April 2010 Number 429 £4.00 www.bar.co.

uk

Bristol
Conference
Last chance
to book

Functional group reports 18, 22, 32 Richard O’Sullivan 30 Stephens at fifty 54

 £1.50
PER CUBIC FOOT
+ VAT TRADE
FROM OUR LONDON STORAGE
DEPOT TO ANYWHERE
WITHIN 100 MILES
LONDON
OF THE COSTA BRAVA, & MALAGA
COSTA BLANCA
OR COSTA DEL SOL

prices are based

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on good access PER CONTAINER
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Porters are AND CCTV SURVEILLANCE.
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info-uk@matthewjamesremovals.com mjameseurope@telefonica.net

I N T E R N AT I O N A L
Memb No: MO91 A S S O C I AT E
 Unrivaled weekly shuttle service
Mediterranean
Cyprus (LCL)
Cyprus North
Greece & Islands
Israel (LCL)
Turkey
Eastern Europe
Czech Republic
Hungary
Poland
Romania
Slovakia
Balkans
Albania
Bosnia & Herzegovina
Bulgaria
Croatia
Kosovo
Macedonia
Montenegro
Serbia
Slovenia Loose groupage, single items, part & full loads
Full destination services tailored to your needs
Russia & Central Asia Antiques, fine art & exhibition consignments
Afghanistan Cars, vans & boat transportation
Azerbaijan Competitive nationwide collection service
Kazakhstan Continuous receiving in London & Manchester
Kyrgyzstan
Russia Please contact our trade desk for all bookings & departure details
Tajikistan
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Ukraine trade@dolphinmovers.com
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Dolphin Movers Ltd 2 Haslemere Business Centre, Lincoln Way, Enfield EN1 1DX Tel: 020 8804 7700 Fax: 020 8804 3232
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 News
No: 429 April 2010 www.bar.co.uk
FROM WATFORD

This month:
Editor’s Column 6
Industry News 6-17
House affordabilty reaches seven year high
Move One’s online city guides
PDA Foundation
Housing market update

New UK business association
TRACKER combats vehicle theft
BAR News
Meeting report: National council
Movers & Storers Show
Meeting report: Overseas Group Council
BAR Services
Product of the Month
CMG News
CMG golf 2010
Profile: Richard O’Sullivan
Meeting report: Commercial Moving Group
Training News
Funding your BARTS training
Out and about with David Hookins
Tender writing workshop
People News
And another thing...
Competition
Articles
A Distant Sale part four
50% tax rate
Stephens Removals of Luton
New member profile: Anglo French Removals
Hybrid of the future
Certification to BS EN 12522:1998
Diary Dates
Memberships
Feature Schedule
B
AR headquarters here in Watford
played host to the Young Movers
18-27 Group on 17 March, with a very well
attended business seminar session followed by
a fun Murder Mystery afternoon. Some thirty
young movers were present, and appreciated
the opportunity to both hone their business
skills and to develop business friendships and
business contacts at the same time. Meanwhile,
BAR Training Services reports that the pace of
28-32
enquiries remains very busy, and many courses,
particularly those for Driver CPC, are over-
subscribed. So, book early to avoid
disappointment seems to be the message.
34-45 The finalists for the Domestic Mover of the
Year and the Commercial Mover of the Year
competitions are now known, and their names
appear on the BAR website. As everyone will
know the rules for both competitions are strict,
47 and congratulations are very much in order for
the finalists - well done. The winners will be
49
announced at the Gala Dinner on the Saturday
49 night at the BAR Annual Conference on 15 May.
50-61 The conference itself, taking place at the
prestigious Bristol Marriott Hotel City Centre,
has a strong line-up of business sessions and
speakers, together with first class
accommodation and it is confidently expected
that a stimulating and enjoyable time will be
had by everyone.
The Office of Fair Trading recently held a
63 Code Sponsors Event, attended by the BAR
65 Company Secretary, to highlight the increased
publicity which OFT are giving to those
65
associations such as BAR that have a robust
Code of Practice in place. The aim is to highlight
to the buying public the many benefits of
dealing with an association that have a Code.
Lynne Faulds-Wood, who appeared on the
Watchdog programme for many years,
featured in the campaign earlier in the year,
with the emphasis on how to complain about
poor service. A quote from Ms Faulds-Wood
concerning the publicity campaign appears on
the BAR website. The thrust of the new phase
of the campaign will include the fact that the
Code of Practice is principally aimed at improving
and maintaining standards of service.
Feedback from members who use the online
estimating service on the new BAR website
continue to stress how useful it is in generating
worthwhile leads from potential customers
which translate into real business. The charges
for the service are ploughed back into further
development of the website for the benefit of
the membership. So, if you have not yet tried it,
please do so – you may be pleasantly surprised.
The meeting of the BAR Board of Directors
on 24 March, 2010 considered and approved
the revised Articles of Association for both
BAR Services and QSS Ltd. This was the final
phase of the Governance Review of BAR and
its subsidiary companies, and marks a
significant milestone in the development of
the Association to better deliver results for
members. The democratic structure of BAR
depends, of course, upon its Areas, and
members are encouraged to attend as many
Area meetings as possible, and to take an
active part in the debates on current issues of
interest and importance, so that the views of
the membership can properly be represented
at National and European Council level, and to
the Board of Directors.

On the cover: Last chance to book your place at the BAR conference in Bristol.

The British Association of Removers

Contact Details: Editorial
Contribution on all aspects of the Removals & Storage industry
are welcomed, together with photographs if appropriate.
Please contact The Editor, Steve Jordan:
Tel: 01908 695500 Fax: 01908 690099
Email: rands@thewordsworkshop.co.uk
By post: Removals & Storage, The Words Workshop Ltd
26 Swanwick Lane, Broughton, Milton Keynes MK10 9LD
Contact Details: Advertising
For all enquiries and bookings, please contact Marianne Lee:
Tel: 01908 695500 Fax: 01908 690099
Email: marianne@thewordsworkshop.co.uk
Deadline: The booking deadline for all display advertisements is
the 10th of the month preceding publication.
Removals & Storage is subscribed to by members of the British Tel: 01923 699 480
Fax: 01923 699 481
Association of Removers in the UK and Overseas.
E-mail: info@bar.co.uk
Subscriptions: Additional subscriptions are available from BAR
at: Tangent House, 62 Exchange Road, Watford, Hertfordshire President: Matt Purdie
WD18 0TG. Tel: 01923 699 480 Fax: 01923 699 481 Director General: Stephen Vickers
E-mail: info@bar.co.uk. Current annual subscription is £48.00 in Company Secretary: James Falkner
the UK and £72.00 overseas. Editor: Steve Jordan
Assistant Editor: David Jordan
Disclaimer: Opinions expressed in Removals & Storage are not
necessarily those of the British Association of Removers, or of News Editor: Nikki Gee
Features Editor: Charlotte Freestone
its publisher.
Removals & Storage is designed on behalf of
All rights reserved: No part of Removals & Storage may be The British Association of Removers by:
scanned, reproduced, stored or transmitted in any form without I Like. Tel: 01908 675854, Email: talk2ilike@btopenworld.com
the prior written permission of the publisher. (To contact R&S, see details opposite.)

Copy and advertising deadlines 2010

Article submission: 5th of the month preceding publication Booking of trade adverts: 10th of the month preceding publication
Booking of display adverts: 10th of the month preceding publication Artwork for adverts: 15th of the month preceding publication
Booking of classified adverts: 10th of the month preceding publication

April 2010 Removals & Storage 5

 Industry News

THE
UK production up
Export orders continue to improve, but
Editor’s total demand remains weak
COLUMN
UK firms are
optimistic about

I
was at an Area meeting recently. The usual business included a manufacturing
output over the
somewhat lengthy discussion about the role of the Areas, and their next few months
representatives on the National, CMG and Overseas Group Councils,
as a valuable and effective way in which members’ views can be
communicated to and from the BAR Board. Everyone agreed that they
enjoyed the meetings (that’s why they went), and appreciated the
feedback from the functional group meetings. Some, however, had not
appreciated that the communication is a two-way process; that they could
voice their opinions at Area meetings and they would be heard in Watford.
Sometimes it feels as though members view the R&S in a similar way:
a tool through which BAR can tell the members what it’s doing. Well of
course it is that and, I hope, much more as well. But, in my five-year
experience, it is rarely used as a way for members to voice their opinions.
I think that’s a shame.

A
I have always encouraged members to write in with thoughts, ideas, ccording to a survey
grumbles and praise. It’s a fact that I get more reaction to other members’ conducted by the CBI in
letters than any other type of article in the magazine. That says to me January and February, UK
that most people find them most interesting. This month, you’ll notice, manufacturing production is
there are none. expected to pick up slightly over
So allow me to encourage you one more time. Please write in with the next three months with firms
your letters. They will usually be published unedited, unless that is you the most positive about output for
are being offensive to someone else or I think your comments will put almost two years. But the business
me, you or BAR (maybe all of us) in court. If you are not comfortable group warned that prospects for
about writing something for publication just give me a call and I’ll help the sector remain muted, as
you produce something that gets your message across. overall demand remains weak.
Meanwhile … it’s conference time again. See you all in Bristol. Of the 548 manufacturers that
Remember to smile for the camera. responded to the CBI’s monthly
Industrial Trends Survey, 25%
Steve Jordan expect output to rise in the next
three months, while 18% anticipate
a fall. The resulting balance of
+7% is the strongest figure since
March 2008 and compares with a
balance of +4% in January.
Exports order books are
continuing to improve thanks to
the continued weakness of
Sterling and improving global
demand. 14% of firms said exports
were above normal and 38% said
they were below normal. The
resulting rounded balance of -23%
is the least negative since August
2008 and in line with the survey
average
Total order books, however,
remain more depressed. 10% of
manufacturers said they were
above normal, while 46% said
they were below normal. The
resulting balance of -36% is the
least negative since December
2008, and a modest improvement
on the previous month’s balance
of -39%.
Ian McCafferty, CBI Chief
Economic Adviser said,
“Manufacturing production is
slowly recovering as demand for
UK-made goods overseas is
improving, boosted by the relative
weakness of Sterling … however,
while exports are providing some
welcome support, overall demand
remains feeble. Given the continued
weakness of total orders, growth
prospects are likely to remain
subdued.”

New vehicle for Peter M Cooper

H
ampshire- based Peter M
Cooper, established in
1987 in Lymington with a
warehouse facility in New Milton,
has taken delivery of a new
vehicle from Unique Van Bodies.
James Cooper, Operations
Manager, contacted Terry Sinnott
at Unique Van Bodies (UVB) to
discuss vehicle requirements. The
vehicle has a Scania P230 sleeper
cab, the chassis has a 230bhp
Euro 5 engine, 450 litre fuel tank
and rear air suspension.
The body specification includes
UVB self-produced panels, a
Fully equipped -
2,050ft3 loose-pack capacity, Peter M Cooper’s
five doors to the nearside to new vehicle boasts a
Scania P230 sleeper
accommodate five 250-cube
cab, a 230bhp Euro 5
containers, UVB cab top sleeper engine and rear air
and fairings with sleeping suspension
accommodation for two people.
The vehicle also has space for a
third person in the lower cab,
full-height rear doors, stainless
steel pullout system to take
loading ramps and a platform,
maximum nearside skirt locker
with platform storage, and a level
floor with dropwell and covers.

6 Removals & Storage April 2010

 Industry News

Drunk
crawling in
Romania
R
oad signs warning drivers that
drunken people may be in the road
have been put up in Romania to
reduce the number of accidents.
The signs read ‘Attention – Drunks’ and
show a reveler crawling along with a
bottle in his hand.
Petru Antal, the Mayor of Pecica in
58% of homes are now affordable to the average UK income earner Romania said his town had a vibrant
nightlife. He said: “We are a border town
and have lots of cars thundering through

UK housing market here all the time. But we also have a very
vibrant nightlife and the two don’t mix.

affordability reaches
We have to target the drivers because by
the time they get to this state the
pedestrians are beyond caring.”

seven-year high
Sounds a bit like Birmingham.
Thanks to Niall Mackay of ICM Gerson
and The Times for this story.
New research released today by property website Zoopla.co.uk
reveals that the fall in house prices and mortgage rates over the
past couple of years has resulted in UK housing affordability at Self storage
its highest level since 2003. quality
T standard
he average UK income earner can now fell to record lows of 34%, resulting in the
afford to buy 58% of all homes, up subsequent correction over the past couple of
significantly in comparison to the property years to the more sustainable level of 58%
market peak in 2007, when just 34% of homes currently. Given that it involved numerous rounds
were affordable. Over the past ten years, Across the UK, affordability rates vary of discussion and was several years in
affordability levels reached their highest point greatly by area with the most affordable the making, the arrival of the self storage
in 2002 at 66% and then fell steadily over the markets generally in the north and the least quality standard BS EN 15696 was a
next five years. affordable in the south, despite the higher surprisingly hushed affair and it has not
The current levels were last seen in 2003 income levels. been widely publicised.
when the affordability rate was 56%, leaving Bradford was revealed as the most affordable However, QSS is now actively promoting
UK property more affordable now than at any city in the UK where four out of five homes (82%) it and is offering its assessment and
time in the past seven years according to the are affordable for residents on the average certification services to any firm who can
Zoopla.co.uk research. local income. Hull came in as the second most meet its requirements and who wishes to
Zoopla.co.uk calculates the affordability affordable with 81% of homes now deemed set itself apart from the many other
rate using median incomes and average house affordable, followed by Stoke-on-Trent (80%), operators who have started up or
prices in each geographic area along with Birmingham (78%) and Coventry (78%). diversified into this fairly new industry.
prevailing mortgage rates. It judges a home London tops the list of the least affordable Self storage facilities seem to be
to be ‘affordable’ if one third of the median housing markets in the UK by some margin springing up everywhere – you can get
income is sufficient to cover mortgage in spite of having the highest median income ahead of your competitors by being one
repayments. in the land. Less than one third (32%) of of the first to hold this standard.
In 2002 using one third of income to meet homes are affordable for residents of the
mortgage repayments allowed a purchase of capital today, although this is a significant For more information,
£118,934 whereas today, given the current improvement on the low point reached in contact Chris Waymouth at QSS:
low financing costs and increased incomes, 2007 when a mere 11% of properties were Telephone: 01494 875357
the same proportion of income finances a deemed affordable. Mobile: 07831 309379
purchase of £188,423. Southampton (44%), Bristol (53%), Norwich E-mail: cwco@btinternet.com
In 2007, when house prices and mortgage (58%) and Leicester (59%) were among the
rates peaked, affordability rates nationally five least affordable markets in the UK.

April 2010 Removals & Storage 7

 SWITCH TO
TOTALCARD
The convenient way to pay for business fuel

Come and see us!

As a BAR Affiliate, we will

be present to discuss
UK and European fuel
requirements for your
business, including our
VAT recovery service, at
stand no.17 at the 2010
conference in Bristol
on 13th-15th May 2010.

Online city guides
from Move One
Move One has this week rolled out the sixth of its online City
Guides developed to provide recently arrived expatriates a full
suite of indispensable information about life in their new city.
Move One’s online guide to Shanghai
T
he Shanghai guide, like the others in the
series, has at its centerpiece a set of mini
documentaries, covering subjects such
as health care, transport, housing and schools.
Each film is accompanied by a set of useful
Internet resources, gathering together in one
place a whole host of information that expats
would otherwise have to search for themselves.
Move One’s Head of Destination Services
Jon Harman said: “Traditional paper
destination guides were expensive to produce,
became out of date quickly, and were difficult
to amend. The virtue of producing online
guides is that our assignees and clients get an
up-to-date, detailed and concise resource to
make settling into a new city a pleasant
experience.”
He continued: “People usually seek
information out on the web, but the type of
information we have in our city guides, like
how to validate public transport tickets and
parking meters, or how to deal with local
landlords, isn’t readily available. We have
taken great care to document the minutiae of
life in these guides, and have included
interviews with other expats and profiles of
local business people and packaged it in a
convenient way for people to use in the run up
to their move. We believe that we have created
a fantastic resource to help ease expats into
their new lives as seamlessly as possible.”
Martha Lloyd, a British expat, used the
Budapest guide when her husband’s work
took their family to Hungary: “These guides
were invaluable. Prior to moving, we sat as a
family and watched them. It was especially
reassuring for our son to see videos of his new
school. It went a long way to convince him
that he would make new friends and that his
new school was just like at home. It gave us
information like what to expect from local
landlords, information on the health care
options, right down to interviews with local
doctors. On other moves abroad, we had been
given guide booklets, which were useful to a
point, but a lot of information was inconsistent
and often out of date, and it wasn’t as convenient
a way of finding what we needed to know. I’ve
had friends here who had been given nothing
more than an A4 sheet with taxi numbers and
details of the nearest Indian takeaway.”
Move One Managing Director, Curt Clements
added: “In producing the guides, Move One
aims not only to provide the information in a
more convenient package, but also to empower
the assignee, and allow them to make the most
out of their stay. Move One’s number one goal
is to make relocation an easier process, and
these guides go a long way to achieving this.”
Move One currently has six guides live:
Budapest, Moscow, Prague, Bratislava, Warsaw
and Shanghai with work on guides for
Bucharest, Belgrade, Kiev, Dubai and Abu
Dhabi well under way.
View the Move One guide at: www.moveone
inc.com/city-guide/index-map.php.
Industry News
Pickfords Business
Moving announces
partnership with
Go Green
I
n February, Pickfords Business Moving
Director Mark Herrington announced an
exclusive partnership with recycling
company Go Green Reprocess Limited.
Working with Go Green, Pickfords will
provide a recycling and asset reprocessing
service, integrated at the time of an internal
or external relocation.
Unwanted furniture and IT equipment can
be catalogued, collected and segregated with
a view to extending the life of those assets.
Items are repaired and resold or donated to
not-for-profit organisations, charities and
local community groups across the UK. By
ensuring these items are not trucked to
landfill or shipped overseas, the process will
reduce energy loss and carbon emissions.
End of life electronic and electrical equipment
will be wiped clean of data in line with data
protection and WEEE regulations and recycled
and placed with local organisations. Any
profits gained from re-using and recycling
are returned to Pickfords Business Moving’s
clients.
Mark Herrington said, “This partnership
provides our clients with a service that not
only gains value from unwanted assets, but
helps them to achieve their environmental
aims. Go Green is an excellent partner for
Pickfords because the company ethically re-
uses assets and importantly, places unwanted
assets locally and does not ship the asset
abroad – a process which wastes energy and
increases carbon emissions.”
Jan Lingard of Go Green said, “We are
looking forward to working closely with
Pickfords Business Moving throughout the
country. Pickfords’ determination to address
environmental and sustainability best
practice solutions for its clients’ unwanted
assets compliments the Go Green ethos,
policies and service.”
Left to right: Anthony Lingard Lane and
Jane Lingard Lane, Directors of Go Green
Reprocess and Mark Herrington, Director,
Pickfords Business Moving
April 2010 Removals & Storage 9
 Industry News

Nose blower HGVs to use HOV

lane on A4174
acquitted
S
outh Gloucestershire Council have
A businessman who claimed he was fined by police for blowing accepted a proposal by the Road
Haulage Association (RHA) to allow
his nose while driving has had the case against him dropped. HGVs to use the high occupancy vehicle

M
ichael Mancini said he had been given
a fixed penalty notice after using a
handkerchief while his van was
stationary in traffic in Ayr. The 39-year-old
refused to pay the £60 fine and the case had
been expected to be heard by a court. But
prosecutors said no further action would
be taken.
A spokesman for the Crown Office and
Procurator Fiscal Service said: “After further
enquiry and careful consideration of all the
facts and circumstances of this case, the
procurator fiscal has decided that no further
action is required.” Mr Mancini said that he
was “glad common sense had prevailed”. He
added: “I think the authorities need to learn a
little bit of common sense and worry about
more important things.”
Mr Mancini described last month how he
had applied his vehicle’s handbrake before
using the tissue to clear his nose. But he claimed yourself? If so, write to R&S so we can warn
to have been “stunned” when he was waved
BMI Trade Advert AW.qxd 17/3/10 13:20 Page 1
over by a police officer, who told him he had
not been in full control of the van. The incident
happened on 26 October at the High Street in
Ayr, when Mr Mancini said he had been
suffering from a heavy cold.
Mr Mancini’s solicitor wrote to the procurator
fiscal last month stating that it “beggars belief”
that a ticket had been issued under the
circumstances. However, the prosecutor had
insisted the case would go to court if the fine
was not paid.
Although, as Mr Mancini put it, ‘common
sense’ had eventually prevailed in this case,
how many more innocent people are being
subjected to the embarrassment, inconvenience
and stress of this kind of action by an over-
zealous police force driven to write ‘easy’
tickets to achieve government-imposed targets?
It seems that every day there are reports of
this type of nonsense. Have you been a victim
other BAR members to be on their guard.
(HOV) lane on the A4174 Avon Ring road.
The road is a vital link that provides
access to the whole of the eastern side
of the Bristol conurbation.
When the HOV lane was first introduced
the RHA asked for HGVs to be allowed
to use it but the request was refused.
When proposals to increase the length of
the HOV lane were put forward the
Association made a further attempt on
the basis that haulage companies have to
respond to customer requirements and
have no choice about delivering in
morning peak hours.
Regional Director Mike Farmer
commented: “We used the argument that
HGVs should be viewed as freight buses
and thus should be allowed to use the
HOV lane. We are delighted the council
accepted this view and it is clear they
understand fully the importance of HGVs
in delivering daily life to Bristol.”

Seeing double?
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10 Removals & Storage April 2010


PDA Foundation – established for drivers, by drivers QSS goes
T
he UK Professional Drivers Association
(PDA) has established a charity specifically
aimed at HGV drivers; the Professional
Drivers Foundation.
PDA founder and spokeswoman, Pat Nicholson
said, “The UK haulage industry is one of the
UK’s largest employers, providing a vital
livelihood for thousands of HGV drivers, many
of whom are over 50 years of age.”
“The Foundation was formed primarily for
the welfare of lorry drivers. It is not a well-paid
industry and entails long hours, with many of
the workforce being away four nights a week
and sleeping in their vehicles.”
The Foundation is pleased to have British
motor ace Steve Parrish as patron. Winner of
over a dozen British, European and World
motorcycle and truck racing titles, Steve is
delighted to bring his support to the Foundation.
“Having had a few accidents on the tracks
over my racing career, it is good to see a charity
specifically supporting lorry drivers, who we all
know are the lifeline of this country. I am very
honoured to be associated with the Professional
Drivers Foundation,” said Mr Parrish.
He continued, “Regrettably, numerous
injuries are caused to drivers, not necessarily
while driving, but when delivering. The
Professional Drivers Foundation feels there is
a need to provide some help, both financial
and advisory, to anyone holding a vocational
driving licence and in need of support through
no fault of their own.”
Novadata, one of the country’s leading
providers of transport-related training, services
and products, is also pleased to pledge its
support for the Foundation. Managing
Director, Derek Broomfield said, “Our mission
has always been to bring together transport
experts and unite them in a single purpose,
to create the very best results for our clients.
That is why we are so keen to see the
Professional Drivers Foundation grow. We
firmly believe that the Foundation holds a
unique position in the transport industry; a
position which, with enough support, can
only become stronger. We at Novadata want
to help the Foundation move on to the next
level. Therefore launching the fundraising
campaign at the Commercial Vehicle Operator
Show will give it a good kick start.”
Novadata will be presenting PDA founder
Pat Nicholson with a cheque for £2,500 in the
Media Centre on 14 April at the Commercial
Vehicle Operator Show which runs from 13-
15 April 2010.
Industry News
territorial
QSS, the BAR subsidiary responsible for
quality standard audits and the BAR/CoP
inspections, is re-organising its auditor
operations to give greater efficiency.
Each of the six auditors has been
allocated a ‘territory’ (based on the BAR
Areas) and will handle all the visits within
that region – with a few exceptions - be
they quality standard audits, BAR/CoP
inspections, or combinations of the two.
This will lead to some changes; some
firms that have been used to a particular
face for several years may now have
another individual coming to see them.
But where there are particularly strong
relationships these will be maintained
wherever possible.
Chris Waymouth, Chief Executive of QSS,
commented: “We’re becoming busier year
by year and with the increased activity
this re-organisation makes a lot of sense.
It will reduce travel time and cost and will
improve productivity for both the
individual auditors and for QSS as a
service provider, with the ultimate aim
of containing costs for our client firms.”
April 2010 Removals & Storage 11
INTERNATIONAL & EUROPEAN
TRADE SPECIALISTS
Instant online Trade quotes
Visit the Trade Services page
Choose either International or European rates
then just enter the User ID & Password
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No port growth without
truck parking
T
he Road Haulage Association (RHA) has
recently called on government to amend
its National Policy Statement (NPS) on
ports as the draft statement lays insufficient
emphasis on the need for the provision of
adequate secure truck parking facilities, the
RHA says in its response to the Department
for Transport (DfT) consultation.
“The NPS currently addresses the issue of
Operation Stack and for obstruction to other
road users when trucks have to queue outside
entrances to ports. These are the issues that
disrupt the travelling public,” said Infrastructure
Manager Chrys Rampley. “But the clear needs
of the road haulage community have been
entirely overlooked. We are calling for the NPS
to require adequate parking in five respects:
• On the port estate or close proximity ;
• Some distance from the port, to allow drivers
to continue their journey for an hour or so;
• To take statutory rest (such as overnight
parking);
• Toilet, shower and other basic facilities;
• Security, for the protection of the load and
the driver.”
“We have been discussing with the
government for some time the seriously
inadequate provision of lorry parking for the
UK and have been encouraged by the launch
of Transport Minister Paul Clark’s Lorry Parking
Strategy and its 10-point Action Plan. That is
UK HOUSING
MARKET UPDATE
To keep BAR members informed of the changing
conditions in the housing market the R&S will be
compiling a monthly update of the most important facts
and figures taken from the Halifax House Price Index.
February 2010
Average House Price for December:
£166,857 - down 1.5% on the previous month
- up 4.5% on last year.
House prices fell by 1.5% in February
This was the first decline since June 2009 following
seven consecutive monthly increases.
House prices in February were
4.5% higher on an annual basis
This was the largest increase in the annual rate of change
- measured by the average for the latest three months
against the same period a year earlier – since January
2008. The annual rate increased from 3.6% in January
a positive start. Ministers need to go further.
Increased port capacity – both deep sea and
Ro-Ro – generates more truck traffic. Facilities
for the industry and its drivers are already
sub-standard and improvements must be stated
in the NPS - as a pre-condition of continued
UK port development,” Rampley concluded.
The Royal Town Planning Institute (RTPI),
which represents 22,000 planners also considers
the NPS for ports as ‘unfit for purpose’ and
has called for a rethink in its formal response
to the consultation. Matt Thomson, Acting
Director Policy & Partnerships at the RTPI
said: “The draft national policy statement on
ports is not fit for purpose as it fails to justify
the need for building any new ports, or give
any guidance on how they should relate to
road and rail networks or centres of industry
or population.
He continued, “Instead it leaves decisions
about where ports should be entirely for the
market to determine, which offers no security
for investors or for local communities that may
be affected. Nor does it consider impacts on
Britain’s existing ports, improvements to
which may be a better option than building
an entirely new port.” The RTPI argued that
there is no identified urgency to provide new
ports in the UK, with a number of port
developments already under construction and
has called on the DfT to think again.
despite February’s monthly fall, partly because February’s
decline was lower than the decline in February 2009.
Mortgage Approvals for the
last three months of 2009:
Approvals fell by a seasonally adjusted 17% between
December and January following a modest (1.8%)
decline in the previous month. The return of the lowest
stamp duty threshold to £125,000 and the bad weather
are likely to have been the main causes of this fall in
activity. Approvals in January were still 43% higher
than in January 2009, but remained 33% lower than in
January 2008.
Prices are 8.0% above the low reached in
April 2009; an increase in the average
price of £12,367 over this period
This follows a decline of 23% between August 2007 and
April 2009. The average house price is now £166,857.
(Statistics taken from the Halifax House Price Index January 2010)
Industry News
New toll
prices now
apply to the
M6 Toll road
N
ew toll prices became effective on
the M6 Toll road in March 2010. Toll
changes are restricted to main toll
plaza weekday rates and are inclusive of
the new VAT rates as introduced in
January 2010. A summary of the new
schedule is:
• An increase of 30p for Weekday Mainline
Day Class 2 (Car) to £5.00;
• An increase of 60p for Weekday Mainline
Day Class 3–5 to £9–£10;
• A freeze on Weekday Mainline Day
Class 1 rates;
• A freeze on all rates during Nights, Ramps
and weekends;
• A Tag discount of 5% on each transaction
(Tag accounts can be opened for a monthly
lease fee of £1 per Tag).
Tom Fanning, CEO of Midland Expressway
Limited said, “The M6 Toll opened in late
2003 and still remains the most reliable
route through the West Midlands. The
announced 2010 tolling programme will
allow further investment in delivering an
excellent driving experience for the reliable
journey on which our customers depend.
The M6 Toll remains excellent value for
money to avoid the congested M6. We
continue to offer all customers a 5% discount
per trip through the use of an electronic
tag. With this, a £5 trip would cost only
£4.75. For all these reasons, the M6 Toll is
recognised as a world class motorway.”
Sign of the times - Toll road prices rose
again in March from those shown here
April 2010 Removals & Storage 13
 Industry News
New vehicle for Martells
International Removers
West Sussex-based Martells International Removers’ latest
vehicle acquisition - a Mercedes 12 tonne Atego - had to meet
very specific requirements.
M
artells needed a clear six metre
aperture to accept loads for a particular
commercial customer as well as being
able to expand its commercial removal options.
One original thought was to build a box with
access by a curtain to the nearside. However,
for ease and security of loading Martells was
adamant that features of a traditional removal
style body be adhered to as much as possible.
The result was achieved by the use of bi-
folding doors hinged from the front and rear
pillars giving an opening aperture the whole
length of the body, but still keeping the facility
to load storage containers as well as the facility
to loose-load everyday removal jobs. The doors
are closed by a further new feature, stainless
steel heavy-duty, self-aligning ‘V’ shaped
interlocking handles. These particular handles
ensure that even with no central lateral
column the side of the van stays rigid. Martells
also requested to have a cab top wind deflector
installed to look similar to the sleeper pods
present on their existing fleet. This has given
Martells a multi-purpose vehicle without
Delivering
what the
Doctor ordered
D
octor Who called upon Aberdeen-
based firm The Shore Porters Society’s
help recently with a job that was just
too big for even his Tardis to deal with.
Shore Porters became the Doctor’s latest
assistant to deliver a collection of memorabilia
featured in the hit BBC show from Blackpool
to Bonhams auction house in London, where
collectors and enthusiasts were given the chance
to get their hands on some of the most iconic
props and costumes from one of Britain’s most
loved programmes.
14 Removals & Storage April 2010
Martells’ new
vehicle, with
bi-folding doors
hinged from
the front and
rear pillars
losing the existing fleet image.
The chassis was supplied by Mercedes
Rossetts in Crawley following a cancellation
from another customer. This meant that the
vehicle was delivered to Mechelec Bodies in
Hampshire within two weeks of the order
being placed. From arrival, Mechelec Bodies
then constructed the body and delivered the
completed vehicle within six weeks.
Edward Kessell, Removals Manager at
Martells commented on how impressed he is
with the new vehicle saying, “The facility to
open the complete side of the van has proved
invaluable for the relocation of large machines
for one of our commercial customers. At the
same time, the 12-tonne vehicle can be used on
everyday household removals and provides an
addition to our fleet bridging the gap between
the traditional 7.5 tonne and 18 tonne trucks.
I was delighted with the speed of which the
vehicle was sourced, built and delivered to us.”
Colin Callaway, formerly of Sparshatts,
investigated and designed this new concept with
his new company, Mechelec Bodies Limited.
Items from the show that were available to
the highest bidders at the auction on
Wednesday, February 24, included; a dinner
suit worn by David Tennant in three episodes,
the costume that Kylie Minogue wore in the
2007 Christmas Special and two Daleks.
Kevin Brown, a partner with Shore Porters,
commented: “The Doctor Who project was
fantastic to work on and definitely one of the
most exciting jobs we have had. We were
delighted to be asked to undertake the delivery
of the auction lots and are pleased that our
experience and expertise in transporting
precious items meant that all the auction lots
arrived intact at Bonhams. To be able to say
you have had a couple of Daleks in one of your
vehicles isn’t something that every removals
company can boast – not to mention a costume
worn by Kylie Minogue.”
Eurotunnel
makes profit
despite fire
and snow
T
he number of lorries using the
Eurotunnel shuttle service in 2009
was down 39% on 2008 and 20%
down on 2007, according to Eurotunnel’s
annual results. However, despite these
results and the economic conditions,
Eurotunnel has announced a profit for
2009 of 1.4m euro down from 34m euros
in 2008.
Traffic was badly disrupted by the fire
on 11 September, 2008 and a section of the
tunnel remained closed until February
2009 reducing capacity. The second half of
2009 showed a significant improvement
(17%) on the first half, despite the restriction
to road traffic resulting from the wintry
weather at the end of the year. The snow
caused major cancellations at Eurostar, the
passenger train service between London
and Paris, and London and Brussels, that
pays Eurotunnel a fee per passenger for
using the Channel Tunnel.
The number of rail freight trains using
the tunnel in the second half of 2009 was up
2.4% compared to the second half of 2008
which reduced the decline in the full-year
traffic to 12% in 2009 compared to 2008.
Free legal
seminar from
Backhouse Jones
Backhouse Jones Solicitors will be hosting
a free seminar on 23 April, 2010 in
Warrington. The itinerary includes
presentations enticingly titled: ‘Fix the
future price of your diesel’; ‘Tax needn’t
be taxing’; ‘Back from the brink’; ‘Get
your drivers back in line’; and ‘Is public
inquiry a catastrophic setback?’
The programme starts at 9.30am with
registration and sandwiches and
continues into the afternoon with lunch
and refreshments provided. Places are
limited so if you would like to attend then
please contact Jennifer Bell on 01254 828300
or email jennifer@backhouses.co.uk.
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London Councils -
traffic management order
L R
ondon Councils has now updated the
traffic management order that
governs the London Lorry Control
Scheme. As well as updating the Excluded
Route Network, the amendment removes the
requirement for vehicles to display permits
when they are using the restricted roads.
Vehicles will still need to be permitted,
and London Councils will be issuing permits
in the form of Schedules to approval letters.
Hauliers will need to retain these Schedules
New
technology
to combat
vehicle theft
C
riminal gangs importing GPS jammers
from China to help them steal vehicles
with valuable loads will soon be in for a
nasty surprise. TRACKER, the recovery systems
specialist is preparing to launch a new product
that has greater resistance to jamming.
TRACKER Locate will provide a significantly
enhanced defence against vehicle theft.
Tracking devices have become a major part
of every day life with GPS being used in
everything from cars to phones, cameras and
even pet collars. But GPS systems are vulnerable
to a technique called ‘jamming’ which blocks
the signal between a GPS satellite and its
receiver.
TRACKER Locate will raise an alert if there
is any attempt to jam the communication
system or tamper with the unit, so the police
as proof that their vehicle has been granted
permission to use the restricted roads during
prescribed hours however there is no need
for the actual vehicles to display them.
These changes took effect on 1 January,
2010 - any enquiries should be made to
020 7934 9915 or lorry.control@london
councils.gov.uk.
Visit www.londoncouncils.gov.uk/
transport/transportpolicy/London
LorryControl.htm for more information.
TRACKER uses VHF technology to track stolen vehicles
and owner are aware of the theft instantly. It
then uses the precision of VHF technology to
track that stolen vehicle to its exact location.
“Many people are unaware how much we
rely on GPS. It’s not just vehicle owners that
are under the increasing threat of jamming,”
explains Stephen Doran, Managing Director
Industry News
Beware ‘cowboy’
rating surveyors
evised business rates were due to come
into effect in April following the
revaluation carried out in 2008. This
will lead to significant cost increases for many
small businesses. As a result, there appears
to be an increasing number of unscrupulous
companies offering to appeal against revised
rates on behalf of small firms. Some of these
companies are charging large sums of money
but deliver very few successful appeals.
Many smaller firms are unhappy about the
Valuation Office Agency’s assessment of their
rateable value. This is especially because the
assessments were carried out in April 2008 –
just before property values and rents dropped
sharply due to the credit crunch. This situation
has led to a rise in companies offering to re-
assess businesses’ rateable value with a view
to appealing for a reduction.
Many of these companies are perfectly
legitimate ones who offer a worthwhile service.
However there are some unscrupulous
operators who charge substantial fees with
little or no success in bringing their business
rates down. This is a problem that seems to
come about every five years after the rates
revaluations have been carried out. These
cowboys spring up and start cold calling
businesses offering to get them big reductions
on their rates. However, in reality, it’s often
the case that any savings they make are
minimal and are quickly dwarfed by the fees
they charge.
Article courtesy of the
Forum for Private Business
for TRACKER. “With criminals increasingly
importing jammers from China or
manufacturing their own in the UK, experts
are even voicing concerns that air traffic
control or other important networks may come
under attack by terrorists in the future if steps
aren’t taken.”
April 2010 Removals & Storage 17
 BAR News
Meeting report:
National Council
M
ark Chudley took the Chair for the
first time at the February National
Council Meeting. In opening he
thanked his predecessor, Chris Smallwood,
for his hard work and thanked Ralph Sayers
and Steve Broom for their support.
Advance Payment Guarantee Scheme
Mark Chudley (Chairman) asked Roger
Martell, who is the APG representative for
the National Council, to explain what was
discussed at the Advance Payment
Guarantee task group meeting on the 18
November, 2009. As the matter was at a
very early stage, it was felt that it was too
early for councillors to go back to their
Areas with a report on this subject.
Self Storage Special Interest Group
Matt Purdie (BAR President) explained that
the SSSIG has a lot of potential. Stephen
Vickers explained that, as the Self Storage
Association is dominated by larger
companies, BAR members will benefit
much more by joining the BAR SSSIG.
He outlined a number of benefits for
members who join the SSSIG. Group members
are able to use the BAR Self Storage Terms
and Conditions free of charge, use the BAR
Self Storage logo on all of their self storage
advertising material, use the BAR Self
Storage licence agreement which is currently
being written, and members also have the
opportunity to share ideas, enhance their
skills and network within the Association.
Members who join the SSSIG will have
their company details displayed on the BAR
website under a dedicated section ‘Self
Storage’. Members can also be part of the
website that provides online, real-time
price estimates for potential customers.
The Chairman asked councillors to explain
the benefits of joining the Self Storage Special
Interest Group to their local members.
Young Movers
The main purpose of the Young Movers
Group is to give members the chance to
forge personal and business relationships
with other young people in the Association.
Stephen Vickers explained that the Young
Movers Special Interest Group launch event
was a success and has received good
feedback. The following Young Movers
event was on the 17 March, 2010 at BAR
head office in Watford and was open to all
young movers in their 20s and 30s working
for BAR members.
The Chairman asked councillors to promote
Young Movers to the Areas and get more
18 Removals & Storage April 2010
people involved. He said that attending these
Young Movers events provides tangible
business benefits for the industry’s young
professionals.
Council operation
The Council discussed its own working
practices. Although it was felt that Council
meetings could not be replaced by discussions
on e-mail it would be possible to discuss
some less complicated issues, such as the
conference, and SSSIG, by e-mail leaving the
meeting agenda open for more complicated
subjects to be discussed in person.
Stephen Vickers commented that the make
up of the Council is important as it needs
representatives that would like to attend
and not councillors that come because they
feel obligated. It was suggested that the
Council should have other additional
members to sit on the Council rather than
just the Area representatives, these additional
members may give the Council further
ideas and help move the Council forward.
The Chairman asked the councillors if
they felt the Council was formed correctly,
the Council unanimously agreed that it
was. Stephen Vickers said that the meeting
had been the best National Council meeting
he had attended since he joined BAR and
that the meeting had been very productive.
He suggested that councillors from each
Area e-mail any ideas and/or discussions to
the Chairman before each Council meeting.
It was felt that there had been some
inconsistency in the communication between
BAR and the Areas. It was suggested,
therefore, that that all councillors follow
the formal minutes as a guideline and that
the Chairman should add a covering letter
highlighting the main points.
National and European Group rules
The Chairman asked the Council for their
feedback and thoughts on the revised Rules
of the National Council which had been
circulated.
The drafted rules were considered and it
was agreed that one representative from each
Area should continue to attend the National
Council as previously rather than forming
the proposed six groups. The rules were to be
re-drafted by James Falkner (BAR Company
Secretary) and e-mailed to councillors for
approval. It will be assumed that councillors
who do not reply are in agreement.
FEDEMAC
It was agreed that the Chairman would
speak to the FEDEMAC representative,
David Trenchard, and ask if he is willing to
attend National Council meetings to provide
feedback. Alternatively he might prefer a
National Councillor to liaise with him over
FEDEMAC issues and report to the Council.
Training
The Chairman asked for two volunteers to
work with Loren Webster (BARTS Training
Manager) to discuss training matters.
Richard Dolan and Paul Fox volunteered.
Standards-based membership
The Chairman addressed the subject of
standards-based membership and asked
councillors to give feedback on the briefing
document prepared by the Board. Councillors
said that members were mainly concerned
about costs.
Stephen Vickers explained how the Board
are in discussion on how to manage the
costs. It was explained to councillors that
40% of the membership already has a
Standard in place.
Councillors felt standard-based
membership should be sold better and the
benefits explained clearly, thus more members
would be in favour. Stephen explained that
for the past few years, several Area minutes
indicated a desire for standards-based
membership.
The Chairman asked what feedback
councillors would like him to take to the
Board regarding standards-based
membership. Councillors felt that it needed
to be better explained to members.
Councillors wanted the Board to know that
members were unhappy to pay for the
Standards guideline document. It was
explained to councillors that BAR could not
give the Standards guidelines free of charge
to its members, but an article summarising
the Standards could be published in the
Removals & Storage magazine.
Councillors also wanted to know from the
Board how the company’s core business is
going to be identified and what Standard
does each company need to achieve.
The Chairman explained to the Council
how he would go back to the Board and ask
what is the definition of ‘core business’ and
how BAR would determine and decide what
Standard each member should achieve.
He also asked if the Council was in
agreement to the principle of a standards-
based membership: There were no votes
against or abstentions. The Chairman was
mandated to go back to Board expressing
National Council support but with concerns
over cost implications.

Website
Stephen Vickers explained to the Council
how the website had been live for
approximately a month. The sales leads
had received a positive uptake: better than
expected considering there had been no
marketing. In January alone there were
roughly 250 sales leads. He said that the
sales lead system was simply designed to
cover costs.
Stephen explained that that there are a
number of benefits in joining the sales lead
part of the BAR website. He explained that
there were plans to increase the marketing
effort for the site including: a presence on
the propertylive.co.uk website (by April)
and the NAEA website - these will direct
consumers straight to the BAR website;
What Mortgage? has agreed to publish an
article and a standard advert will be
published in their publications free of
charge to BAR. BAR are currently working
with several partners so that customers
that book their move through the BAR
website will receive discounted vouchers
and promotions.
The Broadcast system facility is now live
for all members to use. This provides
members with a simple way of trading with
other members, e.g. for porters, etc. without
the need to telephone several members to
find one with the service/assistance needed.
Conference
The BAR Conference this year will be held
in Bristol at the Bristol City centre Marriott.
Stephen Vickers explained that the speakers
for the conference are now confirmed, and
this year’s conference is the strongest
business programme BAR has had.
It has been decided by the conference
Committee that future conferences will
primarily be in the UK.
Other business
The Southern Area queried the draft Terms
and Conditions. The Chairman explained
how the Terms and Conditions had been
approved by this Council in June 2009, and
been noted by the OFT, therefore no further
changes were planned.
In response to a request from FEDEMAC
Stephen Vickers asked the Council whether it
was in favour of bringing 3.5 tonne vehicles
into the Working Time Directive. The Council
unanimously disagreed with the proposal.
The West Midlands Area would like there
to be a brief description of BAR on the Self
Storage section of the website and a link
back to the UK domestic moves for people
who need moving services. This was agreed.
As this was Matt Purdie’s last meeting as
the BAR president, the Chairman formally
thanked him for his past help and support.
In turn Matt thanked the National Council
for its hard work, congratulated Mark
Chudley on his new role as the National
Council Chairman, and welcomed him to
the Board.
MTC meeting
The Movers Trading Club held its annual meeting
at the BAR offices in Watford in February.
O
n discussion were the recent trends in
freight rates and their effect on rates
for 2010, a comparison of service
performance of the lines used last year, and
an evaluation of the GT Nexus system for filing
global shipping rates and booking online.
Moore Shanks chaired the meeting. He
explained that it had been a difficult year for
shipping with volume down by over 14% in
2009 compared with the previous year. He
said that was the first time since the MTC had
been keeping these statistics that overall
volume had dropped. He also said, however,
that the general trend was still upwards with
tonnage up by 21% since 2004 despite last
year’s fall.
The result has been that shipping lines had
taken drastic measures to reduce losses and
now around 13% of the world’s merchant fleet
was laid up in harbours waiting for tonnage
to return to normal levels.
The effect for shippers, ironically, is one of
increasing rates and reducing space allocations.
So much tonnage is laid up that lines have
been able to increase rates and allocate space
primarily to high value commodities. Although
household goods is a lightweight commodity,
and therefore attractive to lines, it’s not
traditionally high value so it’s reasonable to
expect some space problems during 2010.
Already there have been difficulties
experienced with limited space from Asia to
the USA; equipment problems from the USA
(particularly for shipments out of the Gulf
ports); and frequent surcharges applied for
short-notice shipments. It appears that lines
are unwilling to over react to an apparent
recent increase in tonnage fearful that the
recovery might not last. While that attitude
continues lines will ensure that capacity does
not increase faster than demand therefore
prices will remain high and space limited.
Rate increases in 2010
The above drivers have ensured that household
goods shipping rates for 2010 will be
significantly higher in 2010 than 2009. Striking
examples of lowest quoted rates for 20ft
containers out of London were, for example:
Australia up by 44%; New Zealand up by 57%;
South Africa up by 43%; USA East Coast up by
51%; and similar increases on all other
routes. Most notable, perhaps, was the huge
hike in rates for shipments to Singapore up
by 123%.
March statistics incorrect
The industry statistics published in the March issue of the Removals & Storage were
wrong. This was as a result of mistakes made during the production of the magazine.
R&S apologises for any confusion caused. The correct figures are available from the
commercial department of BAR on: commercial@bar.co.uk.
BAR News
Haulage
Even more significant, in some cases, is the
increase in haulage charges charged by the
shipping lines. These increases have been
blamed on a number of factors including:
increased fuel charges; the LEZ in London;
and the new requirements of the Driver CPC.
Increases have been applied almost without
exception. Most are in the region of £25 to
£100 however some were much more with
haulage prices increasing by almost 100% on
some services. Many members also complained
of poor service from some lines. The
combination of poor service and higher
prices is encouraging some companies to
consider reverting to doing their own haulage.
GT Nexus
GT Nexus is a trade logistics portal that allows
agreed rates to be displayed online to all
signatories to the agreements. It is currently
used by many multi-national organisations
and by over 30 shipping lines to help them
manage their flow of traffic. The MTC considered
at the meeting whether GT Nexus would provide
a better service to the current Freight Rate
Finder (FRF) system and, therefore, whether
it should be adopted.
Rob van Steensel from OSA demonstrated
the system online. MTC members had the
opportunity of questioning him extensively
on its operation and benefits. He explained
that the system was password protected so
could be used only by those organisations
that were entitled to do so. Benefits include:
global rates; real time updates on rates and
services; the ability to notify destination
agents when shipments are arriving and
limits on free time; more accurate invoicing
from lines; and the possibility of linking GT
Nexus with back office systems to provide
data directly for quoting. New developments
expected this summer include the ability to
book online and a track and trace function.
GT Nexus is already used by some of the
largest moving companies in the world and is
a very valuable asset especially when quoting
for global contracts.
After some discussion the meeting agreed
that the MTC would subscribe to GT Nexus but
would keep the current FRF system running
in parallel. Further discussions would take
place in September this year to establish
whether the system was successful and,
therefore, if the FRF could be discontinued.
April 2010 Removals & Storage 19
 BAR News

Movers & Storers

Show 2010 -
a packed hall,
despite the snow

Movers & Storers Show 2010

BAR, BARTS and BAR Services attended the
Movers & Storers Show in Telford in February.

T
he third annual show was bigger and
better than ever before with more
exhibitors and 546 visitors.
The Learning Zone seminars were very well
attended, the highlight being a debate,
featuring BAR Past President Robert Bartup,
on the state of the industry. This drew a huge
crowd. Other presentations tackled issues
including the recession, social media, marketing
and the role of the transport manager.
The Movers & Storers Truck Show ran
alongside the exhibition, with 16 entries taking
part. The judging panel comprised Steve Hayes Nigel Shaw of Specialised (right)
from Trucking Magazine, Colin Barnett from The truck exhibition had record entries wins Best Unusual Vehicle
Commercial Motor, Peter Gawthrop from QSS
and Gareth Gammon from Navigate Design.
Competition was tough in all three categories,
but the prizes were finally awarded to
Specialised Movers (Best Unusual Vehicle),
Dinsdales Removals (Best Removals Vehicle –
Small Company) and James Removals (Best
Removals Vehicle – Large Company).
There were lots of winners outside of the
Truck Show too: Pound Gates awarded a variety
of iPod prizes to competition winners, David
Dale Removals gave away £250 worth of
packaging materials, and the people with
the fastest times on the Scalextric, sponsored Specialised Movers’ vehicle

by Basil Fry, received champagne, wine

and chocolates
Organiser Charlotte Parslow commented,
“There were lots of changes this year: the
date, the venue, and some new features, and
it all seems to have gone down very well. The
only slight downside for us was the
attendance – we had been hoping for 650+
visitors, but we believe the lower numbers
were due to the snowy conditions. However,
the general consensus is still that February is
the best time of year for the show, so we’ll just
have to hope for better weather next year.” Robert Bartup in the Learning Zone

20 Removals & Storage April 2010

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 BAR News
Meeting report:
Overseas Group Council
The BAR Overseas Group Council met in
February to discuss an extensive agenda.
Overseas Group budget
Item one included a discussion about the
use of the unspent Overseas Group budget.
It was confirmed that a training programme
was currently being developed by Loren
Webster, BAR Training Manager using the
available funds. The resulting course would
be aimed at managerial level. Once completed
all OG companies would be notified and
given the opportunity to submit one name
to be entered for a chance to win one of six
free places on the course.
The Director General reported that all
requests for the OG lapel pins had been
dealt with and distributed. BAR HQ still
holds stocks.
Standards-based membership
The OG Council unanimously noted with
approval the briefing document on
standards-based membership that had
previously been approved by the BAR Board.
Several councillors commented on the
proposed new Standard covering
international moving. Several issues were
discussed including the timeframe and
costs involved. Robert Bartup (GB Liners)
suggested that to keep costs down there
should be just one British Standard that
covers all moves (commercial, domestic and
international). Nick Kerr (Davies Turner)
said he would discuss with Chris Waymouth
of QSS about the possibility of recreating
the BS EN 12522 as the new British
Standard. Stephen Vickers, BAR Director
General said that the cost to develop this
would be approximately the same as the
BS 8522 Standard.
The Director General remarked that the
new Standard would not be combined as
the CMG group are opposed to a combined
Standard. Stephen Vickers then went on to
say that the main issue with standards-
based membership is the definition of core
business and which business would then
apply for the Standard (domestic or
overseas). One of the indicators would be
the level of advertising, for example in
Yellow Pages and how a company portrays
itself. Tony Tickner (Euro USA Shipping)
reiterated that a stumbling block is ‘what
defines an international move’. The Task
Group looking at the development of an
overseas Standard, Chris Waymouth and
BSI all agree that this is defined as deep
sea or continental. It was agreed that the
22 Removals & Storage April 2010
Council would suggest what to include or
exclude for the new Standard.
Tony then clarified that if a company
predominately carries out European moves
rather than deep sea moves then there would
be no need for them to have the international
Standard. He then explained the process
further: BAR are the Standard sponsors,
BSI will then set up a committee and invite
organisations who will be affected by the
proposals to comment. The new Standard
will be publicly available as with all BSI
Standards.
Overseas Group rules
James Falkner, the BAR Company Secretary
explained that the rules were being updated
to simplify them and to bring them up to a
similar format to CMG and National Group
rules. The revised rules were discussed:
James agreed to amend the draft, and
circulate to the Council for comments
before being put to the Board
of Directors.
Advance Payment Guarantee
Scheme (APGS)
Robert Bartup explained that the APGS is
still at an early stage with no formal
proposal at present.
Freight rates
Freight rates for 2010 were discussed. See
the report on the MTC meeting page 19.
FIDI and FIDI UK report
Nick Kerr, Chairman of FIDI UK, reported
that he is awaiting the proposed items for
the agenda for the FIDI general assembly
taking place in Melbourne, Australia in
April and would circulate the agenda when
received. Rupert Morley (Sterling Relocation
and FIDI Board member) added that the
new draft of FAIM is about to be circulated
for approval and will include the tightening
of ‘physical assets’. Nick said that the update
of the current Standard certainly strengthens
some elements and the draft document for
inspection will be available soon. The new
Standard must be in place for all companies
within twelve months after their next
assessment (1-3 years timeframe).
Rupert then raised the topic of the slow
payers list saying that audits should be
carried out to analyse how long it is taking
to pay rather than checking when people
receive their money. He said that the
average number of days it takes to pay bills
would be useful information to have.
IMMI
The latest IMMI report had been circulated
with the meeting agenda. Michael Gerson
and Robert Bartup both requested that all
BAR Overseas applications be sent to them.
Robert added that he had not received
notification on a BAR member currently
applying for IMMI and OG.
The meeting then discussed the IMMI
Claims Panel with Michael explaining its
background. He said that if a large operator
went under then IMMI would need assistance
from the Claims Panel. The Claims Panel
was set up two years ago and now a new
up-to-date panel of volunteers is needed.
James Falkner agreed to circulate current
members to confirm if they would like to
continue in their role. He also asked the
Council to give some thought to potential
new volunteers.
BAR Website
Stephen Vickers confirmed that the website
went live with a ‘soft launch’ in February
and, since then, has generated approximately
250 sales leads. [That figure has
approximately doubled by the time this
R&S went to press]. Stephen then said that
BAR would credit back all units from
January sales leads as many are not local
to the receiving company as few companies
had participated at that time. He said that
there were plans to include more active
marketing, provide a presence on
propertylive.co.uk (by April), that the NAEA
(National Association of Estate Agents) had
agreed to advertise the BAR website on its
website, and What Mortgage? had agreed
to publish an article from BAR each month.
Stephen said that, at the time of the meeting,
the companies that had signed up to the
charging table represent about 55 locations
in total. He then summed up by encouraging
the Council to take part if their company
hasn’t already signed up, as referrals
generated will convert to an increase in
business. Matt Purdie (BAR President) then
suggested that to encourage member
companies to sign up, an article should be
published in R&S to highlight companies
who have benefited from sales leads. Ian
Palmer then confirmed that the remaining
unspent 2009 budget (approximately £1500)
will be evenly distributed between all OG
companies who had signed up to the online
estimating system by the end of March.
The total money will be split in the form of
units for sales leads. There was general
agreement with this.

BAR Conference
Stephen Vickers confirmed that preparations
for this year’s BAR Conference in Bristol are
going really well and that speakers have been
confirmed including two representatives
from HMRC (Head of UK Border Force and a
representative from Excise re VAT). He said
that there would be more business sessions
than in Brussels. 2011 and 2012 conference
venues have also been secured; this was
especially important owing to the 2012
Olympics. Stephen reminded everyone of
the golf at St Pierre Country Club, on
Thursday 13 May and said that there are
limited places.
Ian Palmer (Chairman) confirmed that
the Overseas Group conference event will
‘piggy-back’ the partners’ tour to Bath on
Saturday 15 May. He then asked each member
of the Council to invite one overseas agent
to the conference to try and boost
attendance.
Council vacancies
It was agreed that nominations for the
Council should be sought and a ballot held
electronically, under the supervision of the
Company Secretary.
FEDEMAC EC proposals for amending
directive on working time
The information from Clecat on EC proposals
to amend the working time directive had
previously been circulated with the agenda.
Stephen Vickers asked the Council whether
it was in favour of bringing 3.5 tonne
vehicles into the Working Time Directive.
The Council unanimously disagreed with
the proposal.
Annual General Meeting
It was agreed that this year’s Annual
General Meeting would be an electronic
meeting and not held on the same day as
the next OG Council meeting (22 June). The
one item on the agenda would be nominations
to fill the vacancy on the Council. Stephen
Vickers then confirmed that there would
also be a special meeting held at BAR Watford
on the APG and IMMI shareholding.
Circulation of Council minutes
Robert Bartup asked whether the circulation
of minutes should just be posted on the
resources area of the website and not
emailed to the OG Group. Stephen Vickers
confirmed that a report on each Council
meeting will appear in a subsequent R&S
issue as well.
Model Terms and Conditions
It was agreed that a document would be
made available for members to compare
the differences between the old Terms and
Conditions and the new.
Are you missing out
on website leads?
T
he new BAR website went live in
February. Although it’s very early days,
some members have already started
receiving valuable enquiries through the site.
Gary Wheadon of D. Sully & Son
Gary has discovered the benefit of signing up
for enquiries from the new BAR website.
His customers, Mr. and Mrs. Jones were
very impressed with the site and Mr. Jones
said that, “It gave him confidence that the
companies recommended were professional
and capable of undertaking the move.” Mr.
Jones continued: “The information contained
was believable unlike some other sites.”
He was given three names of companies that
would contact him, although only two did. He
did ‘Google’ removal companies but only came
up with man and van outfits, which were not
what he was looking for. He found the BAR
website informative and well laid out. Although
he said that inputting some of the data was a
bit fiddly, he soon got the hang of it. Altogether
he thought that the site was a credit to the
Association and he would certainly recommend it.
“This was one of the early leads we received
from the lead generator and by no means is it
the only one we have converted,” said Gary. “I
have found it to be a very valuable tool in gaining
additional work in areas that I do not advertise
in due to the high cost/conversion ratio.”
“Yellow Pages and Thompsons have very
defined areas and we are on the edge of at
least three or four of them. I have to be very
specific about which directories I want to be
in, as the one that covers north London extends
far beyond the area I see as my catchment and
therefore very unlikely to secure the move.”
He added: “The introduction of the new
website has also made me look at the size of
the advertising we do as well and has helped
me secure a much better deal with the large
advertisers. When I pointed out the website
to the Yellow Pages representative he somehow
managed to drop his prices. The website is
BAR on BBC
M
att Purdie, BAR President, wore
his BAR hat firmly during a live
interview on BBC Radio Scotland
at the beginning of March. During the
interview Matt went head-to-head with
an online broker company and made
sure BAR came out firmly on top.
The broadcast was a 10-minute live
piece about removals on the Fred
MacAulay show at 10.30am – prime
time. The opportunity came after the
BAR News
working and producing very good, high quality
leads, I only hope that many more companies
climb on board soon as they are missing out
big time, especially when the ‘marketing
machine’ really kicks in.”
Robert Bartup of GB Liners
Robert is no stranger to lead generating
websites. Here he explains his previous
experience and how he believed the BAR site
does better than the others.
“I think it is fair to say that we have tried a
number of these websites which generate leads.
As a rough rule of thumb, they appear to me
to be 20% gold, 80% dross. Of the 20% that
are worth visiting, about a third tend to turn
into real business but the problem has been
that even a third have been at relatively low
price. So we have been booking something
like six out of 100 and at £5 for every lead,
cost per booking is prohibitive. We have
generally dropped these websites as
a result.”
“I have always thought that the idea of a BAR
website which generates leads is a good one.
I thought that it would probably produce better
quality leads and, of course, we would probably
be competing against better quality opposition
over these leads. In the first real month of
handling the leads, we found that a much
higher percentage convert into visits; certainly
well over 50%. They also appear to turn into
business at a better rate and at a higher price.
In February, our Brighton branch spent £45
on the BAR website and booked a £2,250 job
back from Italy and our Cirencester branch
spent £25 and booked a £450 job down to
Maidenhead. There are other bookings for
other branches so, generally, we are pretty
pleased with the value we have got initially.”
“I told people at the Movers & Storers Show
that I thought they were mad not to be
participating in this and that remains my
opinion. All the time they don’t, it is good
news for us.”
BBC phoned BAR to ask for a
representative to interview – Matt was,
of course, ideally placed.
During the interview Matt had the
opportunity of promoting the BAR
Code of Practice, explaining the
importance of having a contract, and of
plugging the new BAR website as an
alternative to broker sites that might
not represent the professional moving
industry.
April 2010 Removals & Storage 23
 BAR News
BAR Services helps improve your
environmental credentials
Our impact on the environment is becoming an immensely
important issue on a global level. Whatever the size of your
business you cannot afford to ignore your environmental
responsibilities and having an environmental policy is
becoming a necessity.
R
ecent studies by Defra and NetRegs
have found that 44% of us are happy to
pay more for products that are
environmentally friendly and 53% of SMEs
will choose a contractor that has greener
credentials even if it will incur further costs.
Pressure to minimise the environmental
impact now comes from local and national
governments and regulators as well as
customers and shareholders. Having an
environmental policy can therefore reinforce
your green credentials and also your
environmental credibility.
As a supplier of packaging materials, BAR
Services is mindful of its duty not only to have
its own environmental policy but also to provide
the members with any green information
relating to the manufacture and recyclability
of its products (in particular its corrugated
products). First let’s start with some basic
questions regarding environmental standards
that may affect you.
ISO 14001 - what is it in simple terms?
This is an internationally accepted standard
that sets out how to put in place an effective
Environmental Management System (EMS).
Firstly, aspects of your company that will
impact on the environment need to be identified.
Secondly, company objectives that will lead to
improvement need to be produced with a
management strategy being created which
will lead to these objectives being fulfilled.
The standard is designed to help balance the
maintenance of profit with the reduction in
your impact on the environment.
I am a small company and
implementing an Environmental
Management System (EMS) is time
consuming – is it compulsory?
The answer is ‘No’. Chasing the ISO 14001
accreditation can be onerous for smaller
companies but having a simple document
that outlines your company’s environmental
policy is highly recommended and achievable.
A company’s environmental policy is effectively
the cornerstone of the ISO Environmental
Management System but can be adequate on
its own if the full accreditation is not required.
What are the benefits?
Whether you have the ISO accreditation or
simply have a document outlining your
strategies to reduce your company’s impact,
this sends a good message not only to your
customers but also to your employees and
24 Removals & Storage April 2010
shareholders. It helps reassure your customers
of your social responsibility and your
commitment to monitor and continue to
improve your environmental performance.
Letting people know how passionate you are
about the environment is a great marketing
tool too.
Writing an environmental policy
An environmental policy is a written statement
outlining your company’s mission and driving
force behind the environmental objectives and
targets. Look at the key areas in your company
that may be creating an environmental impact,
look at the resources you use. Are there ways
you can ensure they are from sustainable
sources? Are you using energy efficient
transport? Is a policy of waste reduction and
recycling in place? Are your employees well
educated in environmental awareness?
The policy:
• Should provide general information on the
company (i.e. employee size);
• Should state the company’s aims and
objectives – a call to action;
• Should contain a contact person who is
responsible for environmental standards
within the company;
• Should be actively supported and endorsed
by senior management and accepted by all
staff;
• Allows management to communicate its
aims and objectives to employees and other
interested parties, including shareholders,
customers and suppliers;
• Should be part of the business strategy.
Above all, keep the statement short and
easy to read. Don’t be daunted by the task as
there is plenty of information and examples
on the Internet. At the end of the day, an
environmental policy is written voluntarily
and is not compulsory.
I don’t have ISO 14001, how can I
reassure my customers of my credibility?
This is where BAR Services can be of assistance
as it has done all of the hard work for you. As
one of the major industry suppliers of corrugated
cases it is important that BAR Services has its
own environmental policy and it insists that
all of its major suppliers have the ISO 14001
accreditation. If you are a smaller company,
you can assure your customers that the
packaging products you supply are
environmentally and ethically sourced and
that there is an ongoing commitment to the
environment.
How else can BAR Services help?
If your customer requires information
regarding the procedures used during the
manufacture of your packaging materials,
where the raw materials are sourced from or
if the packaging is recycled or recyclable then
BAR Services can provide this information for
you to put your customers, employees or
shareholders minds at rest.
Finally …
These steps towards helping our planet are
important but let’s not get the impact of
packaging materials out of proportion.
Packaging often gets a raw deal and is an
easy target as it is the most concrete, visible
and easy to understand for consumers. Did
you know that simply by turning the room
temperature down by two degrees in your
home or that driving one mile less per day
would save the amount of carbon it takes to
produce all the packaging used by a whole
family for a whole year?
That said, it is still important for the removal
industry to do its bit. The steps your company
makes towards reducing your carbon footprint
should be seen as a benefit not a burden. It
should be embraced by you and your employees
as a positive step towards sustainability. Your
company should be proud of the policy it puts
in place to help the environment and it should
be displayed wherever possible, particularly
on the company website. As businesses, we
should look at our environmental policy as
making positive steps to a healthy, happy
planet for generations to come.
BAR Services
has its own
environmental
policy and it
insists that all
of its major
suppliers have
the ISO 14001
accreditation.
 Addressing the Needs of our Members...

Free Legal & Financial

Advice Lines for
BAR Members
MEM BERSHIP
INITIATIVE

The “Credit Crunch”, rising fuel prices, rising inflation, and more specifically the down turn in the
housing market and reductions in new mortgages and re-mortgages, are impacting us all.
As an Association we aim to support member companies in every way possible. To that end we have set up two free
advice lines using partners with whom BAR have long established business relationships. One is an expansion of an
existing service, the other being a brand new service.

The advice lines will be available to Directors/Partners/Owners of member companies and will work
as follows:
� Please give your BAR membership number, company name and your contact details.
� Briefly describe your issue/question to the advice line operator.
� Your call will be logged and checked by a partner to ensure proper follow up has taken place.
� The call will be passed through to the most suitable contact person.
� If you use the email facility, please provide the same information as above so that the email
can be correctly dealt with.
� If it is possible to resolve the matter over the phone within a reasonable time then the
advice will be free.
� If the specialist thinks that the matter needs a ‘face-to-face’ meeting then this will be
suggested. This meeting can be at your premises, the adviser’s offices or a neutral convenient
location. This meeting will also be free.
� Should the matter be complex requiring significant time, resource or research then the adviser
will provide a full written proposal and quotation. This proposal will be at a discounted rate.
No charges will be made until such proposal is received and agreed.

You should note that this service is an additional and exclusive free service to members who, in the current
economic climate, may need immediate independent financial or legal advice.
More complex matters may be chargeable by our partners in this venture, but no charges will be made until all costs
and services have been clarified and agreed by all parties.
To help us to monitor these services please send any comments, queries, suggestions to:
membersupport@bar.co.uk

Please tear off and keep this card

MEM BERSHIP
INITIATIVE

MEM BERSHIP

Financial Support Advice Line

INITIATIVE

in & Tel: 0207 630 6665

association email: BAR@wellersaccountants.co.uk
with www.wellersaccountants.co.uk
For legal advice see reverse
 Advice Lines
Advice lines will be available from
9:00 a.m. to 5:00 p.m.
MEMBERSHIP
INITIATIVE Monday – Friday (excluding public holidays)

Financial Support Advice Line

0207 630 6665 email: BAR@wellersaccountants.co.uk
Main contacts will be:

Kathleen Parker – Partner: Michael Webb – Manager:

With Wellers for eighteen years and specialises in Michael knows the value of long lasting client
providing strategic advice to her SME clients. relationships; has the technical ability and expertise
Her work includes business reviews, tax planning to respond rapidly to changes in legislation and
and delivering advice for sustainable growth. provide relevant and timely advice to his clients.

Norma Stewart – Partner: Timir Palit – Tax Manager:

Has a broad range of commercial experience and With more than thirty years experience covering a
works with her clients as an integral part of their wide range of corporate and personal tax issues,
business, helping them handle compliance issues as he has the skills to provide practical expertise and
well as identifying fresh opportunities for growth. tailored solutions for his clients.

Legal Support Advice Line

01254 828300 email: linda@backhouses.co.uk
Main contacts will be:

James Backhouse - Director: Stephen Meyerhoff – Solicitor:

Regulatory and compliance matters and advice on Provides employment law advice as well as
O licence issues. commercial advice on contractual disputes
including advising on terms of trading.

Jonathan Backhouse – Director: Barry Prior – Consultant:

Company and commercial matters, including Specialises in goods in transit and liens.
restructuring and business organisation.

Please tear off and keep this card

MEMBERSHIP
INITIATIVE

Legal Support Advice Line MEMBERSHIP

INITIATIVE

Tel: 01254 828300 in &

email: linda@backhouses.co.uk association
www.backhousejones.co.uk with
For financial advice see reverse
 BAR News

Product of the Month

Brown cartons – economising without compromising
Do you want to continue to make savings on
packing materials? Then look no further than
For further details on the brown Pack 2s
BAR Services. Don’t forget a major saving can
and Pack 6s, please call the BAR Services
be made by simply changing from white to
sales team on 01342 870087 or alternatively
brown cartons. Buying a brown alternative can
email sales@barservices.co.uk.
be an area for potential short-term savings with
prices being over 10% lower than the more
customary white carton.
Due to the popularity of the brown Pack 2s and
6s, BAR Services has been able to negotiate a
substantial discount on the price of these cartons
which it continues to pass on to you, the members.
Previous special offers on brown cartons from
BAR Services have proved to be particularly
popular with the membership, as it means making
a saving whilst not making a compromise on
quality. Keep your eyes open for a spring offer
that you can’t afford to miss.

BAR Services Ltd, Moor Hall, Sandhawes Hill, East Grinstead, Sussex RH19 3HQ Tel: 01342 870087 Fax: 01342 870072 Email: sales@barservices.co.uk

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April 2010 Removals & Storage 27

 CMG News

CMG golf 2010

Don’t miss the CMG golf day on 5 October,
2010 sponsored by Basil Fry & Company,
PHS Teacrate and Steel Storage.

T
his year the competition is to be held at
the beautiful Staverton Park golf club
set in 140 acres of Northamptonshire
countryside. It’s a mature, championship-
standard, par 71 course with four small lakes
and 64 American-style bunkers (to provide
something to aim for). The course was first
opened in 1977 and is an undulating parkland
course that frequently hosts regional,
county and midland PGA events.
If you would like to try your luck (sorry,
test your skill) at this premier CMG sporting
event, contact the organiser, Kevin Mack, on
kevin@companymoves.co.uk or 01252 549381.

28 Removals & Storage April 2010

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 CMG News
Richard O’Sullivan:
a man for all seasons
There is a little saying that you get out of life what you put into life.
If ever there was an example that proved that saying to be true then
it’s Richard O’Sullivan of Russell Fewins Ltd.
W
hy a man for all seasons? Well one
reason may be that whilst Richard
spends his professional time
focussing on the indoors of the commercial
removals and facilities industry, his passion
for the outdoors is clear for anyone to see.
“I guess that it’s true that I approach my life
outside of the office with as much enthusiasm
as I approach my work inside the office,”
Richard explained.
His outdoor pursuits include cycling, braving
the elements and the rush hour traffic to
complete the 30 mile round trip to the office
in Dartford from his home near Sevenoaks in
Kent. “Cycling is a great joy – despite having
to tackle the North Downs on the way in to
work - and I would recommend it to anyone
who can work it into their working day.”
However, unlike many of his colleagues on
the CMG council, Richard has given up playing
golf, ‘‘I’m frustrated to have spent so much
time playing a sport that I’m so bad at.’’
Before joining Russell Fewins Richard had
almost 20 years experience in the
telecommunications industry, working as a
senior manager running operations across
Europe for a number of major telecoms
companies. That came very quickly to an end
on 9/11 while he was busy working in Spain
looking into building a telecoms network for
an American telecoms company. ‘‘After the
events of that day in New York the industry
collapsed and using my MBA I started to work
as a management consultant. One of my first
clients was Russell Fewins. Paul Fewins and
Charlie Russell asked me to develop a business
and marketing plan to help take the business
to the next level.’’
This proved successful and in 2003 he was
given the opportunity to become a partner in
the company and take the role of managing
30 Removals & Storage April 2010
director. ‘‘With no history in the removals
sector I like to think that I look at the industry
with fresh eyes. Re-branding the company
and developing a broad range of services has
helped Russell Fewins to develop a strong
and broader customer base.’’
Diversifying and providing a facilities service
broader than purely commercial removals has
been Richard’s main priority and this has
helped to smooth the natural ebb and flow of
the business – particularly during the recession.
“We have made a conscious decision to invest
in our staff, our service and our marketing
during the recession,” said Richard. “I think
that it has paid off and positions us well as
the tightness of the economy eases.”
Richard said that when Russell Fewins first
joined the BAR and the CMG David Bunting and
Andy Carr both went out of their way to be
friendly and helpful at conference and industry
events. With their encouragement he started
to attend CMG council meetings in 2005 and
become a councillor in 2006.
Richard sits on two subcommittees, Marketing
and CMOTY. The Marketing sub-committee
has been busy promoting the CMG and more
recently BS 8522 to the facilities sector. All CMG
members need to have BS 8522 accreditation
and Richard sees this as good thing for the
industry. “This new accreditation shows the
benefits to customers of using CMG members
and raises our standards to meet the growing
expectation that the facilities sector rightly
demands.”
Richard continued, ‘‘Improved relationships
with the BIFM (British Institute of Facilities
Management) and FMA (Facilities Managers
Association) should increase the CMG’s exposure
in its core customer base.’’
Richard lives in North Kent, with his wife, two
teenage daughters and a border terrier dog.
His ‘man for all seasons’ label sits well with
his love of fell walking and outward bound
activities. The Lake District is often frequented
and challenging routes taken head on regardless
of weather. “There is nothing better than
experiencing a bit of hardship to make your
pint taste that much better at the end!”
The annual pilgrimage to the Alps is very
much part of Richard’s outdoors lifestyle which
he enjoys with his family. “I really enjoy
skiing – probably more than any other leisure
activity – and it is the complete holiday by any
measure. I just wish the euro was a bit weaker
so that I didn’t have to take sandwiches.”
And if skiing and walking are not enough
outdoor activities then you can also add
sailing into the mix. A qualified day skipper,
Richard has participated in yacht racing and
was involved in several Global Challenge
sprints.
Richard said, “Racing is such a high
adrenaline activity but unlike skiing it is very
much a team effort. We were fortunate to
have a great team which makes a massive
difference – as it also does in business.”
For the film buffs amongst you A Man For
All Seasons may resonate with the 1966 film
about Thomas More’s battle with Henry VIII.
Whilst this may not be Richard’s favourite, he
certainly is an avid film enthusiast.
“My greatest discovery was LoveFilm a few
years ago,” he says. “Since then we have been
watching three or four films a week.”
So what is the best film he has seen? “During
2009 I would say my favourite film was Before
The Devil Knows You’re Dead, a film about a
jewellery robbery. However my all-time
favourite would have to be the original The
Manchurian Candidate.” Let’s hope there
aren’t any similarities with the Communist
Party assassin!
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 CMG News
Meeting report:
Commercial Moving Group
The CMG Council had its regular
meeting in February. Discussions
were as follows:
Vehicle stickers
The first discussion was to clear up an item
from the previous meeting relating to
BS 8522 vehicle stickers. It was agreed that
these would be produced by BAR Services
and made available through QSS.
Council positions
Councillors usually serve a two-year term.
Most councillors were mid-term however
Kevin Mack, who had come to the end of
his period in office, agreed to serve for a
further two years. That left four vacancies
on the committee; Robert Poyner, Mark
Herrington and Richard Hill all agreed to
put their names forward for election.
Kevin Mack
has agreed to
serve as a
CMG councillor
for a further
two years
CMG Sub-committees
Although the Marketing & CMOTY was a
joint committee it was agreed to separate
them but hold respective meetings on the
same day. Sub committee members were
confirmed as:
Marketing Sub Committee
Rod Seeland, Richard O’Sullivan, Danny
Rutter, David Stanley, Mark Herrington +
Andy Carr (Co-opted), Stephen Vickers
and Paul Swindon.
CMOTY Sub Committee
Richard O’Sullivan, Neil Rogers,
Danny Rutter, David Stanley plus
Nigel Shaw (as CMG Treasurer), Stephen
Vickers and Paul Swindon.
Training Sub Committee
Rod Seeland, Neil Rogers, Kevin Mack,
Robert Poyner, Phil Oram, Andy Carr
(Co-opted) and Loren Webster.
Finance Sub Committee
Nigel Shaw (Treasurer).
It was decided not to continue the
Standards Sub Committee.
32 Removals & Storage April 2010
CMG training
The CMG Apprenticeship is close to
completion; it’s hoped that an announcement
will be able to be made at the conference.
As previously announced the Apprenticeship
will be in three parts - Award/Certificate/
Diploma. Anyone can apply for any of the
three levels.
Marketing update
The need to promote the introduction of
BS 8522 aggressively was discussed as
were suggestions as to how this could be
achieved. It was confirmed that the CMG
has been asked to write a Commercial
Moving Best Practice guide for BIFM
members free of charge. CMG has also been
given a free stand at The Facilities Show
from 11 – 13 May 2010, at the NEC, in return
for promoting to CMG members. A speaking
slot might also be available; Stephen Vickers,
BAR Director General, offered to speak on
the show’s first day. A new CMG leaflet is
being designed by the BAR Commercial
Departmentt for use in the promotional
folder and any future events or exhibitions.
As there is a limited stock of the CMG
promotional leather folders available it was
agreed to give a folder to every CMG member
that attends the annual conference.
Stephen Vickers confirmed that the CMG
Sales Lead generation system is to be added
to the FMA website and the commercial
site of the NAEA’s website.
BIFM and FMA members have been invited
to attend an ‘Invitational Golf Day’
Golf Day
An ‘Invitational Golf Day’ was suggested
with BIFM and FMA members being invited
to attend. The FMA has provisionally
agreed. It was also suggested that editors
of FM publications should be invited too.
The event will take place in the Midlands in
early October.
WINNER
COMMERCIAL
MOVER OF
THE YEAR
2010
CMOTY Update
The sponsors of the Commercial Mover of
the Year competition have been confirmed
as PHS Teacrate, Reason Global Insurance
and Wendover Corporation. There are two
finalists - BCL and Pickfords Business Moving
– both have been awarded full delegate
packages to attend the BAR conference.
It was explained that the judges used a
strict scoring code to select the finalists.
A summarised report will be given to
every CMOTY entrant including scores
benchmarked against the winner’s score
plus the overall average scores. These
reports will be issued after the winner
is announced.
David Bunting has been asked to carry
out a survey of the CMG Members, similar
to that he performed last year, to be
presented at conference. It was recommended
that this survey be carried out annually.
Other business
Ian Studd resigned from the CMG Council
owing to his involvement as Vice President.
The Chairman acknowledged Ian’s past
involvement on the Council and agreed to
send Ian a formal letter thanking him for
his services to the CMG.
It was also Matt Purdie’s last CMG meeting
as BAR President; he commended and
thanked the Council for its hard work.
Ian Studd resigned from the CMG Council
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 Training News
Out and about with
David Hookins
Driver CPC Training
Several BAR members took the opportunity of
what is traditionally a quiet period in the
removals industry to carry out part of the
required 35 hours periodic training under
the Driver CPC regulations. David Hookins,
BARTS Field Trainer, delivered Driver CPC
training to Barnes of Lincoln, Express Removals
(Bexhill), ICM Gerson (London), Britannia
Leatherbarrows (Bournemouth), Maidmans
(Bournemouth) and R.H. Pardy (Christchurch).
David also spent a week in Scotland delivering
Driver CPC training to Matt Purdie & Sons,
Kilmarnock Removals, Kenneth Hayton
Removals and Clark & Rose.
David reported that the feedback from the
drivers on the courses had been very good.
They all benefited from the training and agreed
that the compulsory training was better than
expected. The authorities have set a deadline
of September 2014 for completion of the 35
hours training and most BAR members have
given some thought to how best to carry out
the training to give the least interruption to
their operations. David said that it was good
to see members working together to book
training to keep cost to a minimum and also
using BARTS’ scheme for a 5-year Driver CPC
training plan. Any members who have not
booked their training should contact BARTS
who will be pleased to offer advice.
Remember after September 2014: no Driver
CPC Qualification card – no work.
Britannia Squab Group, Leamington Spa
David Hookins delivered manual handling,
fragile packing and non-fragile packing
training to Britannia Squab Group on site at
their premises in Leamington Spa. The
training was used to ensure compliance with
health and safety regulations and refresh the
Fox Group - awarded a grant under the ‘ProAct’ scheme in Wales
34 Removals & Storage April 2010
skills of Britannia Squab’s employees. It was eligible for funding”, said Paul Fox, Fox
also an opportunity to train new employees Moving and Storage.
who have been employed owing to Britannia The benefits to Fox Group will be that all
Squab’s continued growth. staff will be trained, and certificated, and an
David commented that it had been a good ongoing development programme will be
day’s training with great feedback from established. The training will also include
Britannia Squab’s staff, some of whom were selling skills, estimator training, management
very experienced. All the staff had gained training and office skills. Training grants are
from the training. Emlyn Evans, Britannia available in several areas. The type of funding,
Squab’s MD, commented that although they and amount of funding, might depend on the
have their own in-house training programme type of training or area the business is trading
there was a real benefit to having outside in. Any members requiring assistance or
training which brings new ideas and methods advice regarding availability of funding or
into the company. applying for funding should contact BARTS
on 01923 699484 or training@bar.co.uk.
Funding for training
Paul Fox, managing director of Fox Group Express Removals
(Moving & Storage) Ltd, has obtained a grant
through the Welsh Development Agency for
training. The grant allows for assessment
and certification of existing skills and then
development of further skills which are
beneficial to both the employer and employee.
David Hookins, BARTS Field Trainer, is
currently assessing Fox Group’s operative
staff for their foundation skills. Once this
process is completed, and all staff certificated,
further training can take place to provide
advanced skills, overseas skills and commercial
skills. This will ensure that all staff are trained
Britannia Leatherbarrows
and certificated for the skills they require to
carry out their duties.
“Local government can often help companies
directly with funding to assist training,” said
Paul. “In our case the Welsh Assembly
government was able to award us a grant
under their ‘ProAct’ scheme. This provides
assistance for viable companies to provide
recognised training to their workforce. Fox
was able to partner up with BARTS and
provide a recognised training programme
Matt Purdie & Sons did Driver CPC training
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 BARTS Practical Estimating
& Selling Skills Courses 2010

BTEC Award in Practical Estimating Watford Course Dates 2010

£545 + VAT (BAR MEMBER) March - 18 & 19 August - 17 & 18

April - 15 & 16 September - 22 & 23

This 2 day course is practically based and is designed May - 17 & 18 October - 20 & 21
to teach students the art of estimating as well as face
to face sales techniques. June - 3 & 4 November - 18 & 19

The course covers topics such as : July - 15 & 16 December - 09 & 10

- Practical Estimating at 2 local properties

- Quantity Assessment
- The Role of the Estimator
- Health & Safety
- Communication Techniques
- Contract Conditions
- Removals Insurance

Selling Skills/Promoting the BAR OFT Watford Course Dates 2010

Code of Practice
March - 17 August - 11
£99 + VAT (BAR MEMBER)
April - 14 September - 08

May - 19 October - 06
This 1 day course is designed to enhance sales skills
and to demonstrate the most effective way of June - 09 November - 17
promoting the BAR OFT Code of Practice to win
business. July - 07 December - 08

The course covers topics such as:

- The Role of the Salesperson

- Marketing
- Prospecting & Negotiating
- Promoting the OFT Code
- Communication & Presentation
- Identifying Customer Needs
- Closing the Sale

Book your places today

Call 01923 699484 or email training@bar.co.uk

BARTS
Because your people are your biggest asset THE INDUSTRY
SPECIALISTS
 BAR Conference 2010
13 - 15 May 2010, Bristol Marriott Hotel City Centre
‘Partnership for Profit - Preparing for the Future’

Welc
ome t
o the
BAR
Con
feren
ce

For the latest information and to book, please visit

www.bar.co.uk/conference2010.aspx
 Don’t miss out on the event of the year ...
Come and share the most highly anticipated event
in the professional removals calendar
Following on from last year’s highly successful ����������������������� theme, this year’s
conference aims to build and enhance on that theme by ��������������������������.

The BAR Annual Conference 2010 will be hosted in the Bristol Marriott Hotel - a superb
venue that offers the perfect location for our 3-day event ... don’t miss this opportunity!

Conference 2010 Highlights

�� The BAR Annual Golf Challenge 2010 kicks off on Thursday 13 May at the prestigious St. Pierre Country Club,
��������������������������������������������������������������������������������������������������������������
The day will also include conference attendees competing for an additional competition prize. For more
information, please contact commercial@bar.co.uk.
�� We are delighted to welcome to the conference our keynote speaker Rachel Elnaugh of ‘Dragons’ Den’ fame.
This former ‘Businesswoman of the Year’ and highly experienced entrepreneur will present a personal account of
her professional success through the years. Don’t miss Rachel’s highly motivational and entertaining speech.
�� Top class presentations from our Corporate Alliance Partners - who will offer relevant expert industry advice and
guidance on making the most of business partnerships and preparing for the future.
�� Find out what new and innovative products and services exist in the removals and storage industry by visiting our
annual Trade Exhibition.
�� The Young Movers event will take place at ‘Jungle Rumble’ - a superb venue for our Young Movers to meet up
and have fun playing crazy golf.
�� Who will be the 2010 Domestic Mover of the Year and Commercial Mover of the Year? The Gala Night Dinner
will include the presentation ceremony unfolding the richly deserved DMOTY and CMOTY winners.
�� Top class social events NOT to be missed - beginning with a Drinks Reception followed by a Welcome Buffet
and Party Night at the stunning Explore @Bristol & Planetarium, one of the South West’s most prestigious
and unique venues. Enjoy and socialise with fellow members at this iconic location. The Black Tie Gala Evening
Dinner held at the Bristol Marriott promises to be a���������������������������������

C A R!
WI NA

‘Crack the Safe’ during the conference

to win a brand new MINI ...

To register for the conference, please visit:

www.bar.co.uk/conference2010.aspx
 Conference Programme
Thursday 13 May 2010 Saturday15 May 2010
Morning Morning
�� ������������������ - St. Pierre Country Club �� ���������������- Those not attending the business
Championship Old Course sessions have the opportunity explor the Roman
city of Bath. The visit will include transport, a city
Evening tour and lunch. The Overseas Group will be
�� ����������������� - sponsored by: joining the Partner’s Tour as their Conference event.
drinks and buffet dinner included CMG Business Sessions
�� ������������������ at ‘Jungle Rumble’ CMG Annual Meeting
Corporate Alliance Partner - Presentations by:
Friday 14 May 2010
�� BT - to include the launch of an exciting
Morning new product which will support your
����������������������������������������������� business in the removals market place
������������� �� Facilities Management Association
�� Greenworks
������������������������ �� PFM ‘Moving Trends Survey’
�� BAR AGM Afternoon
�� RBA AGM
�� President’s Inauguration �� �������������within the exhibition area and
a chance to eat and drink with our exhibitors
Conference Business Sessions - Presentations by:
CMG Business Sessions - Presentations by:
�� UK Border Agency
�� BARTS �� Corporate Alliance Partner - British Institute
�� Furniture Re-use Network of Facilities Management
�� BAR ‘Standards’ �� ����������������������������������
�� ��������������������� �� Formal launch of the CMG apprenticeship
�� HM Revenue & Customs �� Keynote speaker - Rachel Elnaugh
�� Trailer for the 2011 conference
Afternoon
Evening
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Conference Business Sessions - Presentations by:
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�� Corporate Alliance Partner - NAEA dancing, as well as honours and awards
�� BIP Solutions presentations, including ������and
�� BAR Self Storage ������ winners. Music by������������� WINNER WINNER

�� ������������������������������ a show band that has earned the

COMMERCIAL
MOVER OF
THE YEAR
DOMESTIC
MOVER OF
THE YEAR
2010 2010

�� ����������������������������������� reputation for offering the ‘very best in

live entertainment’.
Evening
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historic cathedral and Millennium Square. Enjoy the
Planetarium and exhibitions in the @Bristol Venue.
Buffet dinner will be served in the Rosalind Franklin
Banqueting Hall where you will have the chance to
relax, socialise and catch up on the day’s events.
Proudly sponsored by: Rachel Elnaugh Vice Versa
 CONFERENCE DELEGATE PACKAGES

Conference Price
Description
Package (p/person)
��������������
3 night’s accommodation (B&B) 13-15 May 2010, entry to all business sessions, trade
Package £599.00 + VAT
exhibition, all social events, tea/coffee refreshments and buffet lunches.
������������
�������������� 3 night’s shared accommodation (B&B) 13-15 May 2010, entry to all business
Package sessions, trade exhibition, all social events, tea/coffee refreshments and buffet £425.00 + VAT
������������ lunches. partners’ tour on Saturday 15 May 2010.

���������������� Accommodation (B&B) on any 2 consecutive nights between 13-15 May 2010, entry
Package to all business sessions, trade exhibition, all social events, tea/coffee refreshments £425.00 + VAT
������������ and buffet lunches on the respective dates.
Shared accommodation (B&B) on any 2 consecutive nights between 13-15 May
�������������������
2010, entry to all business sessions, trade exhibition, all social events, tea/coffee
Package £350.00 + VAT
refreshments and buffet lunches on the respective dates. Partners’ tour on Saturday
������������
15 May 2010.
�������������
Entry to all business sessions, trade exhibition, tea/coffee refreshments and buffet
Package £110.00 + VAT
lunches.
����������������

EXHIBITION PACKAGES

Exhibition Price
Description
Package (p/person)
Exhibition Package 2 x full delegate packages (as above), 1 x exhibition shell scheme (3m x 2m),
£2500.00 + VAT
����������� 1 x dressed table, 2 x chairs, spotlights, power supply, wireless internet.
Exhibition Package 2 x full delegate packages (as above), 1 x exhibition shell scheme (3m x 2m),
£3000.00 + VAT
��������������� 1 x dressed table, 2 x chairs, spotlights, power supply, wireless internet.

O RSH IP
SPO N S
If you would like to
������� or exhibit
at the conference
to promote your
products and services
please contact
��������������������

�������������������������������������������������������������������������������������������������������������������
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For the latest information and to book, please visit

www.bar.co.uk/conference2010.aspx
 Training News

Have your BARTS training funded

S
mall businesses are vitally important
to the economy and make an immense
contribution to its innovation and
development. They boost regional
competitiveness and bring opportunity and
enterprise to local communities. To help
these businesses thrive, flexible funding is
available to help owners/managers improve
their leadership skills. This funding can then
be used to access a variety of leadership
and management courses offered by BARTS.
What funding is on offer?
For each business, up to £1000 is available.
The first £500 is on a grant basis, the second
£500 must be match-funded by the employer.
Who is eligible for leadership
and management funding?
The funding is available to small to
medium-sized enterprises with between
five and 250 employees. A number of
managers from each organisation can
access the funding.
How can BAR members access
this funding?
Managers working for BAR member
companies can access the funding through
the Learning Skills Council’s Leadership
and Management Advisory Service (LMAS),
which provides diagnostic services for
leadership and management needs.
An advisor will be on hand to explain the
funding process and will ask members to
state the training provider they intend to
use. Once funding is in place BAR members
can use it to access any of BARTS’
leadership and management qualifications
and courses.
This is a great opportunity for BAR
members to gain a significant contribution
towards professional, industry specific
training that can be used to fund BTEC
nationally recognised qualifications.
BAR members can find their nearest
LMAS by calling 0845 600 9966.

Training Exclusive
to BAR

Payment Initiative Members

BAR Training Services offer members a payment initiative on all of our training
MAKING
courses. Training may be carried out at head office, on-site or using our mobile
TRAINING training unit.
AFFORDABLE Payment for training with a value of over £1,200 can be spread over four monthly
payments for your convenience.
To take advantage of this offer, a non refundable deposit of 30% must be paid with
your booking confirmation. Please see the example below:

Cost of course - £1,200

Date: Deposit Month 1 Month 2 Month 3 TOTAL
Payment: £360 £280 £280 £280 £1,200
(all figures quoted are subject to VAT)

For a full list of BARTS courses please visit the training section of the website at:
www.bar.co.uk

April 2010 Removals & Storage 41

 �����������������������
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Brand New
������������������� Workshop
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 Training News

Writing a Winning Tender Workshop

New course launched!

B
AR Training Services recently
introduced the new workshop ‘Writing
a Winning Tender’ which will be running
throughout the year at BAR Watford. The
workshop was introduced to support BAR
members in their pursuit of public sector
contracts. Public tendering for such contracts
has become a large part of modern business
life, especially in times of economic uncertainty
where normal day-to-day work has proved
difficult to find. Tendering gives BAR members
the opportunity to bid for and win work or
contracts from organisations such as local
government, schools and health care services.
Those attending the workshop will have the
chance to discuss their ideas and methods, as
well as learning new tips and skills for
constructing a professional tender for the
public sector.
This course is designed to provide BAR
members with advice and support to enable
them to win new business when tendering for
local government contracts – only £99 from
11:30am until 3.00pm. The course includes:
• Constructing a winning strategy
• Risk management
• What to write
• Identifying your USP
• Where you can stand out
• Common mistakes
• Opportunities to score
• Presentations
• Feedback
• Pricing
• Tips and techniques
• Useful information
Dates: Wed 7 April, Wed 5 May, Tues 8 June,
Tues 20 July.
Comment from Ian Studd, Director
Harrow Green Removals Ltd.
“In today’s commercial moving market place,
the process of responding properly to formal
tender documentation is massively important
and is certainly one of the key factors in
determining between success and failure. Most Graham Puddephatt from
large and complex moves will be subjected to Reason Global said:
evaluation through formal tender process, “This is a fantastic opportunity for smaller
both in the public and private sectors. The members to take advantage of the government’s
purpose of the tender process is that it provides intention to make tender opportunities available
the buyer with the proven methodologies to local SMEs. This new BARTS course
necessary to successfully evaluate potential demonstrates how simple the process is and
suppliers and also to demonstrate to their own how to avoid any pitfalls. Bear in mind that
businesses the robustness of their supplier public liability insurance may need to be raised
selection process, and properly align financial and professional indemnity may be required.”
considerations to service provision and best
market practice. This process allows companies
to select a service provider that best meets
their requirements across all contributing
factors (service provision, track record,
financial response, etc.).”
“The tender process can, and in most cases
does, involve potentially complex structured
responses that allow the buyer to analyse in
detail those responses, eventually arriving at
a scoring matrix against each bidding
participant. This matrix will then in most
cases support the selection of a short list of
providers and/or a potential preferred service
provider. Once short-listed, those potential
service providers are often invited to present
their responses in more detail to the selection
panel, and that detail will include the need to
demonstrate that the service levels offered in
the tender process can and will actually be
provided. The final stage is of course the
appointment of contract and this is the point
at which the detailed negotiation and
agreement of both the service levels and
terms of business are finalised.”
“If involved in formal tender process it is
vital that any response is properly constructed
and specifically addresses each and every
one of the circumstances raised in the tender
document, in this process one size definitely
does not fit all. The level of attention to detail
required cannot be understated, but to have a
real chance of success in any formal tender
situation, a properly thought out, relevant and
well constructed response is absolutely crucial.”

BARTS Selling skills course

P
resented by Loren Webster, BARTS’ Training
Manager, the BARTS Selling Skills course
takes place between 11:00am – 3:30pm.
Learn how to convert enquiries into sales and how
best to promote the BAR OFT Code of Practice
to your customers.
BARTS Selling Skills course will be taking place
at BAR Watford on the following dates throughout
the year: 14 April, 19 May, 9 June, 7 July, 11 Aug,
8 Sept, 6 Oct, 17 Nov and 8 Dec.
“Excellent training programme, thank you.”
Jason Evans – Perry Removals
“I would definitely recommend the course to
others in sales roles.”
Lauren Bygrave – Stephens Removals
“Very enjoyable day with elements applicable to
all sectors of the removals business.”
David Stanley – Xpress Relocation

April 2010 Removals & Storage 43

 AGS FW London BAR_135x188_eng Hires.pdf 1 2010/01/08 04:58:36 PM

AGS Four Winds,

for moving with peace of mind

� International and Domestic Removals

� 36 years of experience � 125 branches in 75 countries
� Secure storage ��High quality packing material
� Customs clearance and Transit Insurance

AGS Four Winds London has recently moved to new

C world-class facilities to accommodate the growth of its
business in international removals and storage.
M

Y We specialise in short- and long-term storage, and offer this

service at highly competitive rates to the private and
CM
corporate sectors. We are also available for trade storage with
MY the benefit of being conveniently located within the M25 with
reduced transit times.
CY

CMY In view of this expansion, AGS Four Winds London is currently

recruiting people with experience in Business Development
K
and International Move Coordination.

Memb. No: A015

AGS FOUR WINDS LONDON

Unit 1, Trade City Business Park, Cowley Mill Road,
Uxbridge, Middlesex UB8 2DB
Tel: +44 189 520 1595 - Fax: +44 189 520 1581
Email: mario.amato@agsfourwinds.com
AGS, you deserve the best www.agsfourwinds.com

BAR Training Services

Training Available on your premises
The following courses can be delivered on site by our Field Trainer using
our mobile training vehicle:
• Health & Safety awareness • Removals Documentation
MAKING • Manual Handling • Fire Warden Training
TRAINING • Fire Safety Training • Risk Assessment
AFFORDABLE • Induction Training • Fragile Packing - Beginner/Refresher
• Basic/Advanced Packing Skills • Specialist Packing/Piano’s
• Vehicle & Container - Loading • Writing a Winning Tender - NEW!
• Warehousing • Selling Skills
������� • Export Wrapping • Removals Apprenticeship
������ • Commercial & Overseas Training • BTEC in Practical Estimating
��
��������
• Team Leader Training • BTEC in Removals Management
���������
•� Driver CPC •� Train the Trainer
�������� Please visit the BAR Training Services section at www.bar.co.uk
to download a booking form or call us on 01923 699 484
*All courses are subject to change.

BAR Training Services, Tangent House, 62 Exchange Road, Watford, Herts, WD18 0TG.
T: 01923 699484 F: 01923 699481 E: training@bar.co.uk W: www.bar.co.uk

�������������������������������������� ������������������
 JAUPT APPROVED CENTRE AC00191

INDUSTRY SPECIFIC DRIVER CPC

TRAINING FROM BAR TRAINING SERVICES

BAR Training Services train you at the

following locations at specially
discounted member rates:

At your premises
In the BAR areas
BAR in Watford

Flexible training the way you want it!

Book your places NOW

or for further information
contact BARTS on 01923 699484
BARTS
THE INDUSTRY
Because your people are your biggest asset SPECIALISTS

DRIVER CPC DEC 2010.indd 1 2/11/2010 3:18:02 PM

The Professional Advisers Panel is a brand new
initiative specifically designed to offer members
extended support across every aspect of their business.
This is a development of our highly successful Insurance
Broker Panel scheme whereby BAR members receive
unlimited support, guidance and advice from qualified
specialist companies within the UK. We are constantly
looking at ways to support our members businesses;
therefore, if this initiative proves to be a success, we will
develop the Professional Advisers Panel even further into
other relevant areas such as Health & Safety and
Environmental services.

For any independent insurance, financial or legal advice, please contact a

BAR Professional Adviser partner.

Insurance

Basil Fry & Co Ltd Reason Global Insurance

Tel: 01372 385 985 Tel: 0845 602 1775

Email: broking@basilfry.co.uk Email: info@reason-global.com
Website: www.basilfry.co.uk Website: www.reason-global.com

Financial Legal

Wellers Backhouse Jones Solicitors

Tel: 0207 630 6665 Tel: 01254 828300

Email: BAR@wellersaccountants.co.uk Email: enquiries@backhouses.co.uk
Website: www.wellersaccountants.co.uk Website: www.backhousejones.co.uk

MEMBERSHIP
INITIATIVE

in association with

Three Middle East
appointments for Crown
Gus van Geijtenbeek, Amanda Jones and Christopher Grimshaw
have all joined The Crown Worldwide Group as managers for its
Middle East operations.
G
us van Geijtenbeek is Business
Development Manager for Crown’s fine
arts division in the Middle East;
Amanda Jones is Division Manager for Moving
Services in Dubai; and Christopher Grimshaw
joins Crown Doha, Qatar, as General Manager.
Gus will focus on developing Crown’s
established fine art operations in the Middle
East. Amanda will work to increase Crown’s
market share in Dubai and get the company
more involved with supporting community
associations. In his role as general manager,
Christopher will apply his years of experience
Gus van Geijtenbeek Amanda Jones
Changes
at Brytor
International
M
ichael Rathbone, President of Brytor
International is pleased to announce
that he has been joined by new
partners following Harry Bilchik’s retirement.
Harry will continue at Brytor on a part-time
basis but will now be able to enjoy a non-
executive role after 17 years with the
company and many more in the industry.
The new shareholders are Brian Jones who
joined Brytor earlier in 2009 as Executive
Vice President and heads up the Sales &
Marketing division and Jay Ryan, Vice
President of Operations who started with
the packing staff on the vans in 1989 and
worked his way up to his present position.
to further expand Crown Relocations, Qatar.
Andy Marshall, Regional Managing
Director for Crown Middle East, expressed
his satisfaction with the company’s newest
representatives saying, “These appointments
are good news for Crown. I am especially
happy to have experienced managers from
the industry on our regional team. The Middle
East is a very important market for our company
and to many of our major corporate clients and
each of these appointments underlines our
commitment to the region. These additions to
our management team are very welcome.”
Christopher Grimshaw
Jay Ryan
People News
Simon Price
joins Interdean
Interdean has
appointed Simon
Price as Director of UK
Relocation Services,
reporting to Rob
Lucas, Interdean UK’s
Managing Director. As
director of UK
Relocation Services,
he is responsible for
Simon Price growing Interdean’s
UK relocation
division, concentrating on destination
services and UK Home Sale.
Simon will be based in Interdean’s London
office. He started his relocation career in 1992
as a home search consultant at Karen Deane
Relocation. In 1998, he was promoted to the
role of sales and operations director before
becoming managing director of the company
in 2001 when it rebranded as Prudential
Relocation and subsequently Pricoa Relocation
UK Ltd. In 2005, Simon assumed the position
of director of relocation services at Sterling
Relocation, before working as a consultant to
the relocation industry and joining Interdean.
“Interdean has an excellent profile in the UK
and European relocation services market,” said
Simon. “I relish the opportunity to continue
to grow Interdean’s relocation capabilities
throughout the UK.”
Rob Lucas said, “I’m excited to have Simon
on board. He has extensive experience in the
UK relocation market, and has exposure to
international relocation services, which make
him an ideal fit for Interdean’s clients and
business.”
Brian Jones
April 2010 Removals & Storage 47
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Robo calls ... don’t you just love ‘em?
By WALLY WHINGER
Can you think of any subjects for our
grumpy old man to get his teeth into?
You can email him at:
david@thewordsworkshop.co.uk
I
was working late in the office the other
night when the phone rang. Being the only
one around I picked up the receiver and
answered it in my best corporate style. There
was a moment’s silence before a recording
of a man with an American accent chimed
in with what has become a familiar banter,
“Hi, have you been miss-sold a mortgage or
have credit card debts of more than £7000?
If the answer is yes we can help, press 3 to
be connected to our next available agent.”
Now, I don’t know about you but I think it’s
bad enough being cold-called by a real person
let alone a robot and it’s getting to be a pain
in the neck.
I’ve them at home as well with robo-man
selling everything from Individual Voluntary
Arrangements, the new name for going bust,
to so-called free holidays and dodgy telephone
contracts. I even had one the other evening,
just as I was about to lift the glass, telling
me I’d won a fabulous prize in a competition
I hadn’t entered and kindly giving me the
premium-rate telephone number I needed to
ring to claim it. Are there really people out
there daft enough to do that? I guess there
must be.
I wonder how much time is wasted by
businesses answering these calls? It’s not
Oh yes! Of course it was Kevin Mack although it seems it wasn’t as obvious as some thought. There were at least two
people who confidently guessed someone else. The winner this time is Tara Dawson from PHS Teacrate who wins a
company profile in a future issue. This time it’s a bit different: no distortion but you only get the eyes. Who could it be?
Answers to Steve@thewordsworkshop.co.uk
And another thing ...
just the time you spend on the phone because,
let’s be honest, as soon as you realise that
it’s another robo-call you hang up. But they
do cause people to break off from the job in
hand just to answer what turns out to be a
useless call and it takes a while to get back
into the groove. They’re also very annoying,
a little insulting and apart from anything
else, extremely bad manners. I’m surprised
any company who values its brand would
subscribe to it. Also according to the
Information Commissioner’s Office (ICO),
the body set up to protect us from such
blatant attacks on our peace and privacy,
it’s also illegal. Cold calls from real people
are fine but robo-calls are a definite no-no,
unless that is you’ve given the company your
permission – fat chance.
So, the next time you get a call from plastic
robo-man, either at home or in the office,
find out who the company is and report them
to the ICO. If enough of us do that we may just
be able to stop this irritating time wasting
manifestation of modern business practice
in its tracks before it gets completely out
of control.
Visit: www.ico.gov.uk
or call: 0303 123 1113.
Solution to March’s puzzle
April 2010 Removals & Storage 49
 A Distant Sale! Part Four
A Distant Sale! By Tony Allen
Part Four: The end of
the end game?
N
otice the question mark? That’s because
it’s not really the end until you have the
order or the move or the job, or whatever
you like to call it. Whatever you call it, it’s the
means of injecting profit into your company.
We might have done everything right; created
a good impression; made our potential
customer confident in both our company and
ourselves; structured the sale correctly
throughout; BUT, we still need the order!
In some industries, because they work to a
standard price list, it’s possible to quote a price
at the end of the presentation. In an ideal
world, the most effective approach is to make
the presentation; sum up the presentation;
(as in a previous article); ask if the potential
customer has all of the information they
require; if they say ‘no’ establish what they
need to know; answer the question; ask them
again if they now have all of the information
they require. Always phrase your question in
a form which elicits a positive response. For
example you could ask ‘Do you need to ask
anything else?’ which would take you into
‘no’ territory; assuming they say ‘yes’, quote
them a price; ASK FOR THE ORDER.
Simple!
Well, not really. Most salesmen actually find
it difficult to ask for an order – they actually
feel that they are ‘giving the game away’ by
implying that they are trying to obtain one.
They feel they might offend the customer. But
think of the likely responses from a likely
customer:
- They might say yes.
- They might say no. (That’s very useful
information.)
- They will more than likely say something
like ‘I have two more companies coming to
see me. (That’s also useful to know.)
- They might say ‘I need to discuss it with my
partner’. (Should you be speaking to the
partner?)
The point I’m making, is that you obtain
much more by actually asking than by not. At
the very least, you will surely end up with
information of value to you in terms of making
the sale. At the very best you might end up
with the order.
Of course, it is much more difficult for the
remover, as on many occasions you will have
to go back to the office and work out a price.
You will not have the opportunity of concluding
your sale at the most effective time.
Consequently, it is most important to establish
an ‘agenda’ in your potential customer’s mind.
Not only will this create a sense of obligation
on their part, but it will enable you to keep
control of events.
50 Removals & Storage April 2010
Let’s get back to our protagonists from
previous articles, Andrew (the seller) and Mrs
Mathews (the buyer).
Andrew has already established that Mrs
Mathews has been given all of the information
she requires. He has been shown around the
house to establish the extent of the move, and
has made a note of any special requirements.
If he already knows in his mind the price he
wants to charge then he should go through
the process as set out above. Otherwise:
Andrew: Thank you Mrs Mathews I’ll see
myself out. I should be able to get a quotation
sent to you tomorrow … Whoops!
Yes, you are quite right Andrew. This is not
what we have come to expect from you. Start
again!
Andrew: Thank you for showing me around
Mrs Mathews. I can understand why this move
is important to you. I’ve made a note of your
special requirements, which will be passed
on to those of our staff who will be involved
on the day of the move … (Good this! Andrew
is giving the impression that he is confident
that he will obtain the move. Mrs Mathews
might not want to let him down. This is a very
effective ploy). Are you happy that you have
all of the information that you require?
Mrs Matthews: Yes thank you. (She’s happy!)
Now the next step will be determined by
how confident you are, how cheeky or brave
you are, how desperate you are for the order,
how much time you have or whether you
think acting like a salesman is just plain old
rubbish.
Next Step - One
Andrew: When do you expect to make a
decision?
Mrs Matthews: Well I’ve got two other people
to see tomorrow and hope to have all of the
information I require by Thursday.
Andrew: I’d like to make sure that you have
our quotation as soon as possible so can I
bring it to you personally? When would be
better, Thursday afternoon or Friday morning?
(This falls into the categories of confident,
brave and cheeky. But Andrew felt he had
established a good rapport with Mrs Mathews
and considered it was the right approach. The
use of the word ‘personally’ here is very effective
as it makes it more difficult for Mrs Mathews
to say no without appearing rude.)
Mrs Matthews: I’m going to be busy on
Thursday but Friday would be fine providing
it’s before 10.00 am.
Andrew: Thank you very much Mrs Mathews.
I’ll make sure I’m with you at 9.30.
Next Step - Two
Andrew: What will happen now is that we’ll
work out your price and send you a quotation
by first class post, or would you like us to
e-mail this to you?
Mrs Matthews: Well perhaps it would be
better if you sent it by e-mail.
Andrew: That’s fine; I’ll make sure that this
is with you by mid-day tomorrow. Perhaps I
can phone you on Thursday morning to follow
this up?
Mrs Matthews: OK but going out at 10.00.
Andrew: I’ll phone you at 9.30.
These are just two examples, but remember
as we have said before, we are just trying to
influence the percentages in our favour. Not
everything is going to work all of the time, but
you should get better results or better prices.
Provided you use your own words and not
mine it should work to your advantage.
Finally a tip. When Andrew leaves the house
he’ll know what sort of an impression he’s
made by how far Mrs Mathews goes with him
towards his exit. If she says ‘show yourself
out’ – not very good. If she goes with him to
the door – better. If she waits at the door and
waves him off – even better. If she walks to
the car with him – excellent. If she stands and
waves him off into the distance – he should
marry the woman!
It’s very interesting to watch for this effect,
which applies as much after a dinner party as it
does in a business environment. It really works.
I hope that you’ve enjoyed this series of
articles and found them useful. It’s not a
textbook view, and it’s not an attempt to imply
that everything written about is a definitive
answer. But it is an opportunity to take stock
– and that applies equally to me. If nothing
else let’s hope that you found it entertaining.
By the way, what happened to Andrew?
Well although he didn’t marry Mrs Mathews,
he did end up obtaining the move – and his
price wasn’t the lowest!
 �����������������������������������������������

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Are you prepared for the
50% tax rate? By Backhouse Jones
T
he Chancellor’s Budget on 22 April, 2009
announced significant changes to the UK
income tax regime for high earners and
trusts. On 6 April, 2010, the rate of income tax
for individuals with income over £150,000 rose
to 50% and the rate of tax on dividends to 42.5%
(an effective rate of 36.1% including the notional
tax credit). In addition, the gradual withdrawal
of the personal allowance on income over
£100,000 will result in a 60% marginal rate
for some on an element of their income.
This represents a significant change to the
previously announced increase in the top rate
of income tax to 45% which had been expected
from 6 April, 2011.
Capital Gains Tax
The capital gains tax regime has a flat rate of
18% and if Entrepreneurs’ Relief applies the
first £1m of gain will qualify for an effective
rate of 10%.
There is therefore a significant differential
in income tax and capital gains tax rates, which
will inevitably lead many to seek capital gains
taxable rather than income taxable returns.
Trusts
With effect from 6 April, 2010 the trust rate of
income tax will increase from 40% to 50% on
relevant trust income in excess of the standard
rate band (typically £1,000). As for individuals,
trust dividend income will be subject to tax at
an effective rate of 36.1%. Again, capital gains
tax remains at a flat rate of 18% for the majority
of trust assets.
Preparing for the 50% tax
Now is an appropriate time to revisit investment
and remuneration strategies to ensure they
are still consistent with personal objectives
and to identify areas where the impact of these
tax increases can be mitigated.
Capital Gains
There is no guarantee that the rate of capital
gains tax will stay at the current rate of 18%.
Those who are planning to dispose of assets
in the short to medium term may wish to
consider strategies to accelerate disposals
and only pay the current rate of 18% capital
gains tax.
Trust Planning
For those with trusts which are subject to the
trust rate of tax (primarily discretionary and
accumulation and maintenance trusts), now
50% tax rate
may be an appropriate time to review the terms
of the trust. For smaller trusts (in particular
those with income of less than £150,000) it may
be appropriate to change the terms of the
trust so that the beneficiaries become entitled
to the trust income as it arises. The 50% rate
should then only apply to the beneficiary if
their total income exceeds £150,000.
Partnerships and Unincorporated
Businesses
The increase in income tax rates is also likely
to have a significant impact on partnerships
and unincorporated businesses. For most
continuing partnerships and sole traders, the
higher rates will apply for profits which arise
in the accounting period ending in the tax
year to 5 April, 2011.
Strategies to maximise profits taxable at the
current rate of 40% rather than the 50% rate
should be considered. Typical examples include
reviewing the timing of claiming allowances
and relief and changes to the accounting
period end date.
It may also be an appropriate time to consider
whether a partnership remains the most
appropriate structure for the business.
Partnerships may consider transferring their
business to a company which can be attractive
when seeking external investment. Alternatively,
where commercial circumstances permit, it
may be appropriate to introduce a corporate
partner which would enable a proportion of the
profits to be subject to corporation tax at 28%.
April 2010 Removals & Storage 53
 Stephens Removals of Luton
Fifty years
of change
Stephens Removals of Luton
F
ifty years ago Peter and Marjory Edwards
quit their day jobs and started their own
removals business. As a young couple
with two young boys on the scene this was
not a decision to be taken lightly, but it was
something they were determined to do.
The removals industry was no stranger to
them. Peter had worked for his father and
elder brother at W.J. Edwards Removals and
Marjory used to run the Edwards Removals
office from the back of their greengrocery shop
in Luton’s Russell Street - often to the
amusement of her customers who sometimes
had to wait for their potatoes to be weighed
out whilst she ran upstairs to answer the phone.
Still, as Marjory explains, life was much
simpler in those days because you either had
a small removal, which cost £3 or a big removal
which cost £5 and the only other question you
asked the customer was if you wanted the
coal bagged up, and if they did it would cost
an extra 5 shillings!
Back in those days you needed an A or B
licence to operate vehicles for hire or reward,
and getting those licences was a task in itself.
It was necessary to persuade the Dept of
Transport that your area needed an additional
vehicle, and since the Dept of Transport sought
the opinion of the local transport operators it
was standard practice for them to object.
In 1960 an advert appeared in the Luton
News offering, for £2500, a truck with a B
licence, permitting work within a ten mile
radius of Luton. The vehicle itself was
undoubtedly worth less than the licence, but
Peter and Marjory snapped it up and the
company was born. It was a legal requirement
in those days that the name of any new company
had to be related to its owner. Since the
Edwards name was already being used Peter
and Marjory plumped for Stephens, after one
of their sons.
Keen to be noticed, they found some
discounted paint in a hardware shop and
hand painted the truck bright yellow – clearly
a sign of things to come.
Sheer hard work and determination saw
the company through the difficult early years,
helped by an agreement with Neil’s, the
furniture retailer. Provided it made the
deliveries a bit cheaper, Peter had the option
to carry them out during the evenings, so
making sure he was free to do removals
during the day.
The town of Luton was growing at quite a
pace during the 50s and 60s. The workforce
at Vauxhall motors expanded fast, many post-
war prefab houses were being constructed
and the company’s fortunes grew. After three
years in business Peter and Marjory bought
54 Removals & Storage April 2010
their first new truck: a brand new Bedford TK
from Shaw and Kilburn – a day they proudly
recall. Decisions regarding colour schemes
and liveries were debated and eventually made
- but things didn’t go to plan because the
signwriter miss-spelt the address.
By 1965 the company had three vehicles.
The extra licences were obtained firstly by
buying an old truck from George Hull, the
local vegetable merchant and secondly by an
application to the Dept of Transport, which
was contested all the way to court and
eventually won by Peter and Marjory’s QC.
With three vehicles the company could no
longer operate from Sherbourne Avenue and
moved to Linden Road, where the garage was
converted into an office and the back garden
into a furniture warehouse and yard for
vehicles. The ability to offer storage was a real
plus for the company and the whole family
can recall how Sundays were often spent
stacking and restacking furniture in the little
warehouse so that ‘just one more consignment’
could be stored.
After a number of years at Linden Road
Stephens were approached by managers at
the Electrolux factory next door. Electrolux
were moving into kitchen furniture and needed
two things: an office for their distribution
organiser (he was not in the Union so was
therefore not permitted to have an office in
the factory) and a company to help distribute
the kitchen furniture. Although the Electrolux
experiment with Swedish kitchen furniture
never really took off, the link with Electrolux
grew and for many years the company
transported their exhibition equipment, carried
out deliveries for them and even managed and
manned a temporary warehouse for them.
Eventually fitting in ‘just one more
consignment’ at Linden Road became
impossible and the company took a lease
with Heddens Cash and Carry to section off
and rent part of their warehouse in Wingate
Road. In 1986 an opportunity to purchase the
entire Wingate Road site arose and the company
took the plunge, thus securing a 25,000ft2
building on a 2.5 acre site less than a mile
from the M1’s junction 11.
Throughout the following ten years the site
was fully developed to provide warehousing
with three to four high containerised stacking
and extensive document and archive storage.
During those years the company continued
Licenced to move -
Peter and Marjory’s
first truck was
purchased for £2500
and came with an
essential B licence
to grow and enjoyed some wonderful contracts,
like the work for the special services group
which involved deliveries to addresses like
Downing Street, The Bank of England and
Balmoral. In fact the company still displays
the letter from Balmoral expressing their
delight that the drivers phoned ahead to
apologise that they would be arriving ten
minutes later than anticipated. In severe
blizzard conditions the royal household hadn’t
really expected anybody to deliver anything
at all. There was also the work it carried out
for the BBC’s Antiques Road Show; and one of
its first trips abroad was for Mrs Phillip’s of
Luton Hoo who asked them to move some
furniture to her holiday home in Majorca, but
needed it to arrive within five days. Celebrity
clients they have moved include David Pleat
and Bob Monkhouse, not to mention a few
lottery winners and anonymous millionaires.
A hugely proud moment came in 1998 when
Stephens was awarded the Whitbread Supplier
of the Year medal, and won the BAR Commercial
Mover of the Year competition.
The company also grew from acquisition,
buying smaller removal companies with
excellent reputations - AW Removals, Rooks
Removals, Vousden’s and recently Bramwell
Removals.
By far one of the company’s most successful
links has been its franchise arrangement with
the Bishops Move Group. As a sixth-generation
company and the largest privately owned
moving business in the country, it provides
Stephens with the ability to tap into the strength
of the Bishops brand and enjoy access to its
skills and experience in overseas moving,
training, IT, marketing and business
development.
When asked to reflect on the company’s
success over the last fifty years Peter muses
that although client’s expectations have, quite
rightly, grown enormously, the key to providing
first-class customer service has not changed.
“We are a people industry, and at the end of
the day, it’s all down to the staff. During
stressful times, as moving days often are,
customers need to feel that their movers not
only know what they are doing but also that
they are friendly, approachable, good
communicators and above all careful. So –
take my advice – continue to employ only the
best staff and then look after them, because if
you do, customers will follow.”
 Don’t gamble with your insurance cover
Pick the right numbers
Choosing an Insurance Broker is far from just being about the cost. It is much more about getting the
right cover for your business. To do this you need expert advice from a company that can offer you a
wealth of experience gained from years of service to the Removals and Storage Industry with the
backing of ‘A’ rated insurers. Reason Global Insurance can offer you the benefit of that experience;
it’s not down to chance – it’s what we do.

And now by picking the right faces, you can win a

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Nicholas Marshall Ryan Squirrell Graham Puddephatt Mike Reason John Luker David Raynor
21 years experience 26 years experience 15 years experience 40 years experience 25 years experience 22 years experience

Visit our stand during the BAR conference in Bristol and have some fun whilst helping us to boost the RBA
funds. We will make a donation to the fund for each person who plays. So, the more entries we get the bigger
the donation and the greater your chance to win this fantastic prize.
See you at the conference!

Reason Global
Reason Global Insurance Tel: 01273 739961 www.reason-global.com info@reason-global.com
Reason Global Insurance is a trading name for Reason and Co (SE) Ltd, authorised and regulated by the Financial Services Authority

New Member Profile:
Anglo French Euro Removals Ltd
Anglo French Euro Removals Ltd,
based in Ashford, Kent, was formed
in 1999 by Managing Director
Mark Brett. By Charlotte Freestone.
W
ith over 25 years in the removal
industry, Mark began working with
his father who ran a removal
company in Spain from the age of 16. He worked
his way up from a porter to a HGV 1 driver and
then went on to become a surveyor.
Mark said that when he started the business
he was left with only £700 in the bank after
buying his first truck, a Mercedes 1820. “I really
needed the truck to be reliable for at least the
first year. If it broke down I would have gone
out of business with the lack of financial back
up which was quite a risk.”
Luckily the truck held out and Mark, who
carried out all the work himself with the help
of one porter, built up the business. With a lot
of hard work and perseverance, the company
continued to grow and now has three vehicles,
two of which are high specification 110m3
road trains. Despite the current climate Anglo
THE NUMBER ONE SUPPLIER OF SELF STORAGE SOLUTIONS TO BAR MEMBERS
“...I used Active Supply & Design for my self storage project as their
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self storage was second to none.”
Able Removals & Storage
Active Supply and Design (CDM) Ltd The Mill House, Crewe Green Road, Crewe, Cheshire, CW1 5NW
Tel: +44 (0) 1270 215 200 or Email: info@askactive.com
Profile: Anglo French
Managing Director
Mark Brett’s first
vehicle purchase
- a Mercedes 1820 -
left him with only
£700 in the bank
French has also recently purchased a brand you round the corner.
new Renault 450 Euro 5. Mark said that he hopes being a member of
Anglo French is now strongly established in the BAR will boost the business further. “The
the French market with most of its work coming BAR is such a well recognised and respected
from word of mouth. Because the company organisation I am confident that being a member
concentrates its efforts solely on France it has will give our customers the peace of mind
a strong knowledge base of all regions meaning that they are dealing with a professional and
that, wherever you are moving to in France, reliable company. We are also looking forward
to Mark and his team it is just like moving to helping other fellow members when we can.”
WHY THE REMOVALS INDUSTRY LOOKS TO ACTIVE FOR ITS SELF STORAGE NEEDS
EXPERT HELP & GUIDANCE ON HOW TO ADD SELF STORAGE TO YOUR BUSINESS
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McCarthy's Home Moving & Storage
April 2010 Removals & Storage 57
 Volvo FE Hybrid

The
hybrid
future
is here
Volvo Trucks took on the hybrid
powertrain challenge as early
as the 1980s. Years of research,
development and testing have
led to the cutting edge Volvo FE
Hybrid. The solution: parallel
hybrid technology using up to
30% less fuel. By David Wiles

O
ne of the quintessential sounds of the
city is the early-morning rumble of the
diesel-powered refuse truck as it stop-
starts up the street accompanied by the
occasional tinkle of breaking glass from the
trash in the compactor. But the backing track
to urban life will start to change with the
introduction of the hybrid engine. At low speeds
the hybrid truck will replace the diesel’s
growl with a muted electric hum. The Volvo
FE Hybrid, which will be available for
distribution trucks and city buses as well as
refuse trucks, will be a significant stride
forward for environmentally-friendly automotive
technology. Besides the considerable noise
reductions, the hybrid will reduce CO2 emissions
and fuel consumption by 15–20% depending
on the application. Volvo has achieved
reductions of up to 30% with a plug-in
superstructure for waste compression.
“This is the way forward for inner-city
stop-start applications,” says Henrik Kloo,
who co-ordinated the Volvo FE Hybrid project
for Volvo Trucks. “As fuel prices increase and
awareness of climate change grows, everyone
is asking what they can do. This is part of the
answer.”
While the Volvo FE is right at the cutting
edge of hybrid technology, the idea of combining
an internal combustion engine with an electric
motor is nothing new. Indeed, the first patent
for a hybrid engine was granted in 1899 to a
young inventor by the name of Ferdinand
Porsche. Volvo Trucks has been involved with
demonstrators and theoretical studies of
hybrids since the mid-1980s and has tested
various technologies, from mechanical hybrids
to hydraulic hybrids to electric hybrids.
In 2002 an advanced engineering project got
underway to investigate which sort of hybrid
solution would provide the best combination of
fuel efficiency, robustness and cost effectiveness.
“We ruled out quite a few configurations of
hybrids because they were too expensive, and
ended up with what is known as a parallel
hybrid system, in which you use one electric
machine and an automatically-geared
mechanical gearbox,” says Anders Kroon,
who is Director of Hybrid Technology at Volvo
Powertrain, the Volvo Group’s internal producer
“ As fuel prices increase
and awareness of
climate change
grows, everyone is
asking what they
can do. This is part
of the answer.”
Henrik Kloo,
FE Hybrid Project Coordinator
of powertrain systems.
In 2006 the project resulted in a FM9 hybrid
truck, the first test of a parallel hybrid. Unlike
the more traditional series hybrid approach,
where an electric motor alone drives the
wheels and a combustion engine charges the
batteries, a parallel hybrid uses either the
electric motor or the combustion engine – or
both together. There is a normal diesel engine
and a gearbox, but in between the clutch and
the gearbox sits the electric motor. It is a reliable
construction and the diesel and electric motors
can be used independently of each other.
“These two power sources work on the same
axle through the gearbox and that drives the
wheels,” says Henrik Kloo. “That means that
when you start the truck from standstill you

58 Removals & Storage April 2010


engage the electric motor because it is better
when starting off with heavy loads from zero:
higher torque at lower revs. Then when you
get up to higher speeds the diesel engine is
activated and these two work together, or if
the control system feels it is better then the
diesel engine can take over. When you are
running at high speed it behaves like a
traditional truck, but at low speeds is behaves
more like an electric vehicle.” During braking,
the electric motor works as an engine brake,
reducing brake wear and recovering braking
energy.
While Volvo Powertrain has developed
dozens of diesel engines over the years, the
task of coming up with a hybrid solution for
large-scale production threw up a number of
challenges, several of them connected to the
battery and its control system. The battery
chosen by Volvo for the Volvo FE Hybrid is a
lithium ion battery, with the same chemistry
as the batteries found in mobile phones and
laptops, but considerably larger – it weighs
about 200kg.
“The battery is the Achilles heel in all
hybrids throughout the automotive industry,”
says Kroon. “Even though there has been
significant development with nickel metal
hydride technology, lithium ion technology
and super-capacitors as energy storage, there
is still a lot of ground to be covered before we
have a completely robust system.”
The 600-volt system used in the Volvo FE
requires hundreds of lithium ion cells in
series. “The challenge is how to manage this
to make it act as a robust system,” says Kroon.
“To handle these kinds of electric energy levels
we have incorporated protective systems that
shut down the battery and isolate it from the
rest of the vehicle in case of an accident or
someone doing something wrong when
working on the system.”
The result is an advanced system that
analyses what is happening and takes
appropriate action if needed. “It has to happen
blisteringly fast and it has to function in all
situations,” says Kroon. “There are a lot of
safety systems around the battery and the
entire high-voltage system on board the truck.”
As anyone with a three-year-old mobile phone
or laptop can testify, lithium ion batteries
have a limited lifespan. But Volvo is aiming
for a lifespan of up to eight years for its
batteries, depending on driving cycle. “That
should resemble the lifetime of the truck,
maybe with one battery change,” says Henrik
Kloo. “Here there needs to be a bit of a trade-
off as you can have greater fuel savings if you
compromise on the lifetime of the battery.”
Once the issues surrounding the battery
had been solved, the next step was finding
suppliers. “This technology is new not just for
us but for the supplier structure,” says Anders
Kroon. As there has been no large-scale
production of these batteries, new factories
have had to be built. “The major challenge
Volvo FE Hybrid
Here’s how the Volvo
FE Hybrid works
Volvo’s solution utilises parallel
hybrid technology, which means
that the diesel engine and the electric
motor can work both together and
separately. The electric motor has
three tasks: to power the vehicle,
to serve as an alternator when the
vehicle brakes, and to act as a starter
motor to fire up the diesel engine.
Energy from braking is used to
recharge the batteries. On uphill
gradients, the electric motor can
step in to assist the diesel engine to
provide added power. Peripheral
equipment such as the servo pump,
air compressor and power take-off,
which in a conventional truck are
driven by the engine, can in a hybrid
use small electric motors instead.
This gives greater freedom in
positioning the relevant components
and they only consume energy when
they are actually being used.
facing the battery industry has been to
stabilise production from these new factories
to provide good reliability and good productivity
to match that of the system integrator who
provides us with the energy storage system.”
Volvo Trucks is currently carrying out field
tests with test hybrids in commercial operations
together with selected customers. Although
considerable progress has been made from
the technical viewpoint, the global financial
crisis has affected both product development
and the haulage industry’s investment potential,
so small-scale series production of the Volvo
FE Hybrid will not get under way until 2012.
At the same time, a hybrid solution for long-
haul applications is being investigated.
Although the potential savings in percentage
terms are not as great as for urban stop-start
driving, the distances covered mean that
considerable emission and fuel consumption
reductions are also possible on the open road.
Anders Kroon declares himself extremely
happy with the outcome of the Volvo FE Hybrid
project. “The result for the customer will be
great,” he says. “Once functionality and
reliability have been proven, we will gain
trust for these new technologies. I think the
Volvo Group has a great product coming.”
April 2010 Removals & Storage 59
 BS EN 12522:1998
Certification to
BS EN 12522:1998
By Chris Waymouth of QSS
W hat is it all about?
The British and European Quality Standard
for ‘Furniture Removals for Individuals’ is
published as BS EN 12522:1998, and is
recognised by the entire removals industry
throughout Europe. It is a quality service
standard against which removal firms can have
their service specification and their provision
of service evaluated and assessed by an
organisation known as a ‘Certification Body’
who will determine whether or not they qualify
against the requirements of the standard.
What needs to be done?
An applicant must be an established remover
who provides the service of furniture removals
for individuals. The firm must operate against
a documented system, which consists of a
quality manual supported by quality procedures
and controlled forms. It could be regarded
as the removals industry’s own version of
ISO 9000.
It is likely that an applicant would require
the advice and support of a consultant who
knows his/her way around the standard, and
a typical installation of a model quality system
can be done in about one working day.
Scope of BS EN 12522
The standard covers all the main areas of a
remover’s activities. At each step of the service,
from the initial enquiry through to final
delivery, the standard specifies ‘best practice’
(i.e. how the work should be carried out). As a
result, customers can be confident that their
goods are in safe hands. However, it is not a
system that produces reams of paperwork or
generates unnecessary administrative
overhead.
The standard has a range of requirements
including certain essential documents and
systems to be used in the course of a
remover’s operations:
1. A quality manual setting out the company’s
policies and work practices, including as a
minimum: the quality policy, instructions
relating to quality policy and procedures
relating to purchasing, personnel (recruitment,
training and competence, appraisal, job
descriptions and work instructions), equipment
(renewal or replacement, maintenance, training
and authorisation for use), incidents/accidents,
quality control, and document control.
2. A written quotation that must include
specific important information.
3. A ‘Waybill’ (job sheet) – again, the minimum
contents of this are laid down.
4. Systems to monitor customer satisfaction,
e.g. service questionnaires, and records of
any incidents or complaints, with analysis
and follow-up to enable preventive/corrective
action to be taken.
60 Removals & Storage April 2010
5. Contracts of employment, evidence of
personnel competence and training records
(induction, specific work-related training, e.g.
for forklift and vehicle drivers, ongoing
refresher/upgrade training programmes).
6. Control of approved suppliers and sub-
contractors.
7. Liability cover both for the customers’
property and for the remover’s contractual
liabilities.
8. Claims procedures and compensation
arrangements in the event of loss or damage
to the customer’s property.
9. Specified minimum quantities of materials
and equipment to be carried on each vehicle.
10. The ‘fitness for purpose’ of vehicles including
suitability of construction, cleanliness,
weatherproofing and security.
The standard covers all
the main areas of a
remover’s activities. At
each step of the service,
from the initial enquiry
through to final
delivery, the
standard
specifies ‘best
practice’...
What happens next?
Once an installation is completed, the firm
should run with the system for three months
or so to ensure that it is properly embedded
in working practice. It can then apply for
initial assessment and, provided that the
auditor finds the firm to be compliant, a
certificate will be issued confirming that the
requirements of the standard have been met.
If any ‘non-conformities’ are found, the firm
is given a period of time within which to
address the issues and submit evidence that
it has dealt with them. The certificate is not
issued until any issues have been concluded
to the satisfaction of the auditor.
What benefits are there to the business?
The benefits to your business are that you can
advertise to your customers that you are
certified and operate to the industry’s
specialist standards, and these are outlined
in an A4 ‘flyer’.
Increasingly, organisations such as local
authorities, NHS trusts, housing associations
and many large companies are stipulating that
their suppliers must hold the relevant quality
standards and for removals firms they will
often specify BS EN 12522 as a pre-requisite
for doing business with them.
Once certified you can display the BS EN
12522 logo on your brochures, website,
stationery, business cards and other paperwork.
You can also use the logo on your vans, trucks
and trailers.
BS EN 12522 sets standards for the training,
competence and appearance of your staff. It
sets standards for the condition of your vans,
their maintenance and their appearance. It sets
standards of customer service and customer
care. It sets standards for the packing service
provided: the quality of both the packaging
and the packing itself.
It sets out to establish the standards by which
you will measure your performance in terms
of reliability, timeliness, your care of your
customers’ property, the quality of everything
you use, and the quality of your people whilst
handling your customers’ valued possessions.
What monitoring is there?
Once initially assessed and certificated you
will be subject to a surveillance visit once a
year, which will sometimes include a visit to a
job in progress. You might also find that the
auditor is accompanied by a UKAS
representative, who will be checking the
work of the certification company. You will
also be expected to undertake internal audits
and management reviews of your quality
system during the year. The ways in which
you use the certificate and logos are also
carefully monitored.
How does it relate to the BSI Kitemark?
BS EN 12522 is the underlying qualification
that could make you eligible for a Kitemark
licence. There is a separate application
process (to BSI) for a Kitemark and a separate
annual licence fee, but the audit process is
virtually the same and is carried out in the
course of the same initial or annual visit.
Can you lose your certification?
Yes, you can. For example, if you do not
resolve non-conformities within the agreed
timescale following an audit, your certification
would firstly be suspended and then, potentially,
cancelled. Repeated failure to comply with
important elements of the standard, or a
breakdown of your quality system in a number
of areas, could also lead to withdrawal of
your certification.
Quality certification is highly desirable, is
widely respected, and the loss of it can be quite
damaging to a business, raising questions
over its quality of service.
• Our new web based service
www.evl-rates.co.uk for easy
and immediate online quotes
• We guarantee a fast, efficient and
competitive quality service

We can offer quotes on the

following services:
• FCL (full container load
single shipper)
• Groupage
• Airfreight

Australia, USA, Canada

New Zealand, South Africa
Cyprus, Malta, Dubai
Turkey, Bulgaria
Canary Islands

Memb. No: E007

European Van Lines International Ltd

Unit 6, Lakeside Industrial Estate, Colnbrook, Berks, SL3 0ED, UK
T: 01753 561490 F: 01753 680018 E: trade@evl.co.uk
Trafalgar Cases Ltd INDUSTRIAL PACKAGING AT ITS BEST

A tough case to crack

Trafalgar Cases range of warehouse containers have an excellent reputation for
producing quality warehouse containers.

Just like Fort Knox, once the contents have been located inside a warehouse
container, there are special features to ensure a safe journey.
The Anti-Luce door, one piece plywood floor, to mention a few, all providing
ideal protection and making it a tough case to crack.

INDUSTRIAL PACKAGING IN PLYWOOD, SOFTWOOD & CORRUGATED BOARD

Stanhope Works, Primrose Hill, Kings Langley, Herts WD4 8HS

Telephone: +44(0) 1923 261155. Fax: (0) 1923 268064.
E-mail: sales@trafalgarcases.com Web: www.trafalgarcases.com
 Diary Dates

Diary Dates
NATIONAL AND INTERNATIONAL BAR AREA MEETINGS 2010 Western Area
CONFERENCES 2010 Contact Ria Russell: 01278 447099
Kent Area May 11 - Quiz
BAR Annual Conference Contact Tom Bourne: TomB@uts-bournes.co.uk September 14 -
The Bristol Marriott Hotel City Centre Speaker to be advised or general meeting for
May 13 – 15 East Anglia Area current issues.
Contact Richard Dolan: 01449 613053 November 9 -
European Young Movers Conference Possible skittles and fireworks evening at
Rome, Italy New Met Area Middlezoy. (To be confirmed dependent on
May 20 – 23 Contact Darren House: 01932 253737 numbers and venue confirmation.)
More information and registration
documents will be published shortly on North West Area West Midlands Area
www.youngmovers.eu. Contact Annette Harris: 0161 653 4455 Contact Sarah Pargeter: 01384 377786
Meetings will be held at:
FIDI Annual Conference Yorkshire Area Gainsborough House Hotel, Kidderminster
Melbourne, Australia Contact Graham Puddephatt: June 9 7pm
April 11 – 16 grahamp@reason-global.com September 8 7pm
May 19 - Venue TBA November 10 7pm
OMNI Annual Conference June 23 - Venue TBA
Queenstown, New Zealand September 15 - Venue TBA BAR SCOTTISH AREA
April 16 – 19 November 17 - Venue TBA MEETINGS 2010

BOARD, COUNCIL AND East Midlands Area Contact Phil Stewart: 01786 448383
COMMITTEE MEETINGS 2010 Contact Jayne Cliffe: 01778 394291 Meetings will be held at:
Meetings will be held at: Hilcroft Hotel, Whitburn
Board of Directors The Haycock Hotel, Wansford May 11 -
May 14 AGM May 19 7.00pm September 14 -
July 14 September 15 7.00pm November 9 -
December 1 November 17 7.00pm

Executive Committee Southern Area

May 18 - Contact Greg Wildman: 01372 385985
June 30 - gregw@basilfry.co.uk
September 15 - June 23 6.00pm Venue TBA
November 24 - October 20 12.30pm Venue TBA

National Council
June 15 -
October 12 -

Overseas Group
June 22 -
October 13 -

Commercial Moving Group

June 17 -
October 14 -

Do you have any diary dates?

E-mail them to rands@thewordsworkshop.co.uk

April 2010 Removals & Storage 63

 There is an easier way to get
the perfect body in just 8 weeks
A perfect body is very much a matter of taste.That’s why removal vehicle
specialists UVB build each and every body to your unique specification.

We offer the following services:

New and Refurbished Modifications, including

Bodies Sleeper Pods

Accident Repair Paintwork and Livery

Unique Van Bodies

01925 846464
www.uniquevanbodies.com

64 Removals & Storage April 2010

 Memberships

BAR Memberships April 2010

Applications: Simply Ship Redditch an
BAR has received the following applications for: ATN of Hunts International (Removers) Ltd
Memb No: H054
National Group
International Associate
Bishops Waltham Removals Ltd
3 Waterloo Industrial Estate Moving Star Moving & Storage Any member wishing to make any
Flanders Road 41099 Boyce Road comment regarding an application
Hedge End PO Box 6021 should do so in writing to BAR Head
Southampton Fremont Office within 21 days of receipt of
SO30 2QT California this notification.
T: 01489 799192 94538 Details of membership applications
W: www.bishopswalthamremovals.co.uk USA in process may also be found on the
T: 001 510 675 9930 BAR website: www.bar.co.uk
Monarch Movers Ltd
W: www.movingstar.us
Kings Oak
Clay Tye Road Resignations
Upminster BAR is sorry to lose the membership of the
Essex following companies whilst thanking them for
RM14 3PL their past support:
T: 01708 251 000 National Group
W: www.monarch-movers.com
George Bird Removals & Storage
Schepens International Ltd Memb No: B032
Unit 17-18 Landford Common
New Road Purvers International Ltd
Landford Memb No: P037
Wiltshire Liquidation
SP5 2AZ The following companies have ceased trading:
T: 01794 323558
Fast Transport Services (Int) Limited
W: www.schepens.co.uk
Memb No: F044
Additional Trading Name
Manoeuvre Ltd and ATN Bishop’s Move
George Bird Removals & Storage an Newcastle
ATN of CJS Removals Memb No: C010
Memb No: C023

Feature Schedule 2010

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. Here’s what’s coming up.

May 2010: Afghanistan

E-mail us on any of the topics mentioned, or with anything you wish to say, at
rands@thewordsworkshop.co.uk or phone Charlotte Freestone on 01908 695500.

April 2010 Removals & Storage 65

 TRADE SERVICES

Channel Islands Ireland Scotland/Europe

Scotland and Islands

Daily trade service to and from the Channel Islands

�� Packing services
�� Origin and destination
services
�� Local storage
�� International groupage
services
�� Export packing services

Tel: 01489 581 063 or 01489 579 997

Email: channel.islands@pickfords.com
www.pickfords.com
PO19

Isle of Man

Established 1990

�������������������������������������
��������������������������
������������������������������������������� Sweden and Scandinavia
����������������������
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��������������������������
���������������������������

North West

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66 Removals & Storage April 2010

 TRADE SERVICES

France

France &
Switzerland
• Weekly services and competitive rates
H081

• Tranship & Hoist services available

• Collection from your To download ou
depot or clients www.hamiltonsr r tariffs visit:
emova
residence available Username:Trad ls.co.uk
Password: Ham6 e
62

H A M I LTO N S
N AT I O N A L & I N T E R N AT I O N A L R E M O VA L S
Contact our European department on 01379 851074
trade@hamiltonsremovals.co.uk

France (continued) Germany and Austria Austria

WH HUMPHREY & SON LTD

Weekly Groupage Service

Full origin and destination
services available.
German speaking staff
Contact Darrel or Justin
Tel: 0208 144 0734 • Fax: 0844 770 7111
Email: Darrelb@humphreys-moving.com

Italy

ITALY
• Regular runs to all areas • Full or part loads
TRADE • Receiving depot 10mins from M25 J5 ...or we collect
ROUTES • All deliveries and collections carried out by our own crews
TO
Phone Paul for advice and genuine delivery/collection times
paul@bearsbyremovals.co.uk
-AND OF
COURSE FRANCE EN
ROUTE 01732 358900 ‘WHEN SERVICE MATTERS’
Switzerland Eastern Europe

Eastern Europe

Weekly shuttle service

Full, part and return loads
Poland, Hungary, Bulgaria
Austria, Slovenia, Croatia
Romania, Czech Republic

Contact Chris
T: 020 88035151
F: 020 88074141
E: Europe@ryansmove.com

April 2010 Removals & Storage 67

 TRADE SERVICES

Spain

WEEKLY

��������
• WEBBS INTERNATIONAL REMOVALS S.L.
• WEEKLY SCHEDULED SERVICE
�������
• RATES FROM £1.95pGBP PER CUBIC FOOT
• NO VAT ! • PRICE GUARANTEE
��������
• INFORMATIVE WEBSITE �����
www.william-worldwide-webb.com
UK Office: Tel: 01843 585055
������
Email: sales@webbsremovals.com
Mallorca Office Tel: 0034 971 693566
Email: webbs@spain.cc REGULAR

����� Caribbean

��������
���������������������������������
�����������������������������������������������������
�������������������������������������������� ������
��������������������
����������������������������������������������������� ������
Cyprus and Malta

China

������������
����������������� �����������������
����������������� �������������
� Weekly Services to
North and Southern Cyprus, Malta, ����������������������������
Egypt, Israel, Dubai, Morocco, ������������������������������
Canary Islands, Lebanon and Tunisia.

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

Cyprus

Regular Trade
Services to
SOUTHERN
CYPRUS
& all other major
destinations
OVERSEAS
REMOVER

Advance
Payment
Guaranteed

Full & part loads Memb No: GO13

Call Stuart, Sami or Jeremy on

01432 377477
fax: 01432 279894
email: shipping@gbliners.com

68 Removals & Storage April 2010

 TRADE SERVICES

United Arab Emirates Australia and New Zealand

Regular Trade
Services to To Australia &
UNITED ARAB New Zealand
EMIRATES ����������������������������������
Dubai, Sharjah Atlantis Overseas Removals
and Abu Dhabi Receiving Birmingham
OVERSEAS
REMOVER

Advance
Payment

and Leeds
Guaranteed

Full & part loads Memb No: GO13

Call Stuart, Sami or Jeremy on ������ john@atlantisltd.co.uk

01432 377477 ������ 01132 789191
fax: 01432 279894 ������������0121 451 1588
email: shipping@gbliners.com

South America Worldwide

Trade services to and from Panama,Costa Rica,Puerto Rico Honduras,Dominican

Republic, El Salvador Ecudor Guatamala,colombia
Nicaragua./Brazil,argentina,peru,chile,bolivia, venezuala, mexico,
paraquay,uruguay. Trade Rates
LCL, groupage and full container services to central and south america. Paima, fidi
to Europe
,IAM, Bar. Warehouse receiving 6.30am-9.30pm saturdays 6.30am-4.00pm. Regular Services to all Major
Tel: +44 (0)1902 714555
Fax: +44 (0)1902 427837 Destinations Worldwide
Email: gary@burkebros.co.uk
Burke Bros Moving Group, Burke Bros Trading Estate, Fox's Lane, Wolverhampton, Receiving in Windsor & Stourbridge
West Midlands. WV1 1PA Contact Mike, Chris or Steve on
01633 488 100
trade@fox-moving.com

Trade Storage Training South Africa

www.tradestorage.co.uk
We are not a removal company or
your competitor, you are our clients
on which our business depends.
They say that imitation is a form of
flattery - but there is only one
Trade Storage Limited.
sales@tradestorage.co.uk
London or Swindon
0208 795 4838 or 01793 731696
��������������������������������������
�����������������������������
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G&R Advert 60x60mm:Layout 1 20/10/08 16
Piano Specialists
�����������
������������
��������������
�������� THE PIANO
������������������������
SPECIALISTS
A family run business, Est. in 1968.
������������������������
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����������������������������������� LOCAL MOVING • WORLDWIDE SHIPPING
������������������������ WEEKLY EUROPEAN SERVICE
������������������������� Recommended by the worlds finest piano manufacturers,
������������������������������������������� auctioneers, music colleges & academies.
�����������������������������������������
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Mem. No G005

100 BOLLO LANE, CHISWICK, LONDON W4 5LX

Tel: +44 (0) 20 8994 9733 Fax: +44 (0) 20 8995 0855
Email: info@gandrremovals.co.uk www.gandrremovals.co.uk

April 2010 Removals & Storage 69

 TRADE SERVICES

Warehouse Containers Trailer Hire Computers and Internet

TRAILER HIRE
From car trailers to 3200 cubic feet
stepframes, 8 container
curtainsiders unsignwritten haulage
available too. (UK and Europe).
www.tradestorage.co.uk/trailers
020 8795 4838 or 01793 731696

External Elevators

How do you find the

right person for the job?
Advertise your job vacancies in
Removals & Storage magazine
“I would highly recommend R&S magazine to any
Removal Company wishing to advertise their job vacancies.
I cannot praise the classified team highly enough for their
professonalism, pro-activeness, skill and design capabilites.
If all our suppliers were out of the same mould, and achieved
the same results for us, our professional working life would be
made a great deal easier!”
Mina Patel, Bishop’s Move

Call Marianne Lee on:

01908 695500
or email: marianne@thewordsworkshop.co.uk

70 Removals & Storage April 2010

 TRADE SERVICES

Journal of the British Association of Removers

ADVERTISING RATES
1st January 2010

DISPLAY AD RATES* (per insertion) 1–6 Insertions 7–12 Insertions

Members/Affiliates Non-Members Members/Affiliates Non-Members

Full Colour Full Page £745 £928 £707 £886

Half Page £470 £583 £434 £547
Quarter Page £279 £350 £266 £335
Mono Full page £473 £593 £434 £542
Half Page £343 £429 £308 £386
Quarter Page £220 £276 £208 £260
Inside Front Cover £886 £1110 £849 £1066
Outside Back Cover £955 £1157 £905 £1129
Front Cover (full colour, per single insertion) £964 £1190

TRADE SERVICES
DISPLAY AD MECHANICAL DATA (height x width)
Full Page: Half Page: Quarter Page: Front Cover:
Trim 297mm x 210mm Horizontal 135mm x 188mm Horizontal 66mm x 188mm Trim 210mm x 210mm
Bleed 303mm x 216mm Vertical 272mm x 92mm Vertical 135mm x 92mm Bleed 210mm x 213mm

CLASSIFIED RATES* MECHANICAL SPEC

All advertisements to be supplied in eps format
Situations Vacant £2.15 per word (min 15 words)
(CMYK, 300dpi) with fonts and pictures embedded or
Sales and Wants £2.15 per word (min 10 words) as a high resolution PDF (Acrobat Distiller settings can
Boxed Ad £26.50 (per single column cm) be supplied on request). Please send on CD (with a
(Vehicle Picture £16 extra) printed colour copy for checking layout)**
to the address below, or by email:
Box Number +£26.50 marianne@thewordsworkshop.co.uk
Trade Cards £391
(3cm x 1column) per annum GUARANTEED POSITIONS
All guaranteed positions, excluding front cover, inside
Loose Inserts £278 per 1,000 front cover and outside back cover, are charged at
(per A4 sheets supplied) normal rates plus 20% and are subject to availability.
Half Page Mono £509
ENQUIRIES
Half Page Colour £614 All enquiries to:
Quarter Page Mono £422 Marianne Lee,
The Words Workshop,
Quarter Page Colour £500
26 Swanwick Lane,
Broughton,
COPY DATE Milton Keynes, MK10 9LD.
Tel: 01908 695500
10th of the preceding month Email: marianne@thewordsworkshop.co.uk

PLEASE NOTE: All rates shown cover the cost of advert insertion only. Advertisers should provide their own advertising
artwork. Removals & Storage can generate new or amend existing artwork for an additional charge.
All advertising must be paid for in advance by credit card.

* All prices are subject to VAT at the current rate.

** If no colour print is supplied, The Words Workshop cannot accept responsibility for the correct reproduction of the advertisement.
Removals and Storage is produced by The Words Workshop on behalf of The British Association of Removers.
All display rates shown are per single insertion, based on singular or series bookings for editions of R&S within 12 calendar months.

April 2010 Removals & Storage 71

 CLASSIFIEDS

Classified Are You Looking To Sell?

Advertising
Charges We are looking to buy good quality household moving and storage
companies in London and the home counties.
All classified advertisements should be booked no later than the 10th Please call 07933 123 123
and received no later than the 15th of the month preceding publication. in full confidence for a quick decision.
For all advertising enquiries please contact:
Marianne Lee at The Words Workshop,
Wanted
marianne@the wordsworkshop.co.uk
26 Swanwick Lane, Broughton, Milton Keynes MK10 9LD SELL IT
Tel: 01908 695500 Fax: 01908 690099 Bedford, Ford, Leyland,
Marsden Vanplan
OR FIND IT
Rates
Situations Vacant £2.15 per word (min 15 words)
Preferably Mid 80s Model, must be WITH A
For Sale and Wanted ads £2.15 per word (min 10 words)
sleeper cab upstairs. Restoration
project or mint, anything interesting LINEAGE AD
Boxed Ad (Semi-Display) £26.50 per single column centimetre considered.
(Please note all lineage & semi-display ads are set by R&S in house style)
Half Page Mono £509
Phone Bill Webb
07802 661630 Direct
Just £2.15+VAT
Half Page Colour
Quarter Page Mono
£614
£422
www.webbsremovals.com per word
Quarter Page Colour £501
Box Number +£26.50
All charges are plus VAT.
Removal Business for Sale
Box Numbers
Replies to Box Number advertisements should be sent to: Excellent opportunity to acquire a small family owned
The Advertiser removal company est 1945. Sold as an ongoing concern
Box no. (XYZ) established phone number/website,
The British Association of Removers 2x HGV 1x 7.5 tne, 1x 3.5 tne transit,
Tangent House, 62 Exchange Road, Watford, Herts WD18 0TG paying storage customers.
Situations Vacant Needs an enthusiastic owner.
In line with the Sex Discrimination Act, all positions are open to male Based in Manchester area.
and female applicants. Offers of £65k deal can be done.

Vehicles Contact Tom/Peter

Purchasers of a vehicle advertised in Removals & Storage should satisfy
0161 790 5105 or 07887518058.
themselves that the payload/volume is suitable for the purpose for
which they intend to use it.

Situations Vacant

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72 Removals & Storage April 2010

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 CLASSIFIEDS

The Words Workshop ...

moving is our business
W hen it comes to writing it’s important to get things spot on. Whether it’s a
newsletter, an article for a magazine, the words on your website, or an advert
for the Removals & Storage, it’s important that you get the message just right.
Steve Jordan, our managing director, has worked in the moving business for over
thirty years and is a familiar face to many in the industry – he is also the editor of
this magazine. Steve’s long experience both as a moving man and a copywriter
has enabled him to assemble a team of writers that really know how the moving
business works - and that means we are in a unique position to provide the
right words for your business.
So, if you’re wracking your brains trying to think of a catchy story that will
get you in the news, want to start a newsletter but don’t have the time, or
simply hate writing - give us a call, we’ll be happy to help.

Call: +44 (0) 1908 695500

or visit: www.thewordsworkshop.co.uk
The Words Workshop
26 Swanwick Lane
Broughton, Milton Keynes
The right words for your business United Kingdom MK10 9LD

BOOK YOUR
CLASSIFIED
QUARTER PAGE
ADVERTISEMENT

MONO:
£422
FOR

COLOUR:
£501
FOR

Contact Marianne Lee

Tel:01908 695500 Fax:01908 690099
Email:marianne@thewordsworkshop.co.uk

April 2010 Removals & Storage 73

 CLASSIFIEDS

BOOK YOUR
CLASSIFIED VEHICLE
QUARTER PAGE SALES
ADVERTISEMENT
OFFER!
MONO: THIS FOR SALE

£422
Make and Model
FOR +VAT
SPACE
Marsden Vanplan
X container,
new MOT to June
XX XX,

PLUS
full service histo
ry XX XX Xkm.
Feature, feature,
feature,

PICTURE
feature, feature,
feature,

COLOUR:
feature, feature,
feature,

FOR
LEZ compliant.
Asking price

£501 £188
ONLY
Contact XX XX
XX XX
Phone and em
FOR +VAT ail address

+VAT
Contact Marianne Lee
Tel:01908 695500 Fax:01908 690099 Contact Marianne Lee
Email:marianne@thewordsworkshop.co.uk Tel:01908 695500 Fax:01908 690099
Email:marianne@thewordsworkshop.co.uk

Order additional copies of R&S

R&S is published monthly and costs only £48 a year for
UK companies and £72 a year for Overseas companies.
You may order as many copies as you wish.
Please send your order with payment to:
British Association of Removers,
Tangent House,
62 Exchange Road,
Watford,
Herts WD18 0TG
England.

Please send copies of Removals & Storage to: I enclose a cheque for
Name made payable to: The British Association of Removers
Company
Address I wish to pay by debit/credit card (not Amex)
Card number

Postcode
Tel no Expiry date MM/YY
email Security code

74 Removals & Storage April 2010

 Trade Secrets
Find out what you can achieve on-line with
our trade groupage shipping services,
and make sure you’re in the know.
We’ve been in the business for
30 years and offer frequent
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promised and nominate reliable FIDI
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wherever you are located.

At Anglo Pacific we understand

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that your goods are handled
professionally from start to
finish.

Visit our website or simply call

our friendly experts and
get the facts.

Memb No: A026

Our Services
◆ Continuous receiving in London, Manchester and Glasgow
◆ Worldwide LCL, FCL and airfreight services
◆ Regular groupage services to Australasia, North America, South Africa, S.E. Asia, Dubai, Cyprus
◆ On-line sailing schedule updates and shipment tracking

FREEPHONE 0800 707 6093

Or visit us at www.anglopacific.co.uk. London, Manchester, Glasgow