September 2011 Number 446 £4.00 www.bar.co.uk

Operator licences 38 Behind the scenes with The Removal Men 40

Celebrating our industry greats

No: 446 September 2011 www.bar.co.uk

This month:News from Watford 06Industry News 07-14

- PHS Teacrate support men’s health

- Crown receives SAS 70 certification

- Pluscrates switches to bio-diesel

- Business as usual for the new Interdean

- Clockwork Removals in European epic

- Prestige job for Isle of Man member

- Momentous expands fleet

- Vintage truck flys Cannon flag

- Stephen Morris sales rise after move

- Tom Bourne in raft race for charity

- Ballards beats the fuel price hike

- Maidman’s expands shredding service

- Robinsons wins quality seal initiative

- Screen star praise for John Mason

- Truck tribute to Andrew Bourne

- Shore Porters move Bond car

- Stephens Removals on facebook

- Tax saving opportunity

- Fraud rising in the UK

- BAR partners SOCA to tackle organised

crime

- PwC highlights security concerns

- Olympic concerns rise

- Capital equipment best bought now

- Housing market still sluggish

- Government to release land for housing

BAR Services 15

- Product of the Month

BAR News 16-20

- New ‘Areas’ pages for BAR Website

- New BAR Marketing Director

- Young Mover: Tom Ryan, Mover and Shaker

- Discussion forum?

- Summer in the City

- Industry statistics (July 2011)

QSS Update 22Commercial Moving Group News 24Overseas Group News 26Training News 28European News 34People News 51Diary Dates 52Memberships 54Competition 55

September 2011 Removals & Storage �

On the cover: Michael Gerson’s Morris 1947 LC3 Van photographed on 13th July 2011 by R&S Editor Andy Stern at Cart Marking, in Guildhall Yard, City of London

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12

50

“Removers are in an ideal position to offer self storage to their clients and already have the majority of what is required in place including staff, vehicles and importantly the building.” Richard Allen, Sales & Marketing Manager, Active Supply & Design

- Celebrating our industry

greats: Michael Gerson

- Getting ready for changes

to operator licences

- Affiliate profile:

Active Supply & Design

- Behind the scenes of

The Removal Men

- New International Associate:

P.M. Relocations of India

Features 38-50

Removals & Storage September 20116

BAR News

Editorial Contributions on all aspects of the removals and storage industry are welcome, together with photographs if appropriate.Please contact the Managing Editor, Louise Gale on:Tel: 020 84�8 �100Email: rands-editorial@analyticamedia.com Deadlines: The deadline for all article submissions for the October 2011 issue of R&S is �th September.

Advertising For all enquiries and bookings, please contact Steve Pearce on:Tel: 0117 330 8370Email: steve@rubiconmarketing.netDeadlines: The booking deadline for all display advertisements for the October 2011 issue of R&S is 11th September.

Subscriptions Removals & Storage is subscribed to by members of the British Association of Removers in the UK and Overseas. Current annual subscription is £48.00 in the UK and £72.00 overseas. Additional subscriptions are available from BAR (see contact details to the left).

Registered as a magazine © The British Association of Removers 2011. ISSN 0034-426�

All rights reserved. No part of this publication may be scanned, reproduced, stored in a retrieval system or transmitted in part or whole in any form or by any means (electronic, mechanical, photocopying, recording or otherwise) without the prior written permission of the British Association of Removers.

Opinions expressed in Removals & Storage are not necessarily those of the publisher, British Association of Removers. The description of a product or service in this publication does not constitute endorsement by the publisher. The publisher does not accept any responsibility for any claims by advertisers. The articles in this publication are for general information only and are not intended to be advice to any specific person. Readers are recommended to seek professional advice before taking or refraining from taking any action on the basis of the contents of any article in this publication.

The British Association of RemoversTel: 01923 699 480 Fax: 01923 699 481 Email: info@bar.co.uk

Tangent House, 62 Exchange Road, Watford, Hertfordshire WD18 OTG

President: Reg HackworthyDirector General: Stephen VickersCompany Secretary: James Falkner

Removals & Storage is designed on behalf of The British Association of Removers by:Rubicon Marketing Ltd. Tel: 0117 330 8370Email: steve@rubiconmarketing.net

Article submission: 5th of the month preceding publication

Booking of display adverts: 10th of the month preceding publication

Booking of classified adverts: 10th of the month preceding publication

Booking of trade adverts: 10th of the month preceding publication

Artwork for adverts: 15th of the month preceding publication

Copy and advertising deadlines 2011 for future issues of R&S magazine

NewsFROM WATFORD

Preparations are well underway for the next series of BAR Business Advice Roadshows, which are to

be held between 3 and 7 October. The emphasis will be upon providing best practice tools for businesses, and the programme has been prepared with feedback from those Members who have attended previous roadshows very much in mind. Content will include cost modelling, benefits of removals apprenticeships, pensions reform for SMEs as well as advice on recent legislation on retirement ages, and a workshop on Standards and Risk Assessment. The venues are Livingston (3 October), Leeds (4 October), Cheltenham (� October) and finally London (6 October). Book early to avoid disappointment at www.bar.co.uk/workshop.aspx and don’t delay, as places are as usual rather limited.

The recent Channel � series of programmes ‘The Removal Men’ gave an interesting glimpse into our industry, and it was encouraging to see the BAR and OFT logos so prominently, and often, displayed by Pickfords as the crews went about the business. It will have been very helpful for the viewing public to have this ‘fly on the wall’ insight into the wide range of, often

very challenging, tasks that professional removal staff are routinely called on to undertake, and the hard work, dedication, and good humour of those involved came through very well.

On pages 42-4� you will find a fascinating interview with Michael Gerson, one of the industry’s best known veterans, as he moves into retirement after a long and eventful career. Michael gives his thoughts and views on a wide range of topics, some old and some current, and as always he is forthright and to the point. It goes without saying that everyone here in Watford wishes him a long and happy retirement.

Plans have recently been announced by Government to release land, previously built on but now no longer required by various agencies to stimulate house building, particularly at the more affordable end of the marked. Recent global economic uncertainty is unhelpful of course, but anything that can be done to stimulate activity in the housing market must be welcomed in the industry.

Work is also underway on the arrangements for the next Young

Movers event, which will take place at the Perry Bar Greyhound stadium in Birmingham on Friday 14 October. These events always prove to be popular, and as usual there will be an interesting mix of business and social activities. Places are rather limited, so watch out for the flyer which has the booking arrangements for this interesting event in this edition of R&S.

Members should note that an Extraordinary General Meeting of BAR will be held in Watford at 12.00 Noon, on Wednesday 21 September 2011. The business of the meeting will be to receive the Report & Accounts for the year to 31 December 2010.

Don’t forget, there is a £100 monthly prize in the draw for Members who provide the industry statistics that enable BAR to lobby effectively. It is a simple process to provide these stats, so if you do not do so, why not start now?

Contact Details:

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Wellers spots tax savings opportunity Wellers Accountants have drawn our attention to what they call “a window of opportunity for savings,” due to a recent change in the HMRC definition of ‘associate’.

S imply by adjusting the date of an accounting period, major tax benefits may be obtained. Mike Adams, Tax Specialist

at Wellers Accountants, says companies must act quickly to make the most of the change: “The change in definition has not been widely publicised and so may have passed many companies by. The corporation tax thresholds of £300,000 and £1.5m are divided by the number of ‘associates’, meaning many businesses can quickly lose the benefit of the lower rate of corporation tax,” he told R&S.

For example, if a company has one associate

and makes £200,000 in profits, the lower threshold becomes £150,000 and they would have to pay tax at a higher rate on all their profits above this level. With a revised definition of ‘associate’, this may no longer be the case however.

Mike adds that “although the new regime started from 1 April 2011, through a quirk in the legislation, it may be possible to reduce the rate of tax on profits for accounting periods already ended, through shortening that period. There are a number of factors to take into account, but the benefits could be substantial.”

Fraud rising in the UK

UK fraud reached £1.1bn in the first half of the year, up from £609m during the same period of

2010, according to a survey by consultants KPMG.

The average case value of private sector fraud jumped from £2.5m in January – June 2010, to £4.2m for the same period this year.

It is small and medium-sized companies that suffer the greatest impact of fraud.

Hitesh Patel, UK forensic partner at KPMG, said “For SMEs, fraud can often lead to significant cash flow problems resulting in redundancies - and at worst a fight for survival.

The impact of fraud can be long lasting, affecting the organisation’s growth and competitiveness. It may dampen customer and staff confidence, cause reputational damage and detract from simply running the business.”

The majority of fraud is committed by professional criminals, with fraud perpetrated by criminal gangs rising 107 per cent in the first half of 2011.

Internal fraud committed by employees (of all levels of seniority) also created £225m worth of damage this year (up from £181m during Jan – Jun 2010), with management fraud, averaging at £7.3m a case, and employee fraud around £708,000.

“Operating in positions of trust and authority, helping them conceal their tracks with greater ease - the more senior the employee the more damage they can inflict when acting fraudulently,” Hitesh said.

With the introduction of the UK Bribery Act and the National Crime Agency, it is clear the Government is taking the fight against fraud very seriously.

Working collaboratively with Government, business are also strengthening their defences and taking a less reactive, more preventative stance.

“The culture and tone at the top are critical to stamping out internal fraud,” Hitesh said. “In order to guard against professional criminals, and those operating outside the businesses, companies must fully assess where in their operations they are vulnerable.

They should arm themselves with a set of controls that enable greater detection...this huge increase in the level of fraud hitting the private sector demonstrates the importance of ensuring that companies have mechanisms to prevent fraud and detect misconduct effectively.”

PHS Teacrate support men’s health

Crate rental specialists PHS Teacrate have supported the Men’s Health Forum Scotland 10K for Men race, by supplying

200 storage crates for packing, storing and transporting promotional goody bags. The crates were supplied from Teacrate’s nearby Livingston depot.

Now in its sixth year, the event is a unique men-only race, which has taken place in Glasgow on Fathers Day every year since 2006.

As a focal point of National Men’s Health Week, the Men’s 10K aims to raise awareness of men’s health issues in Scotland and encourage participation in healthy physical activity all year round.

When this unique men event started in 2006 it

had 1,400 participants. By 2011 numbers had grown to 3,898. Around 30 per cent of participants were taking part in their first ever 10K event. Men came from as far and wide as Dublin and Nottingham to take part in the event held in Glasgow’s Bellahouston Park. The event holds broad appeal to runners at all levels, from complete novices to seasoned runners. The winning time was 00:31:25, and the last guy crossed the finish line in 02:24:54.

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Red SOCA Alerts indicate specific threats and may require immediate action, while Amber Alerts are designed to raise

awareness or complement existing knowledge of a threat or new criminal technique.

“Putting SOCA Alerts on our website is a very simple yet effective means of providing valuable information or advice for our members’ businesses,” BAR’s Commercial Manager, Paul Swindon, told R&S.

SOCA is an executive agency of the Home Office and its main purpose is to tackle serious organised crime affecting the UK. This includes Class A drugs, people smuggling and human trafficking, major gun crime, fraud, Cyber crime and money laundering.

Part of SOCA’s remit is to work with private sector organisations to create opportunities to reduce the threat from serious organised crime. One way is to develop a range of preventative measures to help businesses spot the early signs of an attack, so they will know what to do and

who to contact for further assistance.SOCA works closely with regulators, trade

associations and other industry bodies in providing Alert information to a target audience. This is circulated to protect UK businesses and the public, and to deny opportunities to organised criminals.

This information ensures the management of risks and the opportunity to review or improve business processes or procedures. SOCA Alerts covers any subject linked to serious organised crime, from fraud and financial matters, illegal immigration, or identity takeover. It also works across all sectors from financial, retail, construction, transport and communications. SOCA’s relationship with business organisations is highly valuable in tackling organised crime. “It’s through these links between the public and private sectors that the UK will become more resilient to attack from criminals both here and abroad,” the organisation says.

BAR partners SOCA to tackle organised crimeWorking in partnership with SOCA - the Serious Organised Crime Agency, BAR has created a dedicated page on its website to house SOCA Alerts. These products provide information about how serious organised crime affects the industry and can be found in the My Bar members’ only Resources section.

Government to release land for housing

Housing Minister Grant Shapps (pictured) has announced plans to release enough public

land to build as many as 100,000 new homes.

According to the Minister, by this Autumn every government department with significant landbanks will publish plans to release thousands of acres of previously-developed land to housebuilders.

By 2015 the Public Expenditure Committee, a Cabinet Committee chaired by Francis Maude, will go through each department’s plans, to make sure every possible site is made available for housebuilding.

Alongside this, property specialists from across government will work with each department and challenge them to release as much land as they can for new homes.

Ministers are also encouraging councils to follow the lead set by central government and make their unused land available for development.

Later this year, a new map will be launched to show land and buildings owned by public bodies in each area. A new Community Right to Reclaim Land has been introduced enabling residents to apply to organisations including central Government departments and councils to bring their sites back into use.

The Homes and Communities Agency is also planning to release more land for redevelopment. This will include a Build Now, Pay Later deal, which enables housebuilders to only pay for the land once work has started on the new homes.

PwC highlights security concerns

A report by consultants PwC, in cooperation with the Supply Chain Management Institute of the EBS

Business School, has shed new light on security concerns in the global transport and logistics industry.

According to the report, man-made attacks on supply chains are increasing. Transport and logistics companies will need to take security concerns into account when choosing transport routes.

Supply chain managers should factor in higher transport costs, longer travel times and potential problems meeting schedules when alternative transport routes are used, the report says. Even without disruptions, more security

will mean longer transport times. The consultants recommend that companies

consider “the possible, not just the probable. Executives should keep an eye on so-called wildcard events...looking at the possible financial impact, the relative vulnerability of their business model and their company’s ability to react to low-probability, high impact events.”

The report envisages greater investments will need to be made to secure information and communications technology systems from cyber attacks. “With electronic data exchange becoming an ever more critical part of interlinked value chains, worries about data security and industrial espionage are becoming more pronounced,” it says.

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An additional £2.8bn increase in spending by tourists is forecast from the Games. The FTA says that to capitalise on this

increased activity, many retail businesses will be applying to stay open longer. However, the narrowing, and in some cases shutting, of standard delivery windows poses a significant concern to companies in the supply chain.

Natalie Chapman, FTA’s Head of Policy for London, said: “potential Olympic disruption is causing those in the logistics sector many sleepless nights. The Olympics and Paralympics will mean that for around 100 days the logistics sector will have more to deliver and far less time to deliver it in. We believe that part of the solution can be found in allowing more deliveries to be made at night time, but this will require a temporary relaxation of lorry bans from some London councils.”

FTA, in association with the Noise Abatement Society, says that it has pioneered the development of quiet delivery techniques that

could be used to allow deliveries to take place at times currently restricted due to planning or noise abatement reasons.

It is intended that these be used during the Games period to allow more deliveries to take place at night. However, as well as additional restrictions on the Olympic Route Network, other controls and restrictions on freight vehicles in London are expected to remain in force throughout the Games period.

Ms. Chapman said “we are advising members to think of the Games as a three-month Christmas trading period, with peak but unpredictable demand for goods and services overlaid on regular delivery patterns.

“The logistics sector can play the part of Britain’s Olympic hero, and help deliver an amazing event that is memorable for all the right reasons. But more can be done to provide delivery flexibility and avoid landing operators with the dilemma of either breaking the law or keeping their customers happy.”

Olympic concerns rise

As the Olympic Games come ever closer, anxiety among the Freight Transport Association’s London members is growing. Olympic preparedness tops the concerns of FTA’s London Freight Council members.

Pluscrates switches to bio-diesel

Crate rental company Pluscrates has switched to environmentally friendly bio-diesel made from

waste cooking oil to power its Bristol van fleet. The decision follows Pluscrates’ recent move into a new depot in Bristol where they were surprised to find one of the local removers, McKeown’s Business Moves, was also in the bio-diesel business, refining their own fuel from waste cooking oil.

Pluscrates were keen to find out more and soon became one of McKeown’s newest customers. Pluscrates’ Managing Director John Mitchell said, “What McKeown’s are doing is very smart indeed. Running our local fleet on their bio-diesel, refined and sold locally, fits perfectly with our efforts to reduce our carbon footprint and at the same time we save money on our fuel bills. At the moment bio-diesel is around 15 per cent cheaper than conventional petroleum-based diesel bought at forecourt prices and has less impact on the environment.”

At first John Mitchell was a little sceptical about using diesel made from old cooking oil, but when he discovered director Julian McKeowan used it in his new Range Rover Sport he was convinced.

Julian said, “We began making bio-diesel for our own fleet at McKeown Business Moves four years ago then, as we grew in reputation and scale, we began to see the opportunity to provide fuel to local businesses and the public. Switching to bio-diesel removes a deposit left by mineral diesel fuel which typically means changing the fuel filter after the first tank or two of bio has been used. Beyond that there is no other modification required to run bio-diesel.”

Bio-diesel reduces the emission of particulates by as much as 65 per cent and is a possible candidate to replace fossil fuels as the world’s primary transport energy source.

Crown receives SAS 70 certification

C rown Relocations has just received the Statement on Auditing Standard No. 70 certification (SAS 70), a widely

recognised auditing standard developed by the American Institute of Certified Public Accountants (AICPA).

“The certification verifies our processes are controlled and auditable,” says Philip Poon, Crown’s group information security & risk manager. “Crown’s written policies, documented operating process, evidence for review, sign off, and approvals are in compliance with AICPA’s stringent guidelines.”

Crown processes financial data for many

publicly-traded organizations with strict internal controls. As part of its pledge to meet clients’ needs for accurate financial reporting, Crown applied for and received SAS 70 certification within 12 months.

“Our new heightened network security systems fulfilled SAS 70 requirements,” Philip says, after directing Crown’s internal efforts during the certification process. “The certification provides proof of Crown’s commitment to implement controls over its operating procedures and provide the safest and most accurate processing of our clients’ financial data.”

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Business as usual for the new Interdean

Now that the dust has settled onthe acquisition of Interdean bythe Santa Fe Group, announced

in April 2011, the company has beenproviding more detail on what theconsolidation process will mean for itsclients. Mark Burchell, Interdean’s Sales andMarketing Director, has been speakingto the company’s customers about theimplications of the transaction in theshort and long term. First off, the brand. According toMark, although the new organisationwill operate under the Santa Fe Groupof companies, the name Interdean willbe retained; “Santa Fe recognise thevalue that comes with a market leadingbrand like Interdean that has more than50 years invested in building itsreputation and service deliverycapabilities.” However, some elements of the SantaFe Group corporate identity will comethrough, such as the Santa Fe Horse.Mark points out that as well asacquiring Interdean, the Santa Fe Grouphas also acquired the market leaders inAustralia, Wridgways; “when youconnect all of our dots from Australia,through Asia, into India, the MiddleEast, Eurasia and Europe you have ahighly differentiated service deliverymechanism....with the inclusion of theSanta Fe and Wridgways locations, wecan now provide clients greater controlon quality and cost because we will nowhave our own in-house local ServiceProviders in numerous locations.”All of Interdean existing contracts,Service Level Agreements and workingrelationships with its clients andpartners remain in place, Mark adds.

Clockwork Removals in European epic

When former England rugby player Dean Richards approached Clockwork for some help with a European move, the firm was delighted to help – but this was not a standard move, it involved moving 15 men, 15 bicycles and gallons of water!

Dean Richards is part of a team of riders called The Gravity Fundraisers who raise money for local charities by

completing annual cycling challenges. Previous years have seen the team cycling from London to Paris, tackling the ‘Most Dangerous Road in the World’ and jet skiing across the channel whilst riding from London to Brussels.This year was to be their toughest challenge to date; it involved cycling from the legendary Mount Ventoux, a 23km gruelling climb – which is revered as one of the hardest climbs of the Tour de France. And finishing 3 days and 400 miles later at the finish of the 14th Etape of this year’s Tour de France, the mountain stage AxBonascre. The goal was to raise £35,000 for The Jubilee Sailing Trust to

send 20 disabled people on the experience of a lifetime on two specially adapted tall ships.

On the 6th June, 15 guys of varying ages, capabilities and body weight set off for France in a Clockwork van. Four days later, 15 men and 15 bicycles completed this amazing feat of endurance and raised a staggering £60,000, smashing their original target. Dean Richards said “This was the hardest ride we have done to date, a real challenge from day one with the uphill climb. We are eternally grateful to the team at Clockwork for supplying a support vehicle and for playing a key part in achieving our goals for this great cause.” It just goes to show that great teamwork, a positive mindset and a Clockwork van really can accomplish anything.

Family-owned Isle of Man business Callister Removals have just completed one of the most prestigious moves

possible on the island – moving the Governors.

Callister Removals had initially carried out the move for Vice Admiral Sir Paul Kenneth and Lady Haddacks to the island, some six years ago, from the couple’s home in Chichester. Sir Paul’s term ended in March and after completing the move back to Chichester for Sir Paul, the firm then went to London to pick up the belongings of Adam Wood and his family, as Mr Wood was sworn in as new Governor of the island in April.

For Callister Removals, this repeat business at the top of Manx society has crowned the company’s emergence from a small firm focusing on local moves to a company that can handle movements across the world.

The latest expansion for the company, which was established in 1958, has seen it build a new warehouse specifically for storage of clients’ furniture.“Over the years we have not only moved some very interesting clients, including delivering Honda’s motor bikes up to the grandstand for the Isle of Man TT Races,” Jackie Callister told R&S, “and we’ve made a lot of friends along the way too.”

Prestige job for Isle of Man member

The team at Clockwork Removals and Storage

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Simon Osborne, group managing director, says the trailers will support Momentous as it grows its European deliveries in

countries where it has not yet secured rail services.

“These additions take our fleet to just over 30 vehicles, of which over 80 per cent now meet with future emissions regulations. With a

further two smaller 7.5 ton vehicles due in service in September, we are looking forward and planning our needs as far in advance as possible,” Simon explains.

Simons adds that the use of software monitoring at Momentous has resulted in good savings in its vehicle and trailer combinations.

Momentous expands fleet

Due to its rapid growth in the European market, Momentous has just acquired five new trailers to meet the rise in demands on its fleet.

Vintage Truck flys Cannon flag

Eighteen months after a lucky combination of Mother’s Day, some web browsing, and a strategically

located mother-in-law, which led to Andrew Cannon buying a 1934 lorry, the vehicle has now won a host of best-in-class awards.

Andrew, of A G Cannon Removals & Storage in March, Cambridgeshire, was on an auction web site and noticed a 1934 Bedford WLG Luton for sale. As the truck was near his mother-in-law’s house, and being close to Mother’s Day, Andrew decided to kill two birds with one stone and give his wife Cristina a surprise visit to her mother – while buying a present for himself on the side, with the cheque book hidden in the pannier of his motorbike.

“When the deal was done, I think Cristina thought I had lost the plot,” Andrew recalls. However, the hand restoration of the truck has been both a labour of love for Andrew and proved to be an excellent investment for the company, as the vehicle has become a firm favourite in all the special events where it appears.

Carrying the A G Cannon logo and colours, and painted in a total of fourteen coats, the lorry has competed in two London to Brighton classic commercial runs, in addition to Haverhill road runs, Wisbech and District road runs, the Luton festival of transport, and countless local carnivals and galas.

Best-in-class awards are now old hat for the Bedford, which has also won best-in-show and best-in-show runner-up. “I am particularly proud of this, as I have no training in this field and am totally self taught,” Andrew says.

With the threshold for tax relief on purchases of plant and equipment set to plummet in 2012, tax experts at

Wellers Accountants are advising businesses to make their transactions as soon as possible, and adjust their accounting period to benefit from the current higher capital expenditure allowance.

In 2010, most businesses could benefit from tax relief on the first £50,000 of their purchases. In 2011, that threshold was increased to £100,000 but in April 2012, it will drop dramatically to just £25,000.

Mike Adams, Tax Specialist at Wellers Accountants, says businesses must move fast to make the most of the current higher threshold. “The amount of allowance is dictated not only by the precise date of purchase but it is also pro-rated down to the length of the accounting

period falling within the relevant budget year,” he told R&S. Thus to gain full benefit from the full current £100,000 allowance, the company would need to have a 12-month accounting period commencing on 1 April 2011 as any other configuration could lead to a loss of allowances.

Companies should consider shortening their previous accounting period so it ended on 31 March 2011. Where the accounting period does not commence on 1 April 2011, it is quite likely that the timing of purchase of plant and equipment will be such that the total £100,000 allowance is not used. Wellers advise: “If significant purchases are on the cards, companies should plan these very carefully so as to maximise the allowances available to them.”

Capital equipment best bought now

Staff at Stephen Morris Shipping are celebrating their first anniversary in their Greenford Park facility in the best way

possible – with record sales. Greenford Park is a far cry from their old

and very industrial location along the North Circular Road. The company is now situated right next to the Grand Union Canal, and the combination of water, trees, and grass have helped motivate office staff and drivers alike.

Stephen Morris, the Joint Managing Director of the company, says that the peaceful

new surroundings have resulted in a better working atmosphere and a faster throughput of shipments.

Visiting drivers can have a hot shower and some refreshment before returning to the noise and stress of London traffic. And the crews can look forward to Friday night in ‘The Black Horse’ on the canal nearby. “Sales are certainly up on previous years, and June saw the best figures in the company’s 40-year history,” Stephen says. “There is a lot to be said for a change of scenery!”

Stephen Morris sales rise after move

Stephen Morris’ Greenford Park facility

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Ballards beats the fuel price hike!

Judging from the photograph, the team from Ballards Removals of Tuxford, Notts, have taken the quest for fuel efficiency to new

heights!Things aren’t quite that desperate though –

Ballards was in fact in charge of a lorry pulling

challenge at a local fun day in East Drayton.The family fun day raised over £8,200 to help

sponsor a local fitness instructor run 100 miles on the North Downs Way in 24 hours, in support of the Bluebell Wood Children’s Hospice.

Ballards pull their weight

Tom Bourne in raft race for charity

Tom Bourne of Bournes Removals in Rye continues to be actively involved in charity events, and has

just taken part in the Rye Raft Race. The annual event is organised by the

Rye branch of the Lions club, a large organisation which aims to initiate and carry out programmes that will make a local community a better place to live. Teams pay an entrance fee to participate and raise funds by getting their team sponsored for the race.

Those brave enough to take to the river in this contest are responsible for building their own raft and racing up and down a stretch of the River Rother in Rye, whilst usually being pelted with flour bombs, ketchup and water balloons from an unrelenting crowd observing from the banks.

A variety of local companies, sports clubs and organisations take part with a range of themes and types of craft. Tom, who is responsible for Recycling at Bournes, constructed his raft this year from plastic barrels, bits of old Bournes vehicles and other recyclable items disposed of by Bournes customers. Even the paddles were home made!

This year the race was particularly tough, with bad weather meaning freezing temperatures, while the tide was against the teams, and because of a strong wind one unlucky team (who were overturned by their competition) floated way off course and battled for a long time to re-join the race. Tom’s team came in a creditable fourth in the race...behind other competitors whose vessels looked to Tom more like boats than rafts!

Maidman’s expands shredding service

Bournemouth-based Maidman’s have increased their existing shredding operation and have recently been

accredited with the British Security Industry Association standard, BS EN 15713, the European standard for the secure destruction of confidential material.

The certification, the latest in a long line for Maidman’s, will enhance the company’s credentials, above all in the corporate sector.With identify theft on the increase, Brian considers it is becoming increasingly important to protect personal and company data. “To be accredited with a quality standard, highlights that we are a reliable local resource offering peace of mind, a dedicated shredding service and committed to ensuring information is destroyed securely,” he says.

Brian notes that secure disposal of personal data is recognised as a legal requirement under the terms of the Data Protection Act 1998. Under the terms of this Act, organisations have a duty to protect personal and confidential information and destroy it in such a way that it can’t be recreated. Failure to control the destruction of confidential data can cause unlimited damage to any business.

Statistics from CIFAS (Credit Industry Fraud Avoidance System) have highlighted that identity theft now accounts for nearly half of all frauds recorded within the UK (47 per cent during 2010).

Maidman’s want to provide all local businesses an outlet to destroy confidential waste that is secure and thorough.“All shredding is in-house so we have a concise audit trail,” says Brian. “It just makes sense to offer this service to our growing customer base where we take the risk out of the whole document disposal process.”

All shredding is in-house at Maidmans so a concise audit trail is part of the service

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John Mason International have recently carried out the move for a legendary British screen star, Rita Tushingham (pictured),

who is loved by cinema goers and film buffs around the world for her performances in 1960s classics Doctor Zhivago, A Taste of Honey, Girl with Green Eyes and The Knack...and How to Get It. More recently, the film star was a cast member in the sitcom Bread, set in her native Liverpool, as well as starring in a music video by The Smiths. John Mason moved Rita Tushingham into her new home. The team, especially Pat Reilly in the Liverpool office, struck up a real rapport with the friendly and outgoing actress, and Rita even sent Pat a bottle of whisky to say thanks for all his hard work in co-ordinating the move. “The move went very well as always with John

Mason, Pat is so good and takes care of everything and the crew did a splendid job,” she said.

Truck tribute to Andrew Bourne

Turks Moving, part of the T.Bourne & Son Ltd group of companies, have named their new truck ‘Andrew’

after Andrew Bourne, the former Turks Owner and Turks/Bournes Removals’ Domestic Manager. Andrew was tragically killed in a car accident in October 2010.

Both Bournes and Turks teams were shocked and saddened to lose Andrew last year and wanted to do something to remember him, and also to mark Andrew’s contribution to the Turks business. Andrew worked with incredible passion and commitment to ensure that the Turks brand lived on after its incorporation within the group in 2009.

Under Andrew’s leadership, Turks continued to operate as an independent brand maintaining its customer base in Kent and continuing to provide the friendly, local, professional removals service on which the company had built its reputation.

Turks decided to name the first fully branded new vehicle since the company’s acquisition after Andrew, and included his name in the cab’s livery.

Many of the company’s employees and Andrew’s friends and family also attended a memorial cricket game at the end of July. Andrew was a keen cricket player and was planning his return to the game following injury. His family have arranged the memorial game in honour of this, something that everyone who knows him is sure that Andrew would have loved.

Ballards beats the fuel price hike!

Screen star praise for John Mason

The EuRA Quality Seal is a pioneering initiative which provides a straightforward, cost effective external

audit to reflect service excellence in providing relocation services.

Based on an ISO 9001 process management model, the EuRA Quality Seal specifies the processes and Key Performance Indicators that reflect the very highest standards in relocation services. The successful achievement of the

EuRA Quality Seal has come just three years into the launch of the Robinsons Relocation Division. “From inception, the Robinsons Relocation team have been driven by their passion for excellence and defined processes, to enable the ongoing delivery of consistent, cost-effective services designed around the bespoke needs of each of our clients and their assignees,” according to marketing manager Joanne Summerscales.

Robinsons wins quality seal initiative

Robinsons Relocation has now joined the group of companies across the UK to be awarded the EuRA Quality Seal accreditation.

Stephens Removals of Luton have joined the world of social media, setting up a

Facebook page that will enhance their communications with customers and serve as a shop window into the company for potential clients.

As well as providing useful tips to people on moving, pride of place on the Facebook page goes to the hard-earned 2007 Commercial Mover of the Year award.

“Removals companies are usually better at picking things up with their hands

rather than social media,” says Lauren Marriott at the firm. “But we think it’s a fantastic way of passing on help and advice to anyone who is in the process of moving home. We now have a number of short videos providing information varying from the best way to store furniture, to the best type of boxes to use and even how best to pack china and

glassware.”Stephens Removals

has even gone one step further, complementing its Facebook presence with a Twitter page that provides short updates on what the company is doing.

Stephens Removals launches its Facebook presence

Aberdeen-based removals and storage company, The Shore Porters’ Society,

have just been involved in a real glamour move, delivering the Jaguar XKR used in the James Bond film, Die Another Day. In the 2002 film, which starred Pierce Brosnan and Halle Berry, the car was used by villain Zao in a spectacular ice chase sequence. Shore Porters collected the car from Jaguar Cars Coventry before transporting the vehicle to the North-east for the Grampian Transport Museum, where it will be on display throughout the summer. Kevin Brown, a partner at Shore Porters, said “during Shore Porters’ long history, our

vehicles have transported many weird and wonderful objects, but I have to say, I think Zao’s Jaguar XKR may just be the most spectacular. Cars used in James Bond films are incredibly iconic and so it was fantastic to be involved in the moving of this vehicle, with the project once again highlighting the trust clients have in us for expertly transporting their prized possessions safe and sound.” The Shore Porters’ Society has more than 500 years experience, dealing with local national and international moves in a variety of sectors including domestic, commercial, antiques, fine art and storage. The firm currently employ more than 100 staff.

Shore Porters move Bond car

Silver Screen star Rita Tushingham

Removals & Storage September 2011

Industry News

14

The Land Registry reported an annual price decrease of 2.5 per cent in June, which takes the average property value in

England and Wales to £161,479. This is the largest price decrease since October 2009, and the sixth month in a row in which the figure has fallen below zero. The monthly change was 0.0 per cent. The number of property transactions also decreased over the last year. In January to April 2010, there was an average of 45,509 sales per month. In the same months this year, the figure was 42,733.

The divergence in price change between London and the rest of the country continues. London is the only region in England and Wales to experience an increase in its average property value over the last 12 months with a movement of 0.8 per cent, although this was the smallest growth since October 2009. The monthly data for London was a decline of -0.1 per cent. The North East experienced the greatest annual and monthly price falls, at -7.1 per cent and -2.1 per cent respectively. Wales experienced the greatest monthly rise with a movement of 2.8 per cent.

Nationwide, which covers the whole of the UK and is based on a sample of loans issued in any given month, reported that prices edged up 0.2 per cent in July, with an average house price of £168,731, 0.4 per cent lower than in July 2010. Only 204,000 housing transactions were recorded in the second quarter of the year, the lowest since Q2 2009. Commenting on the figures, Robert Gardner, Nationwide’s Chief Economist, said: “Stability has been the watchword for the UK housing market over the past 12 months. Sluggish demand for homes, combined with only a gradual rise in the supply of available properties, has helped to keep property prices relatively stable...at 0.3 per cent, the three month on three month measure of house prices was little changed from the 0.4 per cent rate of increase recorded in June.”

Halifax, which also covers the entire UK, but bases its index on a sample of each lender’s own loans each month, provided a more positive reading of the housing market. According to Halifax, prices increased 0.3 per cent in July bringing the average house price to £163,981. House prices in the three months to July were 0.5 per cent higher than in the previous three months. This was the first increase in this key measure of underlying price movements for 14 months. On an annual basis, prices in July were 2.6 per cent lower as measured by the average for the three months to July against the same period a year earlier. This was the second successive improvement in the annual rate from a low of -4.2 per cent in May. Housing economist Martin Ellis attributes steady market

conditions to helping to stabilise house prices in 2011 following last year’s modest decline. “This pattern is expected to continue over the rest of the year with little genuine direction in either house prices or sales,” he said. “Sustained low interest rates and a slowly improving economy should help to support demand in the face of pressures from weak earnings growth, relatively high inflation and higher taxes.”

Figures from Communities and Local Government (CLG) for May show that house prices decreased by 1.6 per cent over the year and decreased by 1.1 per cent over the month (seasonally adjusted). Average house prices were 0.1 per cent lower over the quarter to May, compared to a quarterly decrease of 0.3 per cent over the quarter to February (seasonally adjusted). Average prices decreased during the year in England (-1.3 per cent) and also decreased in Wales (-6.1 per cent), Scotland (-2.5 per cent) and Northern Ireland (-13.2 per cent). Prices paid by first time buyers were 2.1 per cent lower on average than a year earlier and prices paid by former owner occupiers also

decreased by 1.4 per cent. Prices for new properties were 7.8 per cent higher on average than a year earlier whilst prices for pre-owned dwellings decreased by 2.3 per cent.

The latest monthly market report from the National Association of Estate Agents suggests that more people are putting their house on the market. The average number of properties for sale per branch increased from 68 in May to 74 in June. This is the highest figure since April 2009, which saw an average of 76 homes for sale per branch. The number of sales agreed also increased, from an average of eight per branch to nine. Wendy Evans-Scott, President of the NAEA said “the leap in available housing stock suggests increased confidence amongst sellers. They think there is a much better chance that their home will sell. For house-hunters, this is welcome news as it offers a wider choice of properties to pick from.” However, during June, the number of house-hunters entering the market dropped for a third consecutive month. In June, 263 people registered per branch, compared with 275 in May; a decrease of four per cent.

Price change by region Source: Land Registry

Housing market still sluggishHouse price statistics from the most authoritative sources in the UK point to a stagnant housing market, with prices seeming to be broadly stable due to a lack of new supply, but with little end demand and transaction numbers continuing to fall.

September 2011 Removals & Storage 1�

BAR News

Export packaging refers to the outermost layer of packaging. Sales and outer packaging come first and these are

designed for protection, marketing purposes and retail promotion, however, the export packaging is designed to protect the goods in transit. It will

ensure your customers goods arrive overseas undamaged and still intact. There are many options available when trying to make the right choice of packaging materials. BAR Services can help when supplying both export grade shipping cartons and also internal wrapping products. It

currently supplies a strong and versatile range of shipping cartons including Powerpaks and Multipack cartons which are both an effective and reliable means of protection during overseas shipments.

The importance of a uniform to your business is indisputable. A uniform not only has a positive effect on prospective customers and gives them confidence in your service, but it can also have a positive effect on the performance and behaviour of your employees.* Furthermore, prospective customers find an employee in a uniform to be more competent, knowledgeable and courteous and may use this as a deciding factor when choosing which company to use on a house move. For all of these reasons, BAR Services has for many years been a major distributor of a full and comprehensive range of clothing to the removal industry. The quality and durability of a uniform is of the upmost importance when choosing a supplier to distribute its uniforms. The

company’s preferred uniform supplier is Alexandra Plc who manufactures all the basic items you need from polo shirts, fleece and trousers to high-visibility protective clothing and industry suitable footwear. Its range is designed for comfort, protection and also durability. BAR Services has already negotiated a discount rate for the BAR members so whether you are looking to order any uniform or update your current uniform, simply contact the contact details as follows:-Grant HarrisDirect Line: 01452 509886Main Line: 01452 529050Fax: 01452 311221Email: grant.harris@safpro.co.uk

BAR Services

Don’t forget, a uniform provides a clear and visual statement about who you are and what you do. It can be an effective but low cost method of advertising your company and make sure you are remembered. *Survey by the Uniform and Textile Service Association (UTSA).

Export PackagingIncreasingly, many BAR Members are considering branching out into export packing and shipping. For those companies who are dipping their toes in the water for the first time, BAR Services sets out some useful information on what is available.

Product of the Month - Uniforms

MultipacksManufactured in an export grade corrugated, the Multipack range is a simple self- assembly system that provides a choice of combination for protection during shipment. The popular Pack 2 sleeve contains a half way crease that enables the sleeve to hold either four or eight Packs 2s, depending on your needs. The sleeve comes with a tray and lid and can be supplied with a heat- treated, wooden pallet. International regulations exist in relation to the standard of any wood products; this is to prevent the spread of forest pests and timber diseases. The pallets supplied with the Multipack carton conform to export standards and are ISPM 15 compliant. BAR Services also supplies a handy shipping carton known as an ‘A2 Shipper’. Like the multipack cartons, the A2 Shipper is manufactured in an export grade corrugated. It is a modular shipping carton and can hold two Pack 3 cartons (or two Pack 2s & two Pack 1 cartons) depending on your requirements.

PowerpaksThe Powerpak range has been especially designed for use in the removal industry. It is ideal for export and has been designed to solve all the problems of a traditional liftvan. It is easy to assemble, light weight, reusable and provides extra in-transit protection. It also takes up less space and can be purchased in three sizes with carrying capacities of 63, 104 and 202 cubic feet. BAR Services also supplies a handy shipping carton known as an ‘A2 Shipper’. Like the multipack cartons, the A2 Shipper is manufactured in an export grade corrugated. It is a modular shipping carton and can hold two Pack 3 cartons (or two Pack 2s & two Pack 1 cartons) depending on your requirements.

Other considerationsIf your consignment requires extra stability or protection then pallet wrap is often the ideal solution. Goods that are packed on to pallets may need extra wrapping to provide further strength and steadiness. It also allows easy transportation (e.g. by fork lift) which helps the loading and unloading process. BAR Services currently also supply a range of pallet wrap to suit your needs, whether it is standard grade or heavy duty you require. Whilst cost is an issue of great importance in today’s competitive market, it really is a false economy to cut corners and buy sub-standard packaging when exporting your customer’s goods. You may end up paying out in costly insurance claims in the long run. BAR Services assures you that whilst their ranges of shipping cartons are very reasonably priced, there is no compromise on quality and all shipping cartons reach all requirements for export. If you need any further information regarding these packaging materials or would like a quotation, please call the BAR Services sales team on 01342 870087 or email sales@barservices.co.uk

Removals & Storage September 201116

BAR News

Website GuideBAR Areas

BAR has recently expanded information available to Members in the Members Area (MyBAR) section of the website. We are delighted to announce that each of the 16 BAR Areas now has their own dedicated website page.

The primary function of these pages is to be a central hub for Members to access Area specific information such as area minutes and agendas, local events and announcements. Minutes from past 2011 area meetings can now be viewed and downloaded (where available).

AccessTo view your Area’s page, please log into ‘MyBAR ’ and click on the BAR Areas tab where you will see the full list of Areas.

Area Contact DetailsTo find the main contact details for your Area Secretary plus a list of the personnel behind your Area, click on the widget icon on the right hand column titled ‘BAR Areas - Contact Details’ and select the relevant Area in the drop down list.

Calendar/EventsMembers can also refer to the ‘MyBAR’ calendar facility to search for forthcoming Area meetings and industry events with information on time, date, location and agendas (when available).

1. BAR Areas: East Anglia

2. Organisation: AreasBy selecting the relevant BAR Area in the drop down list, a contact email address for

each Area Secretary plus a list of the personnel behind each Area is displayed.

By clicking on this widget it will direct Members to the Organisation-Area page where Members can then view contact

details for all 16 BAR Areas.

3. Calendar & Events: BAR Calendar

The Calendar facility allows Members to read more information about forthcoming events (e.g. the conference, business seminars,

area meetings, etc), download any relevant documents and click on direct links to the respective online booking systems. This calendar entry for the Kent Area meeting details full date, time and location.

The Agenda and menu can also be downloaded.

September 2011 Removals & Storage 17

BAR News

Summer in the CityNew Met and Old Father Thames

EARTH has not anything to show more fair Dull would he be of soul who could pass by A sight so touching in its majesty.

Thus did Wordsworth describe the view from Westminster Bridge over 200 years ago, and while much has changed since then, London as seen from the Thames has lost none of its ability to inspire and delight. Moved by these thoughts, or perhaps attracted by the promise of food, drink, music and bonhomie, members of the New Met Area took to the water on a balmy July evening to enjoy one of London’s special treats – a Thames river cruise at night. As dusk fell, guests relaxed on deck with their friends, partners, business colleagues and their tipple of choice. From Westminster to Putney and back again as far as the Tower, a kaleidoscopic backdrop of Wordsworth’s “ships, towers, domes, theatres and temples” slowly drifted by. So many sights, so many questions: “What has Cleopatra’s Needle to do with Cleopatra?”; “Where is the Shard?”; “Are Fulham playing at home tonight?”; “Has anyone seen my wine/wife?...”. As always where removers gather, the bar did a roaring trade, and as an extra diversion an on-board caricaturist produced lightning fast sketches of those brave or foolish enough to subject themselves to potential mockery and ridicule.

It really was a very good night, reminding everyone once again what a very special industry this is. The New Met Area would especially like to thank BAR Services for their generous sponsorship of the event, and extend a warm welcome to all for the next exciting event Quiz Evening at the Novotel Hotel, nr Heathrow on Thursday 24 November 2011. Please note the date and look out for further details in the coming months. Robert Syers

Caroline speaks not only French and English, but also fluent Spanish...and even has a respectable level of

Hungarian.The Hungarian dates back to Caroline’s first

taste of the removals industry, when she joined Interdean Hungary as a Corporate Account Manager, managing French and Spanish clients, as well as the local Embassy accounts.

Caroline is a graduate from ESSCA, a well-known French Business School in the historic town of Angers, in western France, where she studied for a Master in European Business, majoring in Marketing.

In addition to her spell at Interdean, her industry experience includes a long stint at Pricoa Relocation, where she joined as an international transportation coordinator, before moving to the business development team, as a marketing associate.

It is Caroline’s experience in this role that will stand her in particular good stead at BAR. In 2009, Caroline took over the responsibility of the EMEA Marketing Department at Pricoa, and became the Senior Marketing Manager for France and the UK. Here, she created and implemented all the company’s B2B campaigns and was responsible for trade shows, market

analysis, branding, and corporate identity among others. She also helped design a new company logo to improve Pricoa’s competitive positioning.

“I had a key involvement in the development and implementation of the marketing strategy to grow the organisation’s reputation and revenues over three years,” Caroline sums up.

Caroline made a big impact at Pricoa, professionally and socially. An enthusiast for sports and the arts, she is a keen sailor and traveller, and horse rides and skis not just for fun, but in competition in France!

With her cosmopolitan background, and her invaluable hands-on experience in growing a relocations business, Caroline will head BAR’s Commercial Department and will be responsible for what is one of BAR’s greatest current challenges – marketing the BAR brand and organisation nationally and internationally to meet the needs of the Association, its membership and special interest groups.

The Director of Marketing position is a new one, so Caroline is truly acting as a pioneer, but with her creativity and energy she seems set to make a real difference to how BAR markets itself to the outside world.

Gallic flair comes to BAR marketingBAR has a new face, for a new position. Caroline Suard is the organisation’s first Director of Marketing. As a French national, she brings both savoir faire and joie de vivre to the job.

Matt Faizey of M&G Transport Ltd, one of BAR’s Directly Elected Directors, asks members to contact him with their views on whether or not BAR members should have their own restricted online forum within the BAR’s website. Please send your

views to matt@moversandstorers.co.uk.

BAR Member Forum?

Removals & Storage September 201118

BAR News

Tom’s father David, the managing director of Ryans Removals, was keen for his son to experience work away

from a family environment, and Tom has worked for a range of different companies, including Marks & Spencer and Midconsort.

But Tom had grown up with the removals business and in his school holidays and on weekends he had fallen in love with the romance of working on the vans. So, almost inevitably, and at the tender age of nineteen, he officially joined the firm and began driving the bright blue company lorries that are proudly emblazoned with the family name.

Even today, when he is now General Manager and Prime Estimator, it is working on the vans that isTom’s greatest thrill in the business. A very social and outgoing person, it is the camaraderie, bustle and

action of a long hard move that is the most satisfying element of the job – to Tom, and to so many others in the business.

The BAR, and in particular the Young Movers Group, is another outlet for Tom’s youthful energy. Tom has made some close friends in the Group, including Loren Webster, Tom Bourne, Adam Chudley and Ria Compton. They have all made good use of the Corporate Box that Ryans Removals has at Aston Villa, and an afternoon watching the “villains” seems set to become an annual highlight for the BAR’s young members.“It’s important to socialise with clients and friends, and to build relationships,” Tom says. “It covers marketing, promotions, and sales, and much more than that.”

The Go Karting event for Young Movers in 2010 was particularly memorable for Tom – not only because of the food, drinks, and the World Cup that went on during the day, but also because it was his first introduction to the serious world of standards in the removals industry.

That event helped set the stage for much of his recent dedication to working towards the certification of Ryans Removals for all three major BS standards. Tom says that

with the assistance of a new Quality Standards Manager, the company has now successfully applied for and achieved BS 8522 (Commercial Moving), BS EN 12522 (Household Furniture Removals) and BS EN14873 (Storage of Furniture and Personal Effects).

It’s clear to Tom that the Young Movers scheme is having a real practical impact on the new generation of movers. Tom himself now works alongside Loren Webster to project manage the events.“We need to encourage people to join and move the scheme forward,” he says. “It’s important to help the younger element in the Removals Industry to understand the business better, and it can really benefit them.”

One of life’s enthusiasts, Tom also finds time for mixed martial arts and to work as a DJ around the country, despite his growing responsibilities at the family firm and in the Young Movers Group. This summer, he conquered his hatred of flying to play some sets on the party island of Ibiza, where he was in charge of a very different crowd of movers!

Tom Ryan Family-owned Ryans Removals is one of the leading removal and storage companies in the West Midlands. Tom Ryan is the third generation of the family to work for the company. He talks to R&S about how he manages to combine his commitment to the business and to the Young Movers with his work as a DJ and his love of Aston Villa.

Young Mover Profile: Mover and Shaker

Every month Removals & Storage includes a number of feature items. These are planned well in advance to allow members of and suppliers to the industry to join in.

Please contact Andy or Louise at Analytica Media on: 0208 458 5100 or e-mail: rands-editorial@analyticamedia.com

Feature Schedule 2011

Removals & Storage September 201120

BAR NewsBAR News

T he total number of UK moves in July 2011 increased by 1.66% compared to July 2010 reflecting a steady domestic market.

The number of moves to European countries in July 2011 compared to the same month in 2010 however has decreased by a fairly significant 7%. The Overseas market (non-European) has seen a rather dramatic decrease of approximately 10%.

The top European removal destinations for July 2010 were France followed by Switzerland and then Germany and Spain. The top European removal destinations for July 2011 were France followed by Germany and then Spain.

The top Overseas (non-European) removal destinations for July 2010 were Australia followed by USA and then New Zealand. The top Overseas (non-European) removal destinations for July 2011 were USA followed by Australia and then Canada and South Africa.

The results for number of vehicles in use for July 2011 compared to July 2010 reveal a sharp increase of approximately 15% whilst the number of staff in July 2011 compared to April 2010 shows a slight increase of almost 4%.

BAR will continue to report monthly industry statistics. To take part in the new industry incentive scheme, look out for the monthly email which will contain a link to the online survey.

Industry Statistics: July 2010/2011

BAR would like to thank those Members who have participated in the July Industry Survey.

Take part in the online industry surveys and automatically be entered into the monthly cash draw to win £100.

For more information, please contact the Commercial Department: commercial@bar.co.uk or call 01923 699 483.

Please note all information received is aggregated and treated in the strictest confidence.

Industry Statistics: July 2010/2011

20.00%

15.00%

10.00%

5.00%

0.00%

-5.00%

-10.00%

-15.00%

-1.66%

1.66% -7.00% -10.17% 15.21% 3.98%

Moveswithin UK

Moves toEuropeanCountries

Moves toOverseasCountries

Number of Vehicles

Numberof Staff

Perc

enta

ge

-7.00%

-10.17%

15.21%

3.98%

July 2011 compared to July 2010

September 2011 Removals & Storage 21

BAR NewsBAR News

Removals & Storage September 2011

Industry News

22

R eading through the history of the company one can see how each generation has developed the business.

Beginning with transporting cattle in the early 1940s the removals side split away in 1963. Later in 1985 land was purchased and the storage element of the removals business was started in earnest. The company expanded again in 2004 and 2007.

Adam Oakley took over the company as Managing Director in 2009 and has continued to take on the challenges of expanding the business as did his predecessors. Recently Adam encouraged a meeting with Paul Tidswell – manager of QSS (Quality Service Standards Ltd.) – and Mark Wilkes, the Operations Director at Hunts to discuss how applying these standards – BS EN 12522 and BS EN 14873 – have improved their business.

Mark – the principal instigator of the company’s Quality Assurance systems – was more than happy to sit down to discuss the effect the standards have had on the organisation. “It has given us a real sense of pride to achieve these certifications,” said Mark, “and the Quality Manual is the Bible. By applying it to all our operations it means everyone is pulling in the same direction and going forward in the same way.”

Mark also said: “I often refer to the manual in order to help give customers the answers they want and we are constantly adding to the manual documentation to expand and improve the quality system.” The newly acquired standard for the ‘Storage of Furniture and

personal Effects for Private Individuals’ is, as Paul Tidswell says, there to create a dialogue with the consumers and to allow the professional services of the removal company to be conducted in a proficient and skilled manner.

On inspection QSS were suitably impressed with the premises and the systems in place and the visible effect a fully functioning quality system has on both the business and personnel. Reference to the standards enables all members of staff to work compatibly. Each individual is fully aware of how the business works and this in turn creates a flow of communication between one department and another which reaches out to drivers and crews, revolving at all times around the customer.

Application of the standards has also helped Mark keep on top of important activities such as training requirements, refresher training and health and safety requirements, all clearly evident during a tour of the premises. Mark also noted that another benefit was the preservation and subsequent increase of a customer base.

Despite a company’s best efforts, without the Standards in place certain aspects can be missed or overlooked. A yearly overhaul of all the procedures and regulations is always good business practice and this can easily be achieved by having a British Standard in place. A member of the QSS team is always available to advise and assist companies who wish to take up standards.

Hunts International rack-up the professionalism

“The Quality Manual is the Bible. By applying it to all our operations it means everyone is pulling in the same direction and going forward in the same way.”

Paul Tidswell, Quality Manager, QSS

Feature - QSS News

Hunts International of Redditch, holders of BS EN 12522 certification, were recently certified by QSS to BS EN 14873 (storage standard) and were quick to proudly display both the badges on their website.

The new Overseas Standard BS8564 has now been published and was officially launched on 31st August.

For more information, please contact Paul Tidswell, Quality Manager with QSS Ltd by email paul.tidswell@bar.co.uk or call him on 01923 699 480 or on his mobile 07912 631 642.

New Overseas Standard launched

September 2011 Removals & Storage

Industry News

23

New Overseas Standard launched

Removals & Storage September 201124

CMG News

BS 8�22

Golf TournamentKindly Sponsored by Basil Fry Insurance Brokers

BAR Commercial Moving Group

4 October 2011

Dear CMG MemberFollowing the success of the 2010 CMG Golf Day, sponsored by Basil Fry, this year’s competition has been booked.

The 2011 CMG Golf Day will be held at Belton Woods Golf Course, Grantham on the 4th October 2011. The CMG would like to thank Basil Fry for their continued support. We are able to field up to 48 golfers on the day.

Prizes will be for 1st, 2nd & 3rd places for CMG members. Prizes will be awarded for the best placed non-members, along with a longest drive prize and a nearest the pin prize, not forgetting the occasional spot prize!! PHS Teacrate and Steel Storage have kindly agreed to support the event as well.

Those unable to take part in the golf are invited to attend the evening presentation function, where you will be able to enjoy the company of fellow commercial movers in a relaxed atmosphere.

As with last year the format will be an individual and Stableford Competition, using full handicaps, played within a drawn three-ball.

The organising committee reserve the right to amend the rules up to the start of play but within the recognised CONGU golf rules.

Timetable and prices

The day will run as follows(times subject to confirmation)

10.15 Players arrive. Tea, coffee and bacon rolls are served

11.16 First players tee off 19.00 Dinner is served in the Willow Suite,

where the Competition winners and prizes will be presented

Overnight accommodation is available and rooms have been reserved. The costs below include the cost of the golf, dinner, prizes and function room. All extras are the responsibility of the individual.

Package cost Golf & Dinner £65Golf, Dinner and B&B £145Dinner only £30Golf Buggies £25

The CMG Chairman, National Council and Basil Fry look forward to welcoming you on the day and to seeing as many companies from the group as possible represented.

All cheques to be made payable to BAR. Cheques must be received with application. Invoices will be forwarded thereafter.

Send to:Kevin Mack Company Moves Ltd, 39 Invincible RoadFarnborough. Hants GU14 7QU

BAR Commercial Moving Group Golf Tournament 2011

Entry Form

Make the mostof your BAR membership

For more information visit: www.bar.co.ukor contact: commercial@bar.co.uk

Instant recognition• Use of the BAR brand • OFT approved Code of Practice• FREE use of the BAR model Terms & Conditions

Award Winning Website www.bar.co.uk• Unique sales lead generator • Member’s search directory • Real-time online estimating & enquiry system • Member’s area with free broadcasts and noticeboard facilities

Networking Events• Annual flagship conference and exhibition

• Business seminars

• Area meetings

• Young Movers

FREE Professional Support& Advice• FREE legal advice line

• FREE financial advice line

• FREE informal conciliation service and low-cost arbitration scheme

FREE Products and Services• FREE Marketing & promotional materials downloadable from bar.co.uk members area

• FREE monthly issue of Removals & Storage (R&S) magazine

• FREE Award winning membership pack

Subsidised Products and Services• Comprehensive range of products, services and marketing materials from BAR Services at exclusive member rates

• Subsidised industry specific training

• Discounted advertising in R&S magazine

• Exclusive rates for industry specific Quality Standards

Exclusive Promotional Opportunities• Industry recognised annual awards: - Domestic Mover of the Year (DMotY) - Commercial Mover of the Year (CMotY)

Full member representation• BAR Board of Directors, including three directly elected members

• BAR Executive Committee

• Local representation through 16 BAR areas

• BAR Functional Group Councils and Special Interest Groups

PLUS• Access to full range of business partners: - Affiliates - International Associates - Professional Advisers Panel - Corporate Alliances - Furniture recycling - Confederation of British Industry (CBI) - Trade Association Forum (TAF)

• Easy Payment Terms: - Membership Subscriptions - Training Courses

• FEDEMAC membership including free European information on www.fedemac.eu

• Range of lobbying activities

• The Removers Benevolent Association (RBA) charity for the removals industry

• New Members Induction Incentive Scheme

Removals & Storage September 201126

Overseas Group News

Profile:Sterling WorkInternational moving and relocation company Sterling celebrates its twentieth anniversary this year. Chief Executive Officer Rupert Morley (pictured) tells R&S about how the business is responding to the downturn, by focusing on ensuring customer satisfaction and differentiating from competitors.

S ince its establishment in 1991, Sterling’s story has been one of continued expansion in the UK and elsewhere. In the UK, the

company’s most recent new office, in Aberdeen, is just three years old, but it has already had a significant impact with the local oil, gas, and support services sector.

With regional hubs in Hong Kong and the US, supported by local offices and a quality controlled network of global partners, in the short space of twenty years Sterling has gone from a relatively small UK-based provider to a truly global company, delivering relocation and moving services to corporate clients and their expatriate workers all over the world.

“Most of our work is in supporting our corporate clients, but private customers remain a significant and valued part of our business,” Rupert tells R&S. Rupert himself will shortly be celebrating his tenth anniversary as CEO, after joining the company in 2002, from a web portal for estate agents. Rupert has also been CEO of Hamptons International; he really has seen the world of removals and real estate from almost every angle in the business.

With a degree in Economics from Cambridge, and an MBA from Harvard Business School, there is no doubting the pedigree of Rupert’s academic credentials for running an international business. Add to that his Certificate of Professional Competence for National and International Road Haulage Operations, and it’s not hard to see why Sterling has grown so rapidly since Rupert and Chief Operating Officer Jeremy Biglin acquired the business in 2005.

In 2009, Sterling performed moving and relocation services for 816 companies in 81 countries. That growth has come despite the deepest economic recession in over seventy years, and a surge in the number of rival

relocation companies.For Rupert, the economic downturn has

created a challenging environment:“We have responded by working very hard to remain close to our customers, understand their needs and ensure that we are delivering an extremely professional and high quality service,” he says.

Striving for customer satisfactionSterling’s response to the economic downturn has been orthodox and effective, focusing on customer satisfaction.That focus seems to be paying off; many of Sterling’s early clients still work with the company today, and in a recent client survey 90 per cent had either actively recommended the company, or would if asked.

“We like to think that’s because we work hard to understand the challenges and goals of the companies we work with so we can be more than just another service provider,” Rupert says.“It’s an old adage that it costs ten times as much to win a new customer as it does to retain an old one, but I’m certain that our focus on customer satisfaction has had a very positive effect on our fortunes over the last few years.”

Given Rupert’s background, and his role as one of the six Directors of FIDI, and a Fellow of the Chartered Institute of Personnel and Development, he’s obviously a man worth listening to for advice on the way ahead for BAR.

“I am glad that the Overseas Group is focusing on raising the profile of international associates within the broader membership,” he says, “and particularly focusing on taking advantage of the conference to share best practice and encourage dialogue with overseas agents. I feel that Standards Based Membership would be the correct way to proceed for the BAR,” he adds. “Hopefully we can successfully communicate

this to the public at large. I hope that we can help individual companies to explain the benefits and use it effectively as a point of differentiation.”

In today’s competitive market, where differentiation and service quality is becoming ever more critical, BAR membership could help provide that crucial degree of differentiation from competitors.That goes for small, family-owned removal firms, just as much as for large global concerns such as Sterling.

“I think the industry will remain very competitive, and we can anticipate that we will face continuing pressure on costs, such as fuel price rises and other external impacts such as environmental legislation,” Rupert says. “Because of this, I think we should concentrate on finding fresh ideas to stand out in front of our customers, and sell the value of the service we offer.”

“Most of our work is in supporting our corporate clients, but private customers remain a significant and valued part of our business.”

Rupert Morley, Chief Executive Officer, Sterling

Overseas Group News - Sterling celebrates 20th anniversary!

Removals & Storage September 201128

Training News

Choosing the right packing materials and the correct packing techniques is vital.

Loren Webster of BAR Training Services reports on the highlights of the three courses that took place in July.

BARTS delivered a one-day fragile & non fragile packing skills course at BAR Watford in July 2011. The one-day

course is ideal for all levels of experience and can be used as an introduction to packing or as a refresher course for more experienced staff. During the course students are taught the correct packing techniques required, the correct selection and use of packing materials and the sequence of packing.

At the end of the course, the students were asked to complete a training evaluation form and all those who attended commented how useful and enjoyable they had found the course. Michael Robinson, V Robinson & Son Ltd, who participated in the BARTS Packing skills training course said: “The course was excellent helping me to gain an industry standard in my trade and having the new skills to be even more confident in my profession.”To find out more about BARTS Packing Skills course please contact BARTS on 01923 699484 or email training@bar.co.uk

Fragile & Non-Fragile Packing SkillsBARTS recently delivered a Fragile Packing and Non-Fragile Packing skills course at BAR Headquarters in Watford.

After a brief recap we pressed on with the Continental Road Removals covering Permits,

Customs, Frontier Crossings and International Transport Documentation. All credit to my delegates, none of them were experienced in European Removals but they still applied themselves fully to this module, and picked up the subject matter exceptionally quickly.

Next up was Deep Sea shipments, again, delegates did not deal with Deep Sea on a regular basis so there was a lot to be digested. The importance of Imports is a big issue in my eyes; you can build very good relationships by servicing your overseas partner’s exports (your imports) and they will do the same in return. There are a lot of pitfalls in dealing with imports, receiving the same customer service level that you give is, of course, very beneficial. The rest of this module covered all aspects of exporting household goods from initial enquiry to final delivery and paperwork needed from an agent in order to authorise payment so all delegates now fully versed and ready to take on the overseas

market! The transport industry has come under increasing pressure from government departments, pressure groups and the general public with regard to environmental issues, the environmental management module explains the best way to tackle these issues.

It seems that most, if not all (!), removal companies are embracing these environmental issues as responsible employers.

Having a sound environmental policy is also a great selling tool.Warehouse Management concluded the BARTS BTEC in Removals Management training course which included a layout review to see if delegates could make better use of the space in their warehouses.

Overall a very successful course with great feedback from the delegates, they found the course highly informative as well as, in parts, entertaining and motivational. Paul Foster, delegate of BARTS BTEC in Removals Management training course said: “The Trainer was by far and away the best teacher I have had, inspirational and motivational. An asset to BAR.”

BTEC Removals Management – Unit 2Practical Estimating Course

BARTS’ Practical Estimating course took place in July with delegates from Abbeywood and AGS Fourwinds. Delegates attending the course had been doing

surveys for some months so I had some experience but with one delegate estimating in cubic metres, selling to the corporate market, it certainly proved to be an interesting challenge. After a morning in the classroom, we set off for our first mock survey, the results were pretty good. Delegates were fairly accurate with their furniture calculations but the age old problem that I have experienced over the years is the amount of boxes needed. They were on average 15-20 per cent below the amount needed. Luckily I had a box still packed from the packing course I had delivered a week before, when I demonstrated the level of protection needed for china/fragile boxes and how to allow for it, we all agreed that more allowance needed to be made for packing. There is also a huge focus on sales and health & safety along with risk assessment on site on this course and the delegates enjoyed these training modules very much. After the delegates completed a second ‘mock survey’, the results were within the 10 per cent margin for error allowed and the carton allocation was much improved. Costing and planning exercises drew an end to a very productive two days.

Because your people are your greatest asset

BARTS Courses

Book your places todayCall: 01923 699484 or email: training@bar.co.uk

BTEC Advanced Award inRemovals Management 2011The BTEC Advanced Award in Removals Management is a 2 unit course and is the only nationally recognised removal specific qualification of its kind.

Students will be required to pass an examination on an additional date in order to pass the qualification.

Course Dates 2011Part 1 – 18,19,20 October 2011part 2 – 01,02,03,04 November 2011

Writing a Winning Tenderfor the public sectorThis is a brand new workshop taking place at BAR Watford covering topics such as:

• Risk Management • Opportunities to score• Constructing a winning stategy• Presentations • What to write • Feedback• Identifying your USP • Pricing• Where you can stand out • Tips & techniques• Common Mistakes • Useful information

Course Dates 20111� September 201108 December 2011

£99 + VAT p/p

£1675 + VAT p/p (BAR Member)

£1995 + VAT p/p (Non BAR Member)

BTEC Award in Practical Estimating 2011This 2 day course is practically based and is designed to teach students the art of estimating as well as face to face sales techniques, covering topics such as:

• Practical Estimating at 2 local properties• Quantity Assessment • The Role of the Estimator• Health & Safety • Communication Techniques• Contract Conditions • Removals Insurance

Course Dates 201108 & 09 September 201114 & 1� November 2011

Selling Skills/Promoting the BAR OFT Code of PracticeThis 1 day course is designed to enhance sales skills and to demonstrate the most effective way of promoting the BAR OFT Code of Practice to win business, covering topics such as:

• The Role of the Salesperson • Marketing• Prospecting & Negotiating • Promoting the OFT Code • Communication & Presentation• Identifying Customer Needs • Closing the Sale

Course Dates 201107 September 201116 November 2011

£545 + VAT p/p (BAR Member) £99 + VAT p/p (BAR Member)

Classifieds

Removals & Storage September 201130

Our company’s sole purpose since its inception in 1977 is to serve the membership – to supply good quality, innovative packaging products at low prices. This is achieved by buying jointly on your behalf and passing on the discount achieved from this bulk purchasing power!

As a member, we should be your preferred supplier but are we? For many of you the answer will be yes but for those of you that say no then we would like to know why?

Your feedback is important so please ring us on 01342 870087 or you can simply emai sales@barservices.co.uk

We look forward to hearing from you.

Are we your preferred supplier - if not, why not?

Trade Services

September 2011 Removals & Storage 31

Removals & Storage September 2011

Industry News

34

European News

R&S is grateful to FEDEMAC for its contribution to this section

Iveco and FPT Industria team up on Euro VI

Truck giant Iveco is teaming up with FPT Industria to meet the new Euro VI regulation by means of a unique

SCR (Selective Catalytic Reduction) technology.

The technology will be introduced on the two new Cursor and Tector engine ranges for heavy-duty trucks and buses, the companies say.

The new Euro VI exhaust emission regulations, which are planned to apply to all new heavy commercial vehicles and buses registered from 1st January 2014, introduce significant reductions in permitted tail-pipe emissions and other operational aspects. These include a reduction in nitrogen oxide (NOx) emissions, by 80 per cent compared to Euro V.

The companies say that ‘SCR Only’ after-treatment technology is unique in that it is able to comply with the NOx limits by means of the catalytic reduction system alone, without the need for exhaust gas recirculation.

Iveco Chief Executive Officer, Alfredo Altavilla, said “we were the first to announce our Euro VI engine technology strategy back in April 2010. I said then that we would meet Euro VI standards without Exhaust Gas Recirculation. EGR as a technology has its place in the transport sector but for heavy commercial vehicles that may significantly exceed more than one million kilometres during the course of their life, the technology that reduces fuel consumption and additional operating costs to their minimum is the correct technical choice. FPT Industrial’s ‘SCR Only’ exhaust after-treatment fulfils this important need...we will introduce suitably equipped vehicles when our customers ask us to do so.”

For the Euro IV/V emission standard introduced in 2005, Iveco had already gone down the SCR path. This choice was made purely from a cost of ownership point of view, allowing the engines to be tuned to fully optimise combustion efficiency, and hence fuel efficiency, at the expense of high engine-out NOx emissions that could be reduced by the SCR exhaust after-treatment.

For Euro VI, Iveco says that neither its strategy nor customer demand for fuel efficient vehicles has changed. It says that its SCR control system allows unprecedented reduction efficiencies to be achieved.

New EU rules for tacographsThe European Commission has proposed to revise European tachograph legislation, to make full use of new technological opportunities such as satellite positioning.

The European Commission has proposed to revise European tachograph legislation, to make full use of new technological

opportunities such as satellite positioning. According to the Commission, this will make

fraud more difficult and reduce the administrative burden, which is expected to save companies €515m per year.

By ensuring better compliance with rules on driving times and rest periods, drivers will be better protected, road safety increased and fair competition assured.

The digital tachograph was made mandatory for new vehicles in 2006.

The present proposal aims to update the legal framework which dates back to 1985.

The new regulation will help to reduce fraud and cut the administrative burden related to the tachograph’s use, according to the Commission.

Vice-President Siim Kallas said “the rules on driving times and rest periods are there to protect professional drivers and other road users.

They also ensure fair competition and good working conditions for drivers.

The digital tachograph is an excellent control tool to ensure that these objectives are achieved. This proposal is not only very important to maintain the reliability of the digital tachograph but it also constitutes a significant step towards introducing an intelligent, integrated on-board unit on trucks that will contribute to improving the efficiency of the EU transport system.”

The EC’s proposal includes:• Location recording by satellite positioning

system will allow replacing manual recording by automated ones. It will save €349m per year for road transport undertakings and their drivers. It allows for better monitoring and provides important information for organising the logistics chain.

• Remote communication that increases efficiency of roadside checks that can be targeted on those vehicles which are more likely to be in breach of the legislation. As complying drivers will be stopped less frequently, a reduction of administrative burden by €34.5m per year can be achieved.

• Higher standards for workshops entrusted to install and calibrate the tachograph will reduce fraud and manipulation.

• Merging the driving licence with the driver card to be used with the digital tachograph. This will reduce the administrative burden on drivers by €100m per year. It will also reduce fraudulent use of driver cards, which today are too easily handed over to other drivers.

• Continuous update of the tachograph specifications in order to ensure that a high level of security is maintained and that opportunities for fraud and manipulation are reduced.

The proposal will also allow Member States to grant exceptions from the obligation to use tachographs for certain users.

News Roundup R&S is grateful to FEDEMAC for its contribution to this section

Removals & Storage September 2011

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Drivers look set to be punished for traffic offences they commit abroad, including the four ‘big killers’ causing 75 per

cent of road fatalities – speeding, running red lights, failure to use seatbelts and drink driving – under a new directive on cross-border enforcement.

In July, the European Parliament approved new legislation that will enable member states to swap car registration details and track down offending drivers. However, the UK, Ireland, and Denmark will remain outside the system for now.

Other offences covered by the new system include the illegal use of bus lanes and other banned thoroughfares, and the illegal use of mobile telephones.

EU figures suggest that while non-resident drivers account for 5 per cent of traffic, they also account for around 15 per cent of speeding offences. In countries like France, where transit and tourism are high, speeding offences committed by non-residents can reach 25 per cent of the total number of offences and go up to 40–50 per cent during very busy periods of the year. Most go unpunished, with countries unable to pursue drivers once they

return home. As things stand today, a driver who commits an offence under the highway code in a car registered in another country of the European Union evades prosecution, with very few exceptions, because of the difficulty of identifying them or of being able to check the address to which the vehicle is registered.

The directive on cross-border enforcement in the field of road safety aims to remedy that situation. The legislation will enable EU drivers to be identified and prosecuted for offences committed in a member state other than the one where their car is registered.

In practical terms, the new rules will give member states mutual access to each others’ vehicle registration data via an electronic data exchange network to be put in place. This will allow for the exchange of the necessary data between the country in which the offence was committed and the country in which the car was registered. Once the owner’s name and address are known, a registered letter to the presumed offender will be sent to him/her. It will be up to the member state where the offence was committed to decide on the follow up for the traffic offence.

The directive does not harmonise the nature

of the offence or the penalties for the offence. This will mean that the relevant national rules in the country where the offence is committed will continue to apply. Any fine and payment method will be based on the law of the state where the offence occurred. The directive still needs to be approved by EU governments, from which time participating member states will have 24 months to apply the rules.

EU cracks down on traffic offences abroad

The European Commission has published new statistics showing that European Union road fatalities decreased by 11 per

cent in 2010. However, country by country statistics show

that the number of deaths still varies greatly across the EU. Most countries achieved double-digit reductions in the number of road deaths over the past year, the best ones being Luxembourg (33 per cent), Malta (29 per cent), Sweden (26 per cent), and Slovakia (26

per cent).According to the EC’s figures, road fatalities

in the UK fell 18 per cent in 2010, and are down 47 per cent from their 2001 level. In Ireland, fatalities fell by 16 per cent last year, and have dropped 51 per cent from 2001.

European Commission Vice-President Siim Kallas, responsible for Transport, said it was encouraging that nearly all Member States had managed to significantly reduce their number of road deaths, but warned there was no room

for complacency. “A hundred people still die on Europe’s roads every day. We have made good progress since 2001 and we have succeeded in saving nearly 100,000 lives. But the number of fatalities and injuries on our roads is still unacceptable.” The Commission wants to cut the number of deaths by half by 2020. To achieve this goal, it is looking at what kind of cars people drive, where they drive and how they drive.

Less road fatalities in 2010

Sign up for the FEDEMAC newsletter at www.fedemac.com

Do you have any news? Please send any European news to rands-editorial@analyticamedia.com

Every month Removals & Storage includes a number of feature items. These are planned well in advance to allow members of and suppliers to the industry to join in.

Please contact Andy or Louise at Analytica Media on: 0208 458 5100 or e-mail: rands-editorial@analyticamedia.com

Feature Schedule 2011

European News

September 2011 Removals & Storage

Industry News

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Removals & Storage September 2011

Industry News

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December 2011 will see commercial vehicle operators having to deal with more reforms to the way they run their businesses. Andrew Woolfall of solicitors Backhouse Jones explains what is happening, and tells R&S how BAR members should prepare for these changes.

Following EC Regulations passed in 2009, changes will be introduced to the operators licensing system affecting standard national

and international licence holders for both goods and passenger vehicles.

Fortunately, restricted licence holders are not affected but many sense that it will only be a matter of time before some of what follows below spills over to this more specialist area.

The consultation period run by the British government on the new rules has just closed and the draft legislation is expected to be published later this summer. Andrew says that while we are still awaiting the exact, final details as to how the changes will be implemented, we do know from the European regulations what the changes will be. “The new regulations will have a significant impact on transport managers and the professional competence qualification,” Andrew says.

Further changes will see the introduction of establishment addresses, the requirement to have core business documents stored at certain locations and a requirement that all operators must have at least one vehicle in possession. There will also be some general ‘housekeeping’ with regards to various offences including the use of PSV vehicles without an operator’s licence and

the failure to declare convictions to the Traffic Commissioner. Finally a series of national registers will be introduced.

Dealing firstly with the issue of transport managers, Andrew explains that the new regulations will look to introduce two different types of role. Transport managers will be considered to be either ‘internal’ or ‘external’ managers:

1. An internal manager must have a genuine link to the operator as an employee, director or owner of the business. If there is no such internal transport manager then an external manager will have to be engaged.

2. An external transport manager must have a contract specifying his transport manager duties (and the regulations will describe the exact topics to be covered in such a contract) and not work for more than four operators with a combined vehicle fleet of no more than 50 vehicles.

Regardless of whether the transport manager is an internal or external appointment, they must still have effective and continuous responsibility for the transport operations of the business and they must perform this role for the operator,

Andrew says. In addition, a new national register will be created listing all nominated transport managers and if such a person loses their own ‘good repute’, a Traffic Commissioner will be able to have this endorsed on the register thus preventing the manager from working for anybody else within Great Britain or even across Europe. A new list of offences will be created which, if committed by a transport manager, will lead to the automatic loss of good repute of the individual.

In addition to having good repute, transport managers will still have to hold some form of professional competence qualification. However, the basis of this qualification will also change as from 4 December 2011 to being either an approved CPC or an approved alternative qualification. ‘Grandfather rights’ for current transport managers who hold an existing qualification will be gradually phased out and, whilst they remain valid, be subject to tighter qualification.

All new CPC examinations after December 2011 will be a combined national and international qualification. There will only be one type of CPC from that point onwards. National CPCs issued prior to December 2011 will remain valid after that date as will alternate qualifications

Getting ready for changes to operator licences

Feature - Operator Licences Feature - Operator Licences

September 2011 Removals & Storage

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issued by some of the professional institutes. However the rules concerning ‘grandfather’ rights qualifications will change. Grandfather’s rights will only continue to exist if the holder has continuously managed a business for ten years. The burden will be on the holder (or applicant) to show this is correct.

The Department for Transport does not propose to permit any new ‘grandfather’ rights qualifications to be issued after 4 December 2013. From that point onwards, Andrew stresses, “all new transport managers will have to have passed a CPC examination or have one of the alternate qualifications approved by the DfT.”

The changes to the financial standing criteria should see an equal playing field introduced for all operators holding standard national or international type licences across Europe. From December, financial standing will be met by either certified annual accounts or subject to individual member states agreeing some form of financial guarantee such as an overdraft or invoice finance agreement. New applicants will have to show a certified opening balance.

These new financial rules probably mean that the recently published Senior Traffic Commissioners proposed guidelines and directions will have to be substantially changed. The Commissioners’ and their staff will no longer

look at bank balances and average balances over a three month period but instead refer to audited accounts. Whilst this may be a benefit for some operators, there will be a greater emphasis upon firstly having properly audited accounts (and this will more than likely add to the costs of preparing these accounts) and secondly a need to show that the business does hold the proper assets and have the correct accounting ratios in place.

In a further change, the new regulations will also require operators to have proper ‘establishments’ addresses for the purposes of correspondence. The use of ‘PO Box’ numbers or third party administrators will not be permitted. Operators will also be required to have designated premises for the storage of key documents such as accounts, personnel and driver’s hours and tachograph records. Furthermore, from 4 December 2011 all operators will have to have at least one vehicle specified on their licence.

“Depending on how the legislation is eventually drafted, this may have a significant impact on those businesses that are ‘seasonal’ and simply hire vehicles in when their use is required,” Andrew says.

All national governments across the EC will also be required to introduce formal registers of operators and transport managers. These registers

will include details of vehicle authorisations and also a note of serious convictions recorded against the operator and/or transport manager.

Finally, the legislation will look to increase several penalties for PSV operators. There will be increased fines for PSV operators that are using a vehicle without a licence and failing to declare convictions to the Traffic Commissioners’ office. These existing offences will see the fines increased from £2,500 up to £5,000 per infringement.

“The changes with regards to transport managers, financial standing and establishment addresses could well have a significant impact on most operators,” Andrew says. “We advise standard national or international licence holders to begin reviewing arrangements as soon as possible.” Backhouse Jones says it will be holding seminars this summer with regards to these complicated and far reaching changes, and offering fixed price audits for operators to determine levels of compliance.

For further details please contact Andrew Woolfall or Ian Jones at Backhouse Jones Solicitors on 01254 828 300

Feature - Operator Licences Feature - Operator Licences

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R&S: How did your involvement in The Removal Men come about?Lyndsey Daykin: Tiger Aspect, a TV

production company, called the press office late last year with an idea to make an observational documentary series about people moving home. We invited them in to discuss the possibilities, explained the history of the company, detailed the process of moving and generally tried to entertain them with stories of the characters we have in the business and anecdotes about the process of moving home.

They went away to develop the idea and came back with a proposal to make a ‘taster’ film which they would use to pitch to Channel 5. We had a ‘practice run’ therefore and managed to find three customers who were willing to take part and briefed the moving teams. Tiger Aspect was aiming to make a warm, optimistic programme with lots of humour. We loved the taster film and thankfully so did Channel 5 and we got news that they had commissioned the series in March.

R&S: What were your objectives for participating?Lyndsey Daykin: Our primary objective was to take advantage of the publicity the TV exposure would bring to the brand, and to show that removals is not as simple as people think, that it takes all kinds of skills – packing, driving, organization and people, and communication skills.

R&S: Did you have any say in how and what was filmed and what was cut?Lyndsey Daykin: No. The challenge was to make an interesting programme. We had to embrace the possibility that, with a film crew following, everything may not go to plan; in other words things may go wrong on screen. Of course, problems make good drama. We knew if things went wrong on move day, the crews do work hard to fix things and we had confidence in our Managers and removal teams. Something goes wrong in almost every episode, but the removal crews (who were the real stars) handled all those curveballs with skill and humour.

R&S: What are the positives for Pickfords from this series?Lyndsey Daykin: We had record levels of traffic on the website, enquiries from customers who cited the programme had prompted them to call – plus members of the public phoning just to say they enjoyed the programme.

It was a great talking point for the sales and operational teams across the business, we had a very positive response from our corporate accounts.

R&S: Any things you’d like to have been shown differently?Lyndsey Daykin: We urged them to consider international customers to take part in the series, because we felt that there were more ‘stories’ to be found in a complete change of lifestyle. They chose not to because they couldn’t film them at their new home. We would also have liked to have showcased more business moves, like the Preston Hall Hospital in Episode 4, but we were unable to persuade enough business moving customers to take part.

Behind the scenes of The Removal Men: Pickfords

Lyndsey Daykin, Head of Marketing at Pickfords, talks to R&S about the making of the Channel 5 programme.

Feature - Marketing the removals industry

September 2011 Removals & Storage

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A lot of filming didn’t make it to the final edit, Bill from Swindon was an amateur ballroom dancer and they filmed him dancing with his wife, also Mick Cousins from Mitcham gets up early every morning to tend to his horse before driving to do a hard day’s work. These stories added a different, personal dimension to the programme and it was a shame this scene didn’t make it through.

R&S: Any favourite episodes and situations?Lyndsey Daykin: My favourite is episode 4, the drama of the hospital move, delicate tissue samples at risk during the move, the lady with the fossil who was brilliantly demanding and the Walkeiden family moving to France with the crew from Horsham. I watched the Horsham crew do some of their filming and they were very funny and natural together as a team.

My other favourite is the elevator move, which was part of the original ‘taster’ film. We struck gold when we found the customer, who was very good on screen. She had expensive and sentimental things to move, tricky packing, difficult access, and windows that had to come out – it was great!

R&S: Do you think the industry comes across in a good light from this programme?Lyndsey Daykin: We hope that we represented the industry in a positive way that the real skill of removals shone through. We did get positive feedback from our industry contacts and competitors. One thing that came across with almost all the customers was how stressful

moving is and what an emotional time it can be. Many of the operational teams handled that situation with the customer with great thought and care. So hopefully we have persuaded the public to pick the phone up to a professional mover when they move home!

R&S: What type of resources did you need to devote to being involved in this series? Lyndsey Daykin: We had a very punishing filming window of six weeks. This, even by Tiger Aspect’s standards, was very quick turn around.

The first issue was finding the customers who would be prepared to take part. We pulled in two of the sales team and they literally had to draw down a list of customers that had booked across the network each day and cold call their way down the list speaking to customers, discussing their story, ultimately persuading them to take part.

I would say one in 15 would say yes, so that was a lot of calls. When they said yes, they often fell by the wayside as Tiger Aspect had to

fit them around their filming schedule. It was touch and go at one point, because we simply couldn’t find enough customers who were prepared to take part to complete the filming.

When we found a customer we had to brief the Managers and they in turn would brief the crews. There were multiple film crews filming at the same time in different parts of the country across a six week period. It was impossible to really have any control.

My colleagues John Denton, Jordan Smart and Mark Tyler spent hours persuading customers, finding answers to questions like ‘how many miles of tape does Pickfords use each year?’ and managing the behind the scene logistics. There was a large requirement for legal and compliance and there was paperwork to sign off and permissions to film to be gained. We had a representative from the TV company working with us and it felt like I was working on it full time for eight weeks.

R&S: How have staff at Pickfords reacted to the series?Lyndsey Daykin: I definitely sensed a boost to morale internally. Critiquing the programme was a regular discussion point at the coffee machine. Also our teams based in the office had a chance to see a real move in progress, and watch our removal teams interact with customers on move day and deal with the everyday problems that can occur.

In a challenging market, the programme was a real tonic. I think we were all a little proud to be part of a company which had found its way onto Prime Time TV.

“We hope that we represented the industry in a positive way that the real skill of removals shone through.”

Lyndsey Daykin, Head of Marketing at Pickfords

Feature - Marketing the removals industry

Removals & Storage September 2011

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We look back on the career of the man behind the name of one of the world’s best-known international

relocations companies. Those who knew Michael, worked with him, and competed with him, talk to R&S about the incalculable contribution he has made to the industry. And in his own words, Michael looks back on his life in the business and talks about his experiences in Europe. He tells us the story of how he established the company, and remembers some extraordinary moves that he was involved in, including moves for royalty, politicians, business men, pop stars and crooks! He also discusses the far-reaching decisions taken at BAR, especially on the Overseas Council. As ever with Michael, it makes for a fascinating and inspiring read.

Asked if there is one moment that defines Michael Gerson’s career and his role in the removals business, senior figures in the industry point to one particular image; it is of Michael, standing shoulder to shoulder with Margaret Thatcher, as she opened a new Gerson warehouse on the very day that British forces landed on the Falkland Islands.“I wish everyone would tackle problems as vigorously as this firm,” she said.

Mrs Thatcher, as Michael’s local MP, was a frequent visitor to the company and a first hand witness to its rapid expansion and its continuous investments in facilities and people.

In many ways, the rise of Gersons epitomised the revival in the UK’s economic fortunes in this time. A year later, in 1983, the company’s success was officially recognised when it was awarded the Queen’s Award for Export Achievement, the first Queen’s Award to be made for earnings based on removals.

And whatever your politics, it is hard not to recognise the similarities between Michael and Mrs Thatcher; both visionaries in their areas, with revolutionary ideas, inspiring whole

hearted commitment from their people, and full of the confidence that is built on hard work, ambition and energy.

However, without being unfair to Mrs Thatcher, the Iron Lady never achieved the universal popularity that Michael Gerson enjoys to this day at all levels in the removals industry.

“Michael was probably the best known individual in the industry, and from my early days at Trans-Euro, Gersons was always the company to aspire to,” says Interdean Chairman Paul Evans. “They appeared to effortlessly achieve fame and market leadership and were the leading light of the moving industry for several decades without a huge marketing department or company promoting them. They did so purely through quality and massive attention to detail and well thought through processes and marketing which led to ‘never to be seen again’ margins.”

Rob Bartup, Director of GB Liners, says that “by common consent, Michael Gerson Limited was one of the most admired businesses in the industry when Michael was at the helm. He settled upon a particular niche market and focused on that market to the exclusion of all else: the passion and attention to detail that went into the business was the sort that many would put into a hobby in which they had a great interest.”

According to Paul Evans, it was Michael’s attention to detail, his hard work, knowledge of the industry, and his management skills in marketing and processes that took Gersons to the very top.

Those who worked at the company also pay testimony to Michael’s people skills; it’s not easy to be successful and popular, but Michael managed to be both. “Michael took a lot of care in choosing his staff and I think he treated them fairly and got a huge amount of loyalty from them in return,” Rob Bartup says. “I suspect that success spread success.”

Always a passionate believer in the value of

good professional training, Michael’s generosity and interest in people, and his belief in the importance of sticking to high standards, extended well beyond his own company.

Michael was president of FIDI, while BAR has long been a beneficiary of his business acumen and commitment to the trade, and the Gersons team in general were significant contributors to the development of the industry.

Michael himself says “what I will miss most about the industry is the high levels of cooperation and assistance which colleagues in the industry gave, which used to be much greater than that experienced in most other industries.”

“I would like to thank the wonderful, generous and supportive people who gave their time, advice and experience to me, and particularly to Joe Luxford who, early on when I joined the industry, said: “Michael, you cannot afford to work for poor people” – advice which I followed throughout my career and to which I must credit a considerable amount of my success.”

Right hand man remembersPerhaps there is no-one better to talk to about Michael than Brian Charles, the general manager of the business for nearly forty years. Brian watched from close up, and also participated actively, as Michael built the company into one of the most respected and admired full service international removal companies worldwide.

“I started my first job in September 1968 at the modest premises of Michael Gerson Ltd in North Finchley,” Brian remembers. “On my first day Michael enrolled me for the Institute evening classes held every Monday evening at North Gower Street. Michael was the chairman of the Institute and a firm believer in training at all levels.

From this experience I soon appreciated the value of Industry-based training, carried out by

Celebrating an industry great:Michael Gerson

Celebrating an industry great: Michael Gerson

After a lifetime of service in removals and storage, during which he built his business, Michael Gerson Limited, into one of the most admired companies in the industry, Michael is now retiring, almost fifty years to the day after setting up his company.Photo: Andy Stern, Analytica Media

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some of the top people in the industry. In fact, I was encouraged by Michael to get involved with training myself and I have trained people not only in the UK but throughout the world.”

The first big step forward for the company was when it moved into its first freehold premises in North Finchley in 1970. It was a bold decision by Michael to invest everything in property but with hindsight this proved to be one of the best decisions he ever made. It put the company on the property ladder and subsequently provided the basis for the funding of the future expansion of the company.

In 1975 one of Michael’s closest colleagues decided to emigrate to Canada which left a big hole in the management team. He then took the ambitious step of making three new directors from the existing team. This proved to be a very successful decision as the new team all complemented each other well under his leadership and led to the continued success of the company.

The next big development was the purchase of a site in Whetstone and the construction of a state of the art office and warehousing complex which was opened in 1978. This was again all self funded and demonstrated Michael’s foresight in investing heavily in the business. The remainder of the Whetstone site was developed in 1982.In addition there were premises to serve the Midlands and the North in Daventry.

Under Michael’s leadership the business continued to grow through the 80’s and 90’s until Michael had some serious health issues and, as his sons did not want to continue the moving business, it was sold in a Management Buy Out in 2002 to the staff. Michael’s involvement therefore ceased at that time.

Brian told R&S that Michael was always ready to participate in Industry affairs and actively encouraged other staff members to do so. One of the high points came in the mid 1980’s when he was elected President of FIDI. He has also been involved with the Overseas

Group Council at BAR and has been a director of IMMI for 30 years.“Michael has always been a real entrepreneur and had the ability to spot an opportunity for business and then the persistence and drive to follow it through,” says Brian. “I can think of many examples of this but one of the most notable was a small item in the Financial Times which eventually led to the move of the Royal Armouries Museum from the Tower of London to Leeds.”

Brian’s response to the company’s success is simple: “Doing a good job, attention to detail and delivering exactly what you have promised the customer, oh, and also charging properly for what you do!” A lot of companies in the industry can still learn from that today.

Gerson on GersonMichael looks back on his long career in the industry, remembering how he came to establish Michael Gerson Ltd. He tells us about a whole series of high profile and challenging moves from the past that the company was responsible for. He also discusses his active role in industry associations national and international, including BAR and FIDI.

No one, to the best of my knowledge, when asked at school what career they would like to follow, is likely to say “when I grow up I want to be a removal man”, and so in my case my career in the moving business is pre-dated by other factors.

My grandfather came to London to emigrate to Australia in the 1880’s, and whilst waiting for a ship ran customs entries and bills of lading as a messenger. He never caught the ship.

He clearly decided to make a career in packing, shipping and forwarding, and constructed a purpose-built depository in the centre of London, which became the family business: The Pall Mall Deposit & Forwarding Company.

What connection does that have with BAR? In 1900 a supplier of materials to furniture removers (hessian, brown paper, wood wool and

string) suggested that movers should band together to meet and discuss their trade on a regular basis, and the National Association of Furniture Warehousemen and Removers was formed using the office of the Pall Mall Deposit and Forwarding Company as their office until it eventually rented its own independent office, so I basically had furniture moving in my veins!

The family company prospered and flourished and my father was the President of NAFWR for two years immediately preceding the Second World War, and eventually after the end of the war transportation gradually got back to normal, though ‘normality’ included nationalisation of the transport industry and subsequently denationalisation of the transport industry.

In my school holidays I went out on the vans and learnt fine art packing in the warehouse, and upon leaving school I spent two years working for transportation companies in France, Germany and Switzerland to polish up my languages and learn how things were done outside the UK. This experience proved to be invaluable.

When I returned from the Continent I went around all of the different departments of the family company and concluded that the activity that we undertook least well was international and overseas moving (as opposed to domestic), and I concentrated on this.

Celebrating an industry great: Michael Gerson

“Michael was probably the best known individual in the industry, and from my early days at Trans-Euro, Gersons was always the company to aspire to.”Paul Evans, Chairman, Interdean

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Celebrating an industry great: Michael Gerson

With unemployment continuing to rise across the country, employers are increasingly using compromise

Before I had returned from the Continent for a year, an astute businessman, Maxwell Joseph of Grand Metropolitan, perceived that the family company was not making a worthwhile return on its by now extremely valuable central London property and also its purpose-built depository in North Kensington which still operates today as a home for smaller workshops. He made an offer to the shareholders (mainly family) which they would have been foolish not to accept, so in 1960 I found myself out of a job (though Maxwell Joseph did offer me a job in managing overseas removals for Bullens, a company which he had taken over at the same time but decided to use for operating rather than as a property transaction).

My wife Shirley, who was then my fiancée, told me that I should never work for anyone else, and thus in accordance with her instructions I started my own company, Michael Gerson Ltd, in October 1961. My initial origins were very humble. A rented warehouse, sub-contract vehicles and labour, none of which conformed to my aims, and the standards which I wanted to achieve. However, I did have a very small team of first-class people on which to build.

Memorable Moves After the landing on the moon, the astronauts brought back some moon rock which was then exhibited in London, Edinburgh and elsewhere. We were entrusted with the moving of the moon rock which was pretty unique!

We also handled a number of moves involving royalty or items belonging to royalty including numerous wedding presents for Princess Diana, pictures belonging to HM The Queen packed and sent on loan to galleries overseas for display, and the packing of and shipping the Australian state coach to the Royal Mews (a

bicentennial gift from the people of Australia to The Queen, which was the first coach to be added to the Royal Mews for sixty years).

Shipment of the contents of four palaces in Greece (18 x 40 ft containers) for the King and the Queen of Greece (who now live in the UK) when they negotiated the agreement for them to remove their belongings from Greece after they had been ousted 27 years before, a move which engendered continuous media and political controversy, including death threats to our agent in Greece, whilst a debate on Greek Television as to whether the items should go out of Greece took place every night over a fortnight. The shipping company, the port authority and Greek Customs all were reluctant to get involved.

In addition to moves for royalty, we also carried out work for the Lord Mayor and Corporation of the City of London, including moving the contents of Mansion House when extensive building work was carried out owing to the vibration of the foundations because of the Underground which ran underneath Mansion House, and finally the excavation for the Docklands Light Railway.

During the two years of remedial work we moved the most valuable contents into temporary accommodation for the then Lord Mayors in Ironmonger Lane. We also packed and shipped carriages for the Lord Mayor when he made official visits for events such as British Week in overseas countries which they visited.

We also moved high-profile political figures including Rt. Hon Kenneth Clarke, Rt. Hon. Michael Portillo, John Major, and Margaret Thatcher. Among the mix of people that we moved were a few colourful characters such as Bernie Cornfield (accused of swindling investors - Fund of Funds) and Mrs Ronnie Biggs (wife of train robber).

Of course the principal customers that we

moved were the top movers and shakers in international business including Richard Giordano (the first company director in the UK to earn over £1 million a year), and on a number of moves (including his move) we also sent our crews to unload and unpack overseas (mainly United States) to ensure continuity.

The most valuable move, however, that we handled was the move of the Royal Armouries collection (40,000 items) from the Tower of London to a new purpose-built museum in Leeds as a regeneration project, and one of the first private finance initiatives.

This move took place over a two-year period: it did not take two years’ continuous work, but the collection had to be catalogued as it had just “grown like Topsy”. Many of the items had been in the Tower of London for hundreds of years and had never been moved before, and after packing were then put in our warehouse. Shortly before the builders handed over the building to the Royal Armouries, the value of the items which we had packed for transportation and storage in the Royal Armouries facilities was valued at £1.4 billion at that time (approximately eighteen years ago). We also designed and built a special vehicle which could enter the inner yard of the Tower of London, which of course was not built to take motor vehicles!

We moved many GPO telephone boxes, including one from the Welsh village where Tom Jones used to telephone his girlfriend and which now stands adjacent to his swimming pool in California. We also shipped several Henry Moore sculptures from the artist’s sculpture park to various locations, some of the sculptures weighing over 2 tons.

We packed and shipped numerous vintage veteran cars including Indian Maharajas’ Rolls Royces adapted for tiger shoots, and also a considerable amount of garden statuary.

Another unusual move was that for Ambassador Annenberg who was probably the wealthiest person that we have actually ever moved. He was appointed United States Ambassador to the Court of St James and completely renovated Winfield House, the residence of the US Ambassador, spending millions of his own money on the house, and he then imported his fabulous collection of pictures, ornaments and works of art. When it was time for him to return to the United States we had four and a half weeks work to pack up all the art, pictures, etc, which was going to his two residences in the United States, one on the East Coast and one on the West Coast.

The move had to be shipped on American hulls and in this case by air, so it could only be shipped on TWA or Pan Am. This caused us a lot of problems because the American carriers would not take more than £2m worth per aircraft and the value of the collection was so great that it took us two and a half weeks to ship out the complete collection, not because of its volume but because of its value.

During those two and a half weeks we took it in turns to sleep at the warehouse because of the security problem which it generated.

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Councils and committeesI was elected to the Council of the NAFWR, the BAOFR (British Association of Overseas Furniture Removers) and the IFWRI (The Institute of the Furniture Warehouse and Removing Industry) and together with their sub-committees, I attended and participated in approximately 100 council and committee meetings each year. This was in addition to running my own business.

Following the retirement of the lecturer/tutor on Overseas Moving for the Institute’s students, I took over that activity when I was about 23 – considerably younger than most of my students!

In 1968 I was elected and served as Chairman of the Institute and during that year over 1,000 students were trained and examined with no professional staff, all volunteers, and this number being trained in a single year has never been subsequently equalled.

I also served as Chairman of the Metropolitan area of the NAFWR which had six meetings during the year, none of which were attended by less than 100 participants.

On the Overseas Council I was chosen as one of the two delegates to represent BAOFR at FIDI, mainly because I have French and German and at that time these were the principal languages used at FIDI. English was a very minor language in the predominantly European association with only a small minority of overseas members. The other delegate was the legendary Jack Ellis of Pitt & Scott, the first President of FIDI and fluent in French as well as

English, and I learned about European politics at his feet.

In 1982 in Singapore I was elected President of FIDI (the first English President for eighteen years), and presided over the Brighton Conference in 1983 and the San Francisco Conference in 1984.

I served on the Tripartite Committee under which the NAFWR, the BAOFR and the IFWRI came together as BAR. Upon reflection, and with the benefit of hindsight, this was probably the wrong thing to do, but the immediate political situation at the time (dock labour bill, threat of re-nationalisation) forced our hand and I participated in the committee which briefed Sir Marcus Fox who lobbied on our behalf during this fraught time.

In the mid 1980’s I became somewhat disillusioned with the new combined set-up, which seemed to add further layers of consultation to the decision process and seemed to give people the excuse to sit on their hands and not grasp the nettle to take decisions, so in 1986 I resigned from the Board of BAR and

confined my activities to the Overseas Council, having passed through the chair of that Council.

I have therefore served on that Council for about 50 years.

In the course of my time on the Overseas Council I have become particularly involved with IMMI/the advanced payment guarantee scheme since 1981, and the delegation to HM Customs & Excise to achieve “approved warehouse status” (Michael Gerson Ltd was the first independent company to achieve this status and was thus able to avoid the prohibitive ICD rental charges). Subsequently ongoing liaison with HM Customs & Excise directorate culminated in successfully achieving clearance for all EU traffic to any EU destination through a UK port of entry.

I also was one of the team of three who negotiated and wrote the revised “fair” contract conditions, in substitution for the suicidal draft produced by Clyde & Co, and which we persuaded the Office of Fair Trading to accept.

I believe that the Overseas Council has always been the most progressive part of the association. From time to time it has had the courage of its convictions and put its members through the lodging of bank guarantees and a selection criteria which just occasionally rejects applicants who are unsuitable, though it is inhibited by the multiplicity of regulations designed to protect the public through government/EU rules on competition.

Celebrating an industry great: Michael Gerson

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Removals & Storage September 2011

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Affiliate profile

The rise of the self storage sector in the UK has been one of the outstanding business trends in the removals industry in recent

years. Even despite the ongoing downturn, demand has remained relatively robust, and removals businesses of all shapes and sizes are continuing to increase their exposure to the market.

While it does not replace traditional storage crates and containers, self storage can offer real added value to a removals business.

It is getting self storage right that is the hard part – doing the market research, choosing the right location, scale, and facilities, getting the initial fit-out right, and adding new phases in an appropriate manner, all while minimising capital expenditure and maximising cash flows and returns.

This is where BAR affiliate Active Supply & Design comes into the picture, from planning to installation, to commissioning and handover, and beyond. Active has been in the business for twenty years, and can now provide turnkey

construction of steel framed buildings, in addition to its tried and tested portfolio of other self storage solutions, mezzanine floors, shelving and pallet racking.

“Self storage is a natural addition to a removals business,” Sales & Marketing Manager Richard Allen explains. “It offers the end user a popular alternative to traditional crate storage with much improved access for the customer. Removers are in an ideal position to offer self storage to their clients and already have the majority of what is required in place including staff, vehicles and importantly the building.

Brand awareness and a good local reputation give a huge advantage over anyone starting from afresh and provide the remover looking to increase their product offering with a flying start.”

Active’s business is based on helping removals companies make the best of available space, so that the operator can enjoy new income streams and high returns. Its bespoke installations aim to maximise available space for storage. Active also

helps companies with the operational and marketing side of the business, putting its twenty years of experience to work for the client.

Since it was founded by Andrew Donaldson back in 1991, the company has developed millions of square feet of storage space and mezzanine floors for both its UK and European clients.

Active can offer BAR members feasibility studies, surveys and design work, all without any charge.

And despite these tough economic conditions, the company says that interest in self storage remains high, from removals companies and end users alike. “There has been a recent slowdown in the self storage industry,” Richard says, “but it has been a lot less affected than most market sectors.

Self storage has followed the domestic trend to a certain extent and has felt the impact, however much of this has been offset by a marked increase in business storage which has certainly kept most operators on an even keel.”

Active Supply & DesignSelf storage has become an essential part of any removals firm’s service offering. Richard Allen, Sales & Marketing Manager of BAR affiliate Active Supply & Design, talks to R&S about how Active can help members enter the market or expand their facilities, as effectively as possible.

September 2011 Removals & Storage

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Affiliate profile

Active has not had to reduce its workforce in the downturn, and its business with BAR members has been as steady as ever; in the last few months, Active have fitted out the latest Fox facility in Newport and Brian Maidman’s first self storage facility in Bournemouth.

“Brian had been looking to enter the self storage industry for a number of years but after seeking advice from the team at Active was warned off several buildings before managing to find the right one,” Richard says. “The success of the facility has been excellent since its opening due in no small part to the advice and assistance Brian received from the Active team.”

Other high profile BAR clients include Matt Purdie and GB Liners. According to Richard, it is Active’s experience in the industry, and its extensive working knowledge of how self storage facilities operate and how best to maximise revenues from these facilities, that are the main reasons for its continued success with BAR members.

“We firmly believe that our total understanding of how self storage dovetails with traditional container storage and removals is paramount in the success of our enviable list of BAR clients,” Richard says. “Having been affiliate members for almost ten years we have become the first point of call for the vast majority of members.”

Richard says there is still room for growth in

the national market for self storage, as the UK is still far from saturation and well behind US levels, despite some local pockets of congestion. And, Active is already seeing signs of a solid return to growth in its business in mainland Europe.

Recent innovations to its service portfolio mean that the company is well positioned for the upturn. By offering turn-key construction of buildings for storage, Active has been able to expand into new sectors of the market and

enhance its customer focus.“We also offer a popular range of external

storage units which can be produced in corporate colours,” Richard says. “These units command higher rental rates than the traditional shipping container as well as enhancing the appearance of your site and complementing brand image. We are constantly looking at new products and ways to drive costs down without sacrificing the quality of our product.”

Having been affiliate members for almost ten years we have become the first point of call for the vast majority of members

Removals & Storage September 2011

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Feature - New international associate

Rajeev Bhargava founded Packers and Movers in Kolkata (then called Calcutta) back in 1983, to provide high quality

packing and moving services initially in the West Bengal market.

In the almost thirty years since then, the economy of India has changed dramatically, and the country has become a magnet for foreign investment of all types and from all areas. Mr. Bhargava’s firm has also grown beyond recognition - in 2006, as the economy continued to boom, the chairman renamed the company P.M. Relocations, and started providing a full relocation service to corporate and private clients.

The company was the first Indian moving company to have offices in all the major cities in India, with a modern, well maintained fleet, professional packers and staff, and a dedication to complete customer satisfaction and the highest standards of service.

The company now has 11 full service branches and 3 semi facilities branches stretching across the sub continent, and is recognised as a leader in the country in the international moving and relocation services market.

What hasn’t changed, however, is P.M.

Relocations’ commitment to excellence and to quality. Right from the beginning, principles of respect, professionalism, and full service, have marked the firm out from the rest. The company says that it has always been characterised by its continued investments in the resources that are needed to deliver high quality service in very challenging conditions.

Although most BAR International Associate will have their own stories of administrative incompetence to tell, few will have to regularly put up with the difficulties faced by Rajeev Bhargava’s team in India.

“In Mumbai, it is quite common for union labour to extort money without any service,” a senior member of P.M. Relocations says. “Plus, Traffic Rules and Custom Rules are very different in India, and interpretation may vary from one city to another.”

Customer presence is mandatory for customs clearance in India, while client shipments have to be delivered in local vehicles, except in Kolkata, where containers go straight to the client’s house.

Navigating these treacherous and demanding conditions requires a reliable and experienced local partner. P.M. Relocations believes that joining BAR will provide it with a platform

for building a network with British Removers and grow their business, as the links between India and the UK continue to strengthen. In addition to complete relocation services in every city in India, the company also provides storage, pet movement, Visa Immigration Assistance, Home Search and Settling-in assistance. Managing labyrinthine immigration formalities represents a major part of the day-to-day work at P.M. Relocations.

Such is the size and strength of the Indian economy that the company has seen little impact from the global economic crisis, although the removals market is becoming increasingly competitive.

For international movers looking to access this giant, growing, but complex market, P.M. Relocations believes that as a new international associate of BAR it is now well placed to serve as an ideal partner.

Profile: P.M. Relocations of India New BAR International Associate P.M. Relocations talks to R&S about the company’s expansion across India, and how they plan to use BAR membership to grow their business and develop links with UK removers.

“In Mumbai, it is quite common for union labour to extort money without any service.”

A senior member of P.M. Relocations

Aakanksha Bhargava, Marketing Director

Rajeev Bhargava, CEO

September 2011 Removals & Storage

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Mark Dell was many things to many people: a son, a father, a grandfather, a brother, an uncle and a friend to

many people in the removals industry. He was born in Hemel Hempstead on 1st

March 1962 and grew up in Berkhamsted. He was an active child and joined the cubs and then went on to scouts. He developed a keen interest in sport especially horse racing, greyhound racing, football and golf, something he always followed throughout his life. He was the oldest of four children and left school at the age of 15 to work for the family business S Dell & Sons. He worked continuously and tirelessly his whole life and in the later years of his career he proudly took up the position as a Company Director.

His son Chris told R&S that Mark’s nickname ‘Sparky’ came about from when he was working on a removal. “He was being the helpful man he always was and offered to help a customer rewire a light fitting. In doing so he managed to blow the electrics in the house and gave himself an electric shock in the process!”

Mark loved music and dancing, and took out time from work to pursue his singing and dancing ambitions. Chris says “My father didn’t believe in doing anything in moderation,

a trait I have inherited from him and have many a story to prove it. He was always happy in company and liked to be part of a group joining in many pool and dart leagues over the years.”

Mark’s funeral was attended by many of his friends who came to say goodbye to a man that meant so much to so many people for so many reasons.

“Mark was well liked and respected within the industry. He was one of the industry’s characters – forthright, plain speaking and knowledgeable – and he would always give assistance if needed. He had been active in the role of national councillor within the BAR and will be sadly missed by us all.”

Reg Hackworthy, BAR President

People News

John Rason is joining the client services team of relocation group Interdean, where he will be working

with corporate clients to help develop their mobility and relocation programmes.

As a fellow of the Chartered Institute of Personnel Development (CIPD), John is well known in the industry for his expertise in international human resources, talent management, and global mobility.

Before joining Interdean, John held senior HR roles in some of the world’s largest companies, including Cable & Wireless, Canon, Convergys and GEAC Software.

In his role with Interdean, John will report to Mark Rising, who said “John will use the knowledge and HR skills he has developed over the past 30 years to the benefit of our clients.

I believe John’s addition to our team will help us to further strengthen the relationship we have with our customers and ensure that we are always at the leading edge of the relocation services marketplace”.

John Rason joins Interdean

John Rason, Client Services Team

TIPPETS World (TR OVERSEAS MOVING INC) is pleased to announce the appointment of Carol Zeidler as

Assistant to President Peter Naylor. Carol has been with the firm for six years and looks forward to complementing the policies and procedures of TIPPETS World. For more information please contact trimport@tippetsworld.com

Appointment at Tippets

Carol Zeidler, Assistant to the President Peter Naylor

Mark Dell

OBITUARY

Mark Dell playing golf with BAR friends at Worsely Park in May

Removals & Storage September 2011�2

Diary Dates

Diary Dates

BOARD, COUNCIL AND COMMITTEE MEETINGS 2011

Board of DirectorsDecember 7 - 10.00am-1�.00pm

National CouncilOctober 11

Overseas Group CouncilOctober 12

CMG CouncilOctober 13

Executive CommitteeSeptember 21November 23

BAR Business SeminarsOctober 3Hillcroft Hotel, Livingstone(sponsored by Harrow Green)October 4Pickfords, LeedsOctober 5GB Liners, CheltenhamOctober 6Pickfords, London

Self Storage Special Interest GroupSeptember 19

BAR AREA MEETINGS 2011

East Met AreaContact: Paul Freeman (East Met Area Chairman) nealesremovals@btconnect.com

East Midlands AreaContact Andy Wade: 01476 �79 210September 21 - 19.00pmNovember 16 - 19.00pmThe Haycock Hotel, Wansford

New Met AreaNovember 24 Christmas Quiz and Dinner & Dance at Novotel, Heathrow

Northern AreaSeptember 13 - 19.30pm

North West AreaContact Annette Harris: 0161 6�3 44��

Northern Ireland AreaContact Dominic Murray: 02890 748 �88September 28

Southern AreaContact Peter Doman: 01372 38�98�peterd@basilfry.co.uk

South Western AreaContact Sue Christophers sue@mjchristophers.co.ukSeptember 20 - 2.00pmThe Ley Arms, Kenn, Nr Exeter

South Western Area Dinner DanceNovember 12The Barcelo Imperial Hotel, Torquay. Book now! See page 18 for details Sussex AreaContact Nicholas Marshall: 084� 602 17��November 1

Western AreaContact Ria Russell: 01278 447099September 27November 8Brent House, Bridgwater Rd, East BrentHighbridge, Somerset TA9 4HL

West Midlands AreaContact Sarah Pargeter: 01384 377786September 19 - 19.30pmThe Gainsborough Hotel, Kidderminster

Yorkshire AreaContact Graham Puddephatt:grahamp@reason-global.comSeptember 15

Yorkshire Area Annual DinnerNov 26Ambassador Hotel, Scarborough

Scotland Area Contact Georgina Berry: 01�0� �02220September 13Hillcroft Hotel, Livingstone

Do you have any diary dates?E-mail them to: rands-editorial@analyticamedia.com

To view diary dates/events, please log into ‘MyBAR’ and click on the Calendar/Events and BAR Calendar tabs where you can view full details including time, date, location and agendas (when available).

To view area minutes, please log into ‘MyBAR’ and click on the BAR Areas tab and then one of the 16 areas listed. Minutes from past 2011 area meetings can be viewed and downloaded (where available).

September 2011 Removals & Storage

Industry News

�3

Do you have any diary dates?E-mail them to: rands-editorial@analyticamedia.com

Speak to Ria Compton or Peter Doman

Tel: 01372 385985

Email: broking@basilfry.co.uk

www.basilfry.co.uk BASIL FRY&COMPANYAuthorised and Regulated by the Financial Services Authority

BASIL FRY&COMPANYAuthorised and Regulated by the Financial Services Authority

Close links with the industrysince 1970.

Choose the Removers Broker, Choose Basil Fry.

Now’s a good time to call Basil Fry for a quote.

Removals & Storage September 2011�4

BAR NewsMemberships

Registered:The following Members have registered:

National & European Group

Green Brothers Removals & StorageMemb No: G069Green Brothers House88 Pierson RoadWindsorBerkshire SL4 �RFTel: 017�3 866663Web: www.greenbrothers-removals.co.uk

Additional Trading Name

C.R. Moving an ATN of Chatfields RemovalsMemb No: C108Waterloo RoadTonbridgeKent TN9 2SNTel: 01732 771300Web: www.chatfieldsremovals.co.uk

Applications:BAR has received the following applications for:

National & European Group

Brycelands Removals Services Ltd Jacks HillGreat North RoadGraveleyHertfordshire SG4 7EQTel: 01462 67����Web: www.brycelands.co.uk

David Alexander Movers LtdShotfarm Business ParkShouthlend RoadWickfordEssex SS11 8RZTel: 01286 �73168 International Associates Biddulphs Removals & Storage (Pvt) Ltd1� Craster RoadSoutherton ,HarareZimbabweTel: 002634 620 7�3Web: www.biddulphs.co.za

BAR Memberships August 2011

Any member wishing to make any comment regarding an application should do so in writing to BAR Head Office within 21 days of receipt of this notification. Details of membership applications in process may also be found on the BAR website: www.bar.co.uk

September 2011 Removals & Storage ��

BAR News

R&S Competition

Don’t delay! Send in your answers now to rands-editorial@analyticamedia.com! The answers to last month’s military quiz were:1) Geoffrey Palmer 2) Sir Peter de la Billiere 3) Walmington on Sea 4) Three people 5) Eleven VCs 6) American civil war 7) USS Missouri We had a few correct entries to this competition. Names were pulled out of a hat and congratulations to Keith Evans of Move-it Channel Moving who will get a free quarter-page advert for his company in the next issue of R&S.

1. WhoareofficiallythemostsuccessfulPremierLeagueteamever?2. Whoarethethreepremierleaguetelevisionpartners?3. WhoisIrishandthe10thalltimetopPremierLeaguegoalscorer?4. HowmanypointsdidManchesterUnitedcollectlastseason?5. WhowontheNpowerChampionshiplastseason(2010-2011)?6. WhoisAshleyYoungplayingforinthe2011-2012season?7. WhoistheQPRcaptainforthe2011-2012?

With the Premier League kicking off, it’s time to show off your footie credentials!

Trade Services

Removals & Storage September 2011�6

Channel Islands

Isle of Man

Ireland

Scotland/Europe

Italy

• Regular runs to all areas • Full or part loads • Receiving depot 10mins from M25 J5 ...or we collect• All deliveries and collections carried out by our own crewsPhone Paul for advice and genuine delivery/collection timespaul@bearsbyremovals.co.uk

TRADE ROUTES

TO ITALYFRANCE-AND OF

COURSE 01732 358900 ‘WHEN SERVICE MATTERS’EN ROUTE

Scotland and Islands Italy

Trade Services

September 2011 Removals & Storage �7

France

Austria

Germany and Austria

Weekly Groupage Service Full origin and destination services available.

German speaking staff

WH HUMPHREY & SON LTD

Contact Darrel or JustinTel: 0208 144 0734 • Fax: 0844 770 7111Email: Darrelb@humphreys-moving.com

NAT I O N A L & IN T E R N AT I O N A L RE M OVA L SH AMILTONS

Contact our European department on 01379 851074 trade@hamiltonsremovals.co.uk

France&• Weekly services and competitive rates• Tranship & Hoist services available• Collection from your

depot or clients residence available

To download our tariffs visit:www.hamiltonsremovals.co.ukUsername:Trade Password: Ham662

SwitzerlandH081

Switzerland

Trade Services adverts from as little as £33 a month plus vat. Contact Steve on 0117 330 8370

or email: steve@rubiconmarketing.net

Germany

Trade Services

Removals & Storage September 2011�8

Spain

UK Office: 01843 585055, sales@webbsremovals.comMallorca Office: 0034 971 693566, webbs@spain.ccTrade website: www.william-worldwide-webb.com

Weekly Scheduled Service, Containerised Storage DepotsHolder of Spanish Transport Licence

for our Tranship vehiclesUnrivaled Infrastructure in Mallorca, Menorca & Ibiza Excellent Rates, Payment in Euros or GBP accepted

Purely The Balearics, No Bull! WEEKLY

REGULAR

Cyprus

Promote your services to over 4,000 UK basedremovers from just £33 per month

Cyprus and Malta

GREECEby Road

&ITALYENROUTE

transit time

departures

&

in Greece

|

Greece

Cestrian RemovalsSpecialist Trade Movers to Spain & Portugal

• VehiclesdepartingweeklyforAlicante, Almeria,MalagaandtheAlgarve

• ModernSecureContainerisedStorage FacilitiesinSpainandPortugal

• Ratesfrom£1.90exourdepot

• Groupageordedicatedvehicles

ChesterDepot:01244521959AlicanteDepot:0034966470426MalagaDepot:0034952426463(inassociationwithBRC)

www.cestrianremovals.comemail - enquiries@britanniacestrian.co.uk

Trade Services

September 2011 Removals & Storage �9

IF IT’S ALLCHINESE TO YOU...

TRADE Part or Full LoadsBeijing, Hong Kong, ShanghaiDeliveries throughout P.R.C

Call: 0845 0580632china@greensremovals.co.uk

China

Regular Services to all Major Destinations Worldwide

Receiving in Windsor & StourbridgeContact Mike, Chris or Steve on

01633 488 100trade@fox-moving.com

Trade Rates to Europe

South Africa

United Arab Emirates

Caribbean

South America

Regular TradeServices toUNITED ARABEMIRATESDubai, Sharjahand Abu DhabiFull & part loads

Contact Justine or Stuart on

01432 377477fax: 01432 279894

email: shipping@gbliners.com

OVERSEASREMOVER

AdvancePayment

Guaranteed

Memb No: GO13

Israel

India

TradeServicesto INDIAOne point of entry fordelivery anywhere in India.11 receiving depotsFull & part loads

Contact Justine or Stuart on

01432 377477fax: 01432 279894

email: shipping@gbliners.com

Memb No: GO13

ISRAELThe largest consolidators of HHPE

from the UK to Israel.Weekly + full destination services!

020 8832 2222Stephen Morris Shipping Plc, Unit 9, Ockham Drive,

Greenford Park, Greenford. UB6 0FD UK.E: roger@shipsms.co.uk www.shipsms.co.uk

W o r l d w i d e R e l o c a t i o nFi n e A r t & A n t i q u e s S h i p p i n g

Worldwide

Space to Hire

This space is available from just

£33 per month

Trade Services

Removals & Storage September 201160

www.tradestorage.co.ukWe are not a removal company oryour competitor, you are our clients

on which our business depends.

sales@tradestorage.co.ukLondon or Swindon

0208 795 4838 or 01793 731696

They say that imitation is a form offlattery - but there is only one

Trade Storage Limited.

LOCAL MOVING • WORLDWIDE SHIPPINGWEEKLY EUROPEAN SERVICE

Recommended by the worlds finest piano manufacturers,auctioneers, music colleges & academies.

A family run business, Est. in 1968.

THE PIANOSPECIALISTS

Mem. No G005

100 BOLLO LANE, CHISWICK, LONDON W4 5LXTel: +44 (0) 20 8994 9733 Fax: +44 (0) 20 8995 0855Email: info@gandrremovals.co.uk www.gandrremovals.co.uk

G&R Advert 60x60mm:Layout 1 20/10/08 16Trailer Hire

Warehouse Containers

TRAILER HIREFrom car trailers to 3200 cubic feet

stepframes, 8 containercurtainsiders unsignwritten haulage

available too. (UK and Europe).www.tradestorage.co.uk/trailers020 8795 4838 or 01793 731696

Trade StoragePiano Specialists

Training

This space is available from just

£33 per month

This space is available from just

£33 per month

Classifieds

September 2011 Removals & Storage 61

For Sale

Used 250ft3 storage containers £7� each. Contact Mandy on 01285 641003

Are You Looking To Sell?We are looking to buy good quality household moving and storage

companies in London and the home counties.Please call 07933 123 123 in full confidence for a quick decision.

Opportunities

97 Scania 220 P• Sparshatts 6 Container Body

2,400 cubic feet, 2 man sleeper pod, with night heater

• Vehicles owned from new with full maintenance history

• Rear Air suspension• New MOT

• Prices from £8,500 + VAT2 similar Vehicles

also available

Contact: Lloyd on 07714 289 400

£2.15

SELL IT,FIND IT,

FILL THAT

VACANCY,WITH A LINEAGE

ADFOR JUST

+VATPER WORD

Wanted

Vehicles For Sale

BOOK YOURCLASSIFIED

QUARTER PAGEADVERTISEMENT

MONO:£425 COLOUR:£500

Please contact Steve Pearce at Rubicon Marketing on: 0117 330 8370 or e-mail: steve@rubiconmarketing.net

+VATFOR

+VATFOR

FOR SALE

Contact: PaulOn 07788185979

£2.15

General Manager – Corporate Development• Strategic Sales • Coach, mentor, lead and manage• Serious remuneration package • Sydney, Australia

Grace Removals Group, with over 40 offices in Australia and New Zealand, is a leader in the Australasian removals, relocation and storage industry. Grace Removals Group is also a global player with an extensive worldwide partnership network. Grace enjoys outstanding brand awareness and a reputation for quality and service excellence.Due to promotion of the incumbent we seek to appoint a talented sales and business development professional to our senior management team, reporting to the Managing Director.

Key Responsibilities:• Preparation and implementation of a comprehensive national sales strategy• Directs company corporate sales activities to achieve short and long term

company goals• Working with the senior management group to grow and develop the business• Manage a national sales team to achieve company objectives• Develop national clients – identifying and winning large scale opportunities• Managing the company’s corporate sales processes and procedures

Key Requirements:• Demonstrated ability to negotiate and win major opportunities• Senior management or leadership experience with the ability to manage change

and growth• Excellent verbal and written communication skills• Proven experience and success in producing tenders & proposals• Positive, constructive and empowering leadership style• Demonstrated experience in the development of a high performance sales team

The company offers an attractive remuneration package to the right candidate and will meet the cost of relocation (subject to the company’s relocation policy). Should you wish to apply for this position please forward your current curriculum vitae to hr@grace.com.au

Marsden Vanplan Drawbar truck and trailer required. Will consider unit or trailer on its own, any condition, any age, instant payment. Contact 07834587041 or email sales@houseremovals.com

Trade Assistance for removal surveys (domestic, commercial or International), access checks, parking suspensions, claims negotiations etc.

Anywhere in Kent (based in Deal). Happy to offer evening or weekend appointments. Reasonable fees.

Over 40 years in the industry!

Also select database of reliable, reasonably-priced local Tradesmen, including handyman, electrician, plumber,

decorator, tv/satellite specialist etc.

Contact Paul on 01304 366726/07715 007482 email: button858@btinternet.com

Trade Assistance

Classifieds

Removals & Storage September 201162

This 2 day course is practically based and is designed to teach students the art of estimating as well as face to face sales techniques, covering topics such as:

• Practical Estimating at 2 local properties• Quantity Assessment • The Role of the Estimator• Health & Safety • Communication Techniques• Contract Conditions • Removals Insurance

Course Dates 201108 & 09 September 201114 & 1� November 2011

BTEC Award in Practical Estimating 2011

BARTS Courses

£545 + VAT p/p (BAR Member)

Book your place todayCall: 01923 699484 or email: training@bar.co.uk

Selling Skills/Promoting the BAR OFT Code of Practice

BARTS Courses

This 1 day course is designed to enhance sales skills and to demonstrate the most effective way of promoting the BAR OFT Code of Practice to win business, covering topics such as:

• The Role of the Salesperson • Communication • Marketing & Presentation

• Prospecting & Negotiating • Identifying Customer Needs• Promoting the OFT Code • Closing the Sale Course Dates 201116 November 2011

£99 + VAT p/p

Book your place todayCall: 01923 699484 or email: training@bar.co.uk