AGENDA GLASGOW TALKS INTERNATIONAL PEOPLE ON THE MOVE Raise a glass for Glasgow’s Peter Duthie forecasts a We are securing global Four key businesses share new independent beer strong future for the SEC recognition for members their latest appointments page 11 page 20 page 21 page 46

MAY 2017 THE MAGAZINE OF GLASGOW CHAMBER OF COMMERCE

RATES OF CHANGE Glasgow businesses are leading the charge to protect the city’s economy

FREE TO CHAMBER MEMBERS / £4.99 FOR NON MEMBERS

www.glasgowchamberofcommerce.com 3 CONTENTS May 2017 04 28 President’s Column Whisky Why we must use our Glasgow’s international influence creative spirits 07 29 Chief Exec’s Blog Future Ambitions Working hard to grow Ambitious vision for the Glasgow economy jobs and skills growth 08 30 Intel Local Elections Craig Vickery discusses The Chamber team is his essential links planning for all results 10 32 Agenda 24 IT Supply Glasgow Chamber is Careful selection of IT leading the agenda providers is paramount 18 12 36 City Roundup Employment Law All the latest news Business could face a from the city change in direction 14 40 Member News Intellectual Property Shining the spotlight An innocent error on our members 20 could prove costly 18 29 44 Partner News New Members Update on the work A warm welcome to of our key partners all new members 20 46 Glasgow Talks Appointments Peter Duthie on the People on the move in Scottish Event Campus the business community

Editor: Anne Marie Hughes Production: 21 22 24 27 Roisin McGroarty Business Rates Design: Felipe Perez International CityFibre Winner Profile Advertising: Contact Publicity Creating global Explore the city’s Glasgow businesses Looking back at GBAs Chief Writer: Kenny Kemp recognition digital future are leading the charge winner Golden Charter 4 Glasgow Business

PRESIDENT

Why we must use our international influence

Neil Amner, President [email protected]

hether we like it or not, two issues are we are investigating the United Arab Emirates as well. dominating our political debate – Brexit and MIPIM in Cannes shows how much work we have to do. the related prospect of a second referendum Make no mistake, this is a highly competitive world. More on Scotland’s constitutional future. than 90 countries were represented and almost every major Both issues do challenge us to work harder in presenting conurbation on earth was vying for new investments and aW coherent international case either for investing in our major real estate projects. The discussions are about smart city region or for expanding our export markets. I pick up cities of the future and about how people can live and work a fairly clear message from the Chamber’s members – in sustainable urban environments. A technology revolution, however the political debate evolves, business must carry geopolitical instability and societal changes are sweeping on and getting on with helping our members grow remains through the business world and property professionals our primary task. are facing the same kind of challenges that other industry To that end, we are significantly increasing our sectors face. They need to find places where there is stability international work. For example, Chamber Chief Executive and continuity. Stuart Patrick recently travelled with the Glasgow team Glasgow has immense benefits and is an attractive to the Palais des Festivals in Cannes where MIPIM, the location to international investors. Our region, which extends international real estate congress, is held. That is one down the Firth of Clyde, is unique in that 1.8 million opportunity to promote our city as an attractive people live and work within the defined area. This place to invest in the hotels, offices and housing is an attractive pool of well-educated talent for that we want. Similarly, I welcomed a trade international companies. Our research base is delegation to Glasgow from Slovenia following equally impressive. But we have to listen to what the Scotland-Slovenia World Cup qualifying informed outsiders think about Scotland. The match at Hampden, and I represented message that comes back loud and clear is Glasgow Chamber in a Scottish Chambers’ that the UK and Scotland’s continuing political delegation to China both to seek out trading uncertainty just makes some investors and opportunities and encourage business international business people that little bit more investment. nervous and so we have to make the extra Of course, our primary aim effort to get our message across. must be to search out direct With help from our members, business connections for our from Glasgow City Council and members and so we will be from the Scottish Government, expanding our formal links we can marshal a powerful with overseas Chambers case for Glasgow. Look out this year. We will have for opportunities to join in visitors from Manhattan as we publish more details in May, and we will of our international be taking a member work. Or let us know delegation out to where you think the Milan in June. Chamber could Discussions help develop a with Chambers new relationship have begun in or make a link Germany and for you.

www.glasgowchamberofcommerce.com 7

CHIEF EXECUTIVE

Chamber will work with Council to grow Glasgow

Stuart Patrick, Chief Executive [email protected]

he local elections are upon us and we will have Direction of travel is taking us to New York, a new administration to work with after 4 May. Northern Italy and Bavaria… It may be a variation of the current administration By Richard Muir, Deputy Chief Executive or something completely new. We await the Glasgow Chamber of Commerce has travelled a long way in its voters’ decision. international trade development work in the last couple of years. TWhatever the outcome may be, Glasgow Chamber will We’ve always had a really strong certificates and documentation want to maintain a strong and positive relationship with service for exporters, but joining up with overseas Chambers of the City Council. The Chamber’s governing body made a Commerce has been a relatively new thing for us. decision long ago that it was far more productive to invest This really started after we were invited by Glasgow the time and energy in understanding the aspirations set City Marketing Bureau to attend a business and media and the challenges faced by the city’s leadership than to networking event in New York last March and we invited lob critical grenades across George Square. We wanted to some of our President’s Club members who are based in the work constructively on establishing the common ground. Eastern Seaboard of the USA. That common ground is certainly not difficult to find. Quite a few of the President’s Club members came to the We all want the city’s economy to grow. We all want to see event and brought some of their senior business contacts too. economic success widely shared. We all want to see It was a really successful evening and we took the opportunity Glasgow attracting investment, bringing in visitors and to meet with the President of Manhattan Chamber of expanding our business community. Commerce, Jessica Walker. Read more online at: goo.gl/zY0u0c Read more online at: goo.gl/LvagDb

Sir Arnold’s proud contribution to youth skills Doing business with Slovenia One of the outstanding figures of business in Glasgow By Elaine Rodger, Head of International Trade Development passed away recently. In his blog at the end of last year our Chief Executive, Sir Arnold Clark leaves behind a tangible legacy for his Stuart Patrick, said: “Brexit has reminded us vigorously that city. The business itself is certainly the most obvious, we have an opportunity to use the international Chamber Europe’s largest independently-owned family-run network so much more than we currently do.” Over the last car dealer. year we have been working hard to do just that – establishing He grew it from scratch, nurturing its success all trade partnerships with like-minded chambers overseas through the years when Glasgow saw one after to support member exchanges into each other’s another old-established family business go to the markets. We took a delegation over to Manhattan last wall and Scotland as a country was lamenting its November and in May we will welcome Manhattan comparative shortage of entrepreneurs. Chamber members to Glasgow. We have an When Glasgow was reaching its lowest outward delegation to Milan planned for June and economic point in the mid-90s, Sir Arnold was there is much more in the pipeline. busily expanding his company into England. Continuing to build on our international But there is also another of his legacies which connections we hosted a delegation from the British is providing opportunities for Slovenian Chamber of Commerce (BSCC) on Monday literally thousands of young 27 March, having been introduced to one another by people in Glasgow every Anne-Marie Martin, Chief Executive of the Council of year. Read more online British Chambers of Commerce Europe (COBCOE). at: goo.gl/J0dBW4 Read more online at: goo.gl/rwpYpA 8 Glasgow Business

INTEL

Craig Vickery Head of ACCA Scotland Essential links From LinkedIn to Lync, the ability to quickly and simply connect with global colleagues is key for Craig Vickery

What technology (from What book(s) should gadgets to software, everyone in business including apps) makes your be reading? working life easier? Slightly different to the norm, I embrace technology Be Our Guest: Perfecting the and, although I still carry Art of Customer Service by a paper diary, I would be Theodore Kinni of the lost without my iPhone. Disney Institute. The one app that I use on Kinni does a great job a daily, even hourly basis, of revealing the magic for business is LinkedIn. I of Disney’s approach to find it particularly useful customer service. You build for keeping contacts up to the best product you can, date and quickly reaching give people effective training my network. Within ACCA, to support the delivery of I find Lync really useful – as exceptional service, learn a global organisation, the from your experiences, ability to speak face to face celebrate success. You with any of my colleagues never stop growing. You anywhere in the world and never stop believing. share information is vital. Customer satisfaction is a moving target. You’ve moved into fantastic A member organisation new offices. Is there such as ACCA must any new technology remain focused upon that you are using to our membership and help productivity/ supporting them in their communication? careers. So for me, great It may seem insignificant, customer service or, in but our new offices have TV our case great member screens playing a loop of service, is a starting point. BBC News, profiles of teams our team of 650 in Glasgow opened recently by the within ACCA and a range are much more aware of Princess Royal. Embracing What do you do that helps of internal messaging to all current developments. three floors of the building you boost your productivity staff. This, together with our The new Global Customer at 110 Queen Street, we were or save time? intranet, ensures that all of Service Centre was officially able to beam a live video of Plan the day ahead, include the ceremony to all staff and time for interruptions and to our London office. take time to think – well, that’s the plan. I find it vital What websites/apps/ to use the skills of the team magazines/newspapers around me to regularly sense do you turn to for check ideas and to ensure business intelligence? we are doing the right thing, Aside from LinkedIn, I read in the best way. the Herald and Scotsman daily. Alongside this, I use What’s the best piece of the BBC News app, Glasgow advice you’ve ever received? Business magazine and The only man to get all Business Insider. Of course, his work done by Friday I’m a regular reader of AB was Robinson Crusoe – magazine (ACCA’s own so concentrate on the publication), which I can important and urgent highly recommend. activities.

10 Glasgow Business

AGENDA

Inspiring City Awards 2017 Inspiring City Awards – PEOPLE MAKE GLASGOW provides a platform to celebrate and reward outstanding businesses, groups and individuals in Glasgow. This year’s awards will take place at the DoubleTree by Hilton Glasgow Central on Thursday 7 September. They offer a comprehensive, long-term marketing campaign which confirms your The Glasgow Business Awards 2017 strong association with aiding the growth of this vibrant city. Glasgow Chamber of Commerce and the Glasgow Chamber of could be perfect for you. Herald welcome the opportunity to work in Commerce’s flagship event, Categories available for partnership with a variety of organisations to The Glasgow Business Awards sponsorship include: promote and grow these important awards. 2017, will take place on Thursday • Glasgow Business Award for Sponsorship of Inspiring City Awards – 5 October at the Hilton Best Performing Business PEOPLE MAKE GLASGOW offers you the Glasgow, so make sure you save (51 employees or over) opportunity to be part of a well-established the date in your diary. This year, • Glasgow Business Award for Glasgow event and align your brand with the Awards will celebrate their Excellence in Customer Service excellence and quality. 20th anniversary. • Glasgow Business Award for Categories available for sponsorship include: There are many opportunities People Development • Industry and Business Award for you to get involved and • Outstanding Contribution by a Business support the awards. If you are Packages to suit all budgets are Leader Award looking to raise your business available. If you are interested • Carer(s) of the Year Award. profile and position your brand in category sponsorship or in front of around 700 guests other options, contact Anne If you are interested in category sponsorship, representing the top innovators Marie Hughes on 0141 204 8325 contact Alan Busby on 0141 201 8323 or and influencers from Glasgow, or annemarie.hughes@glasgow email him at alan.busby@glasgowchamber then becoming a sponsor chamberofcommerce.com ofcommerce.com

Green Light Programme Pupils visiting Clydesdale Bank to learn about apprenticeship a resource of great ideas opportunities

he second year of the Coffee; JWF Ltd; Wasps Studios; Chamber’s successful Douglas Accountancy and Green Light Programme Citizens Theatre. Scottish Apprenticeship Week Tis well under way, with a number “Glasgow Chamber is DYW Glasgow supported an array of industry of organisations involved in a delighted with the level tours during Scottish Apprenticeship Week, series of workshops. of response to this year’s in a variety of key sectors including hospitality, Working in partnership with Green Light Programme. The financial services and construction. Mabbett, a leading environmental programme is all about helping Six schools across the city were partnered with and sustainability consultancy, businesses make a difference the Glasgow Marriott Hotel, the DRG Group, and Scottish Enterprise, the to their bottom line and also Santander, Clydesdale Bank, Tesco Bank and programme uses expert help, reducing their carbon footprint CCG, offering tours to more than 90 young consultancy and training to by making efficiencies. One of people. This allowed an insight into each of the guide Glasgow businesses and the additional benefits has been chosen industries, highlighting the variety of jobs organisations through the steps about the collaboration and in the sector and the different entry routes. and opportunities in developing sharing ideas and best practice,’’ When visiting companies such as Glasgow an Environmental Management said Alison McRae, Glasgow Marriot Hotel and the DRG Group, the young System (EMS). Chamber’s Senior Director. people learned about a range of positions in This year, the organisations The organisations are also the hospitality industry, including front of house. participating are: iCafeUK; working with Resource Efficient Pupils interested in financial services visited St. Enoch Centre; Glasgow Scotland to identify cost savings, Santander, Clydesdale Bank or Tesco Bank to Film Theatre; Glasgow Kelvin and how to improve their learn about apprenticeship opportunities about College; Royal Conservatoire savings on water and energy the role from a current apprentice, while some of of Scotland; Dear Green consumption and waste. them were given the opportunity to design apps. For those with a passion for construction, CCG invited pupils to its Anderson site, where the site manager and current apprentices shared their experiences. www.glasgowchamberofcommerce.com 11

AGENDA Bread the toast of beer lovers

Beer-lovers were able to raise a glass Glasgow Chamber, said: “The brewing of Jaw Brew has teamed for Glasgow’s Circular Economy at a up with Aulds the this delicious blonde beer is a wonderful unique launch event at 29 Glasgow in bakers to develop a example of the Circular Economy in beer made partly from Royal Exchange Square. Hardtack is an surplus morning rolls action. Taking one company’s waste exciting brewing collaboration involving product and converting it into a high Jaw Brew and Aulds Bakers, supported value added product through another by Glasgow Chamber of Commerce. is exactly what this is all about. Hardtack As part of an effort to reduce wasted beer has certainly captured everyone’s food, Jaw Brew, an independent imagination and we hope to see many Glasgow-based real ale craft brewery, more examples from other collaborative has teamed up with Aulds to develop a efforts across different businesses.” beer made partly from surplus morning Aulds Managing Director Alan Marr rolls made fresh daily by the bakers. said: “This is a unique partnership which “After some experimentation, we has resulted in an innovative and great have found that the type of bread used the end of each day. Some of this is tasting product. It is rewarding to see a is suitable for mashing with barley to donated to food banks but there is perfect example of the Circular Economy give body to a beer without adding sometimes too much for the food working and the finished product now fermentable sugars. This means Hardtack banks to accommodate – which is why going on sale.” is a low-alcohol beer at around 2.2 per both parties embarked on this socially The project helped Scotland win cent strength with flavour and texture beneficial project. an award at the Circular Economy that belies that low number,” explained “If we can turn surplus bread into conference held at Davos in Switzerland Alison Hazell, the co-owner of Jaw Brew, delicious beer; we have helped reduce in January. The beer has been packaged based in Hillington Park. “It has a very the amount of perfectly fine bread in 33cl cans and is available at various tasty, light and citrusy flavour. We call it that is sent to landfill and also created outlets across the city, or you can also a table beer rather than a session ale.” a unique and tasty beverage for the buy it direct from the brewery. Aulds makes fresh products daily, adventurous and environmentally- The move followed a meeting and often supplies on a sale or return conscious drinker,” said Mark Hazell, between the two companies organised basis so there is variable amount the co-owner of Jaw Brew. by Glasgow Chamber of Commerce of bread returned or left unsold at Alison McRae, Senior Director, and Zero Waste Scotland.

Our mission to Berlin lasgow Chamber to come to Scotland for of Commerce Chief the Championships. Executive and Deputy The Championships are GChief Executive, Stuart a unique opportunity for Patrick and Richard Muir, Glasgow businesses to joined Team Glasgow for reach out to German “An Evening with Glasgow” visitors, the fourth most in Berlin to promote the important overseas market European Championships in terms of visitor spend on 1-12 August 2018. and second in terms of This was a preliminary number of visits. German mission in February involving visitors made 85,000 trips Glasgow Leader Frank to Glasgow, which equated McAveety, Susan Deighan to £16 million in local and Jill Miller from Glasgow economic benefit. Life and representatives The mission helped to of Glasgow City Marketing foster relationships between Bureau, who were able civic and sporting contacts to highlight the long- in Berlin and highlighted standing Glasgow and the key messages of Glasgow German connections and as a business and leisure encourage more visitors destination. 12 Glasgow Business

CITY ROUNDUP

First Minister to speak at All-Energy conference

irst Minister Nicola Sturgeon is free to those with relevant business/ of organisers Reed Exhibitions. will speak in the opening professional interests. They can visit All-Energy’s conference features plenary conference session and do business in the 400-stand renewable energy generation, at All-Energy 2017, the UK’s exhibition with its exhibitors from as well as low-carbon heating, largest renewable and low- carbon 16 countries; learn from close on energy efficiency in business, local/ Fenergy exhibition and conference, 400 speakers by attending the multi- community energy, investment, which will take place at the SEC on stream conference and the four-day, the grid, energy storage, a session 10-11 May. quick-fire seminar programmes (over specifically for the farming community Not only will the audience hear 100 hours of presentations, discussion and more, including the likely effects the First Minister, but other speakers and debate); take advantage of 1-2-1 of Brexit on the industry. will include Frank McAveety, Leader meetings with buyers eager to enlarge Chamber President Neil Amner will of Glasgow City Council; Keith their supply chains; make use of the be speaking in the inaugural Smart Anderson, Chief Operating Officer of invitation-only Power Club Lounge Urban Mobility Solutions conference ScottishPower and Chief Executive of and enjoy networking at the Giant on Day 1. ScottishPower Renewables, which is Networking Evening. chaired by Professor Sir Jim McDonald, “We look forward to welcoming Online registration, the conference Principal and Vice Chancellor of you. The buzz, the enthusiasm, the programme and full information Strathclyde University, as they set the business done… it gives All-Energy on All-Energy and SUMS is at scene for two stimulating days. a very special and vibrant feel,” says www.all-energy.co.uk and www. Admission to all parts of All-Energy Event Director, Jonathan Heastie smarturbanmobilitysolutions.com

Patrick declares ‘Glasgow still open for business’

Glasgow must keep up the Glasgow. Those investors to smart cities and what they business districts sitting momentum in its bid to who might be considering are delivering. alongside large integrated attract new international the City region as a place to “We are well able to neighbourhood projects capital and investors, make a sizeable long-term compete. Glasgow has with exciting new housing says the Chamber’s Chief investment have become real promise with the options. There are real Executive. more reserved in the wake of development of our challenges for Glasgow in Stuart Patrick, who what is going on. Now is not innovation districts and this international market was speaking at MIPIM, the time for Glasgow to step the scale of the City Deal place for capital and the leading real estate back from its well-known allows us to make a investment. We need 25,000 conference held this year international outlook.” generational shift in new homes in Glasgow, in Cannes, said: “Brexit is Stuart was impressed many communities, yet the likes of London definitely having an impact by the scale and but other cities are are building this number on how the UK is being ambition of other not hanging around every year.” perceived by international major urban watching us. They He said that Team investors and the conurbations, are presenting some Glasgow’s presence at MIPIM consequence of this means their ambitious mixed-use was imperative to show the it is harder to promote approach development with city was open for business. www.glasgowchamberofcommerce.com 13

CITY ROUNDUP

Partnership launches Tontine space hub

The Scottish Centre for Satellite Councillor Applications (SoXSA), at the University Frank McAveety, of Strathclyde, and Glasgow City Council at Tontine will use funding from the UK Space Agency to bring young high-growth companies to Tontine, an innovation hub in Glasgow’s Merchant City. The partnership gives Scotland an even greater share of the UK space industry. Around 18 per cent of the UK’s space sector employment – the companies to the heart of our city – and growing status as a home for advanced equivalent of around 7,000 jobs – is now to Scotland’s first Innovation District. industries and technologies, so critical based in Scotland. Successful space The strong links between the University, to our long-term success.” companies from around the world are the space sector and government Six companies will be located at now choosing to base themselves in have fostered an environment where Tontine, and will receive business Glasgow. The industry generates a total disruptive space technologies and support specific to the space sector, annual turnover of more than £11 billion. satellite applications are being created accommodation and administration Professor Sir Jim McDonald, Principal – benefiting a wide range of sectors, costs covered for two years, and of the University of Strathclyde, which companies and the economy as a whole.” dedicated workshops and expertise. is leading the partnership, said: “This Councillor Frank McAveety, Leader Tontine was the first project to investment from the UK Space Agency of Glasgow City Council, said: “I am be funded through the £1.13 billion underlines the city of Glasgow’s thrilled by this news. It is another Glasgow City Region City Deal, and is international reputation as a thriving coup for Tontine, which will provide expected to inject £53.6 million in to hub for businesses in the space sector, a perfect environment for young and the economy of the region. The space which play a vital role in the growth and growing companies in the space hub will join a UK network of space advancement of the industry globally. sector. Attracting such companies incubators, which will support the UK’s “It’s fitting that we work with Glasgow is great for the innovation clusters ambitious plans to achieve 10 per cent City Council to attract more innovative developing in Glasgow, underlining our of the global space market by 2030.

TOTAL BWF Badminton World Championships Start honing up on your international badminton by finding more about the top players heading to Glasgow this summer. For starters, Chen Long is the men’s singles world champion, from China, while Carolina Marin, the women’s singles champion, is from Spain. Mohammad Ahsan and Hendra Satiawan from Indonesia are men’s doubles champions, while China’s Zhao Yunlei is the world women’s doubles champion with Tian Qing, and mixed doubles champion with Zhang Nan. The TOTAL BWF Badminton World Championships is the most prestigious tournament in the sport, rivalled only by the Olympic Games. There are five events – men’s and women’s singles, men’s and women’s doubles and mixed doubles. The tournament, at the Emirates Arena, which hosted the badminton competition during the Glasgow 2014 Commonwealth Games, starts on Monday 21 August with the finals on Sunday 27 August. China will be bringing a strong team but there will be plenty of others aiming to challenge the Asian dominance including Spain’s Carolina Marin, England’s Chris and Gabby Adcock and Scotland’s Kirsty Gilmour. The last time a player from the British home nations secured a medal was in 2011 when Scotland’s Imogen Bankier partnered England’s Chris Adcock to the silver medal in the mixed doubles in London.

Tickets are now on sale at: www.glasgow2017.com 14 Glasgow Business

MEMBER NEWS

Barrhead Travel team with former NASA astronaut Brian Duffy

NASA veteran is the star of the show during Glasgow visit

n astronaut flew into Duffy and a team from the to Barrhead Travel, and the organised in conjunction Glasgow recently to Kennedy Space Centre. Kennedy Space Centre in with Kennedy Space Centre, give staff at Barrhead Brian, who is a veteran of Orlando plays a major role in will pique even more interest TravelA a truly out-of-this-world four space flights and has attracting holidaymakers to in this destination. experience. spent more than 40 days in this destination. Following Brian’s visit to The travel agent’s Oswald orbit, shared his fascinating The company is sure that the store, he shared exciting Street store in Glasgow stories during his visit. prospective holidaymakers space stories with youngsters was proud to play host to Florida bookings are will be inspired by Brian’s at Cross Arthurlie Primary former NASA astronaut Brian incredibly popular, according visit and no doubt this visit, in Barrhead.

Work gets under way on speculative build at Clyde Gateway East

Construction work is under way at Clyde A new 27,000 sq ft industrial unit is being Strategic partners Gateway East Business Park, as a new built on a speculative basis at Clyde Gateway 27,000 sq. ft. industrial unit is being East Business Park True Student has appointed built on a speculative basis for urban Clyde Property as its preferred regeneration company, Clyde Gateway. partner in promoting and securing The Clyde Gateway East development reservations for its new student lies just off Junction 2A on the M74 and accommodation, due to open is already home to BT, Glacier Energy, in Glasgow’s vibrant West End in Dentec and Cusack. The unit will September 2017. provide 25,500 sq ft of manufacturing This appointment represents a and engineering space and a further strategic alliance between the two 2,000 sq ft of office space with service firms, which both believe that the yard, parking and landscaping. student accommodation market in The £3 million construction will be Glasgow is filled with opportunity. built by Kier Construction Scotland, True Glasgow West End will procured through the Scape National consist of 589 bedrooms, all en- Minor Works Framework, and will be public and private sector. suite, and many with self-contained completed later this year. Clyde Gateway covers an expansive studio kitchens. On-site amenities Established in 2008 following the area with opportunities existing for all will include a giant slide, festival announcement that Glasgow was to types of businesses, from large energy space, cinema room, meeting hub, hold the 2014 Commonwealth Games, sector international organisations library, café, fully-staffed gym with Clyde Gateway has seen more than looking for the ideal location to trade, to classes, and bookable dining rooms £1.5 billion invested in the area in SMEs which require a modern but cost- for when family or friends visit. the last eight years from both the effective location for their offices. www.glasgowchamberofcommerce.com 15

MEMBER NEWS

Chamber lunch launches new sponsorship deal Mott MacDonald at A chance meeting at the recent Reaction Chamber lunch event has brought about St Vincent Plaza a new sponsorship deal between Atlantic rowing team Carbonzerow and Chamber n the largest letting in Scotland Abstract’s member Ogilvie Ross. since the EU referendum, global St Vincent Attending the lunch was Strathclyde management, engineering and Plaza University PhD researcher Kyle Smith who Idevelopment consultancy, Mott was hoping to promote the Carbonzerow MacDonald, has concluded terms team that is competing in the Talisker to move to Abstract’s St Vincent Whisky Atlantic Challenge. This event is Plaza office scheme. the premier event in ocean rowing – a The business is relocating its office challenge that takes teams more than from 1 Atlantic Quay in mid-2017 4800 km west from San Sebastian in and will take the entire fifth and La Gomera, Canary Islands to Nelson’s sixth floors of the development Dockyard English Harbour, Antigua comprising 34,515 sq ft on a new and Barbuda. The annual race begins 15-year lease. in early December, with up to 30 teams Plans for their fit out are well participating from around the world. advanced and it is envisaged that Ogilvie Ross Managing Partner work will begin shortly in advance John Ross was so impressed with the of occupation in the summer. With a BREEAM “Excellent” challenge and Kyle’s own commitment St Vincent Plaza is a speculative environmental accreditation, the and drive that he agreed that the Grade A office development of development provides the most firm would become one of the team’s 172,280 sq ft arranged on lower cost-effective, new-build city centre corporate sponsors. John also arranged ground, ground and 10 upper floors. office accommodation anywhere in for Kyle to be a guest on the business The building occupies a prominent the UK. podcast series “In conversation with” to position in Glasgow City Centre and Mott MacDonald joins an help promote the team and their charity has been designed to support highly impressive list of occupiers including partner The World Land Trust. efficient day one occupancy levels KPMG, Whyte and Mackay and the from one person per 6 sq m. Registers of Scotland.

Thomson Gray to expand

Thomson Gray has opened a new office in Glasgow

Thomson Gray has Director, who has more than announced the expansion of 25 years’ experience in all its practice with the opening aspects of building surveying, of its office in Glasgow. will head up the office. The Tay House office will Stuart Gray, Managing offer a full range of services Director, said: “We are thrilled including building surveying, about launching an office in cost management, project Glasgow and it underlines management, and health our commitment to be and safety consultancy a truly national practice services. servicing clients throughout John Cartwright, Technical Scotland.” 16 Glasgow Business

MEMBER NEWS

La Bonne Auberge named Hotel Restaurant of the Year

Austin Healey (host), Gareth Magee, Stewart MacDonald, Chris Brown and Abhishek Girdhar from award sponsor Santander

Livia Bell, General Manager, Holiday Inn Glasgow Theatreland, with Maurice Taylor CBE Awards success for La Bonne Auberge at Holiday Inn Glasgow Theatreland, in the heart of the city’s cultural quarter, has won Scott-Moncrieff the Hotel Restaurant of the Year Award at the inaugural ccountancy and business advisory the new strategy, the firm has already Prestige Awards. firm Scott-Moncrieff recently delivered 10 per cent increase in turnover, An established institution triumphed at the UK MPF with margins and net profits of the city’s exceptional (ManagingA Partners’ Forum) Awards for also significantly increased, and restaurant scene, offering Management Excellence 2017, winning the has improved communication and an authentic French award for Best Strategy Implementation. commitment to its people. Mediterranean brasserie Scott-Moncrieff appointed a new board The MPF Awards recognise excellence experience in the heart in 2015, tasked with implementing a new and best practice across the professional of Glasgow’s city centre, five-year strategy for the firm. Alongside services sector, including the accountancy, La Bonne Auberge was substantial improvements to efficiency, legal and commercial property professions. founded more than 40 years including major IT investments, the Scott-Moncrieff was the only Scottish ago by Maurice Taylor, the strategy also aims to deliver a 50 per cent firm to feature in the Awards and was the entrepreneur who last year increase in income. Just 18 months into runner-up for Best Strategic Leadership. was awarded his CBE in recognition of his services to business and to charity. Created to showcase and Glasgow furniture firm wins largest reward outstanding service within the hotel industry industry contract in Scotland in Scotland, the Prestige Awards were voted for by Office furniture provider showcasing the Alpha the public with finalists the Alpha Group has Group’s capabilities, both hand-picked by a panel of been awarded two major projects have contributed independent judges. contracts in Scotland and to the company’s ongoing Chardon Trading, which Ireland, representing the growth and success. operates the Holiday Inn largest contracts in the The Central Bank of Glasgow Theatreland and company’s history. Paul Black, CEO, the Alpha Ireland contract win La Bonne Auberge, also won Alpha Scotland, based Group, and Nick Lyons, Sales puts 1080° on the bank’s the SME300 Outstanding in Glasgow, has secured a Director, Alpha Scotland procurement framework Profit Growth category of contract for ScottishPower’s for the next five years. The Business Insider and new global headquarters 1080°, is completing a The ScottishPower Bank of Scotland Scottish in the city and is providing contract to fit out the new contract was one of the SME Awards following office furniture for 2000 Central Bank of Ireland first major wins for Alpha exceptional rises in turnover employees. At the same building in Dublin which Scotland, a relatively new and operating profits. time, the Alpha Group’s will house 1500 employees. member of the Alpha workplace design division, In addition to Group family. www.glasgowchamberofcommerce.com 17

MEMBER NEWS

UKSE invests in future entrepreneurs More than 300 young secretary and marketing people from across Glasgow, manager, as well as develop Lanarkshire and Ayrshire business plans and make are gaining entrepreneurial tax payments. experience thanks to The students’ products are funding from UK Steel then sold through various Enterprise (UKSE). channels, such as online Charitable organisation platforms and at local trade Young Enterprise Scotland Anne Clyde, UKSE and Geoff Leask, Young Enterprise Scotland with fairs. Teams then decide how (YES) equips young people Robert Hunt and Lauren Carney, Young Enterprise Scotland participants they most effectively use with the skills needed to their profits. start their own business, Programme Initiative. and managing a business. At the end of the course, secure employment or enter Arranged in partnership In addition to creating a teams will attend a national further education. with schools, the year-long product or offering a service, competition to showcase To assist them on their initiative is designed for the budding entrepreneurs their successes in the hopes mission, UKSE has granted pupils aged 16 to 18, who are required to assign real- of being named “Company £7,500 for its Company are tasked with setting up world roles, such as financial of the Year”. Over 130 businesses in line to win City Building contracts Iain Dunn, Commercial Property Partner, BMK; Liam Entwistle, Chief Executive, WJM and Rosina Dolan, Private Client Partner, BMK ity Building is giving scores of Glasgow businesses the opportunity to achieve growth after appointing them as suppliers. CThe construction firm awarded 136 Glasgow- WJM and BMK based companies framework sub-contractor status to supply more than 70 construction Wilson to merge and trades services. The services they are eligible to deliver range Wright, Johnston & Mackenzie LLP (WJM) is from ground investigation and demolition to further expanding its services in Scotland joinery, heating and plumbing services and by merging with BMK Wilson in May 2017. installation of micro renewables. The merged practice will continue to be Each of the successful suppliers were known as Wright, Johnston & Mackenzie subject to a detailed evaluation process, LLP in Glasgow, and Wright, Johnston & with their bids individually assessed Mackenzie LLP incorporating Barty’s in by a team of 20 experts across eight Dunblane. This arrangement sees ongoing separate divisions within City Building. implementation of WJM’s plan Factors that were considered during to strengthen and grow the key areas the evaluation process included of Private Client, Commercial Property, environmental sustainability, Corporate and Dispute Resolution. employment of apprentices and All five partners and 16 employees from delivery of community benefits. BMK Wilson’s Glasgow and Dunblane The firms have been awarded offices will be joining WJM, representing framework status for three years an 18 per cent increase in head count. with the option to extend their The announcement comes less than a agreements by up to 12 months. year after WJM formalised its merger with More than four-fifths (82.5 per cent) MacArthur & Co in Inverness, and a brace of the successful businesses are of senior appointments from McClure SMEs (small-medium sized Naismith in August 2015. businesses), potentially delivering The merged firm will mean WJM has a major economic boost to Glasgow’s 28 partners, 56 fee earners and 52 employees SME community. Dr Graham Paterson, across its four offices in Glasgow, Edinburgh, The framework is part of City Building’s Executive Director of City Building Inverness and Dunblane. commitment to contributing to the Glasgow economy. 18 Glasgow Business

PARTNER NEWS

A new venue comes to Loch Lomond Shores

The Shore is set to open a new restaurant and spa for local residents and visitors

lasgow’s deluxe conference due to open in 2017 at Loch Lomond & the Trossachs National and events venue, 200 SVS, Lomond Shores. Park Authority have worked in has announced its expansion In addition to the restaurant and partnership to help bring this Gplans for 2017, bringing a brand-new spa, it will incorporate a wedding new investment to the area. wedding and events venue with and events venue with a capacity restaurant and spa to Loch Lomond. of up to 300 guests. The Shore, Loch Lomond will open Following a significant Scottish Enterprise, the in late summer across two floors investment, the 800m2 venue – Scottish Government’s economic in the former Gateway Centre in The Shore, Loch Lomond – is development agency, and Loch Loch Lomond Shores. Strictly stars set the dance floor alight Picture courtesy of Nick Ponty Giovanni Pernice from BBC Television series Strictly Come Dancing wowed fans when he took Campus Watch initiative to the dance floor at Glasgow Hilton Cabinet Secretary for Justice, Michael with dance partner Luba Mushtuk Matheson, recently visited Glasgow Airport to to help raise money for The Prince help launch this year’s Campus Watch drive. & Princess of Wales Hospice (PPWH). The Justice Secretary was briefed on The duo were special guests at Glasgow’s successful Campus Watch this year’s award-winning (A Little programme by members of the senior Less) Strictly Come Dancing event, management team and representatives from sponsored by Malcolm Group. Police Scotland who are based at the airport. The evening, hosted by Campus Watch was introduced in 2013 in broadcasters Bryan Burnett and and Colin Forbes, Balfour Beatty. partnership with Police Scotland to tackle Rhona MacLeod, saw six couples PPWH provides free palliative disruptive behaviour at Glasgow Airport and made up of hospice supporters care and is moving to a new provides training, advice and support to staff and professional dancers compete purpose-built site in Bellahouston who interact with passengers on a daily basis. for the glitterball trophy, which Park next year, on land gifted by One of the key aims is early intervention. was won by Ian Johnstone of AG Glasgow City Council. Staff are encouraged to report the details of Barr and his partner Tracy Donald. The total of the £21 million Brick any potential incident of disruptive behaviour The judges were Giovanni and by Brick Appeal to build a new to the airport’s central control room through Luba, along with BBC Scotland home for Glasgow’s Hospice has a phone number printed on employees’ ID presenter Kaye Adams and John now reached £19.6 million. badge. This information, including passenger Comrie, the head judge and the description and travel details, is shared with Chairman of the British Association To donate £5, text BRICK to 70660 staff across the airport via a text alert system. of Professional Teachers of Dancing or make a donation online at of Scotland. www.ppwh.org.uk/donate Pictured: Amanda McMillan, Managing Other competitors included: Director, Glasgow Airport; Inspector Bob Sarah Kelso, Scottish Enterprise; Pictured: Broadcasters Bryan Smith, Glasgow Airport Police Commander Neil Burke, Malcolm Group; Robin Burnett and Rhona MacLeod and Michael Matheson MSP, Justice Secretary Hagman, Cinch Ideas; Claire with Giovanni Pernice and McCracken, Lindsays Solicitors, Luba Mushtuk www.glasgowchamberofcommerce.com 19

PARTNER NEWS

Propelling our city

Vodafone to create about 100 jobs in Glasgow

Telecom giant Vodafone is David Brown, retired marine engineering lecturer; Andy Aire, ship manager; to create about 100 jobs in Frank Brown, CEO, Clyde Maritime Trust; Paul Little, Principal and Chief Executive, City of Glasgow College; and Captain Ron Bailey, Chair, Clyde Maritime Trust Glasgow with its biggest expansion for a number of years. he original 1m-high, 1.7-tonne twin history of The Tall Ship – the Glenlee. The company is adding bronze propellers from The Tall Ship The Glenlee is one of only five Clyde- 2100 jobs across the UK, at Glasgow’s Riverside Museum built ships still afloat in the world today with new customer service Tare now on permanent display at City of and the only one of her kind in the UK. roles across Scotland, the Glasgow College’s Riverside campus. She is a three-masted, steel-hulled Midlands, north of England The propellers are a gift from Clyde sailing barque, 245 feet in length and and Wales over the next Maritime Trust to the College where with a cargo capacity of 2600 tons. She two years. Marine Engineering Lecturer, David Brown, was launched on 3 December 1896 at Vodafone UK Chief lovingly restored their unique grandeur. the Bay Shipyard of A. Rogers & Co. in Executive Nick Jeffery said: Frank Brown, Chief Executive, and Port Glasgow. “These new, skilled roles Captain Ron Bailey, Chairman of Today, she is The Tall Ship at Riverside, a will make a real difference Clyde Maritime Trust, along with Glasgow landmark and important cultural to our customers and to representatives from City of Glasgow asset, recognising and promoting the the communities that are College, attended a formal ceremony importance of the city’s maritime history. the focus of our customer recently during which a commemorative The propellers date from when the ship services investment. plaque was unveiled illustrating the was with the Spanish Navy. “Our ambition is to give our customers the best experience possible, College celebrates treble award win providing an outstanding level of service and support Glasgow Clyde College is ‘Make it in Fashion’ schools as we continue to invest in celebrating after winning taster day, winning a building the biggest and two gold awards and a bronze award. best network in Britain.” bronze at this year’s The College Vodafone said the new College Development Development Network jobs will enhance the quality Network Marketing (CDN) Marketing Awards of service for its 18 million Awards after receiving recognise and celebrate UK customers as part of nominations in three of the excellent marketing a three-year, £2 billion its categories, including quality of research and and communications investment programme in campaigns for Design, the knowledge of the practice taking place its network and services. Integrated Marketing application cycle which in colleges. In addition, Vodafone’s Campaign, and Market informed it. The 2015-16 third-party customer service Research. recruitment campaign Pictured: Kim Turkington, Marketing Officer; Alan Russell, partners will create almost Led by Amanda Proud, research also won the top Graphic Designer; Amanda 600 jobs in Newcastle upon the College’s marketing prize in the Marketing Proud, Head of Marketing Tyne, nearly 200 roles in team won gold in the Research category. and Communications; Sonja Stokoe, Marketing Officer; the west of Scotland and Integrated Marketing The team was also Charlie Bell, Marketing 100 in Cardiff. The company Campaign category for recognised for its refreshing Administrator; Nicola Meredith, has around 12,500 its 2016 recruitment magazine-style design to PR and Communications employees in the UK. campaign, with the promote the Fashion and Co-ordinator and Liz O’Connor, Marketing Officer, Glasgow judges highlighting the Textiles department’s Clyde College 20 Glasgow Business

GLASGOWGLASGOW TALKS TALKS

Peter Duthie Chief Executive Officer, SEC Front and centre City’s flagship venue revels in role as economic powerhouse

ylie Minogue says her Glasgow fans are fantastic, Rod We are also blessed as a city we have national support from Stewart calls it home from home, while Still Game VisitScotland and the Scottish Government, which is very and Kevin Bridges can pack out the venue with different to other UK cities such as Liverpool, Manchester hundreds of thousands of Scottish comedy lovers. or Birmingham.” Glasgow’s flagship entertainment, conference and The name change is designed to include the live Kexhibition space – now known as the Scottish Event Campus entertainment aspect of the SEC, which now makes up (SEC) – has garnered well-deserved international plaudits for about 50 per cent of the revenue. its brilliant live entertainment and its significant conferences “There was definitely a lack of perception of the campus and national events, attracting 1.8 million visitors a year. as one entity and we wanted to do something to join it all Despite this, it is not resting on its laurels. up. SEC better reflects the future, although it still keeps its Peter Duthie, the SEC’s Chief Executive and guest speaker link with our heritage. People still know who we are and it at the Glasgow Talks event held in his own venue, spoke has been really well received in the business community about the future and ambitious plans to ensure that and with the public,” he said. the SEC, formerly the Scottish Exhibition & Peter Duthie, who took over as CEO in April 2014, Conference Centre (SECC), maintains its position has been with the organisation since 1984. A as a world-class centre, which includes the SEC former Scottish cricketer, he had been the SECC’s Armadillo, the SEC Centre and the SSE Hydro. Commercial Director since 1991 watching the In introducing Mr Duthie, Chamber Chief growth and development on the site of the Executive Stuart Patrick pointed out that every former Queen’s Dock. He spoke about SEC’s successful city has a distinctive set of assets ‘fantastic level of expertise’ that is recognised which underpin its growth and, for Glasgow, in the industry and a people strategy the SEC is an undoubted jewel in town. The embracing the values: teamwork, respect, campus is a central feature of Glasgow, indeed positive, friendly and fun. The aim is: ‘to be Scottish life, and a “massively significant” the best event campus in the UK’. powerhouse, delivering economic value of The city council now owns 90 per cent £1 million a day into the city’s economy. of the business in a stand-alone company Mr Duthie spoke of the opportunity for with a turnover of £29.4 million a £150m public sector infrastructure and profits of £1 million. programme over five years which will significantly enhance the economic impact on the City. He also spoke of the importance of working with partners across the City. “Collaboration is hugely important for us. It is basically a point of difference for us in terms of our position in the conference and events market. When people come to Glasgow, it is made easy because everybody is working with them, giving them the contacts and introductions that they need. There is support for the universities in terms of academic ambassadors bringing the visitors in the first place, the Chamber facilitating conference engagement with business community, the City Marketing Bureau sitting alongside us and then the City of Glasgow behind all of this. www.glasgowchamberofcommerce.com 21

INTERNATIONAL

INTERNATIONAL TRADE PARTNER CREATING GLOBAL RECOGNITION

Glasgow Chamber helps members achieve Authorised Economic Operator status

lasgow Chamber of as you develop an audit culture Brexit will have on international trade Commerce is delighted to • opportunities to improve and or the AEO programme and only time be working with Craig Kerr of rationalise logistical systems and will tell. What is certain is that the rules AEO Consult to deliver a new identify deficiencies in procedures on compliance and security are not training programme to support our • reduced risk of theft by securing likely to change as these are crucial Gmembers who are trading globally. your supply chain components to all those involved in The Authorised Economic Operator • recognised as a secure and safe the supply chain from the sellers, freight (AEO) certificate is an internationally business partner forwarders, storage, buyers etc. Global recognised quality mark indicating that • develop a trusted relationship supply chains are complex but closely your role in the international supply with customs. integrated to ensure best practice chain is secure and that your customs and efficiency. controls and procedures are efficient To achieve AEO, the applicant must AEO certification will most definitely and compliant. first complete a typical application demonstrate to businesses worldwide As of 2017, there are more than 14,800 form (C117) accompanied with a business’s commitment towards EU businesses that have nominated a thorough Self-Assessment striving for excellence in all stages AEO as their desired supply chain questionnaire (C118-SAQ) designed to of the supply chain and security. UK security standard and more than 500 of understand the full mechanics of the businesses that are AEO certified post- these companies are based in the UK. business. Customs officers will review Brexit will be more sought-after and the submitted forms and ensure they trusted trading partners than those Some of the benefits from achieving meet AEO criteria. If successful, the without this prestigious accreditation. AEO certification include: applicant will move to the next stage • fewer physical and document- and undergo a full site audit performed MORE INFORMATION based controls by trained HMRC officers. There is Our next AEO programme will • priority treatment on consignments no doubt that this process at first take place on Tuesday 16 May. For when boarding and unloading at ports seems overwhelming, but companies further information about this and • choice of the place of customs controls should bear in mind that all customs all international trade development • easier admittance to customs authorities worldwide have the same activities please contact Elaine Rodger simplifications such as customs or similar processes which are aligned on 0141 204 8332 or email elaine.rodger warehousing, inwards processing with meeting AEO criteria. AEO is @glasgowchamberofcommerce.com and transit now considered as the EU benchmark • reduced data set for summary declarations standard for all businesses operating in INTERNATIONAL DIARY DATES • financial guarantee waivers the international trade arena. We are looking forward to welcoming • mutual recognition – currently with The next couple years will inevitably Manhattan Chamber of Commerce Europe, the US, Japan, Norway, see significant changes in the way the and its members to Glasgow, week Switzerland, Canada and China and UK trades with the world but more beginning 22 May. We are taking more countries in the pipeline. importantly with the EU. It is fair to say businesses over to meet members of that operating in the single market has the British Chamber of Commerce in Indirect and organisational made it easier to trade internationally Northern Italy on 5 and 6 June. Watch benefits include: with many economic benefits. It is, this space for more information about • improved corporate governance of course, uncertain what effects that how to expand your global connections. 22 Glasgow Business WiFibre Glasgow businesses explore the digital future as the city’s gigabit project connects them to new opportunities

James McClafferty, CityFibre, and David Hogg, HighNet

round 70 business leaders enabled by smart city infrastructure. strive to keep ahead of digital trends. gathered in Glasgow “As we move further into the “We are very excited that CityFibre recently to explore the digital age, the case for new, full-fibre is investing in Glasgow and already city’s digital future in light infrastructure instead of continual transforming the digital experience of its ongoing development upgrades to aging networks is made of city businesses. This will ultimately asA one of Scotland’s first gigabit cities. clear. By driving this investment, help them become more productive Chaired by Glasgow Chamber of Scotland can position itself for future and competitive and enable them Commerce in partnership with gigabit opportunities and economic growth to invest in the latest business tools city developer CityFibre, the event while also laying foundations for which depend on resilient, reliable fibre gave local professionals the chance to innovation, skills development and the connectivity.” find out more about the opportunities creation of high-value jobs.” Other event speakers included the project presents for their business Stuart Patrick, Chief Executive of CityFibre’s CEO, Greg Mesch, who spoke and the city itself as the world moves Glasgow Chamber of Commerce, of his ambitions for Glasgow and the increasingly online. added: “Glasgow’s telecommunications UK as a whole, Ernst & Young’s David It also highlighted the importance infrastructure has been a high-profile McIntosh who explored the Gigabit of the project in terms of Glasgow’s concern for Chamber members for City movement in the global context, competitiveness, growth and future many years as the city’s businesses and HighNet’s David Alldritt MBE, who resilience as demand for digital services discussed emerging technology trends grows, and rival cities and nations race such as augmented reality, “Internet of ahead in terms of fibre investment. Things” and big data. Speaking at the event, James Brightsolid’s Neil Campbell and McClafferty, Head of Regional Graham Cantlay from Glasgow-based Development in Scotland at CityFibre, Robb Ferguson Chartered Accountants said: “Glasgow’s gigabit city project also shared their experiences as ‘gigabit is transforming the city into one of businesses’ connected to CityFibre’s the most connected in the world. networks in Aberdeen and Glasgow. This will open its doors to a host of new opportunities, for example, For more information about improved mobile coverage, more Glasgow’s Gigabit City project, competitive and productive businesses visit: www.cityfibre.com/gigabit- Speakers at the event and safer, greener communities cities/glasgow/ www.glasgowchamberofcommerce.com 23 24 Glasgow Business Campaign to ease tax burden

Incensed traders are rising up in their own protest as the city’s night-time economy comes under threat from soaring business rates. The Chamber is backing their stance on a ‘broken tax’ Words by: Kenny Kemp

he Garage in Sauchiehall He contacted licence trade colleague Street is a celebrated Paul Waterson, and an unlikely protest part of the city’s famed movement was born. Glasgow Chamber night-time economy. of Commerce has been at the Most evenings, especially forefront, representing its members at weekends, this night and working with the night-time spot is packed with economy members in the city, Tstudents and older punters who dance, including a coalition of the Scottish chat and drink, often into the small hours. Licensed Trade Association (SLTA), the There’s some irony that it was originally British Hospitality Association (BHA), set up by a colourful and punk rock-loving the Scottish Tourism Alliance (STA), business owner and is now something of Glasgow Restaurants Association a city centre institution. Owner Donald (GRA) and Glasgow Hotels Association MacLeod, through his company Hold Fast (GHA) which has delivered a firm and Entertainment, was floored when he first co-ordinated response to the Scottish learned how the recent non-domestic rates Government and the city council’s business debacle impacted on his business. Then his rates proposals. shock turned to anger and action. Paul Waterson, Chief Executive of the “It was a shocker – I was going to jump SLTA, spelled out the consequences: “There out the window! Brian Fulton, my Finance are people who are going to lose their Director, and I were aware of the impending business because they can’t afford to pay it. rates increases and we were expecting There are a lot of people who say they are some shocks. This was a jaw-dropping not going to pay because they can’t pay. moment for all the wrong reasons. I am This is the licensed trade’s poll tax moment.” still appalled,” he recalls. The cudgel was picked up by the Herald He was astounded to find the Garage’s newspaper which took the decision to carry rates bill had jumped by a staggering the story on its front page. At its heart is a 91 per cent. “I felt like a boiling kettle. How deeper underlying issue about how local could they justify this? The answer was, government will be financed in Scotland they couldn’t. Then I noticed that similar in the coming years. This was set aside for establishments in the area were going up a temporary fix. on average 17.5 per cent.” “I contacted the Herald and it basically led Two things struck Donald: firstly, why were to a national media focus on the rates issue. similar night spots not facing rates as high The campaigning from the Herald was as his; then, he asked, why are we all going fantastic and pointed out the huge gulfs up at all by such an amount. Even 17.5 per and anomalies. The Scottish Government cent was too high. seemed not to be focused on the issue and It isn’t quite the Boston Tea Party, more interested in an IndyRef2. My where America’s traders demanded view was deal with the here and no taxation without representation. now on this,” said Donald. But the first Business Rate Ryan James, the owner of Revaluation since 2010 unleashed Two Fat Ladies at the Buttery, a storm of protest from Scottish and Chairman of the Glasgow business about the unfairness Restaurant Association, said: of the system. The whole rates “The whole valuation system debacle prompted Donald to of the hospitality industry seek some explanations and licensed trade is really from the Scottish bizarre. No other businesses Government. have their rates decided

Ryan James www.glasgowchamberofcommerce.com 25 Campaign to ease tax burden

Incensed traders are rising up in their own protest as the city’s night-time economy comes under threat from soaring business rates. The Chamber is backing their stance on a ‘broken tax’ Words by: Kenny Kemp

by turnover. An industrial There are a engineering unit’s rates are based on square footage lot of people while a public house’s rates are calculated on who say they how much beer and spirits they sell. Yet there are not going to pay is no consideration of the costs, including staff and because they can’t training, and the margin involved.” pay. This is the He says the rates campaign has licensed trade’s poll galvanised many hospitality sector tax moment” people in Glasgow. “We’ve really been its campaigning on this matter.” stirred into action. According to Mr Patrick, it is broken and We are watching busted for several reasons. with interest for the “If you have a tax that is not related to the Barclay Review and ability to pay, if it is not revalued properly I’m hoping that there and regularly and it gets out of touch with will be some radical the economic cycle, then it is broken. It is suggestions to change also a disincentive for business people to this arcane tax. The invest because if you improve your property, current system is like you end up paying more rates. Furthermore, the Jacobean window it is not a transparent tax because it is tax, it is nonsense and it difficult to understand and people are harms those most who unsure why they are paying the rates they provide jobs and employment in the city.” are paying. So much of this is subjectivity He pointed out that a tech company in assessment of the underlying property employing five people with a turnover value and rental associated with your tax.” of £2.4 million contributes less to the The representatives from the SLTA, BHA economy than a restaurant, club or bar and STA met Scottish Finance Minister employing 50 people. “We’re not opposed Derek Mackay and Economy Minister Keith to paying tax, we just want fairness in Brown. Mackay listened and, to his credit, the system.” changed the plan when faced with the Chamber Chief Executive Stuart Patrick protesters’ argument for fairness. He said: “Our stance as a Chamber is that set a cap of 12.5 per cent on any business rates are a broken tax. It increase for a year, although he appeared from our membership was accused by businesses of that it was the hospitality and adopting a “sticking plaster” night-time industry that was approach to the serious getting the largest rates increases matter of revaluation. in the city. We all came out into Donald MacLeod is more the public domain, alongside the magnanimous. Herald newspaper, which is a “Thankfully, Derek strong Chamber member and Mackay and his should be congratulated for finance team

Donald MacLeod 26 Glasgow Business

We are pleased to see the Scottish Government set the cap for a year but it means that companies should still be putting in their appeals because the cap may end after a year” introduced the cap. They were confident enough to be able to say that this was wrong and to make a judgement about it which was a temporary solution.” Stuart Patrick acknowledges that the majority of Glasgow Chamber members will have gone through the process and will have seen little change or even a reduction in the rates that they pay. However, the hospitality industry, a vital part of Glasgow’s economic success, was unfairly hit. The 2017-18 Non-Domestic Rate poundage rate is 46.6p. For properties with a rateable value of more than Ryan James and Donald MacLeod £51,000, businesses will have to pay a supplement of 2.6p, therefore their effective poundage rate will be 49.2p. five years with the recent revaluation, Commonwealth Games, the MTV Business rates are calculated by which took seven years, taking effect awards, the Ryder Cup and multiplying the rateable value of your from 1 April 2017. Homecoming. There was no non domestic property (based on the “We await the findings of the Barclay explanation from VA about how the notional annual rent) by the poundage Review to see how this broken tax is valuations came about. It was pathetic rate (or multiplier) set annually by the going to be fixed. One of the remits is and it didn’t make sense.” Scottish Government. In addition, many to make sure that it is fiscally neutral Paul Waterson said: “While expressing properties receive 100 per cent or which does not really give it a great appreciation to the Finance Minister for partial rates relief as a tax discount. deal of scope,” said Stuart Patrick. addressing what has been a critical and A large night-club venue in Donald MacLeod said: “Putting it pressing issue for the industry, there Sauchiehall Street will be expected to off is one thing but it is a lousy way to remains a need for a more permanent pay significant rates because of its size do it if you are not going to tackle the solution and for a fundamental review and prominent position in the city issue and solve the problem. Rolling it of the way that hospitality businesses centre, yet its turnover is taken up with on is not good enough. It’s a mess and are rated and assessed.” the excise that is paid on the alcohol the Scottish Government and the Stuart Patrick said: “We are pleased that is consumed by its patrons. In real councils need to sort it.” to see the Scottish Government set the terms, the profit margins for many Coupled with this is Glasgow City cap for a year but it means that such businesses are very slender. In Council’s decision to offer relief to companies should still be putting in the hotel trade, the average rise was some of the city’s badly-hit businesses. their appeals because the cap may 40 per cent, with some cases from There are 7,529 properties who qualify end after a year.” around Scotland of 400 per cent. Grand for 100 per cent small business rates Lanarkshire publican Harry Hood Central Hotel’s rateable value was going relief within Glasgow. “As a whose family business Lisini Pub Co from £440,000 to £1.16 million. consequence of the small business rate runs Angels Hotel and the Castle The Chamber was arguing for a relief, which is welcome, the amount Rooms in Uddingston, Dalziel Park freeze in business rates for the of rates is still fixed. So this channels in Motherwell and the Parkville Hotel hospitality industry until the the total amount raised through in Blantyre, said the 12.5 per cent cap impending Barclay Review is business rates into a smaller group wasn’t enough. published. Ken Barclay, the former of people who are having to pay “The system remains flawed and it head of RBS in Scotland, has been more,” said Stuart. is totally unfair. What will happen in a tasked with coming up with a more Donald said the more he looked year? We just don’t know and in that equitable scheme, not an easy task at the matter the angrier he became. time some people might go out of with so many competing opinions. A “Business seemed to be punished for business. The whole thing is crazy.” revaluation of the rateable value of all a year when Scotland hypothetically One thing everyone agrees on, business properties takes place every was booming during 2014 with the there will be no easy fix. www.glasgowchamberofcommerce.com 27

WINNER PROFILE

Golden Charter The Glasgow Business Awards 2016 Winner Golden opportunity

Funeral planning is a difficult subject to address, but Golden Charter’s respectful but open approach is paying dividends

olden Charter is now the UK’s leading provider of funeral plans, helping more than 500,000 people set aside finance for that inevitable but often- Gdifficult stage where death meets life. The Glasgow-based organisation, which won The Glasgow Business Award for Excellence in Communications, sponsored by Connect, in 2016, is owned by a national network of independent funeral directors. “We offer funeral plans that guarantee the funeral director’s services at today’s prices. At a time when funeral costs have more than doubled since 2004, that is more important than ever – other options for planning ahead just can’t match that level of increase,” said Gordon Swan, Golden Charter’s Director of Communications. “Funerals are changing, and staying Gordon Swan of Golden Charter relevant means listening to what people with, left, host Fred MacAuley and, want and changing to meet their needs. right, Connect Managing Director Alan Ramsay at The Glasgow We think everyone should be talking Business Awards 2016 about these issues, and that covers everything from the role of religion to the environmental concerns or even The Glasgow Business Awards 2016 Main Sponsor fundamental questions about what funerals are for in the 21st century,” he told Glasgow Business. With the nature of funerals changing across the UK, new trends are emerging. “We are reacting to that while keeping when the time comes,” said Gordon. As the cost of dying edges up, in mind the need for a respectful service, “Golden Charter doesn’t just protect putting plans in place is vital. He which can be a balancing act – a real individuals through its products; it also pointed out that Government support conversation is needed about what protects local, independent businesses. has been frozen for more than a decade makes up a normal funeral now. We only work with independent and stories of bereaved people going “Few products are as sensitive as funeral directors, and are owned by to payday lenders or even crowd- funeral plans. What affects people can an association of more than 700 of sourcing relatives’ funerals are becoming vary hugely, and it is vital that we are those independents. We are proud of more common. sensitive to that, while ensuring we do the part we have played in ensuring “We have to look at that new reality get across the very real reasons why it independents can thrive.” while making sure that a dignified, is important to think about the future,” Golden Charter grew from a tiny office respectful service is available to continued Gordon. in Glasgow and still works out of its everyone,” he said. Golden Charter also provides later-life Bearsden head office. “We understand Winning The Glasgow Business Award planning through legal services, with our independent roots and, with a has been a bonus. Golden Charter funeral plans that have an option of profession like funeral directing, the places a lot of store in its customer wills, powers of attorney, probate relevant parties are evenly distributed all communication. “Feedback is vital for us. services and trusts. around the country. Scotland is ahead of That means listening to our independent “The idea is to cover these in advance the curve on looking at the serious issue businesses, which have made a name and go on knowing that it won’t be an of funeral poverty and the future of the through great service, and also to the issue for family and friends to deal with funeral profession.” people who use Golden Charter plans.” 28 Glasgow Business Creative spirits

Glasgow has long been the gateway through which the most famed of whiskies have flowed and today the city is still a bottling powerhouse

Words by: Kenny Kemp

ictorian Glasgow was driven by steam and coal but fuelled by whisky. The malty whiff of V the angel’s share could be savoured around the dozens of bonded warehouses which stored vast amounts of finest Scotch. We often overlook that the City and the Greater Glasgow area remains one of the great entrepôts for Scotch Whisky with famed names, such as Diageo’s Johnnie Walker, Black & White and J&B, Edrington’s the Macallan and Chivas Brothers’ Glenlivet among the most valuable and recognised whisky brands in the world. Indeed Shieldhall, Diageo’s bottling plant in Renfrewshire, is the world’s largest dedicated Scotch Whisky packaging plant, dispatching around 27 million cases of the hard stuff every year to more than 170 markets around the globe. About 500 people work on the 44-acre site with eight high-speed includes Highland Park and Famous Old Scots and Begbie’s Special, in bottling lines, including one installed in Grouse, is bottled at the Great Western Scotland Street, and the likes of Robert 2002 which produces 600 bottles per Road facility which celebrated its 50th Brown Ltd, in Cadogan Street. Many minute. These lines bottle nearly 30 per anniversary last year. Employee numbers were subsumed into the Distillers cent of the whisky produced in Scotland, vary with seasonality but average about Company, later Diageo. Port Dundas, with Johnnie Walker, the world’s biggest 800, including a significant number a large grain distillery on the Forth Scotch Whisky brand, accounting of office-based employees. Edrington and Clyde canal, was one of the largest for about two-thirds of all the whisky is also about to open its new HQ in distilleries in Scotland before its closure packaged at Shieldhall. J&B accounts for Glasgow Queen Street, which will in 2009. around a quarter, with brands including strengthen its ties. Aberdeenshire Chivas Brothers set Buchanan’s making up the rest. More “Glasgow is the city where it all up a business that has produced Chivas than 250 million bottles of whisky leave began for our company. Edrington’s Regal, Ballantine’s Beefeater Gin and the site each year. founders, William Robertson and the Glenlivet. It is closing its operations Diageo also has about 200 people John Baxter, created their blending in Paisley and building a £40 million based at its Dundas House office in the and bottling business in Glasgow in bottling plant at its Kilmalid site in city with people working in a broad 1861. The city has been integral to Dumbarton. The transfer is scheduled range of support functions, including our progress, and today Edrington is a to start in 2018. Chivas Brothers has IT, customer service and logistics, thriving international business of nearly 460 full-time employees at Paisley and procurement, HR and governance. 3000 employees that continues to be 600 at Kilmalid. There are no official figures, but it is headquartered in Glasgow,” said Companies such as Douglas Laing, estimated that about 80 per cent of Gerry O’Donnell, Edrington’s Corporate who won the Herald’s Family Business Scotch Whisky flows through Glasgow Affairs Director. Award for Innovation last year, are because of the concentration of bottling A hundred years ago there were among the niche players. Established facilities. After Diageo at Shieldhall, dozens of whisky firms, but over the in 1948, Douglas Laing is one of just Edrington at Great Western Road, Beam years many have been consolidated a handful of whisky companies in Suntory at Springburn, and Pernod including famed names such as WP Scotland that are still family owned. Ricard’s Chivas Regal facility at Paisley Lowrie & Co who had a blending and Now in its third generation, Fred are the drivers. bottling plant in Washington Street, Hamilton Laing and his daughter, All of Edrington’s Scotch, which also Slater, Rodger & Co, makers of Rodger’s Cara Laing, are at the helm. www.glasgowchamberofcommerce.com 29

The leaders of the eight participating authorities with Lord Haughey and Stuart Patrick, Chief Executive, Glasgow Chamber of Commerce Future ambitions Glasgow City Region Councils commit to ambitious shared vision for jobs, skills and inclusive growth

he eight councils of the already the powerhouse of the or apprenticeship for every Glasgow City Region recently Scottish economy – but, as council young person that wants one launched an ambitious leaders, we are absolutely united in • an increase of 50,000 in the Tjoint economic action plan, our determination to aim higher on working population kick-starting an unprecedented long- jobs, skills and growth that benefits • a halving of the current rate of term collaboration on jobs, skills and every community.” adults without any qualifications inclusive growth. The eight authorities participating • an increase in the long term The move, a first in Scotland, will in the joint strategy are East survival rate for new businesses see City Region member authorities Dunbartonshire Council; East • an increase in the business base representing a population of Renfrewshire Council; Glasgow City of 6500 businesses 1.8 million pursue a common Council; Inverclyde Council; North • 3000 hectares of vacant and economic strategy between now Lanarkshire Council; Renfrewshire derelict land brought back into use. and 2035. The councils pledged to Council; South Lanarkshire Council Presentations on the day stressed work together to deliver a range and West Dunbartonshire Council – success would only be achieved by of targets including 100,000 extra existing partners in the Glasgow City further and stronger collaboration jobs; 6500 new businesses, and big Region City Deal, along with Scottish not only across the City Region improvements in qualifications, and UK governments. However, councils but together with the training and skills. The partners also the ambition to create jobs and Scottish and UK governments, their aim to bring thousands of hectares deliver inclusive economic growth agencies, the business community, of vacant and derelict land into use goes beyond and builds on the and colleges and universities. and support the building of 110,000 collaboration of the City Deal. Stuart Patrick, Chief Executive, new homes across the region. The Economic Strategy action Glasgow Chamber of Commerce, The joint strategy and action plan identifies eleven key priorities said: “This new Regional Economic plan was formally presented to for the region’s economy along with Strategy reflects the rising an audience of key stakeholders 50 specific actions, both short and importance of city regions across across the private sector and other long-term, to deliver them. the world. It matters to Scotland’s agencies at The Lighthouse in The Strategy sets out a clear economy that Glasgow City Glasgow, Scotland’s centre for design vision for where the partners want Region is prosperous, growing and architecture. to position Glasgow City Region’s and ambitious for the future.” Chair of the Glasgow City Region economy by 2035: Cabinet and Leader of Glasgow City • an additional 100,000 jobs More information is available from Council Councillor Frank McAveety • 110,000 new homes www.glasgowcityregion.co.uk said: “The Glasgow City Region is • the opportunity of a job, training and @GlasgowCityDeal 30 Glasgow Business Local issues, local debates

In politically charged times, the doorstep discussions on the council elections need to focus on what kind of city we need in the future Words by: Kenny Kemp

he heated debate to advise all parties on the issues they more housing, social care, looking after over a second vote on hear from Chamber members. the elderly, while others will raise the independence for Scotland After the vote on Thursday 4 May, issue of the state of the roads, rubbish is likely to dominate the complexion of the councils in collections and other infrastructure. the council elections in Glasgow and the rest of the Clyde Stuart Patrick, Glasgow Chamber’s TGlasgow at a time when local services Valley region could be different. At Chief Executive, said: “We must hope are under increasing pressure. the last Westminster elections, we that the hustings debate and the Glasgow Chamber has held several saw a surge in support for the Scottish doorstep discussion can be steered events to help members engage National Party, a switch away from towards what kind of city we need in with the party leaderships in the city the Labour party and a resurgence in the future. This is about enterprise, jobs, including separate events with each of Conservative voting. Whether that will innovation and developing Glasgow the parties that accepted our invitation carry through to the local elections and the region as a smart city of the and a hustings session bringing the remains to be seen. future which is open for business. party representatives together to Yet the real local issues on the We would rather avoid tribal political debate. The Chamber team members doorsteps are education, schools and warfare although of course we expect have also made themselves available closing the attainment gap, better and vigorous debate about Scotland’s www.glasgowchamberofcommerce.com 31 largest city. We hope to see all parties We would rather avoid tribal presenting clear and cogent plans of how we can grow the economy political warfare although of and help our member businesses to flourish. We have always understood course we expect vigorous debate that a growing economy will help more people into the work place, and about Scotland’s largest city” tackle the inequality that hampers the city’s long-term success. At the time of writing two of the for all public transport. The SNP also while Labour wants a return to a single parties had published their local wants to appoint a City Architect to bin collections system. The SNP wants manifestos. prioritise high-quality design and to create a sustainable Glasgow that Labour’s manifesto, Move Glasgow development space, and pedestrianise is carbon neutral by 2037. Both parties Forward, makes promises to help George Square as a premier public are committed to reducing fuel poverty the city economy grow by creating space, while Labour wants the city and cutting domestic energy bills, with 50,000 new jobs and increasing the centre to be more accessible, linking Labour keen to establish the Glasgow number of businesses by 1,000. It with surrounding neighbourhoods. Energy Company. talks about delivering the £1.13 billion On housing and regeneration, both On culture and sport, the SNP wants City Deal for Glasgow and the Clyde are seeking a proper strategy for a 25-year cultural plan to support the Valley region, and investing in Sighthill, building homes, with Labour wanting arts and funding to create more local the Clyde Waterfront and the West 25,000 new homes, while the SNP festivals while Labour wants a Euro End Innovation Quarter and Calton/ wants stronger enforcement against 2018 city-wide cultural programme Barras. It says it will create 2,000 new neglectful private landlords. Both and will continue to work to bring apprenticeships through City Building parties want to improve the broadband world-class sporting events to the city. with the Wheatley Group Joint Venture connectivity in the city – a frequent Since 2012, a Labour administration and will support fair pay by doubling issue highlighted by Glasgow Chamber has controlled the city of Glasgow, the number of Living Wage employers. members – close the attainment gap with 44 Labour, 27 SNP, five Scottish The SNP pledges to create a and increase the skills level among the Greens and one Conservative Glasgow Partnership for Economic workforce, which are hard to disagree and Liberal Democrat. This time, Growth and use new business rates with. The SNP goes much further on 85 councillors will be elected across powers to stimulate activity in key environmental matters than Labour 23 wards, with SNP expected to make parts of the city. It is also seeking and pledges to introduce Scotland’s significant inroads. Early opinion polls a Transport for Glasgow body to first low-emission zones to reduce air for the Times newspaper suggested implement an integrated transport pollution, introduce Neighbourhood that the SNP will oust Labour, while strategy and a smart one-ticket system Officers to oversee day-to-day cleaning, others are less certain of the outcome. 32 Glasgow Business

Selecting the best technology for your business can be a daunting prospect. Seek advice and support from trusted suppliers and their customers

Words by: Stewart McRobert

e are way past the point will help you decide what to buy. when IT was simply Others sell cheaply but have negligible an optional add-on for customer service. W business; now it’s essential. • IT consultancies should understand However, even though we’re all steeped your needs. They tend to make in technology, selecting the right IT their money by selling services like supplier can still be a challenge. installation and IT support rather It’s not just that the technical side of than equipment. things is always evolving and can be • Retailers – you can speak to someone intimidating, it’s sometimes hard to know and pick products up immediately. you’re getting the services you need. However, levels of service will vary. Among other things, you’ll want to The crucial factors are what kind of develop a strong relationship with any purchase you’re making and the level supplier, to visit them and have them of service you need. If you’re making visit you. In Glasgow, we are lucky that a significant investment and lack IT there are lots of options to choose from. knowledge in-house, it’s probably worth However, that can create a difficulty in paying for a consultant’s expertise. If all itself – who exactly do you choose? you need is the basics you’re probably There are different types of IT providers: best opting for a manufacturer or reseller. • Manufacturers sell their own products Always think about where your online and on the phone. Their prices business is going and what you will need can be competitive and they usually now and further down the line. Your offer a basic service to help you decide supplier should have the flexibility and which of their products would be expertise to grow as you do. best for you. Remember that the best IT providers • Resellers offer products online and by specialise in providing advice and phone. Some offer good advice and support. They may help you procure IT www.glasgowchamberofcommerce.com 33

We’re constantly adding customer case studies, videos and testimonials to our website… it’s such a powerful persuader”

equipment or software, but this won’t two of the provider’s clients. “More and be the core of their business. They more, businesses like to hear from should be able to offer much more. people in similar organisations to their So, be wary if a prospective provider own who can point to a successful is keen to start talking about buying software implementation or IT lots of new equipment. A professional support programme. We find that our will want to find out about your customers are our best salespeople business and how you use your existing and most are happy to take a call IT set-up before looking at how to help or even a visit from a prospective you do things better. customer. That’s why we’re constantly It’s vital they understand how you adding customer case studies, videos work, and don’t let them make you and testimonials to our website… it’s feel out of your depth. If you find such a powerful persuader.” them lapsing into jargon just say It may be obvious, but only sign a “can you simplify that for me?” And contract when you are completely make sure they explain how their satisfied. recommendations will have a positive Last, but by no means least, make effect on your business. sure you get on with the supplier you Stephen Malloy (right), a Director choose. You’ll work with them for at Turnkey Business Software, a long time, so personality and recommended speaking to one or gut feeling are vital, too. 34 Glasgow Business Embrace the benefits of emerging technology Any good IT provider will be able edge of emerging technology is CGI is embracing the benefits of new to give you advice about emerging (computer-generated imagery) studio developments. Among other things technology and the potential impact Wireframe Immersive. It has played it is fitting smart street lights with on your business. an integral part in developing a new noise sensors and connecting them One development that’s already virtual reality device designed to to CCTV cameras so, if noise goes beginning to make its mark is the help architects and designers create above a certain level, an alert is sent Internet of Things. This is a network dementia-friendly buildings and spaces to its operations centre for evaluation of internet-connected objects able by understanding how dementia in case it is caused by anti-social or to collect and exchange data using can affect a person’s vision. Known criminal behaviour. embedded sensors. Cars, kitchen as Virtual Reality Empathy Platform Councillor Frank McAveety, Leader appliances, and even parking meters (VR-EP), it can be used in the design of Glasgow City Council, said: “Glasgow can all be connected through the of new buildings such as care homes, is at the forefront of the innovative Internet of Things. And as it grows, hospitals or sheltered housing, and use of data in the UK, and this was more devices will be added to that list. has the potential to assess existing recognised when the city won the A survey of mainly small-to- buildings and environments. Wireframe £24 million award from the medium-sized companies in a mix of Immersive worked on the project with UK Government for the Future sectors, quoted in The Manufacturer its creator David Burgher of Borders- Cities Demonstrator project. We use magazine, showed that many are based Aitken Turnbull Architects, data to make the lives of our residents, already involved in an IoT related supported by Dementia Centre, businesses and visitors easier and project. Fifty per cent said the Internet HammondCare. simpler and recognise its importance of Things was ‘critical’ or ‘very important’ Meantime, Glasgow City Council now and in the years to come.” to their company, and more than a third (35 per cent) believed it worthy of additional development investment Glasgow is at the forefront of the beyond normal R&D activities. A Glasgow firm that is at the leading innovative use of data in the UK”

36 Glasgow Business A change of direction The Great Repeal Bill may offer opportunities to review employment legislation to the benefit of both businesses and workers

Words by: Tim Power

day after the Prime Minister, Theresa May, triggered Article 50 in late March, starting the process thatA will officially take Britain out of the European Union in 2019, Brexit Secretary David Davis announced the Great Repeal Bill. The Brexit Secretary said the repeal bill would transfer all rights currently enshrined in EU laws to UK laws to allow businesses to continue operating on the day after the UK leaves the EU “knowing the rules have not changed overnight”. This would also “end the supremacy” of EU law in the UK. So, while legislation concerning workers’ rights, environmental protection and consumer rights would continue to operate, the UK Parliament and the Welsh, Scottish and Northern Ireland administrations would have the right to scrap, amend and improve laws… and it would also end the jurisdiction of the European Court of Justice (ECJ). David Ogilvy, Head of Employment & Dispute Resolution at Turcan Connell, has 30 years’ experience in employment law, and he believes this historic event also gives the UK the opportunity to review its employment laws and restructure legislation, www.glasgowchamberofcommerce.com 37 A change of EU directives tend to lay out rather vague principles and values that then have to be, in some way, interpreted by national member states and direction cascaded into legislation”

striking the correct balance between that has huge financial implications for supporting the company’s business many companies. goals and the rights of its employees, David said that the original EU aiding the economy in general. directive laid down the requirement for He explained: “Although no doubt a certain amount of paid holiday leave with the best intentions in mind, for employees, but its ambiguity led to current EU directives have led to a huge different interpretations: “EU directives amount of complicated legislation. tend to lay out rather vague principles “The recent debate on holiday and values that then have to be, in pay leads some to believe that the some way, interpreted by national directives are not necessarily the best member states and cascaded into way to create legislation.” legislation, which is then binding upon What David is referring to is the the population. long-running case of Lock v British Gas “These directives are not like an Act which was taken to the ECJ. As a result of Parliament or secondary legislation of its ruling, it now requires employers in the UK which, although sometimes to include commission payments, a bit esoteric, does actually tell you bonuses and regular overtime in the what you can and cannot do.” calculation of holiday pay – a decision After the member state has interpreted the EU directive and made it law in their country it can be subject to the scrutiny of the European Court of Justice. In the case of holiday pay, following the decision on Lock v British Gas, the ECJ came back and said the UK Government had got it wrong and that employees are entitled to a proportion of all their usual remuneration package when they go on holiday. The ECJ also said that employees could claim this adjustment on their holiday pay for the past two years. David said: “The result is confusion and cost. And often the people who suffer from this are the very employers that feel they have done their best to do the right thing by their employees. “I know of one company, which had a large commission-remunerated sales force, that has now gone bust because of the back-dated holiday pay decision.” Now that Brexit has been “declared”, and the UK’s legislation regime will be free from EU directives and decisions from the ECJ, David said that this will, most probably, lead to a re- examination of how employment law in the UK works. 38 Glasgow Business

“This legal framework enables employers to take decisions that are important and relevant for their business”

employers and in the years ahead, it Many believe employment law is likely that an examination of the impact of all this legislation will take should be seen in a wider context of place in the UK. helping to create a healthy economy “Many believe employment law should be seen in a wider context encouraging a culture of entrepreneurship” of helping to create a healthy economy, encouraging a culture of entrepreneurship where people are He explained: “We need to think managerial prerogative, and so long as incentivised to go ahead and take risks about how best to approach they have acted reasonably within the and are not put off by red tape. This employment law. Of course, it’s really legal framework then an employment should be seen in the context of also employment protection law. It’s about tribunal will not interfere – it’s all about ensuring that the rights of employees giving people rights and protections the process and making sure employers are protected. against their employer. stick to it. “Over the coming months, this “An important part of the law is to “This legal framework enables may see a shift in thought about protect ‘the weak against the strong’ employers to take decisions that employment law, although a but law should also set a framework of are important and relevant for single Act of Parliament will rules within which people are free to their business. It empowers not achieve overnight change. operate – in the sense of making the them rather than restricts them, Perhaps by examining what right decisions for both their business as opposed to, what some may employment law is exactly trying and their employees.” see as an interventionist to achieve, we may be David believes a good model of approach flowing from better able to balance the where this works well is in unfair EU Directives. rights and expectations dismissal, which sets out a framework “There is a general of employees with for the employer to follow. recognition, I think, the aspirations and He said: “The good thing about this that employment law business objectives framework is that it’s not outcome imposes a huge burden of employers.” based. It recognises the employer has of responsibility upon

David Ogilvy

40 Glasgow Business Be careful what you ‘borrow’

Intellectual property is big business. It’s essential that you protect the originality of your assets – and don’t infringe someone else’s rights

Words by: Andrew Collier

hen the author Bill the total GDP of all but 12 countries. supervising IP. However, if you’re a small Bryson wrote his latest Intellectual property can fall into to medium-sized business, it’s not bestseller, The Road a number of different categories always easy to get it right, especially To Little Dribbling, such as design, patents, trade marks if you don’t have basic knowledge. his publishers decided and copyright. In the UK, copyright “Generally, if you’re in that situation, it’s toW illustrate the front cover of the book is automatic – if you’ve created a work, best to talk to an IP consultant and get with the iconic image of the railway you own it. Other forms, though, have some direction.” poster The Jolly Fisherman, famously to be registered, which may take time In the UK, he adds, there is a real drawn in 1908 to promote Skegness and money. desire by legislators to ensure that the to tourists. It is, however, well worth it. In assignation of interests between various But there was a problem. They’d some cases, the value of the IP can parties is fair. presumed that, as it was more than be the value of the business itself. “The function of IP is to strike a fair a century old, they wouldn’t need Dr Thomas Margoni is Senior Lecturer balance between the protection of permission to use it. They were wrong. in Intellectual Property and Internet someone’s originality, brand or inventive Copyright of the image was still owned Law at the University of Glasgow, contribution and the encouragement by the local town council. which has a dedicated centre on of new technological development. It’s It could have been awkward for the intellectual property in the digital often quite hard to get that right.” publishing company but, luckily for economy, CREATe (create.ac.uk), Of course, it isn’t just about them, the council agreed that there and which in 2015 played host to protecting your own IP: it’s also about had been a genuine mistake and the the annual conference of the making sure that you don’t infringe matter was allowed to rest. European Policy for Intellectual someone else’s. The consequences of This was just one of the latest in a Property (EPIP) organisation. doing this can be disastrous. In a case very long line of infringements. He admits that it is a complex area. in the US involving two pharmaceutical Protection of intellectual property “I do notice that IP is sometimes either companies, the jury awarded the (IP) has been recognised as crucial to ignored or perceived as an obstacle claimant $1.67 billion in damages. business and personal integrity for a rather than an opportunity,” he says. There are also instances where long time. The 15th century German “Technology and information are companies are actually happy to give painter Albrecht Durer, for instance, central to our society and intellectual up their IP rights. Thomas Margoni gives constantly suffered from people property is strongly connected to these. examples. “Google’s Android operating copying his work, and went to court “IP consists of many different system is so popular because it’s made on at least one occasion as a result. subcategories and each has a very available under terms that reflect In today’s 21st century knowledge specific role. For instance, copyright more innovative business models. And economy, keeping a tight grip on protects works of authorship and affects Wikipedia, while not a commercial your IP is seen as absolutely essential. people such as writers, musicians and entity, allows you to use its information Its value is huge: according to the software programmers. Patents protect under certain conditions.” OECD, counterfeiting and piracy inventions, while trade marks are used Robert Buchan, Partner in the IP alone costs companies globally as to protect brands.” team at the Scottish legal firm Brodies, much as $638 billion (£512 billion) Larger businesses, he adds, often also believes that intellectual property a year. That’s a figure greater than have dedicated specialist departments is one of the most important assets of www.glasgowchamberofcommerce.com 41

a business. “Any company that doesn’t “You can also go to a specialist lawyer businesses still don’t carry out a proper have its protection at the top of its or, if relevant, a trade mark or patent IP audit. But a law firm may provide an agenda is missing a trick.” attorney. They deal with IP day in and initial free consultation.” He accepts that it is likely to be one day out and will be able to discuss your Another important point, Colin says, of a number of competing priorities business, what needs to be protected is that intellectual property should for any start-up. “But not to deal with and in what markets that protection be protected internally as well as it is false economy. If you plan to seek should operate.” externally. “You have to consider key investment to fund future projects or to It’s important to remember that employees. If they are generating IP sell on the technology or the company patents and trade marks in particular or know-how, you need to ensure that at some point, then you will need to can’t be protected globally with their employment contracts make it show that you have an IP strategy and a single action: they have to be clear that they cannot take this with have taken steps to protect it.” registered separately in each country them if and when they leave. The rise of the internet, he points or territory. So you may want to seek “Really, it’s all about basic common- out, has created a perception that if protection in, say, the US but not sense steps. You just need to take a something is posted online and so is Ukraine. It all depends on where you step back and think about what your freely available, then it’s OK to copy it. see your markets. business does and what needs to This manifestly isn’t the case. “If you Colin Miller, IP Partner at DWF, also be protected. own IP, then you really need to get strongly believes that companies need “Your name, for instance, can be proper advice from the beginning. It to consider this area of their activity important – it’s well worth checking will actually save you money.” as a priority. “Intellectual property that it’s not been registered as a trade There are plenty of sources of affects every business in some shape mark by someone else. If not, you may information and help, Robert adds. or form. It could be a piece of software, well want to register it yourself, which “There’s the government’s Intellectual a database, an invention, a method of will give you exclusivity in the UK in Property Office, and organisations marketing or a brand. relation to the classes of goods or like Scottish Enterprise and Business “Things have improved in the last services for which it is registered.” Gateway can assist. And you can read 10 years or so, but there is still a bit of Including, presumably, in Skegness. about it online. ignorance about the subject. A lot of And in Little Dribbling too…. ADVERTORIAL Intellectual property: A vital asset for start-ups

Chris Cairns Senior Trade Mark Attorney at Murgitroyd

or most fledgling start-up build their brand in good faith, only to mark in the UK and in China. The businesses, finances are scarce receive a complaint from a third party trade marks can then be recorded and solicitously protected. alleging trade mark infringement, and at UK and Chinese customs, at low Difficult decisions need to be insisting that the start-up rebrands, expense, so that suspected infringing taken at an early stage about where leading to significant costs. Choosing or counterfeit goods may be seized, Fto spend limited finances, often a strong trade mark from the outset, which is vital in the fight against with far reaching consequences or that is available to use, is therefore key. counterfeit. rewards. Investment is crucial to the Thus, seeking registration of a trade A trade mark is an asset of a start- life expectancy of most, but in the mark at the outset is prudent, since up’s business. As a trade mark meantime, a start-up has to rely on it has the advantage of establishing acquires goodwill, the brand value its ingenuity, guile and wit. An early exclusive rights quite quickly, and has appears on the balance sheet. If consideration for all start-ups is a other advantages. a start-up has registered its trade brand, also referred to as a trade mark. Protecting a trade mark online is marks, this could help attract outside A trade mark is a sign that is capable a challenge. Attracting customers funding, and will add value if the of distinguishing the goods or services to a website incurs a great deal of growth model is franchising. of one trader from their competitors. time, marketing and expense. To As a start-up gains momentum, A start-up should therefore consider then have web traffic diverted to a competitors may seek to introduce adopting a distinctive trade mark so website of a third party who uses copycat products using a similar trade that it differentiates them from their the same or a similar trade mark, is mark. Of course, branding is more competitors. The more distinctive galling. To combat this, e-commerce than just the name of the product, the trade mark, the easier it will be to shopping platforms generally allow it also comprises the packaging, protect and to enforce, and the more the proprietors of registered trade colouring and art work, and third memorable it will be to customers to marks to have infringing goods or links parties may try to exploit this to make repeat purchases. removed. A registered trade mark is confuse customers. While imitation When considering a trade mark, therefore a valuable tool for brand is the sincerest form of flattery, many start-ups concentrate on the protection online. reduced sales will affect any start- availability of a domain name, and Many start-ups will concentrate up. A registered trade mark is key in then use this to market and on the UK market and so a combating unauthorised use, because promote their goods or relatively inexpensive UK trade it protects against the use of identical services, particularly mark registration will offer good and similar trade marks for identical through various social protection. However, as a start-up or similar goods or services. media channels. A sets its sights on overseas sales, In conclusion, start-ups and all note of caution – the thought should be given to businesses should conduct trade mark fact that the domain registering trade marks abroad searches for their brands at the outset name is available is no at an early stage. and, if available, seek to register their guarantee that it is free If a business’s goods are brands as soon as possible. to use. All too often manufactured in China and sold For more information, contact chris. start-ups adopt a in the UK, it is strongly [email protected]. Chris is a domain name recommended to secure senior Chartered Trade Mark Attorney and then a registered trade with more than 15 years’ experience. www.glasgowchamberofcommerce.com 43

Salon model first for a college in Scotland An innovative high street hairdressing salon has officially opened to the public at City of Glasgow College’s stunning new City campus on business opportunity Cathedral Street. for students in an Amethyst Salon is enviable environment. a brand new hair and Situated on the ground beauty concept, linking floor and accessible the college directly with directly off Cathedral the hairdressing industry. Street, the salon is not Its commercial rent-a- only producing its own chair agreement is a first talent pipeline for future for a college in Scotland employers, but it is and offers its students bringing business into who have qualified in the city and giving the hairdressing a platform public a fantastic new to start their own hair and beauty venue. business, gain experience, and master their skills For further information or in a safe coach-led to make an appointment environment. with us please visit The state of the art our website at: facilities at City campus wwwcityofglasgow have allowed the college college.ac.uk to create a pioneering or call 0141 375 6110 44 Glasgow Business

NEW MEMBERS

BCMS Coldridge House Kingsclere Park Newbury Berkshire RG20 4SW T: 01635 296193 E: [email protected] W: www.bcms.co.uk/en-gb Advisor to shareholders and owner-managers looking to sell all or part of their company. No of Employees: 51-250 Contact: Liz Jackson Marketing Director

Bridal Atelier Scotland Glebe House Tarbet Arrochar Argyll and Bute G83 7DE T: 01301 702629 E: [email protected] W: www.bridalatelierscotland.co.uk KoolBa Restaurant Bridal showroom close to the shores of Loch Lomond within the picturesque village of Tarbet, less in the centre of Glasgow, with a KoolBa Restaurant than an hour from Glasgow. focus on commercial property and 109-113 Candleriggs No of Employees: 1-10 corporate legal work. Glasgow G1 1NP Contact: Bernadette Rainey No of Employees: 11-50 T: 0141 552 2777 Owner Contact: Neil Amner E: [email protected] Consultant W: www.koolba.com Cineworld Cinemas Glasgow Authentic Indian restaurant in Renfrew Street Employment Enterprise Glasgow, located in the heart 7 Renfrew Street 4-6 Hamilton Road of the Merchant City. Glasgow G2 3AB Motherwell ML1 1BB No of Employees: 11-50 T: 0141 353 6289 T: 01698 262477 Contact: Fattah Haddad E: [email protected] E: [email protected] Manager W: www.cineworld.co.uk W: www.employmententerprise.co.uk Cinema with 18 screens including Dedicated to the eradication of Pollokshields Burgh Hall Trust Ltd three VIP screens, 14 DX and poverty through the provision 70 Glencairn Drive one superscreen. of employment, helping the Glasgow G41 4LL No of Employees: 51-250 unemployed into work and providing T: 0141 423 8858 Contact: Paul Wilson businesses with a skilled workforce. E: [email protected] Operations Manager No of Employees: 51-250 W: www.pollokshieldsburghhall.com Contact: Tony Stapleton Community trust which provides ClydeUnion Ltd CEO a Grade A listed building for hire for 149 Newlands Road a variety of functions and events. Cathcart FFWS – Family Friendly No of Employees: 1-10 Glasgow G44 4EX Working Scotland Contact: Kim Schmulian T: 0141 637 7141 Robertson House Chief Executive E: [email protected] 152 Bath Street W: www.spxflow.com Glasgow G2 4TB Revolucion de Cuba Manufacturers of pumps and pump T: 0141 353 5627 Culzean House spares for the water, oil, nuclear and E: [email protected] 28-36 Renfield Street conventional power markets. W: www.familyfriendlyworking Glasgow G2 1LU No of Employees: 251+ scotland.org.uk T: 0800 630 0860 Contact: Eddie Dormer Recognising the business benefit of E: katie.gillespie@ Shipping Manager flexible and family-friendly working revoluciondecuba.com and engaging with employers, W: www.revoluciondecuba.com/ Curle Stewart Limited, Solicitors employees and policy makers in bar/glasgow 16 Gordon Street practical ways to embed family- Centrally located rum bar and cantina Glasgow G1 3PT friendly working practices into promising a taste of the tropics with T: 0141 227 6200 the workplace. fantastic food, drinks and live music. E: [email protected] No of Employees: 1-10 No of Employees: 11-50 W: www.curlestewart.co.uk Contact: Nikki Slowey Contact: Katie Gillespie Niche commercial law firm based Programme Director Business Development www.glasgowchamberofcommerce.com 45

CONTACTS

CHIEF EXECUTIVE INDUSTRY AND EDUCATION EVENTS AND TRAINING Stuart Patrick – 0141 204 8317 PARTNERSHIP MANAGER CO-ORDINATOR (maternity cover) stuart.patrick@glasgowchamber DEVELOPING THE YOUNG WORKFORCE Sarah Heaney – 0141 204 8349 ofcommerce.com Shona MacPherson – 0141 204 8364 sarah.heaney@glasgowchamber shona.macpherson@glasgowchamber ofcommerce.com DEPUTY CHIEF EXECUTIVE ofcommerce.com Richard Muir – 0141 204 8326 FINANCE ASSISTANT richard.muir@glasgowchamber INDUSTRY AND EDUCATION Liz Mason – 0141 204 8329 ofcommerce.com PARTNERSHIP MANAGER liz.mason@glasgowchamber DEVELOPING THE YOUNG WORKFORCE ofcommerce.com SENIOR DIRECTOR (maternity cover) Alison McRae – 0141 204 8339 Rachael Doyle – 0141 204 8356 SENIOR CERTIFICATION EXECUTIVE Katie Anderson – 0141 204 8381 alison.mcrae@glasgowchamber rachael.doyle@glasgowchamber ofcommerce.com katie.anderson@glasgowchamber ofcommerce.com ofcommerce.com INDUSTRY ENGAGEMENT MANAGER BUSINESS SERVICE MANAGER CERTIFICATION EXECUTIVE Cathie McKay – 0141 204 8317 DEVELOPING THE YOUNG WORKFORCE Rose Coyle – 0141 204 8336 Yasmin Akram – 0141 204 8330 cathie.mckay@glasgowchamber yasmin.akram@glasgowchamber rose.coyle@glasgowchamber ofcommerce.com ofcommerce.com ofcommerce.com COMMERCIAL DIRECTOR CERTIFICATION EXECUTIVE Susan McKay – 0141 204 8347 DIGITAL COMMUNICATIONS EXECUTIVE Lorraine Galbraith – 0141 204 8365 susan.mckay@glasgowchamber DEVELOPING THE YOUNG WORKFORCE lorraine.galbraith@glasgowchamber ofcommerce.com Jennifer Hood – 0141 204 8333 ofcommerce.com jennifer.hood@glasgowchamber ofcommerce.com HEAD OF TRAINING CERTIFICATION EXECUTIVE AND DEVELOPMENT Michael Fernie – 0141 204 8378 Elaine Rodger – 0141 204 8332 ADMINISTRATION ASSISTANT michael.fernie@glasgowchamber DEVELOPING THE YOUNG WORKFORCE elaine.rodger@glasgowchamber ofcommerce.com Nicola McGowan – 0141 204 8363 ofcommerce.com nicola.mcgowan@glasgowchamber RECEPTIONISTS ofcommerce.com Dawn Chalmers (Mon-Wed) and FINANCE MANAGER Audrey Hamilton – 0141 204 8334 Sandra Barrie (Thu-Fri) – 0141 204 2121 SENIOR PROJECTS MANAGER audrey.hamilton@glasgowchamber dawn.chalmers@glasgowchamber Rebecca Ricketts – 0141 204 8358 ofcommerce.com ofcommerce.com rebecca.ricketts@glasgowchamber sandra.barrie@glasgowchamber ofcommerce.com HEAD OF COMMUNICATIONS ofcommerce.com Anne Marie Hughes – 0141 204 8325 PROJECTS MANAGER reception@glasgowchamber annemarie.hughes@glasgowchamber Cheryl McCulloch – 0141 204 8339 ofcommerce.com ofcommerce.com cheryl.mcculloch@glasgowchamber ofcommerce.com 30 George Square, Glasgow G2 1EQ HEAD OF EVENTS Tel: 0141 204 2121 Alan Busby – 0141 204 8323 EVENTS AND DIGITAL [email protected] alan.busby@glasgowchamber CONTENT EXECUTIVE www.glasgowchamberofcommerce.com ofcommerce.com Ross Flockhart – 0141 204 8319 www.dywglasgow.com ross.flockhart@glasgowchamber HEAD OF INTERNATIONAL ofcommerce.com PRODUCTION CERTIFICATION Connect Communications – 0141 561 0300 Catherine Bryson – 0141 204 8390 MEMBERSHIP EXECUTIVE [email protected] cathy.bryson@glasgowchamber Diana Peralta – 0141 204 8331 ofcommerce.com diana.peralta@glasgowchamber WRITER ofcommerce.com Kenny Kemp – 0774 708 7957 PROGRAMME DIRECTOR [email protected] DEVELOPING THE YOUNG WORKFORCE EVENTS AND TRAINING CO-ORDINATOR Leona Seaton – 0141 204 8338 Danielle Grant – 0141 204 8349 ADVERTISING leona.seaton@glasgowchamber danielle.grant@glasgowchamber Contact Publicity – 0141 204 2042 ofcommerce.com ofcommerce.com [email protected]

STRATEGIC PARTNERS PLATINUM PARTNERS

PARTNERS 46 Glasgow Business

APPOINTMENTS

PEOPLE ON THE MOVE IN THE BUSINESS COMMUNITY Wright, Johnston & Mackenzie SgurrEnergy appoints a new appoints a Managing Partner Director of Clean Energy Fraser Gillies has been SgurrEnergy, part of Wood a number of global senior appointed Managing Group’s clean energy positions most recently Partner of Wright, Johnston business, has appointed with Mott MacDonald & Mackenzie LLP. Claus Hjoerringgaard as and Fichtner Consulting Fraser Gillies joined its new Director of Clean Engineers. WJM as a trainee in 2000 Energy. Speaking of his new and qualified in 2002. Based at SgurrEnergy’s appointment, Claus Promoted to Partner Glasgow headquarters, Hjoerringgaard said: “I’m in 2010, he has grown Claus will be responsible tremendously pleased to the firm’s planning for heading up the leading be joining SgurrEnergy at practice into a leading renewable energy and grid what is a very exciting time. advisory service to clients integration consultancy “As a trusted partner involved in retail, housing, which provides for renewable energy infrastructure and energy engineering and technical developers, lenders, developments throughout an excellent reputation advisory services in investors and operators the UK. and to meet the needs onshore and offshore wind, worldwide, we see Mr Gillies said: “I am of a substantial segment solar, wave and energy significant opportunities inheriting an impressively of the Scottish economy, storage projects. to broaden our clean strong platform for where clients are looking With 25 years’ energy capabilities, future growth from for high quality advice experience, Claus set new standards my predecessor, Liam which is built around brings extensive of excellence, Entwistle. We are well their particular needs knowledge of and continue placed to consolidate our coupled with long term both the power to build lasting position in the sectors relationships with their and renewables relationships with where we’ve carved out advisors.” sector, having held our clients.”

New Partner in Corporate BTO’s four new Associates and Commercial team National law firm Blackadders. She has been Blackadders have an excellent addition to appointed Susan our business since joining McFadyen as a Partner us in 2015, delivering Leading Scottish recognise the dedication of in their Corporate & outstanding service and independent law firm BTO these talented individuals Commercial team. expertise to our clients.” Solicitors has announced a to the firm and its clients Susan has more than series of senior promotions and reflect the vast range of 15 years’ experience in across a variety of its teams. expertise that has ensured Corporate & Commercial Senior solicitors Eileen BTO’s ongoing success.” law, dealing with a wide Sherry from the Insurers’ range of matters including Representation team, CONTACT DETAILS: joint ventures, investment Jennifer King from the Marianne McAvenna rounds and intellectual Professional Discipline & T: 0141 221 8012 property. Clinical Defence team, and E: [email protected] Blackadders now has David Cairns and Andrew W: www.bto.co.uk 27 partners and more Phillips from the firm’s than 250 staff across top tier Health and Safety, seven offices in Scotland, Regulatory and Criminal including Glasgow. Defence team, have all Managing Partner, been appointed Johnston Clark, said: “It as Associates. gives us great satisfaction BTO’s Chairman, Alan to appoint Susan as Borthwick, commented: our latest partner to “These promotions

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