BROADENING YOUR BUSINESS NETWORK

MAY 2009

03 Launch of 2009 Chamber

Business Awards
04 Meet the Chamber Directors
07 Sales training doesn’t work
08 Tourism leading the way
12 Budget reaction
01 CONTENT . 360° . MIDLOTHIAN & EAST LOTHIAN BUSINESS NETWORK MAGAZINE
MATTERS . CHAMBER OF COMMERCE

02 Focus on members: As you see, the Chamber’s magazine has

Durnickbooks gone digital.
03 Time to get ready for the 2009 An electronic rather than print version
Chamber Business Awards of ‘360’ is cheaper for us to produce
and reflects our policy of using the most
04 Meet the Chamber Directors suitable technologies as well as our care
for the environment. In these harsher
05 Corporate Partners economic times computerised distribution
supporting the local business also makes it cheaper for businesses
community to advertise to the growing number of
members of the region’s leading
06 Government Loan independent business support and
Guarantees networking organisation.
07 Sales Training Doesn't Work! Another of our principles is to obtain members’ views on what they want
from their Chamber so we’re currently consulting them about the format
08 Tourism leading the way of the 2009 Midlothian and East Lothian business awards, to be presented
in October. This will be yet another highlight of a busy year as we continue
to work together to tackle the economic recession.
10 Member to Member
opportunities This new-look ‘360’ covers just some of the wide range of work being done
by the Chamber and its corporate partners as well as members, and
11 Chamber of Commerce explains some of the assistance which is available.
champions win more than There are plenty of opportunities for members to get involved in our
just their prizes activities and I would encourage you to look closely at the offers of training,
networking and discounts as well as the products and services provided by
12 Budget Reaction advertisers whose support is greatly appreciated.
Yours sincerely,
13 Group mentoring – Gregor Murray
networking skills EXECUTIVE DIRECTOR
Midlothian & East Lothian Chamber of Commerce
14 Membership

COVER:
MAUREEN AND BARRY McCLEERY WITH MANY THANKS TO FIND OUT MORE ABOUT
M&ELCC ENTERPRISE AWARDS 2008,
QUEEN MARGARET UNIVERSITY. TO OUR CORPORATE THE CHAMBER OR TO
THIS PAGE TOP:
‘YELLOW FIELDS’ NEAR EDINBURGH
PARTNERS CONTRIBUTE AN ARTICLE
THIS PAGE ABOVE RIGHT:
GREGOR MURRAY, TAKEN AT ARNISTON HOUSE Capscan (Scotland) PLEASE CONTACT:
Laura Socha
Costco Midlothian & East Lothian
Chamber of Commerce
Jewel & Esk College 42/3 Hardengreen Business Park
MANY THANKS:
Dalhousie Road
TO CHAMBER MEMBER GRAHAM RIDDELL
FOR PHOTOGRAPHY WITHIN THIS DOCUMENT.
MET Dalkeith
PAGES: COVER, 01 (TOP AND PORTRAIT), 03, 05, 11, 13
Johnston Newspapers Midlothian
VISIT WWW.GRPHOTOGRAPHY.CO.UK EH22 3NU
OR CONTACT GRAHAM ON 01896 830915. Lothian 0131 654 1234
info@melcc.org.uk
www.melcc.org.uk
02 MEMBER . 360° . MIDLOTHIAN & EAST LOTHIAN
MATTERS . CHAMBER OF COMMERCE
Durnickbooks
WWW.DURNICKBOOKS.CO.UK
Durnickbooks is probably the
largest internet bookseller in
Midlothian, with a stock of over
28,000 titles available online.
Sole trader and househusband, Chris
Bartholomew, began selling his own used
books through Amazon to fund a holiday
after he was made redundant and as he
says himself “it kind of grew arms and
legs” and blossomed into a successful
business. He considers his business to
be a lifestyle choice which affords him
the flexibility to work when he wants,
without being tied down by opening hours,
or employing staff. He is assisted by his
wife, a full time senior nurse, who helps
with listing and his youngest son Andrew
(15), who helps with picking, packing
and posting.
BUSINESS NETWORK MAGAZINE
He has also developed a relatively unusual concept of offering a local online shopping
service, with a reduced handling fee and personal delivery service to Penicuik customers.
With over 20 years of customer services experience, he is trying to offer the personal
service that you would expect from a small, local independent shop, but bringing in into
the comfort of your own living room, through the internet. Under normal circumstances,
any purchases made by his Penicuik customers before 4:30pm are normally delivered same
day, otherwise delivery could be expected next day. His own site www.durnickbooks.co.uk
has a Penicuik Home page which he is planning to develop and showcase as a shop
window for other Penicuik businesses.
On the site, over two thirds of the books are categorised by subject, or author, for easy
searching from the homepage and do go down as far as 4 levels of sub-categories, for
more specialised books. There is also a Quick Search facility, where you can find books
by Author, Title, Description or Keyword. Also offered is a Offline Search Service, for that
elusive book that you have been looking for years, that you have not been able to find.
There are several reasons that he is not open to the public in Penicuik as a shop.
Firstly, the books are not physically categorised, only virtually, so are not readily
browseable and each book has a unique identifier which gives him the book's exact
location. This being the case, if customers were to browse books and not put them back
in the exact location they came from, this could cause him a logistical nightmare when
picking my books to post them out on a daily basis. Further to this, he does not need to
have the relevant Public Liability Insurance or, because of the layout of the warehouse,
would not meet the laws relating to accessibility.
Through the very secure payments section of his website, he can accept most major
credit cards, PayPal, Google Checkout, as well as cash from his local customers. As
well as selling on his own website, Chris also sells on both Amazon and AbeBooks,
where he manages to maintain a very high level of positive feedback from customers.
This home based business in Penicuik, ships out 30-50 books a day, with about 10% of
sales going abroad to six of the seven continents, Antarctica being the only one he has
not sold to. The books are stored in a warehouse in the town centre, which is where
they are distributed from, with all listing and computer work done at home.
03 COMMERCE . 360° . MIDLOTHIAN & EAST LOTHIAN BUSINESS NETWORK MAGAZINE
MATTERS . CHAMBER OF COMMERCE

Time to get WHO CAN ENTER?

ready for the ALL businesses located in Midlothian & East Lothian are
2009 Chamber eligible. Individuals or organisations may nominate themselves,
or others, in any of the six categories.
Business Awards WHY ENTER?

Winning a business award can help your business gain media,

profile, prestige and attract new customers. Winning an award
Recognised as Midlothian & can also boost the morale and motivation of your staff. The
East Lothian’s premier business Chamber Business Awards recognise and celebrate companies
awards, the Midlothian & East with a real commitment to excellence, so being named winner
Lothian Chamber Business is a public recognition of your success.
Awards are a showcase for WHO SHOULD ENTER?
the organisations that have These awards are intended to recognise locally trading
achieved business excellence businesses that have demonstrated a continued passion for
in the award categories. These excellence. If you feel your business has made considerable
awards are a testament to the achievements in the last year and is an effective, well-
talent, drive, achievement and functioning business, tell us about it!
success of local Midlothian Categories include Business Start up Award, Graduate of
& East Lothian businesses. the Year, Business Environment Award, Local Business Hero,
We are justifiably proud of Social Enterprise Award and Business Innovation Award.
the talent we have here in
Contact Laura at laura.socha@met.org.uk for more details and an application form.
Midlothian & East Lothian,
and we welcome this
opportunity to reward the
enthusiasm and hard work
of our businesses.
04 LEADERSHIP . 360° . MIDLOTHIAN & EAST LOTHIAN BUSINESS NETWORK MAGAZINE
MATTERS . CHAMBER OF COMMERCE

Meet the
Chamber
Directors

COLIN BURNETT
PRESIDENT
Colin, a Chartered
Accountant, is the
Group Finance Director
of The Moredun Group,
owners of the prestigious
Pentlands Science Park.
The group includes
the Moredun Research
Institute which is internationally recognised
for its innovative basic and strategic
multidisciplinary research on diseases
which undermine biological efficiency,
impair animal welfare or threaten public
health. It develops strategies for improved
control and prevention of diseases, thereby
furthering animal and human wellbeing
and encouraging sustainable agriculture.
It maintains specialist diagnostic and
disease surveillance services to facilitate
epidemiological investigations, and early
awareness of emerging problems. Prior
to joining The Moredun Group, Colin
was a director in a Practice of Chartered
Accountants in Edinburgh and in his spare
time still enjoys doing the odd tax return
as well as more leisurely pursuits!
ROB RAE
VICE PRESIDENT
BUSINESS OWNER
Chartered accountant
Rob Rae was audit
manager at Whinney
Murray before becoming
assistant managing
director of James Fleming
and Fleming Howden. He
then worked as financial
director for Spillers Bakeries and then
as chief executive for Edinburgh Crystal
Glass, Caithness Glass and Selkirk Glass.
After that he was director of Pimpernel
International (Thailand) which had a
turnover of £15m. Mr Rae now runs a
business advisory and accountancy
practice in Lasswade.
BRYAN LESLIE
BUSINESS OWNER
Bryan Leslie is a
small business coaching
expert who ensures
solopreneurs and small
business owners have
a mindset for success.
He works with them to
develop their interpersonal
communication skills, advising on how
to positively plan, execute and follow-up
networking events. Bryan works throughout
the UK and Europe and has 18 years
leadership experience in financial services,
and eight years coaching experience.
He facilitates the Chamber Group
Mentoring Programme.
NIGEL DUNCAN FRANK PRIOR B.PHARM, MSC, MBA, PHD, MIBIOL,
BUSINESS OWNER FRSM, FRSSA, FRSM
BUSINESS OWNER
Nigel Duncan’s PR clients
have included the British Frank trained as a
Airports Authority,The pharmacist and spent
Gleneagles Hotel, Bell's, 30 years in the NHS
Barclays, Caledonian during which time he
Brewery, bmi, Ryden, collected qualifications
West Lothian Chamber and invented a number of
and Napier University. pharmaceutical products.
He freelances for major titles including In 1998, he left the Health
the Daily Record, Sunday Mail, The Herald, Service to become the Director for the
The Sun, Metro, Scottish Daily Express, Centre of Innovation in Healthcare
and the Edinburgh Evening News. He Technology (CIHT) in Glasgow. He left
also edits Business Network (circulation the CIHT in 2000 and set up the Osmosis
215,000) for The Federation of Small Unit in East Lothian where he functions as
Businesses and is a part-time university a Freelance Medical Inventor. He is named
lecturer in PR and journalism. inventor on 12 patents and won one of the
coveted UK Medical Futures Awards last
CLLR STUART MACKINNON year. His customers range from local to
EAST LOTHIAN COUNCIL global including GSK, Synergy Healthcare
Stuart started his PLC and Getinge.
career predominately When not inventing he is a keen
in the financial services, photographer, a singer songwriter and
including Standard Life a yachtsman. He is happily married and
and The National & dotes over his golden retriever.
Provincial Building
Society before moving
into the legal world with
two large firms of solicitors, one in the
NE of Scotland and one in the Central
Belt. He was then European Marketing
Manager for an American company.
Since '97, Stuart has worked within
the Security Industry and was recently
in London working on the G20 Summit.
As a Councillor with the East Lothian
Council, Stuart is on the Planning,
& Licensing Board Committees and
Chairs the Education & Children Services
Scrutiny Panel. Externally, Stuart is a
member of the Lothian & Borders Police
Board with special responsibilities for
the Operations Division, and was recently
appointed as Liaison Officer between
L & B Police Board and the Scottish
Crime and Drug Enforcement Agency.
RUSSELL IMRIE
WARD 4 MIDLOTHIAN WEST
Russell is Chair of
SESTRAN, who look at
travel to work patterns
in and around the East
of Scotland, particularly
the Edinburgh area.
An elected member
on Midlothian Council
since 1995, he serves as a member
of the Council’s Cabinet and holds
the Strategic Services portfolio, which
encompasses strategic development,
economic development and transportation.
Heavily involved in environmental issues,
Russell is a Board Member of SEPA.
During most of his working life, Russell
was an engineer with British Telecom
and an active trades unionist.
05 PARTNERSHIP . 360° . MIDLOTHIAN & EAST LOTHIAN BUSINESS NETWORK MAGAZINE
MATTERS . CHAMBER OF COMMERCE

Corporate Partners
supporting the
local business
community
Jewel & Esk College needs
no lessons in how to work
with the business community.
That’s why it is one of
Midlothian and East Lothian
Chamber of Commerce’s
Corporate Partners.
“Over a third of Jewel & Esk College’s
turnover is generated in conjunction with
business partners,” explained Depute
Principal Peter Malcolm. “Corporate
Partnership allows us to access multiple
business links with a view to servicing
their training and development needs
as well as growing the College’s own
business. “
IMAGE:
01 PETER MALCOLM
DEPUTE PRINCIPAL
JEWEL & ESK COLLEGE
The Chamber’s Corporate Partners gain not only a wide range of exclusive benefits
but also boosts for their own businesses.
“Becoming a Corporate Partner was a natural decision for Jewel & Esk,” Malcolm
commented. “Scotland's Colleges are challenged to support businesses, particularly
those in key sectors identified to lead economic recovery. It’s vital, therefore, that we
stay close to and work with business.
“Listening to business is crucial,” he added. “We need to focus on the skills employers
require in a future workforce and bring these forward to influence the curriculum and
training methods we use. Work placement is a key component and, together with
learners’ work in college, results in students leaving us with a sound track record
in the workplace, motivated to succeed and move on, ready to take up employment
with the local businesses we partner. “
Jo Robinson, editor of Johnston Newspapers Lothian - the Chamber’s newest Corporate
Partner, said: “With the current economic climate, we’ve all seen how crucial businesses
are to the local community. We’re delighted to accept this invitation to play an active
partnership role with the Chamber and to work even more closely with local firms.”
One of the media group’s first partner activities will be to sponsor the environment
category in the 2009 Midlothian and East Lothian Business Awards due to be presented
in October. Jo added: “We’re really excited about sponsoring such an important award
and helping to highlight the work local businesses are doing to look after the
environment.”
Another Corporate Partner is Capscan (Scotland), a 24-year-old family-run business
based in Loanhead.
“When the opportunity arose to become a Corporate Partner we felt it would be a great
way to raise our profile in the wider Midlothian and East Lothian business community,”
said Technical Director Barry McCleery
“As a result we have seen a sales boost from the local area due to the opportunities
we have had to meet local businesses at various Chamber events”.
Gregor Murray, Chief Executive of the Chamber, explains “We found some members
wished to raise their profile and become more involved with the local business community.
Corporate Partnership allows these companies the opportunity to engage the Chamber
on a different level with benefits built around their individual requirements rather than
offering the one size fits all solution.”
If you are interested in supporting your local Chamber and discussing Corporate
Partnership further, please call Gregor Murray on 0131 654 1234.

01
06 INFORMATION . 360° . MIDLOTHIAN & EAST LOTHIAN
MATTERS . CHAMBER OF COMMERCE
Government
Loan Guarantees
Lending guarantees could be great value for money, but watch
what banks and businesses do with them, says ACCA
ACCA (the Association of Chartered Certified Accountants)
welcomes the government’s decision to guarantee up to £21bn
of loans to small and medium-sized enterprises (SMEs).
Professor Robin Jarvis, head of ACCA’s SME Committee, says:
“If implemented properly, loan guarantees could help hundreds
of thousands of smaller firms access credit on reasonable terms
– giving them a better chance of surviving the downturn and
retaining employees.”
ACCA’s SME Committee, on which both banks and small
businesses are represented, has called for loan guarantees
to secure working capital since November 2008. In submitting
evidence to the Business and Enterprise Committee in early
December 2008, ACCA also stressed the need to strengthen
supply chains and appreciate the systemic nature of the risk
they transmit between customers and suppliers.
The effectiveness of the guarantees will now depend on how
widely they are used, their effect on trade credit and default
rates among beneficiaries, and on whether they will be able to
encourage new lending in addition to refinancing existing loans.
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Professor Jarvis concludes: “Lending guarantees will not solve
all of the sector’s problems, nor will they keep a large number
of businesses from going to the wall. But they could help those
businesses that are fundamentally sound while restoring lenders’
confidence – all at a cost far lower than that of any reasonably
effective fiscal stimulus.”
LENDING GUARANTEES: 3 SCENARIOS FROM ACCA
1 In the best-case scenario, guaranteed lending would help
banks reassess the creditworthiness of those borrowers
past the credit event horizon – the point at which risk is
either too high or too indeterminate to bother. High uptake
could restore the flow of not only bank but also trade credit
and result in lower default rates overall.
2 A more likely scenario would see the overall supply of credit
rising very slowly, as lenders choose to strengthen their
balance sheets by swapping bad loans for government-
guaranteed ones. This is still a relatively positive outcome
as more confident banks should eventually be able to offer
more and cheaper credit.
3 The worst-case scenario would involve insufficient uptake
of the guarantees to make any difference to business
sentiment or banks’ balance sheets. In the absence of
trade credit, lending will only postpone the inevitable for
the few beneficiaries, leaving the taxpayer slightly worse
off for guaranteeing their debt.
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07 TRAINING . 360° . MIDLOTHIAN & EAST LOTHIAN
MATTERS . CHAMBER OF COMMERCE
Sales Training
Doesn't Work!
Sales training doesn't work!
That's right, it doesn't work.
This message is for Managing
Directors and Company Owners
who want to understand why
training fails. Most sales training
doesn't work because:
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A lovely Café with open decking over the sea,
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gannets and seals. Kids’ Zone, Wildlife
Cinema, Environment Zone &
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Open All Year.
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01620 890202 www.seabird.org
GIFT SHOP • CAFÉ • DISCOVERY CENTRE
BUSINESS NETWORK MAGAZINE
_ Managers see training as an event that takes place over 1, 2, or even 5 days. The
human mind can only absorb so much in such a short space of time. Usually 80%
of training is forgotten within two weeks unless there is some form of regular
reinforcement outside the classroom. Short term training gets short term results.
_ By definition, training is a transfer of knowledge – not the practical application of
that knowledge. All the role play in the world can never prepare a sales person for
the real pressure they will receive in the field. Would you hire a bricklayer to build
your home extension if you knew they had only completed a one month training
course? Sales people are forged in the heat of battle. They need steel in their
spine. This is impossible to achieve in a week or a month.
_ Sales people must want to learn. Some people are not interested in growing,
developing and learning. These people blame the company, product, service,
opposition, pricing and/or economy for every missed opportunity. They should
not be in the same room as the winners as they drag the performance of the
whole group and company down. Managers, you know who these people are.
“We can’t afford sales training” I hear you shouting. That’s exactly why you need it!
You can’t afford it because you are not selling enough. The real question is. “Can you
afford not to train your people?” How much is the continued decline in your revenues
or margins costing you? How long can you survive if your revenues continue to fall.
Tough times call for tough decisions. The economy is, the way the economy is. You
cannot change it. If your turnover or margins are shrinking then the companies that
survive are the ones who are proactive and take action. Sales are the lifeblood of your
company. Those businesses that choose to do nothing in this economy will shrivel up
and die. The leaders among you will step up to the plate and be proactive. Your future
is in your hands - your choice.
IAIN SWANSTON
SANDLER TRAINING SCOTLAND
WWW.SANDLER.COM
0845 257 5227
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08 TOURISM . 360° . MIDLOTHIAN & EAST LOTHIAN BUSINESS NETWORK MAGAZINE
MATTERS . CHAMBER OF COMMERCE

Tourism
leading
the way 01
IMAGES:
MACDONALD MARINE
HOTEL INTERIOR
02 MACDONALD MARINE
HOTEL EXTERIOR

Buffeted by the recession but boosted by Dick Francis, Director of the Whitekirk Golf and Country Club
natural and innovative attractions, the tourism near Dunbar, praises East Lothian Chief Executive Alan Blackie
for arranging high level meetings with Scottish Enterprise and
industry in Midlothian and East Lothian is Tourism Minister Jim Mather. He finds it encouraging that so
adapting itself to maintain momentum in many people in the County are working together to make the
one of the region’s key economic sectors. most of opportunities.
However, he says the lack of hotel beds is a serious obstacle
A round-up by the Chamber of Commerce of to tourism’s development.
some of the region’s leading tourism centres “East Lothian has huge tourist attractions, wonderful beaches
has highlighted resilience and change, but also and 22 golf courses to suit all pockets, but there are fewer than
underlined some of the serious challenges 200 beds in seven hotels listed on the VisitScotland Website,”
he said. “This compares with 35 hotels in Ayrshire and 62 in
having to be confronted. Perthshire.”
East Lothian’s fine sea coast and the whole region’s rich history
remain major benefits but golf, a major focal point for tourism, 01
is having to play itself out of a few bunkers.
At the region’s largest hotel, the Macdonald Marine Hotel and
Spa at North Berwick, Human Resources Manager Alison Baci
was candid about the challenges: “Lack of confidence in finance
sectors, Sterling’s poor exchange rate, and potential downturn
in demand across the four main markets of leisure, conference
and banqueting, spa and golf.”
However, five prizes won earlier this year in the Scottish Hotels
of the Year Awards showed that staff can be the key to success.
“We have a stunning location, and reputable and highly
commended service,” she added.

02
09 TOURISM . 360° . MIDLOTHIAN & EAST LOTHIAN
MATTERS . CHAMBER OF COMMERCE
Tourism
leading
the way
[CONTINUED]
The Scottish Seabird Centre in North Berwick, acclaimed as one
of Scotland’s tourism successes with 250,000 visitors a year, has
frozen all entry prices and developed inclusive packages with
travel operators.
The downturn has meant that investments in some parts of the
industry have been put on hold. This is not the case at the National
Museum of Flight at East Fortune.
Two new permanent attractions, Fantastic Flight and Fortunes of
War, were opened on 10 April after National Museums Scotland
spent £2m on them. These showcase the airfield’s history from
its early years as an airship base through two World Wars, and
the onset of the Cold War. “The investment represents our belief
in the immense potential of the National Museum of Flight,”
commented Dr Gordon Rintoul, Director of National Museums
Scotland.
Midlothian’s location less than ten miles from Edinburgh means
it is well placed to attract visitors to the capital and surrounds.
“A lot of busy members of the Midlothian Tourism Forum are
doing their best for the sector. There’s no time for gloom and
doom in this part of the country,” said a spokesman for
Midlothian Council.
A partnership of the Scottish Mining Museum, Newbattle Abbey
and Rosslyn Chapel has been set up and will develop the training
element provided by Newbattle Abbey College. Local guides are
giving heritage talks and walks linked to the three sites. Details of
events throughout the County, including the Scottish Mining Mayfest
from 1-4 May, can be found on www.midlothian.gov.uk/tourism.
01
BUSINESS NETWORK MAGAZINE
01
IMAGES:
MUSEUM OF FLIGHT
02 SEABIRD CENTRE
Golf operators are having to work particularly hard and be more
innovative to attract players.
“The credit crunch has had a serious effect on the golf industry,”
commented Colin MacFarlane of the Melville Golf Centre at
Lasswade. “Membership has dropped nationally at an alarming
rate. Waiting lists are now almost non-existent and entry fees
have been dropped in order to attract new members.”
The long term future of golf clubs depends on attracting more
juniors, he says, so Melville has been helping lead the way.
More than 100 juniors receive weekly coaching there. On
31 May the Centre is hosting a qualifying round of the HSBC
Wee Wonders Championship for children between 5 and 12.
See www.hsbcweewonders.com or www.melvillegolf.co.uk.
Innovation laced with optimism is also the name of the game
at Butterfly and Insect World, Lasswade, which attracted 80,000
visitors last year.
“There’s a lot of apprehension in the industry about the recession
but I’m upbeat,” said General Manager Andrew McDonald who
previously ran the Edinburgh Dungeon, Scotch Whisky Experience
and Edinburgh Crystal Visitor Centre. “Besides, we’re an indoor
attraction and the hot temperature here is guaranteed!”
Andrew believes Butterfly World’s marketing has changed
dramatically. A list of events is posted every day so no matter
when visitors come in, there is always something interesting
happening. The range of reptiles has been expanded, and special
interest groups such as photographers are being targeted.
In what could be a summary of the philosophy
of his fellow-tourism operators throughout
Midlothian and East Lothian, Andrew says:
“My priorities are to get more people through
the doors and increase their satisfaction
levels so they want to come again - and
tell their friends.”
02
10 MEMBER . 360° . MIDLOTHIAN & EAST LOTHIAN BUSINESS NETWORK MAGAZINE
MATTERS . CHAMBER OF COMMERCE

Member Midlothian and East Lothian Chamber of Commerce

to Member
opportunities
The business community in
Midlothian and East Lothian is
banding together to fight the
recession by cutting the price
of products and services they
sell to each other.
has announced it is stepping up a scheme under which
members grant discounts to fellow-members.
Under the scheme, members agree to cut prices, or
even offer free services or products to one another.
“More and more business people are realising
they are all in the same boat in choppy economic
waters,” said Chamber Manager Laura Socha.
“One way of achieving progress is for members
to trade more with each other. The discount
scheme encourages such trading, which is why
we are developing it this year and encouraging
even more members to take part.”
Member-to-member discounts cover a wide range
of sectors including accountancy, financial services,
public relations, design, photography, equipment hire,
internet services, training and personnel services.
The scheme even includes free entry to a stately
home and free hotel breakfasts.
“Cutting costs in 2009 will be crucial for many
businesses in Midlothian and East Lothian,” Mrs Socha
added. “This expanding scheme is an important
contribution to the fight to keep them profitable.”
For more details call Laura Socha on 0131-561 6261, email her at
laura.socha@met.org.uk or see www.melcc.org.uk/index.php?page=affinity.
11 WINNING . 360° . MIDLOTHIAN & EAST LOTHIAN BUSINESS NETWORK MAGAZINE
MATTERS . CHAMBER OF COMMERCE

Chamber of Winners of the 2008

Commerce Midlothian and East Lothian
enterprise awards have
champions win gained new customers as
more than just well as seeing their prestige
soar as a result of their
their prizes successes.

The Premium Roll Company in Loanhead, winner of the best Midlothian Start-up Award,
now delivers to over 160 customers throughout the Lothians and Borders each day and
has 25 permanent staff.
“Winning the award was one of the highlights of our year,” said Manager Andrew Young.
“The press coverage resulted in a substantial number of enquiries about our products,
the majority of which were turned into new customers. Winning the award was also
important for our team who had worked hard and deserved to share the recognition.”
Shonagh Cruikshanks, whose East Saltoun village store won the best East Lothian
start-up category, echoed his comments.
“The award certainly helped the shop. Press coverage meant lots of people from
different villages became aware of it,” she went on. “I’m particularly grateful to 01
Business Gateway which helped me start up and East Lothian Council Chief Executive
Alan Blackie who lives in East Saltoun and is a customer. The business is doing well
and I’m looking at new opportunities to meet even more local needs.”
Glen Bennett, Managing Director of leaflet marketing specialists EAE Distribution at
Loanhead which won the Business Environment Award, said the company had won
two new customers from the Lothians in the immediate afterglow of the enterprise
ceremony.
“The award is very marketable,” he commented. “It meant a great deal to the company
and is a source of pride for our 45 staff who are all engaged on a journey to reduce our
carbon footprint,. Many prospects mention our green credentials, of which this is an
important part.”
“Local Business Heroes” recognised last year in another Chamber of Commerce 02
initiative have also highlighted the practical benefits of their accolades.
Archie Paterson, Manager of the Midlothian Innovation Centre at Roslin, said the award
“has reinforced our message that we are here not just to provide accommodation but
to help and guide SME businesses that have the aspiration to grow and develop.
“Interest in space remains buoyant in spite of the current economic woes, with the
award undoubtedly having extended Midlothian Innovation Centre’s profile in the
marketplace, in particular through the growing Chamber membership in Midlothian
and East Lothian,” Paterson added.
Another “local heroine,” Dr Jacqueline McDonnell, Chairman of Friends of Midlothian’s
Children, said the local business community’s support for the charity’s work had
increased funders’ confidence. 03
A new mobile home with disabled facilities funded by Grange Estates and the Walker
Group was launched in March and was assigned to Saltersgate School, Dalkeith. It will
supply 31 weeks of holidays a year for special needs children and their families. Another
new caravan was introduced the same month, funded by SPIFOX (the Scottish Property
Industry Festival of Christmas) and assigned to Midlothian Sure Start Nurseries.
“I was very happy to receive the award of behalf of myself and my directors,” Dr McDonnell
said. “We all work on a voluntary basis with no paid staff and it was excellent to get such
recognition from the business community.”
“Winning Graduate of the Year was a fantastic achievement for the whole team at
Furniture by SP“, said Marketing Executive Chris Bruce who was given the award in
recognition of his work with the Dalkeith-based furniture supplier. “Everybody had a
04
part to play.“
Director Fiona McBride added: “We had a lot of people getting in touch with us and
offering their congratulations to Chris. A few of those conversations escalated and as
a result of customer queries we have now launched a new furniture hire service.”
The 2008 Awards were sponsored by Capscan, RBS, Queen Margaret University,
Jewel&Esk, Springfords.
If you would like to enter or sponsor the 2009 Business Awards please get in touch with
laura.socha@met.org.uk

IMAGES:
BUSINESS AWARD 2008 WINNERS
01 SOUNESS & BOYNE, EAE 05
DISTRIBUTION
02 PAMELA MURRAY, CHRIS BRUCE
03 DR JACQUELINE MCDONNELL,
WINTON HOUSE, ARCHIE
PATERSON, PAULINE JAFFRAY
04 MARC, ROOTS AND FRUITS
05 THE PREMIUM ROLL COMPANY,
EAST SALTOUN VILLAGE SHOP
12 MONEY . 360° . MIDLOTHIAN & EAST LOTHIAN BUSINESS NETWORK MAGAZINE
MATTERS . CHAMBER OF COMMERCE

Budget
Reaction
This year’s Budget statement
by the Chancellor of the
Exchequer was one of the
most highly anticipated for
many years. In the midst of
perhaps the most severe
recession since the Second
World War, Scottish
businesses were looking for
clear signals of support from
the UK Government and
evidence that national policy
was developing quickly
enough to keep pace with the
rapidly evolving economic
challenges that we are facing.
So did the Budget deliver for business?
Well, partly. The decision to double first
year capital allowances on investment
from 20% to 40% this year is great news
for businesses who have been hesitating
over decisions on new investment and
this could nurture the seed corns of
future growth. Also welcome is the
extension of the scheme to lengthen
the period over which businesses can
offset current losses against the profits
of pervious years, whilst the expansion
of the trade credit insurance scheme
should also assist firms in their day to
day operations. In addition, there was
an underlying focus on skills and training
which was particularly welcome in the
current labour market.
However these benefits come at a price, and
this will have to be paid in both the short
and longer terms. For Scottish businesses,
the decision to raise Fuel Duty by 2 pence
this September, followed by a further rise
next April, is extremely bad news and will
add further to business costs at a time
when it can least be afforded. Similarly
the increase in alcohol duty by 2% has
done little to raise the spirits of either
the hospitality sector or our food and
drink industry.
And what of the bigger picture? Spiralling
borrowing and national debt will at some
point have to be paid for, raising the
prospect of high taxation and reduced
Government spending for years, perhaps
decades, to come; and while the decision
to impose a 50% Income Tax rate on
those earning above £150,000 per year
will affect only a very few people, the
message it sends out about the UK’s
attitude to entrepreneurship and success
could be a potential impediment to future
growth.
Nevertheless we hope that the Chancellor’s
forecast of an early return to growth prove
to be well founded. Certainly in the
Chambers of Commerce’s own Quarterly
Business Survey we are beginning to
detect some glimmers of hope for the
future, with a significant number of our
manufacturers predicting an increase
in exports by the Spring of 2010. One
thing that is for sure is that it will be our
businesses that will lead the way out of
this recession and restore the Scottish
economy to a path of solid growth. We will
take the positives from this year’s Budget
and move on. There is a challenging task
ahead for businesses, but the signs are
good and we will work together to ensure
that the Scottish economy is stronger and
well equipped to take full advantage of the
opportunities ahead.

CMYK
Butlerfield Industrial Estate
Bonnyrigg EH19 3JQ

T 01875 825228
F 0845 618 2244
W cmyk-digital.co.uk

LOCAL NETWORK
SOLUTIONS
COPIERS / PRINTERS / IT
luxury is
closer than
you think Need an injection of
fresh new skills and
innovative thinking
Lennoxlove House, open for into your business?
business, dinners, weddings, Shell STEP is a UK wide student placement

parties, meetings, all with or programme which works to link students into
businesses to help move a project forward over
an agreed timescale. Now in its 23nd year we
without accommodation. have placed more than 20,000 students across
the UK and can help your business save time,
acquire new skills and get value for money.

Want to find out more?

Contact your local agent Louise Gilchrist
Tel: 0131 561 6305
T: 01620 82 86 08 Email: Louise.Gilchrist@essential-hr.com
W: www.lennoxlove.com www.shellstep.org.uk
13 MENTORING . 360° . MIDLOTHIAN & EAST LOTHIAN BUSINESS NETWORK MAGAZINE
MATTERS . CHAMBER OF COMMERCE

Group Last year the Chamber

mentoring – launched its Group Mentoring
Programme with a series of
networking training workshops focusing
skills on networking skills.

Led by group facilitator Bryan Leslie, four workshops were held, each covering a
different aspect of networking. Nearly 50 people attended one or more of them.
The aspects covered were:
1 What is Networking?
2 What do you talk about at networking events?
3 How do you make great infomercials and presentations?
4 How do you follow-up after the event?
We asked Bryan to summarise the key points:
“Networking is 80% attitude and 20% technique. You’ve got be in THE right state at
an event, not A right state! As long as you prepared properly, listen carefully, focus
your infomercials on the people in the room, and follow-up effectively you’ll be fine.
The workshops we ran, which we hope to repeat later in the year, gave people the
confidence and competence to become a highly effective networker – that is a
networker that gets results, rather than just has a nice lunch.
“If you’d like to learn more about networking you can download my ebook
“The Seven Habits of Highly Ineffective Networkers”. Simply email
networking@bryanlesliecoaching.co.uk and I’ll send you details of where you
can download the ebook.”

Free Workshops
Thinking of launching your own business?

Our free workshops can give you all the support you need.
From writing a business plan, to getting to grips with tax.
We can even help existing businesses reach new heights.

For information on workshops in your area contact:

East Lothian
Telephone: 01620 827 870

Midlothian
Telephone: 0131 654 1234

We’ll help you find the right workshops for you.

Employing People
rants,
nce and G
ina
ses, F , Employing People
Health and Premi rants
Safety, Starting up,
ce and G
Finan
Health ises,
an d Safety, Starting up, Prem
14 MEMBERSHIP . 360° . MIDLOTHIAN & EAST LOTHIAN BUSINESS NETWORK MAGAZINE
MATTERS . CHAMBER OF COMMERCE

Membership 21 Nine Design & Advertising

AA Franchise
Abbey Print
0131 454 9765
0131 654 1975
0131 454 0200
J B Foods (Scotland) Ltd
Jeffery Associates Insurance Brokers
Jewel & Esk College
0131 448 2888
0131 554 1510
0131 660 1010
Able Girl Plumbing 07752 269108 JMW Medical 0131 440 3633
Access Equality Ltd 0131 440 1984 Johnston Newspapers Lothian 0131 5616617
Access Networks CRM 0131 208 1964 K & I Ltd 0131 663 4545
Ace Metal Works 0131 660 4300 Kemp Therapies 01368 860161
Activate Fundraising Limited 01620 826760 Kerr Associates 0131 665 4334
Aeona 07738 290384 Kings Acre Golf Course & Academy 0131 663 3456
AKD Systems Ltd 0131 654 7080 Kristen Fraser 0131 665 1940
Alba Water 0131 448 0666 KSF Design and Affordable Kitchens 01875 852 857
Altered Image 0131 660 1492 Lampforce 0131 448 2229
Anderson Strathern 01620 822127 Lasertech East Edinburgh 0870 787 2323
Andrew Black Haulage Ltd 01620 850263 Leithen Property 05602 473 898
ARH Collins & Co 08700 113811 Lennoxlove House 01620 828604
Arniston House 01875 830515 Lesley Graham MRCIS 0131 445 4415
B:spoke 01314404567 Lightwork Electrical Solutions 01316609441
WITH MANY THANKS Bank of Scotland 0131 465 2112 Lindsays WS Solicitors 0131 229 1212
Barstow & Millar 0131 440 9030 Liz Young Marketing Consultant 01368 862581
TO OUR CORPORATE Bell & Co Ltd 0131 442 2493 Macdonald Marine Hotel 0870 400 8129
Bilston Glen Business Centre 0131 448 1000 Macdonald Marine Hotel 0870 400 8129
PARTNERS Blue Lizard Media 0845 130 9009 MacFarlane Homes Ltd 0131 660 2200
Bonaccord Ecosse Limited 0131 202 6527 Macmillan Cancer Support 01899 229059
Bonnyrigg Funeral Directors 0131 654 1988 MacTaggart Scott 0131 440 0311
Border Bookeeping 01314541691 Maitlandfield House Hotel 01620 826513
BOX-IT Scotland 01620 829700 Mark Lister Coaching 0131 447 0951
Bridges Project 0131 665 1621 Mary Robson HR Consultant 01506 415104
Brief Design Consultants 01875 824 784 McKellar Nethery (creative solutions) Ltd 01383 820764
British Energy Torness Power Station 01368 873 605 Mclean & Melrose WM Ltd 0131 303 0073
Brownlee Bookkeeping 0131 663 2383 McVies WS 01620 822150
Bryan Leslie Coaching 01620 890 226 Melville Golf Centre 0131 663 8038
Business Equilibrium Ltd 0131 448 0600 Mercat Cross Media Ltd 01875 818 975
Business Thinking Systems 0791 222 7863 Midlothian Enterprise Trust 0131 654 1234
CA Cameron ACA 01368 840 648 Midlothian Innovation & Technology Trust 0131 448 0222
Caledonia Consulting 07887 534 598 Midlothian Physiotherapy 0131 561 9787
Capital Solutions 0131 557 4747 Midlothian Voluntary Action 0131 663 9471
Capscan 0131 440 9727 Mo-Net Ltd 01875 320207
Carnegie College 0131 665 9273 Morag Dunbar - Tourist Guide 0131 449 5014
CaskieCo 0131 6573473 Ms Bond 07980 882280
Chalmers & Co 01620 824986 Museum of Flight 01620 897242
Charles Letts & Co Ltd 0131 663 1971 My Consultants 01875 821353
Charles River Laboratories 01875 618 320 NetworkROI 0131 510 2210
Chip and Pin Direct Ltd 01620 842095 Newbattle Abbey College 0131 663 1921
CMYK Digital Solutions Ltd 0845 271 2025 Newton Decorators 079464 14942
Colette Maxwell 07947 715385 Niall Young Architect 0131 660 6599
Colin MacInnes Business Consultant 07711 125454 Nigel Duncan Media 0131 449 6682
Colledge Enterprises Ltd 01875 616 620 North Berwick Golf Lodge 01620 892457
Condor Strategies Consulting 07720 432220 On Site Generation 0131 440 9020
Confluence Scotland 0131 273 5135 Paragon Products UK Ltd 0131 653 2272
Core Contact 0151 632 7662 Peak Performance 01620 895 121
Costco Wholesale 0131 4407078 Penatus Ltd 01620 823 936
County Hotel 0131 663 3495 Pendrich Heights Ltd 0131 440 1991
Craigleith Masonry 0131 440 4544 Pentland Financial Services Ltd 01620 893886
Create The Future 0131 561 6283 Pentlands Science Park 0131 445 5111
Creative Link 01620 893 690 Pinocchios Childrens Nursery Ltd 0131 654 0070
Creditsafe UK 07841 424921 PJB Fire Safety Training 01875 814 654
Crescent Events Ltd 0131 554 8998 Plan it and Prosper 01315616301
D&J Property Ltd 0131 208 1332 Positive Solutions 01875 320342
Dalhousie Castle Hotel & Spa 01875 820153 Pragmatique 07753 204 197
Dalkeith Business Renewal 0131 663 3030 Premier Inn 08701977092
David & Joe Ltd 0131 510 5100 Premium Roll Company 0131 440 0898
David Falconer 0131 4402598 Priority Management Scotland 01875 852988

Design: Various: 0131 660 0100: www.various.uk.com

David Mackinnon Associates 0845 200 9135 Pure Services 0131 337 9298
Dawson Creative 01968 673858 QME Systems 0131 663 5077
Digital Design Scotland 0131 208 6003 QSE Systems 07932 165850
Distinctive Assistants 0778 550 8477 Queen Margaret University 0131 474 4387
Distribution (Scotland) Ltd 0131 555 6677 Queste 07738 433 485
DL Recruitment 0131 200 6006 R D Hall Plumbing and Heating Engineers Ltd 0131 663 6110
Dobbies Gardening Centres plc 0131 663 1941 Rob Flavell Landscapes Ltd 01875 616608
Dryden Aqua Ltd 01875 822222 Robert O Templeton & Co 0131 660 4071
Ducks 01875 870682 Robert Rae Chartered Accountant 0131 663 2808
Dundas IT Ltd 0131 440 5015 Rosslyn Chapel Trust Ltd 0131 440 2159
Dunedin Associates 07970 038305 Saltire Electrical Solutions 0131 663 8793
Durnick Books 07771 550548 Sandler Training 0845 2575227
East Links Family Park 01368 863 607 Scot PR 0141 552 4800
East Lothian Council 01620 827282 Scottish Mining Museum 0131 663 7519
East Lothian Council 01620 827282 Scottish Seabird Centre 01620 890 202
eBusiness UK 01620 829 529 SELECT 0131 445 5577
Edinburgh Technopole Ltd 0131 440 3510 Seton Engineering 01875 811 651
Educational Travel Scotland 01968 674677 Simple HR 07968 122619
Elemental Beings Ltd 0131 440 9086 Simpson Research Ltd 01875 408 020
Elli-B 07942 817045 Sine Design & Print 01620 824410
Ellis IP Limited 07929 931094 Smith-Allan Marketing 0131 454 9944
Empty Premises 07949 092342 Souness & Boyne 0131 653 2228
Essential HR 0131 654 1234 Spence & Spence 0131 656 5500
Estate Life 07904 189873 Springfords 0131 440 5000
Ewe Design Ltd 0131 665 6258 Springsteen & Somerville 0800 043 9170
F M Now 0131 665 9009 Step2Change 0131 2083208
FCSPD Support 07974 795052 Stewart Brewing Ltd 07808 095 020
Fenton Tower Ltd 01620 892710 Stuart & Stuart W.S. 0131 663 7135
Fidra Enterprises (Hon member) 01620 894666 Studio 9 Design 0131 225 2100
Fightyourcorner.com 01620 894 331 Synchronicity 01875 830240
Fire Scotland Ltd 0131 663 3804 Tale'r Made Drama Services 01875 852 842
First Display 0131 476 4092 Tax Assist Accountants 0131 654 1771
First Light Weddings 07932 628898 Telecom Plus 01620 810736
Fishermans Kitchen 01620 890245 The Business Base 01620 826 412
Four 15 Property Development 01968 678789 The Illand Company 0131 663 5237
Friends of Midlothian's Children 0131 561 6302 The Moredun Foundation 0131 445 5111
G N Solutions 0131 663 4684 The Osmosis Unit 01875 852 761
G2 Sales Marketing Communications 0131 445 2195 The Pen-Y-Coe Press 01968 673767
George Sharkey & Sons Ltd 0131 6531234 The Royal Bank of Scotland Plc 0131 665 2068
Gillian Kidd Logo 07815 162771 The Schools Project 01620 894 928
Glasshouse at Eskmills 0131 273 5244 The XYZ Digital Map Company 0131 454 0426
Golf to Business 0131 660 1548 TLC Special Events 0131 663 7592
Gorton House Self-Catering Accomodation 0131 440 4332 Too Good To Eat 0131 663 2756
Graham Riddell Photography 01896 830915 Travel Counsellors 0845 058 7469
Greentrax Recordings Ltd 01875 815888 TSG 0131 448 2400
Greig Ross Associates Ltd 01620 894291 Upmarket recruitment Limited 0131 467 1689
Greywalls Hotel 01620 842 144 Urban Planters Edinburgh 01968 670280
GTG Training Ltd 0131 453 6666 Various Creative Limited 0131 660 0100
Hamill Decorating Services 0131 665 8294 Vineyard Business Centre 01875 320 400
Harmony Cottage 01968 64301 Viridor Waste Management 01368 865095
Harper DPM 01620 823583 Volunteer Centre Midlothian 0131 663 6165
Hibernian Football Club Ltd 0131 656 7072 Wallace Web Design 01875 820752
Historyonics Scotland 01316549060 Web Man Walking 07971 535 528
How2 Business Coaching and Consultancy 01875 830568 Westfield Health 01324 621391
Hunter's Coaches 0131 440 0704 White Testing 0131 660 9200
Ian J McPherson CA 01314412377 Whitekirk Golf Co Ltd 01620 870 300
IKEA 0131 440 6600 Wing Ding 0131 440 0056
Insureness Ltd 0131 665 2536 WPA 07939 006274
Interneting 0131 665 0009 Young SET Ambassadors 0131 651 9034
Isabel J Anderson WS 01620 895855 Your Doorstep Directory 0131 654 0318
Isertal Ltd 0131 665 4216
J and N Retail Priorities Ltd