Less than 18 months later, Judi finds the vernacular. There have been, and could have been sitting in need. “All of this happened when provided by schools with which IM works bring to the business every day. With herself riding the crest of a tsunami continues to be, a host of education and comfortably at home, many of the IM staff had their own to inspire and educate young people. the launch in the New Year of the CSR Website – listing activities alongside of goodwill – one of the positive charitable involvements between sectors domestic demands, looking after “Now that staff are returning to the it was heart-warming personal development of business and outcomes of the Covid crisis that hit of the business and communities. children or elderly relatives”, said Judi. offices, mentoring programmes between local communities as well as the nation. to see their immediate leadership skills – I’m sure that the impact But it is the scale, sincerity and This huge outreach of help wasn’t them and young people have been of CSR will be of benefit to many more.” She said: “We already had a wide speed of response by staff once the response with offers of just happening with staff based established. This is done by staff in their range of charitable activities across effects of Covid on communities all kinds of help.” at IM’s headquarters. A helping own time. As Riding for the Disabled (in the Group and were planning to became clear that has highlighted hand from IM staff reached out on the UK) reopens, albeit in a limited way, further-develop them. But one of the the character of IM’s people. projects as far away as China. our staff at Specialist Motor Finance are

64 IMReview 65 IM NORDIC sales dropped dramatically. All the hard work the IM colleagues. They carried received a show car. This is a Milo Torsdden However, Christer is positive. Nordic team put in during the the business through this vehicle that will help us get He said: “When they opened darkest days of the pandemic difficult period and delivered above a 10-percent market again people continued to to keep in contact with first-class customer service share in the pick-up segment. be cautious. Sales are still dealers and customers paid every day along with our Today we are at 7 percent. dividends. “We have seen fantastic warehouse staff. down about 20 percent but “We have started planning for IM NORDIC GIVES COVID-19 there are better signs now. sales coming back after a They had a high workload the all-new Subaru Outback very slow first eight months throughout the year and “We are used to adapting. that will be on the market of the year,” says Christer. still delivered a service THE COLD SHOULDER Even before Covid each of in April. Outback is one of level of more than 95 “In September we launched our most important models the markets had different percent of the norm. quite aggressive sales and it’s a great update! tax systems, cultures and campaigns, which have been “Every person in IM Nordic did We are really excited.” languages. When Covid successful. Forester has been their part to take us through struck we had to follow the He also hints at what could really valued and appreciated a very tough time and we guidelines in each country be more exciting news for IM by customers who bought are now looking at the future and we worked together Nordic in 2021. “Regarding it. Overall, there is a positive with a positive mindset!” new brands, we have been with the local dealers to attitude in the network.” follow the new rules. Looking to 2021, Christer says presented with numerous He gives particular praise to there are plenty of reasons to opportunities during this year “At IM Nordic we had to the after-sales side of the be positive. “The introduction and, together with Business stop travelling outside of business. “I would like to pay of the brand new Isuzu D-Max Development, we are putting Sweden. Our marketing a tribute to all our after-sales is on-going and we have just a lot of work into making investments were reduced some of them come to life. unning a business at a map of the region he help the IM Nordic operation there were affected in the as the market was not there. However, I think it’s a little too across six countries is covers and reflects on how because the six countries in same way as Sweden.” However we made sure we early to say which ones...” CHRISTER BLOMDELL demanding enough his team responded to the his portfolio had such different kept in contact with staff and R Finland had a very quick at the best of times. But toughest challenge thrown approaches: “Sweden did not dealers in all countries via lockdown, mainly in the south. throw in the mayhem at it since the company have a national lockdown but digital media and phone.” The military controlled roads caused by Covid-19 and was established in 1991. customer demand for cars in areas that were ordered to More recently some borders many might have been decreased significantly due Sweden was perceived as the lockdown totally: “During the have re-opened says Christer: tempted to give up! to uncertainties about the odd-man-out in Europe by spring most dealer activities “It means we have started future,” he explains. “Even IM Nordic faced a huge adopting a ‘herd-immunity’ stopped and sales staff across to travel again even if less with no formal lockdown, “Every person range of different restrictions policy on Covid while almost people were not going out as all our brands were sent home than before. Digital media imposed, altered, lifted and every other territory clamped much. The authorities were on furlough,” says Christer. worked well for us but in IM Nordic did changed many times. Yet down on all aspects of recommending caution so we “Sales dried up but they have there is nothing to replace their part to take somehow the dedicated daily life. However the real didn’t see many customers. come back to 80 percent a face-to-face meeting. Malmö-based team picture was not as clear since lockdown ended.” us through a very “Denmark had a small “We had people on partial managed to stay on top as that. Some quite large tough time and we lockdown and closed the The Baltic countries of Estonia, furlough until the end of myriad complications companies scaled-back borders. Restaurants were Latvia and Lithuania all had of summer and avoided are now looking at and emerge stronger. operations to tick-over mode. shut at 10pm and people similarly-tough lockdowns. redundancies. The degree of the future with a Christer Blomdell, Managing Christer explained that the had to wear face mask on People were not allowed furlough varied depending Director of IM Nordic, looks Swedish model didn’t really public transport. So dealers to cross borders and car on individual functions.” positive mindset!”

66 IMReview 67 IM GROUP Doug Wallace Building CSR bridges

ehind the usual updated appraisal process. Judi said: “All these combine audit of all our supply chains business measurements Retired staff have already to offer development across every division of our SVERIGES Bof profit margins, begun to participate in opportunities and promote business and in every country turnover and stock audits, mentoring and other CSR inclusiveness to everyone in which we work or where a new driving force is activities with their wisdom in the business. It’s a toolkit we obtain parts or supplies. emerging with wide-ranging and experience benefitting that will expand and be “CSR is now fundamental to influences.Corporate Social MEST NÖJDA young people as they updated on a regular basis.” business. It gives companies Responsibility, or CSR, is now continue their education in ‘Community’ highlights what and their staff a more- seen as just as important as these challenging times. every area of the business is rounded, inclusive character, traditional ways of valuing doing to help the community backed by firm guidelines BILÄGARE a company’s ‘worth’ and Intentional leadership in which it works or with and regulations. It also helps is increasingly used by programmes have been which it is associated. people and companies to customers and other firms launched alongside an develop and progress, which considering doing business. updated educational Under the ‘Environment’ is exactly what the IM Group ambassador scheme where IM heading, particular focus The IM Group has always is doing. CSR is also a way staff directly help youngsters during 2020 for many area had CSR activities in the for potential customers and in various communities. This background. Until recently of the business has been business partners to hold sees the vision and purpose these had been informal, setting their sustainable up a mirror to the business.” SUBARU SWEDEN of the IM Group’s outreach but the appointment of Judi and environmental goals. aims come to fruition. The message in this Wood in 2019 as the Group’s Finally, the title ‘Marketplace’ advertisement – ‘Get More CSR Director has seen a Educational Ambassadors, covers areas such as of What You Like’ – says new, structured approach. working alongside Grace developing a Thrive-at-Work it all..! In the past 14 years Foundation and all areas of CRS now operates under scheme. In partnership Swedish Subaru customers the IM Group business, have four umbrella headings: with the West Midlands have placed the marque in been able to offer to schools Employees; Community; Combined Authority, the the top-three manufacturers have been able to offer Environment and Marketplace. scheme champions wellbeing in the country’s annual ‘most There is a degree of overlap, schools TRACK – Training, at work – both physical and satisfied’ survey organised but all share the common Recourses, Activities and mental. Safety at work and by Vi Bilägares AutoIndex. FÅ UT MER AV DET DU TYCKER OM aim of helping to develop Consultancy Knowledge. the promotion of healthy No other brand that has Det våra kunder är mest nöjda med är att vi gör bilar som håller, och att vi the company and its staff in lifestyles, is also included. IM managed that feat. And it’s no aldrig kompromissar med säkerhet, framkomlighet och komfort. Det bästa Mente, an international vi har att erbjuda är standard i alla våra bilar. the broadest sense. Some is actively working towards coincidence that customers professional mental health Vi är oerhört stolta över att ha Sveriges mest nöjda bilägare. För 14:e året i 3 ÅRS FRI SERVICE* observers say that CSR achieving a recognised are satisfied Subaru makes rad placerar vi oss i topp tre i Sveriges största kundnöjdhetsundersökning, support programme, was opens a window into the national award in this area. cars that last and are never Vi Bilägares AutoIndex. Det finns inget annat bilmärke som klarat av den introduced to help staff bragden. Och det är ingen slump, utan resultatet av ett långsiktigt arbete. ‘social heart’ of a company. compromised on safety or assess, and to cope with stress Marketplace also includes Bli en av Sveriges mest nöjda bilägare du också. comfort – just the result Under ‘Employees’, a new and mental health issues. work across the group on of long-term hard work. It CSR website – to be launched This has been of great benefit modern anti-slavery policies. JUDI WOOD invites the reader to become subaru.se in March 2021 – will work to staff and their families “This is far broader than it one of Sweden’s most *Eller vid 1500, 3000 och 4500 mil. alongside the professional dealing with unprecedented might at first appear,” satisfied car owners too. development of staff and the stress during 2020. explains Judi. “It covers an

68 IMReview 69 IM AMERICA and comedy club – and 244 of the most divisive elections Now the store March but essential retailers, Harlan Casnough apartments. The Corners of in American history. Add including our grocer Sendik’s, Brookfield, west of Milwaukee, to that the reputation that is vibrant and restaurants (limited to has become a thriving town Americans are the most flooded with light take-outs) and our opticians community rather than demanding customers in and activity. It is the Wisconsin Vision, were just a giant retail outlet. the world and the scale allowed to remain open of 2020’s issues is stark. fastest-growing to provide vital services But 2020 threw up huge Sendik’s by to the public and our 400 FLAGSHIP challenges. Besides Covid-19 British-born Robert Gould, apartment residents. it faced a seven-week Vice President of IM’s comparable sales lockdown, a typical Wisconsin American operations, growth in their “We had five new stores under CENTRE winter with 54 inches of traces the hurdles his team construction, maintenance snow, a ‘retail apocalypse’ have faced and how they chain of 17 stores. to undertake, trash to move emerged from 2020 to face due to massive changes daily, snow to clear and access EMERGES STRONG a positive outlook on 2021. to shopping patterns, civil to maintain for residents. unrest and protests. All this He said: “There was a Bathrooms, stairways, against the backdrop of one seven-week lockdown in elevators, escalators and

$200-million shopping complex modeled Aon a British town centre became a ‘beacon of hope’ for thousands of Americans in 2020.

While swathes of the USA were caught in a plethora of troubles, managers at The Corners of Brookfield simply dealt with all the challenges. Could it have been down to the guiding hand of town-centre experience at the IM Properties flagship American development?

The mixed-use centre, anchored by a luxury department store and gourmet grocer, opened in 2017. It has shops, restaurants, bars, entertainment venues – including a movie theatre

70 IMReview 71 touchpoints had to be kept has to be a vote of confidence “We have “Coronavirus has added to clean. We are a partly- in what we do and the that sense of place, a sense outdoor venue and people relevance of our tenant mix. managed to of civic pride and belonging. People want to be here, not were walking their dogs and “Our apartment occupancy place The just to shop or dine, but to exercising on the property. and recovery of rents have Corners at the live, relax and interact here. The Corners is private remained robust despite heart of the We have managed to place property but it’s a very public mass furloughs. We have The Corners at the heart space. The right thing to consistently been 95 community and of the community and that do was to keep it clean. percent-plus occupied that sense of sense of place, comfort and since March 2019. “The crisis was an opportunity place, comfort almost homeliness is rare, to win the hearts and minds of “It’s pretty clear that people and almost particularly in a master- our residents, customers and love living above our town homeliness planned project. If we could stakeholders who saw the centre. Demand has not bottle it, we could sell it by efforts we took to keep them missed a beat and the is rare.” the pallet to many landlords! safe. Cleaning schedules residential element is clearly “Our apartments have been were increased significantly supportive of restaurants, so successful that there’s and we maintained a very In a very charged atmosphere have not been immune entertainment and retail in entertainment and residential “Sendik’s has been great to an opportunity to further- visible presence even though in May, protests were to what was described as this mixed use format.” being the future of their work with. It’s rewarding to develop and expand onto non-essential services spreading across many the ‘retail apocolypse’. Looking more broadly, bricks-and-mortar portfolio. maintain the confidence of neighboring land we have and stores were closed. cities and high-profile “Many shopping malls were Rob says: “Other shopping the owners and see the under contract. We are locations, including shopping “Pulling this off is taking “When we did reopen, we severely distressed as destinations are likely to have store prosper and blossom. looking at an even wider centres, were subject of longer than we had thought had a head start on enclosed anchor-tenants and chain to go through a very painful This is a great example mix of uses which will add many protests. The Corners evolution to downsize retail and the disruption in retail has shopping centres because stores closed. However, we of what can be achieved to the sustainability and was not exempt although and create the unique sense been the biggest challenge. we never totally closed reopened 99.4 percent of with vision and a sense of that sense of community when 150 protesters turned of community we enjoy. We didn’t get everything right and had been preaching our leased floor area and, partnership. A succesful at The Corners.” up everything passed off with the original design or and practising safety and since May, have opened “I believe we will be long-term grocery store is a key peacefully. Rob said: “We delivery. But we did the right four new stores and beneficieries from this period hygiene. We expanded didn’t know what to expect thing and corrected that.” element of a mixed-use “We reopened restaurants. We hope to of change as retailers see outdoor dining massively although we had witnessed development and we open the completed Improv mixed-use projects with their Rob highlights the Sendik’s and that brought a buzz and 99.4 percent some ugly scenes of riot noticed an increase in Comedy Club in early 2021.” wide offering of restaurants, luxury grocery store: “It was atmosphere which became of our leased and looting in cities across traffic almost instantly.” the best-kept secret at The infectious. People wanted America. I witnessed a great From mid-May Rob says an floor area and, Corners as it was accessed Returning to his main theme, to be outside after weeks of deal of professionalism estimated 40,000 customers since May, have only from the lower parking Rob adds: “More than ever being confined at home.” amongst our centre a week visited The Corners level. We recognised that we have seen the benefits opened four management and security with many stores back to “Coronavirus As the spring turned to wasn’t working and we put of developing a deep sense team which contributed to a pre-pandemic sales – ahead summer visitor numbers new stores and has added to it right. Now the store is of community around safe and peaceful outcome. of the same period in 2019. increased significantly as restaurants.” that sense of vibrant and flooded with our centre. This extends people saw The Corners as “Covid tested the whole retail He added: “Data shows that place, a sense of light and activity. It is the to our family of tenants, a safe gathering place. “We industy. Tenants across the The Corners is punching well civic pride and fastest-growing Sendik’s by their staff, the apartment even had people traveling 100 retail industry sought rent above its weight with greater comparable sales growth residents, customers, and miles from Chicago to enjoy relief and/or bankruptcy or similar levels of traffic to belonging.” in their chain of 17 stores residents of the town of being with us,” said Robert. protection and landlords centres triple our size. That in the Milwaukee metro. Brookfield and beyond.

72 IMReview 73

SUBARU IRELAND ubaru in Ireland One key advantage of the is the first time that this has IM opened the Subaru Doug Wallace will pioneer a new advanced system is that been done in Ireland. operation in Ireland in 1984 “Subaru is the way of selling cars customers will be able to and Pat Ryan took on the S “Many other brands have safest, most in 2021 bringing huge get instant part-exchange responsibility for the brand in tried it but none has been reliable, most advantages to customers. 2019. He said: “Subaru is the valuations. They will be able able to offer the advances to select a new car, get a safest, most reliable, most capable brand It will allow new-car we have made. A part- SUBARU capable brand in Ireland. part-exchange deal and get in Ireland. We’re buyers to purchase on-line exchange valuation on-line is We’re looking to grow our their new Subaru delivered a first and the customer will looking to grow from the comfort of their volumes significantly next year IRELAND to their home without then be able to get finance own home. While many and it’s a very exciting time to our volumes getting off their sofas! approval on-line. They can manufacturers have tried be working with the brand.” significantly next PIONEERS this, with varying degrees Pat Ryan, Managing Director purchase a new car and get Alongside the new Subaru year and it’s a of success, none has gone of Subaru Ireland, said: it delivered to their door car-ordering and distribution as far as the sophisticated “We’re very excited about all from their own sofa. very exciting NEW WAY system there was a detailed Subaru Ireland model, the launch of this new “The timing is opportune analysis of every dealership time to be which offers huge benefits. system and we believe this given that the Covid in the Ireland network. Pat working with OF SELLING second wave is upon us! explained that this was vital the brand.” It gives a new meaning to as the whole automotive the term ‘home shopping’ sector was facing massive and we are really excited challenges. “Given the to be rolling this out.” costs of producing new Behind the scenes a huge cars, and particularly amount of work went in to hybrids and EVs, we have to developing and tailoring the examine every facet of the system. Specialist external distribution chain to minimise costs,” he explained. consultants were called in “I am passionate about the and their highly-detailed “Everyone in the distribution brand and I know that as report was shared with chain is being challenged in long as we move with the Subaru dealers who gave relation to their margins. We times, Subaru will become their feedback to ensure have to focus on becoming hugely successful,” he says. the new system worked It will allow leaner and more efficient “We are taking a major step as smoothly as possible. new-car buyers in order to survive.” in the right direction now and our future is bright.” The new website was shared to purchase Dealer business cases with Subaru colleagues in on-line from the had to be made across In the build up to the Japan and IM’s IT specialists the network and although launch of the new website were heavily involved in comfort of their there were casualties, Pat Subaru mounted a huge PR the development: “I must own home. is confident that the new campaign focusing on digital commend Pieter Stockman, systems will help Subaru and radio marketing. Local from IM Nordic, who was to grow again. He predicts radio plays a major role in central to ensuring this project that actions taken now will communications in Ireland was delivered on time and mean that new opportunities where it has a stronger reach within budget,” said Pat. will open in the future. than local radio in the UK.

74 IMReview 75 WANT ACTION? JOHN’S YOUR MAN

SUBARU UK’S NEW MANAGING DIRECTOR IS RELISHING THE CHALLENGE AHEAD.

SUBARU IRELAND

This advertisement gets straight to the point as it heralds the brand’s pioneering method of selecting, ordering and financing a new Subaru online. It emphasises the new purchasing journey is as extraordinary as Subaru’s unique models with the ability to even obtain an online trade-in and finance.

76 IMReview 77 SUBARU UK Charles Miller “It was the high build quality and amazing

ohn Hurtig, Subaru UK’s new capability that first Managing Director, loves a won it for me.” Jchallenge – an ideal qualification for taking on one of the toughest roles in the UK motor industry. JOHN HURTIG AND FAMILY John took up his role in August 2020 and even in the high-volume September UK registration-plate-change month, saw Subaru record the largest fall in sales As John gets into his stride he becomes Interestingly, John didn’t start in the to leave to broaden his horizon. He meet as many Subaru dealers as young person, living in central London, of any car brand in Britain. Year-to-date almost evangelical. But along with his automotive business. At one time he recalls this time in his life as ‘boys to men’ possible, John deliberately kept his why would you need a 4x4 car with the figures then were more than 67 percent obvious and sincere admiration for ran a yacht-charter business in the and, along the way, went to university first few months in his new job low key. rugged capabilities of a Subaru? down on the same period in 2019. Subaru, he’s also got a steely strike of Greek isles! That experience came in specialising in human resources and law. He explained: “Subaru in the UK has “But the image of Subarus being just for realism. “I know what’s ahead and in one useful when he was asked to take on seen so many changes in leadership Yet John does not try to hide He’s still keen on an adventurous older buyers and people such as vets way the solution is simple – just three the distribution of Evinrude outboard over the years that I didn’t want to be from the figures or the scale of the outdoor life and lists hunting and in rural areas is equally wrong. Young words: sales, sales, sales,” he said. motors for Sweden and Norway. seen as the new saviour that would task facing him. He relishes it. diving among his hobbies. John and families – particularly now – like an Interestingly he believes one of the factors Even knowing little about that industry, make everything right overnight. active lifestyle. They’re not out every He moved from his previous position as his wife, Anna, have also built four that has held Subaru back in Britain in John took sales from zero to a market weekend climbing K2, but they like Brand Director of Subaru Nordic where the homes while a wooden summer house “It’s going to be hard work. If it were recent years is the brand’s history here. share of five and then 10 percent in outdoor adventure trips and I believe that brand had phenomenal success across six is in the process of being constructed easy I wouldn’t be here so I want to He explained: “Subaru had a fantastic three years. He also worked for Honda Subaru is the best car for their needs.” countries. Which is why John is staggered whenever he can get back to his Swedish get down to it.” rallying success and it made the Impreza in Sweden and, as a result of his at the brand’s current status in the UK. home in Höllviken, south of Malmö. one of the cars that youngsters lusted performance, was asked to take on a Looking to future products, John plays He is passionate about Subaru and after. I know – I was one of them! role at Honda Europe, based in Slough, Back in August John had planned his cards close to his chest. “To be Footnote: Subaru sales bucked owns one privately. “It’s a fantastic where he was responsible for Honda on working in the UK from Monday honest Subaru has never pretended “But Subaru really isn’t a sports brand. the trend in the UK car market in brand with brilliant products,” he says. power products and motorcycle sales. to Thursday and flying to Sweden to be the first with drive-trains. We make SUVs and crossovers October. Official figures issued by “Subaru’s are tough, totally reliable, for weekends with Anna and their We’ve got the great Boxer engine and and that’s the way ahead.” His family background is the military. children, Max aged three and four-wheel-drive technology, but it’s the Society of Motor Manufacturers amazingly good value, great to drive His father is an officer and so was That’s among the messages John has daughter Lykke, aged seven. well known that Subar u and Toyota & Traders showed that Subaru and to tow with and have really good his grandfather. John did service in to convey, both to UK car buyers and are working together on EVs.” sales increased by 12.5 percent levels of comfort and equipment. Sweden’s Coastal Rangers unit of the But those plans became a victim of Covid his dealer network. But the out-spoken while the market dropped by 1.6 country’s Amphibious Corps. But ask as the lack of flights, travel restrictions He won’t be drawn on detailed timing, “It was the high build quality and Subaru champion has other messages percent. New-car sales in Britain more about what he did in this special and quarantine regulations meant that but reassures future buyers: amazing capability that first won it for for his dealers. He warns: “It’s going to were almost 31 percent down operations unit and for once he has John was stranded in the UK. Never “EVs are coming. So the future me. Subaru’s are, like many Japanese be tough, very tough, and there will from January to October. little to say. “Let’s just say I served on deterred, he has thrown himself at could be interesting...” marques, premium quality and it has be tears and no doubt fights along several missions,” is all he admits. cracking the Subaru sales issues. made Subaru one of the top-selling the way. But if the dealers can share He’s also realistic about a UK sales brands in the USA, in Scandinavia and the vision, I know that we can make it Spending seven years in the military, John While he did a lot of behind-the-scenes revival. “Subaru isn’t a brand for elsewhere. So why not the UK?” together. The product is just too good.” rose to the rank of Captain before deciding work and went out on a mission to everyone,” he admits. “If you are a

78 IMReview 79 IM PROPERTIES Doug Wallace

the on-going resilience of The Hub include TNT, and Argos on-line occupies the much-needed boost,” adds HELPING SPEED this sector in the region. Kitchencraft. The famous UK’s first Electricity Cost Richard. “We’re pleased to let Birmingham firm now has Neutral Buildings (ecn.co.uk) the final large unit at The Hub As IM Review went to press, 4,000 lines of kitchen and which was pioneered and and will now be concentrating just two smaller units of VITAL MEDICAL SUPPLIES home wares and sells in delivered by IM Properties on attracting what we 30,000 sq ft and 22,000 more than 80 countries with in 2017 at The Hub. believe will be smaller local sq ft remain at The Hub a turnover of £50 million. operators looking to expand.” decision taken seven Markets, specifically built by Even the Covid pandemic to-patient distribution of vital while the Polar Speed Richard Sykes, Development years ago has proved IM Properties for Birmingham could not stand in the way pharmaceutical supplies unit completed nearly Manager for IM Properties, Doaa Fathallah, Senior Vice to be a shrewd of the success of The Hub. A City Council in a joint with the addition of 23 new 300,000 sq ft of speculative said: “The new hub provides President of Polar Speed and highly-successful In August 2020, right in the partnership – was strong routes to the firm’s delivery space constructed and Polar Speed’s final-mile delivery solutions added: “Polar Speed has middle of the rising crisis, IM investment by IM Properties. from the outset. It sits as a network in the region. let at the development. unit, called for Polar Speed’s customers. undergone a tremendous keystone in the council’s Properties let the final large Less than three miles north period of growth while Back in 2013 the property Polar Speed’s unit, called Hub 100, is ambitious targets under unit on the development. The Hub has easy access of Birmingham city centre, providing innovative wing of IM acquired a 90-acre Hub 100, is state-of-the-art Birmingham City Council’s UPS Healthcare’s Polar to the main A34 and to the state-of-the-art it is about as prime as you solutions to bring our clients site just three miles from the for medical supplies, offering A38 Aston Expressway, 20-year ‘Big City Plan.’ The Speed company, one of the for medical can get. Their long-term closer to their patients. centre of Birmingham and UK’s leading temperature- temperature-controlled which link Birmingham city council’s vision was for commitment to Hub 100 “This new hub is a next went on to develop The Hub warehouse space of 2oC to centre with the M6 motorway supplies, offering the creation of more than controlled supply chains, evidences the quality of our o o o step in ensuring that we – helping to fulfil the city’s took a 15-year lease 8 C and 15 C to 25 C and at Spaghetti Junction. temperature- 50,000 new jobs built on speculative building as well are proactively anticipating urgent need for warehousing frozen storage ranging from Immediately opposite the new businesses contributing on a 100,529 sq ft unit controlled as the wider industrial park. clients’ needs for capacity and and logistics centres vital for for its new warehouse -20oC to -80oC. The unit has site is Witton railway station around £2.1 billion to the warehouse “The letting will be welcomed will provide fully-regulated, ‘last-mile’ deliveries to the and transportation hub space for 8,000 pallets. with trains to Birmingham’s local economy each year. o by the city and the region, end-to-end services, to 98 heart of Britain’s second city. in the Midlands. revamped New Street station space of 2 C to A central part of that plan The letting is one of the o o attracting significant inward percent of UK postcodes.” taking less than 10 minutes. 8 C and 15 C to Interest in the development was for badly-needed largest industrial deals in It will allow Polar Speed to o investment from Polar Speed – which is also home to warehousing for the fast- offer direct-to-pharmacy, the city since the Covid Other high-profile names 25 C and frozen at a time when the local Birmingham’s new Wholesale growing service sector. direct-to-hospital and direct- lockdown began and reflects which have taken space at storage. economy is looking for a

80 IMReview 81 CITROËN IRELAND Dan Eusnen IM CITROËN IRELAND ENDS ON A HIGH NOTE fter five years of put everything, and more, full-year sales figures from “IM are relieved successfully building the 23 dealerships in the into making Citroën a force to that the people Athe Citroën brand be reckoned with here. Our Republic. He said: “We have in Ireland, IM’s contract customers have been happy been approached by firms responsible with Groupe PSA is due to and loyal. We have a great in Ireland keen to open a for driving the end on 31st March 2021. dealer network and we had Citroën dealership under the IM umbrella because success of the This follows a move by many other car dealerships we had earned such a good Citroën brand Citroën’s parent company across Ireland approach us. reputation for being great to rationalise its European will be actively to work with. Our style of involved going operations. With the increase IM invested being open, honest and in costs of manufacturing forward.” huge amounts ambitious were respected and tighter margins for and, of course, we and our all brands, PSA made the of money, time dealerships were being decision to have one importer and resources increasingly profitable. effective immediately and for all its brands in each to resurrect the It’s such a shame.” are planning on opening up of its European markets. Gallic brand. Pat, who hails from Limerick, IM’S ORIGINAL DUBLIN CITROEN SHOWROOM a new DS Salon imminently.” became Managing Director Andrew Edmiston, Managing of both Subaru and Citroën “My staff have PAT RYAN AT IM’S ORIGINAL Director of the IM Group, paid “It is testament to our in Ireland in 2017, is a DUBLIN CITROEN SHOWROOM based in Warwick in the to distribute Citroën cars and tribute to the IM Citroën staff put their hearts excellent performance that man with the automotive UK. There he worked on a vans across the country. and dealerships. He said: “We and souls into we have exceeded 2019’s business coursing through number of projects, including are disappointed that we have registrations of cars and his veins. He is a graduate It was also understood turning this automatic gearboxes for to give up the franchise in next five years IM invested “I have to praise the huge vans in a market that has of University College, that, following discussions business round Jaguar Land Rover. Ireland having put so much huge amounts of money, efforts of my staff and our declined by 22 percent. Dublin where he studied between IM UK and Gowan, time, hard work and financial and we have time and resources to dedicated dealer network. We are the fastest-growing mechanical engineering. During his career Pat took the majority of IM jobs would support into the operation. resurrect the Gallic brand. They put their hearts and mainstream brand in Ireland. an MBA and progressed to transfer to Gowan, which made huge His baptism in the auto souls into turning this We accelerated sales of working with several brands would also maintain the “We had turned the brand strides in the Pat Ryan, who heads industry started in the heart business round and we the Berlingo, for example, before joining IM’s operation. existing dealership network. IM’s vehicle operations in of the modern car industry around in Ireland and the last past two years.” had made huge strides in to become the second- Ireland, reflects on the huge working for Nissan in Japan As IM Review was going to Pat said: “IM are relieved year or so had seen some the past two years with an best selling van in Ireland human investment too: where he specialised press it was understood that that the people responsible really good signs of things expanded dealer network. and just 150 units less In 2015, when IM won the “It’s acknowledged that IM in designing automatic Groupe PSA had awarded for driving the success of getting even stronger. I would We had even-more-ambitious than the sector leader.” rights to sell Citroën cars and inherited a totally-different gearboxes. He went on to the Citroën and DS brand the Citroën brand will be like to pay tribute to Pat, his plans for the future. vans in Ireland, it inherited Citroën operation to the Pat pointed out that by work for JATCO, another franchise in Ireland to actively involved going staff and the dealerships a brand that was struggling much-healthier one that we “So when PSA made its move October 2020 Citroën had Japanese transmission the Gowan Group, which forward. Gowan will be for their outstanding work in the Republic. During the will be handing on,” he says. it was a real shock. We have exceeded the total 2019 specialist, but this time previously held the franchises responsible for the DS brand and commitment.”

82 IMReview 83 IM CHINA Development as we have as you might expect,” says Certification Agency and Back in the UK one additional Doug Wallace coped with two lockdowns Martin. “We have field-based trading operations have staff member, Gurjit Sohal CHINA BUSINESS totalling around six months.” engineers spread across emerged from lockdown (known as GJ) joined the China working on our Vehicle Business Development China went into lockdown very well. They will finish Certification Agency (VCA) division in September as a POWERING BACK during the Chinese New Year 2020 ahead of budget.” business. So as soon as PPE Telesales Executive: “This at the end of January 2020 IM’s Autoglym business in customers located near to is a new project where we any people might be ahead of target and looks – an important marker in the China proved more stubborn our engineers reopened, have sourced high-quality nervous about sitting forward to 2021 with relish! Chinese national calendar we were able to resume to restart, especially as a products aimed at businesses in Martin Dalton’s when almost the entire M Yet behind that cool, calm work almost immediately.” good number of Martin’s to help protection against office in the heart of Beijing. country goes on holiday: “So exterior lies a story of customers were not Covid infection,” says Martin. essentially our Beijing office The VCA business has come China was the country a tremendous effort by allowed to open until July. “She was recruited to sell did not reopen after the long back so strongly that Martin where Covid-19 is said to Martin and his team to “But we saw signs it was high-quality PPE – mainly holiday,” he explains. “And is now looking to recruit have originated. But Martin, overcome everything that returning to normality face masks – which we with the domestic travel more engineers to cope IM’s Director of Business was thrown at them. Two from October,” he said. sourced in China. Initially restrictions imposed then, it with additional work. This is Development who runs the total national lockdowns this was to get our own meant our Chinese staff – who mainly due to China’s drive Re-opening the Beijing Office Group’s Chinese operations, and an inevitable slowdown business up and running had travelled away during the to export more vehicles, in Tongzhou, not far from the is the epitome of calmness. after lockdown. But after that in the Chinese economy holiday – could not return! especially to Europe. staggering new $17-billion He merely says that the we decided to roll it out as a left the team undaunted. Beijing Daxing International business will end 2020 “Eventually our office With more than 20 years new business opportunity.” Airport, proved to be a In true understatement reopened in March, just as experience of the cycle of Central Government,” he says. In conclusion Martin said: “The Martin says: “It’s been an the UK went into lockdown. commerce in China, Martin challenge: “Very strict criteria “But our Chinese colleagues lockdown presented many interesting year for Business And with travel restrictions had already mapped out were laid down by the Beijing embraced these temporary challenges. I am immensely remaining, all Chinese his business model: “This City Government and the rules and regulations in the proud of the Business domestic business travel was was important and it’s why interests of getting the office Development teams, both on hold until well into April.” we budgeted for very little reopened as soon as possible. in the UK and China. Our income for the first quarter. You might think that a Chinese colleagues adapted This was mainly down to “Given the nature of our office three-month forced office “One thing that to working from home the Chinese New Year it allowed us to socially- closure would have a severe quickly, as did the UK staff, holiday. So the initial lack of Covid has taught distance staff, which meant impact on the China business but were also very keen to income, and then restarting opening up an unused performance. However, the us is that we get back to the office and the business following office floor to ensure that picture was far more positive. can operate and to get the business back to lockdown, was largely in everyone could return.” “Actually the impact on our as ‘normal’ as possible. line with our planning.” grow in the face operations was not as bad of disruption Martin says that by late “One thing that Covid has October it appeared that the Taking a measured view of and that with taught us is that we can business in China, Martin Covid situation in China was operate and grow in the face observes: “The Chinese hard work and under control: “Most of our of disruption and that with economy had been struggling determination colleagues have had several hard work and determination for a number of reasons negative tests and life is anything is possible!” prior to Covid-19. So the anything is starting to return to normal. impact of lockdown was a possible!” Many of the restrictions double whammy. But I’m still in force in Europe have happy to say that our Vehicle now been lifted here.”

84 IMReview 85 IM CHINA IM GROUP Toni-Lee Mields Bright dawn of 2021 Andrew Edmiston

s 2020 draws to a fruition – and some may Wall, after his family. Great and is trying to position itself close Martin Dalton surprise many people! Wall is recognised as one the as a maker of quality and says 2021 could be fastest-growing automotive desirable SUV models.” A Martin said: “Despite a double a really significant year lockdown in China work never companies in China and the Alongside internal for the IM Group with new really stopped in terms of Wey brand pitches itself as combustion engine SUVs, ventures on the horizon. overall business development China’s first true luxury brand. Wey has developed electric versions and these are As the Group’s Director of and the search for new Versions of Wey SUVs were expected to be launched in Business Development, a lot automotive franchises. unveiled at the Frankfurt of Martin’s work is carried out Europe in 2021. Germany is “Work intensified with Great Motor Show in 2019. That quietly in the background. likely to be the first market Wall in the past few months promoted the UK’s Autocar While the day-to-day aspects with others following. as they look to launch Wey, magazine to comment: “Wey’s of all IM’s business divisions their new-energy-vehicle entry into Europe will be one Martin has been busy tend to be immediate, much brand, into Europe. Hopefully of the most intriguing yet for a elsewhere too. “We are FUTURE of Martin’s work involves we will see the fruit of this Chinese car maker given that working with another taking a long-term approach, high-profile Chinese brand work in the coming months.” it was set up with the express developing contacts, that we hope to secure for intention of global exports nurturing potential deals and, The Wey brand, the fourth Sweden,” he reveals. “We IN above all, being diplomatic. in Great Wall’s stable, was are also seeing a number of named by Jack Wey, the global manufacturers, and However, 2021 could see billionaire chairman of Great “Wey’s entry into are looking closely at how several of these slow- FOCUS Europe will be they distribute product. maturing deals come to one of the most “We have a number of intriguing yet for a conversations running that Chinese car maker.” we are hopeful of coming to reality, including a sports car manufacturer and a high-profile truck manufacturer. etween the time that I It is, perhaps, fitting that during November. Thankfully, Once bitten, twice shy, as the So as Torbjörn Lillrud, wrote the introduction this happened, given the and as has been the theme of saying goes. Despite a national, the International Motors Bto this edition of extent to which Covid has this year, there was no panic collective groan at Boris’s new Managing Director likes to IM Review and sitting down dominated the working year involved and the policies and lockdown announcement, put it, we are really ‘going to write this regular piece at IM Group. Despite our procedures we had put into we felt even better prepared outside of the box’ in order that ends the Review, extensive preparations and place were put into action.We than for the first lockdown. to secure great opportunities something new (for me) the amount of thought, time closed the office for a week We instinctively knew what for International Motors.” but perhaps predictable, and money we have given to during half term, following we needed to say in terms of happened. I tested protecting staff at our HQ, we which, another national guidance to our car dealers; positive for Covid-19. had a mini outbreak of Covid lockdown was announced. we knew how to move

THE WEY VV7 SUV

86 IMReview 87 forward with our Spitfire “I believe it is sites and how to manage the We should not important not movements and requirements try to rage or fight of our other businesses and to worry about our own staff. But this article against what is tomorrow – is supposed to be about impossible but the future I hear you say? today already instead look to has enough to The thing is, the future has exert enough always been what we make of occupy your it. I’m used to working on the control to steer to efforts.” principle that much of what safety and continue affects our business life, we don’t get to decide – taxation, the exciting ride. regulation, competitor activity and such like. But in this season, the period over which this proves true is massively shortened! Nobody can say going to offer a reminder that predict, not what you are things that he can see from ‘next month, or next week, I had, from my own Covid afraid might happen. And, the raft but you cannot. experience, of a truth I know. above all, remember that we will do this or that’. It When I fell out, I remembered Thankfully, Covid was very we always get to decide how changes so quickly. What what he said and found that, mild for me and really only we respond. So let’s make we can always influence, yes, while it was impossible sure we do decide – plan, though, is our reactions and lasted a couple of days. When to swim against the flow, I responses. The real change, trying to find information on act, react – and not just let could be guided to safety and the way to deal with the the internet about what to the world ‘happen’ to us. by remembering that not expect, most of what you near future, is to make sure I’ll finish with a short story being able to swim against look at is, subconsciously we react and respond quickly. of something I remember the flow does not mean or otherwise, designed to from many years ago. I was you have no control at all. So, the future? frighten the life out of you. in Zimbabwe and went He told me to swim right, In many ways, a crisis like Here’s the truth I know; I white-water rafting on the then left, then right again. Covid is designed to extract believe it is important not Zambezi. Turns out that is a Once we were through the best from a company to worry about tomorrow – pretty dangerous thing to do. the rapid and into calmer like ours. Does that mean today already has enough to The instructions given are water, I clambered back on it doesn’t hurt? Of course occupy your efforts. Worry that if you fall out of the raft board (quickly – there were not. There are lots of things is debilitating and has a in a rapid, it’s impossible to crocodiles in the calm water!) that have really hurt this nasty habit of bringing about swim against the flow, The lesson is that we should year, not least of which is some of the things you were but you can swim across it. not try to rage or fight against the redundancies we made worried about in the first This is important to do so what is impossible but instead during 2020. I’m therefore not place. Instead, be vigilant, be that the raft ‘captain’ can look to exert enough control going to offer some cleverly- purposeful, be confident and guide you which way to to steer to safety and continue scripted, motivational phrase do your best. React to what swim so that you avoid the exciting ride. That is or sentence. Instead I’m you know and can reasonably rocks and other dangerous what I believe we will do.

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