Business Leaders Malta 2014 Conference Magazine

Conference Magazine 2014

SponsorsPartners Founders

e x p e r i e n c em e e t i n g s

We have the tools to boost your corporate meetings and help groW your business

hotels designed to say yes!

Radisson Blu Resort & Spa, Golden Sandswww.radissonblu.com/goldensandsresort-malta

+356 23561000

Radisson Blu Resort, St. Julian’swww.radissonblu.com/stjuliansresort-malta

+356 21 374894

[email protected]

experiencemeetings

17201_IHG_BLM MEETINGS AD.indd 1 22/01/2014 15:07

3BUSINESS LEADERS MALTA

e x p e r i e n c em e e t i n g s

We have the tools to boost your corporate meetings and help groW your business

hotels designed to say yes!

Radisson Blu Resort & Spa, Golden Sandswww.radissonblu.com/goldensandsresort-malta

+356 23561000

Radisson Blu Resort, St. Julian’swww.radissonblu.com/stjuliansresort-malta

+356 21 374894

[email protected]

experiencemeetings

17201_IHG_BLM MEETINGS AD.indd 1 22/01/2014 15:07

The Business Leaders Malta (BLM) journey started about five years ago with a conversation between three or four like-minded business people about the conferences available in Malta at the time and what we thought were the “missing ingredients”.

There and then, at that table, Jugs Malta, Konnekt & Mdina Partnership decided to cook up a very particular conference concept. We agreed to fund a conference on the last Friday of February 2010 and invite every business leader we knew.

We set out to reach the highest standards in every aspect of conference organization – the speakers, invitations, venue, stage, lighting. It was a painstaking process. Everything was planned to the minutest detail. We even produced our own film to open the conference.

The theme for that first conference was “Selection to Perfection” and the topic of discussion was talent search, development and retention.

It struck a chord with our 150 guests. The conference was a resounding success and the feedback exceeded our expectations. Cue to February 2011 and 100 more guests turned up to “Change Your Frequency”. Then it was “One Second Ahead” in 2012 and “Moves to Checkmate” last year. Our participation figures last year exceeded 350.

Here we are at Conference No. 5. We have changed the structure and content of the conferences based on your feedback, for which we are forever grateful.

Apart from the investment from the original founders, we are delighted to have received loyal support from the Island Hotels Group that has made its venues available for all our conferences and workshops. They

have been invaluable partners along this journey and for this I thank them.

Last year, Jugs Malta, Konnekt and Mdina Partnership decided it was time to establish BLM as a company. We have recruited the undoubted talent of Morgan Parnis as our first Managing Director and Anton Buttigieg as Operations Director. Both have also been appointed to the board and joined the shareholders. This was a critical investment for us to ensure we achieve our aggressive growth objectives.

This growth has now meant that BLM is now more than a conference organiser and implementor. Its vision is to be a comprehensive service house, offering key resources and services to businesses in various sectors. We have branched out into marketing research, data mining, remuneration benchmarking, employee satisfaction measurement activities, and we have so much more planned.

Ever since our very first endevour we have carefully considered client feedback and been proactive to exceed expectations and develop our offering further.

Our investment in new product and service development has exceeded €???? and we are working to direct even more investment.

The BLM team behind each conference now exceeds 70 people and I wish to express my thanks and congratulations to them for getting everything right on the day despite all the challenges. I do hope you enjoy the conference and that you take a valuable thought, idea or connection away with you today.

Afterwards, please let us know what you think. Contact us at????

A MESSAGE FROM OUR CHAIRMANStEvE tARRChairman, Business Leaders Malta

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CONTENTS

Trust us for life

freephone 8007 2220www.msvlife.com

Registered Address: MSV Life p.l.c., Pjazza Papa Giovanni XXIII, Floriana FRN 1420, Malta.Telephone: (+356) 2590 9000 Freephone: 8007 2220 E-Mail: [email protected] Website: www.msvlife.com

MSV Life p.l.c. is authorised by the Malta Financial Services Authority to carry on long term business under the Insurance Business Act 1998. COM101110A

Untitled-1 1 29/10/2012 09:34


Trust us for life

freephone 8007 2220www.msvlife.com

Registered Address: MSV Life p.l.c., Pjazza Papa Giovanni XXIII, Floriana FRN 1420, Malta.Telephone: (+356) 2590 9000 Freephone: 8007 2220 E-Mail: [email protected] Website: www.msvlife.com

MSV Life p.l.c. is authorised by the Malta Financial Services Authority to carry on long term business under the Insurance Business Act 1998. COM101110A

Untitled-1 1 29/10/2012 09:34

Growth is Business Leaders Malta’s reason for being. Since 2009, every idea, every event, every new venture was conceived with a single, focused objective – inspiring organisations to seek growth in its various shapes and forms.

Human capital, change, competitive competence, strategy, communications, legal obligations have come under the spotlight at the BLM Annual Conference and the Insights workshops. The seriously successful at mastering these disciplines came together to share their stories to leave peers and aspiring leaders with a meaningful thought, a piece of advice, an eye-opener.

Growing a business requires much more than strategy, a sound business plan, investment and forecasts. It requires resources, capacity, experience, knowledge, and above all, the right people.

BLM understands this: it has made it its business to be useful to the community it brings together so many times every year. In turn, this community shapes BLM. Every step BLM has taken has been spawned from the feedback it has received from the

community. It has acted swiftly to address needs and fill voids, most notably by venturing into sector- and discipline-specific research to provide the community with applicable data.

BLM too has grown remarkably over these five years. Here is an organization that practises what it preaches – it has formulated a growth strategy, brought on talent, diversified, and is actively selling a portfolio of products. Now a fully-fledged company with a board and a dynamic executive team, its approach to growth is textbook.

It has amassed the wide-ranging expertise necessary to service an extensive client base, formed alliances, extended its brand, grown its product range, targeted new niches, expanded to the internet, and dedicated more resources to selling its products.

In this first conference magazine, you’ll find insights, information and stories of growth from BLM founders, partners, and collaborators. The content has the same objective as every other BLM initiative – inspiring you to grow personally and professionally, whichever business you’re in. Enjoy it!

GEAREDFOR GROWtHJOANNA RIpARDEditor

..and many more.


ADVERT

10 BUSINESS LEADERS MALTA

CONFERENCE PROGRAMME0800hrs – 0900hrs Breakfast and Registration

0900hrs – 0935hrs Grow Your Business

Chris Moss Founder of the Orange Brand, Former Marketing Director of Virgin Atlantic

Chris Moss will conduct a discussion concerning the various challenges related to leading a business from a conceptual idea to becoming successful and sound business model. Chris will use his expertise in order to draw up a prescription for your business and its plans for the future.

0935hrs – 1010hrs Panel Q&A

Mark Watkinson Chief Executive Officer of HSBC Bank Malta plc

Chris Moss Founder of the Orange Brand, Former Marketing Director of Virgin Atlantic

Facilitated by Steve Tarr, Managing Director of Mdina Partnership

1010hrs – 1030hrs Local2Global

Andy Gatesy Chairman and CEO of Toly Products

Andy will share with you ‘The Toly Story’. How Toly has evolved from a small regional supplier of luxury packaging to a world leading supplier of Beauty packaging. With all corporate functions now based in Malta, Toly is taking its Maltese entrepreneurial spirit to the various corners of the world building upon its core values of ‘people’, ‘passion’, ‘pride’, and creativity.

1030hrs – 1105hrs Panel Discussions

Claudine Cassar Managing Director of Alert Group

Gabi Cuschieri Managing Director of Elektra

Manfred Kaiser Chief Operating Officer of Micros EMEA

Joshua Zammit Deputy Chairman and CEO of Malta Industrial Parks

Both panel discussions will be facilitated by Vanessa Macdonald, Business Editor of the Times of Malta

1105hrs – 1150hrs Networking Coffee Break

1150hrs – 1220hrs Global@Core

Andrew Mangion Executive Chairman, EC English Language Centres The story of an ambitious man who refused to take no for an answer and transformed his dream into an international business success. Andrew recounts the struggles he endured and the precautions taken throughout his organisation’s growth.

1220hrs – 1240hrs BLM Growth & Employee Research Awards

Morgan Parnis Managing Director of Business Leaders Malta

Sound research enables people to navigate an increasingly complex world. Research is about listening to people, then analysing the information they provide, and using it to help organisations make better decisions and reduce the risk of making costly mistakes. BLM is positioning itself as a key player and innovator in this area and more. BLM Employee Research is an employee study that aims to unveil how human resources policies and strategies are perceived by employees. Top employers are recognised for their achievement in the 2013 Edition of the Employee Research Study.

1240hrs – 1300hrs Getting Stronger

Gianni Zammit Managing Director of JUGSMalta

As per every year, an activity that will involve our audience getting out of their comfort zone! Clear your throats, crack your fingers and get ready for the experience.

1300hrs – 1500hrs Food4Thought

Networking lunch


SPEAKERS BIO

La Valette Club

Join us at the La Valette Club. We are here to ensure that you start and end your trip in luxury, style and comfort.

You’re welcome

Malta International Airport plc. Luqa LQA 4000, Malta Tel: (+356) 2369 6292 / 6016 Freephone: 8007 6666 Email: [email protected]

www.lavaletteclub.com

38021 - A4 Adverts.indd 1 05/11/2013 15:02


With a track record of collaboration with both local and international companies, Jugs Malta is a team of innovation thinkers who bring

new meaning to the term thinking outside the box . This

is a company of people who love to surprise clients with the wow factor and a stunning end

result. Orchestrating exclusive, innovative, and tailored events from conception to completion is just what Jugs Malta does.

Jugs Malta’s approach is quite simple. Mindful that no two events are the same, it pays attention to every single client’s wants and needs and then proceeds to design events to surpass expectations. Events are organised to the very last detail and nothing is left to chance – Jugs Malta takes a professional approach to every event.

MAkING tHINGS HAppEN

TEAMBuiLDiNGTeambuilding events are a particular specialty of Jugs Malta. Ambition, drive and success are all healthy and desirable attributes but a strong, united team is invincible. With more than 10 years’ experience in teambuilding events, Jugs Malta has designed a range of original activities to stimulate participants both physically and mentally. All events are designed to promote team work, team bonding, leadership skills, and team performance, and can incorporate a powerful combination of technical training, coaching, skills-building programmes and motivational talks where needed.

EvENTS AND ENTERTAiNMENTJugs Malta pulls out all the stops to put on a great show each and every time. The creative team has been involved in some of the most exciting events hosted in Malta over the past few years. Besides the ability to co-ordinate logistics for all sorts of events from product launches to large-scale concerts, Jugs Malta also provide an array of services including sound and light management, security, insurance, and talent recruitment.

CoNFERENCES AND AuDioviSuAL Jugs Malta was behind the most lauded recent events held in Malta. Audiovisual equipment and technical support play a major part in ensuring the overall success of a conference or event. Jugs Malta can provide hosts with all sound, lighting or audiovisual equipment needed.

JOSEF & GIANNITitle, Jugs Malta

For further information contact Gianni Zammit at [email protected], t. 2138 3825 www.jugsmalta.com

Global College Malta, SmartCity Malta, SCM001, Ricasoli, Tel.: +356 21801252, Email: [email protected], www.gcmalta.com

international lecturers

at SmartCity MaltaModern Campus IT DegreesBusiness Degrees Oil & Gas Degrees Short Courses Partnerships

1. British style degree courses2. International lecturers3. Scholarships & After-Graduation Awards4. SmartCity Malta Campus5. Partnership with Robert Gordon

University for Oil & Gas degree courses6. Partnership with Wharfedale Inc. for

MSc. Cloud Technology with Business Management

7. Certain modules can be taken individually

8. Internship opportunities with over 20 local and international companies

9. English preparatory courses10. One on one tutorials and mentoring11. Classrooms with seaview12. Modern facilities13. Welcoming environment14. Inspiring atmosphere

Why shall I study at Global College Malta?

Quality education in an amazing location

• Foundation Course in Management with English• BA in Management• MBA (part-time option available)• MSc. Cloud Technology with Business Management (with Wharfedale Inc.)• MSc. Oil and Gas Engineering (Robert Gordon University degree)• MSc. Drilling and Well Engineering (Robert Gordon University degree)• MSc. Petroleum Production Engineering (Robert Gordon University degree)

In today’s business world specialisation and employability go hand-in-hand. GCMalta has assembled the most innovative tertiary education programmes to put you in business fast.

Achieve a reputable career through the best education you can.

PREEO


The most recent Edelman Trust Barometer report points to a crisis in leadership and communication. Fewer than one in five people believe business leaders or government officials!

The research confirms the ‘democratising’ trend of recent years: the redistribution of influence from traditional figures of authority such as chief executives and politicians toward employees, peers and professionals, including academics and technical experts. Indeed the average person is now trusted nearly twice as much as any CEO or government official. This changes (or should change) the top-down communication paradigm we’re used to employing in our organisations.

During a workshop themed ‘Social Media and Revenue Growth Pathways’ I recently led for Business Leaders Malta, I explained how organisations can improve their communication efficiency by motivating their employees to passionately represent their brand in their own ‘private’ social media spaces.

The realm between private and public has never been as blurred as it is now. It’s quite correct to claim that statements made on someone’s private channel often reflect positively (or otherwise) on the person’s employer – even if the employer is not aware of the post. Last month’s infamous Justine Sacco case should be an eye-opener for us all. (Justine Sacco, a PR executive at Internet giant InterActive Corp, was fired a few weeks back over a tweet sent from her personal account evoking AIDS and race as she travelled to Africa. Her employers were quick to disassociate themselves from the tweet.)

The objective is to positively use the social-reach of our staff to increase the levels of engagement

YOU’RE NOt AS tRUStED

of our companies. This action is based on the understanding that the ‘formal voice’ of our firms can never influence the informal network to which our staff connects. Interestingly Cisco has published research revealing how employees have 10 times more combined followers than the official company account and that the audience overlap is just two per cent. Couple this with your employee being twice as trusted as your CEO and you get the drift…

Of course your staff will need to be guided on how to present ‘work’ content on personal profiles, however that’s a far lower upfront cost than traditional advertising. Most of your staff is (or should be) proud to be working for you so some brand experience coaching should take you a long way. It’s a totally different ball game you’ll be playing when your employees are connected externally as well as internally.

There’s also a correlation between active employees and retention, as socially-engaged employees are less likely to leave your company, therefore lowering the overall costs of recruiting.

The bottom line here is that people trust information from their networks. Your employees are the best advocates for your organisation as they are the ones who understand it and ultimately rely on its success. Employee engagement has a direct influence on customer retention and the representation of the brand’s identity in your target segment.

Organisations who recognise the potential of employees and effectively harness their online reach will likely connect with a greater number of customers, with more haste and at a lower cost when compared to traditional media advertising.

Dr. Gege Gatt is a director of software house ICON (www.icon.com.mt) and recruitment-firm MUOVO (www.muovo.eu). He holds a Bachelors degree in Law & Sociology and a Doctorate in Law. Gege is a regular contributor to several business and IT publications and a frequent speaker at events.

DR. GEGE GAtt


Salariesinmalta.com is an online remuneration platform that allows HR professionals to monitor trends in the local labour market.

Launched by BLM in December 2013 to gather data on an ongoing basis, Salariesinmalta.com is arguably the most updated remuneration survey in the country.

Successful organisations and successful careers go hand in hand. It is imperative for talent to find its way to its proper niche, and for it to be given proper incentive to stay. Job market competitiveness is essential to both HR-intensive operations and job seekers.

The online remuneration survey is a key tool for anyone seeking to gauge the market. It draws on tried-and-tested methods used to create remuneration surveys, but also offers the access, flexibility and economy afforded by an IT-centric approach.

There are no deadlines to join the survey which means organisations can access or submit data any time of the year. Participating organisations are granted access to the report at discounted rates.

Employers are encouraged to submit information to the study – the more data is contributed, the more solid the conclusions are.

Non-participating organisations may also access the report without submitting their data.

Salariesinmalta’s pricing structure is designed to be accessible to organisations of any size, whether small and medium-sized firms or large groups. Organisations may choose to purchase data relating to as few as five positions.

Membership to the platform gives companies access to the data for 12 months. Salariesinmalta’s operators understand that organisations have different needs at different times of the year.

Organisations usually revise salary structures at the end of the year but embark on recruitment exercise or contract negotiations throughout the year. The 12-month access gives subscribers the flexibility to have up-to-date information at any time during the year.

Salariesinmalta signs a non-disclosure agreement with all companies participating in the survey. New company data is matched against salariesinmalta’s database position before the organisation is asked to confirm the matching process.

Salariesinmalta also ensures that the sample is extensive enough to justify publication of data. Most importantly, there are procedures and processes in place to ensure that the data is not traceable to any organisation.

It pays to know

For further information contact Business Leaders Malta on [email protected] or call on 2135 4289

ANtON BUttIGIEGOperations Director, Business Leaders Malta

ILM

All new possibilities to expand your horizons.

ILM LEVEL 5 DIPLOMA IN LEADERSHIP & MANAGEMENT

Course Modules

Assessing your own leadership capabilities and performance

Managing Stress & Conflict in the organisation

Management Communication

Managing Recruitment

Managing Operations Research

ILM Level 5 MQF

T. 21354289 E. [email protected] W. academy.businessleadersmalta.com

Mdina Partnership is licensed as a Further/Higher Education Institution with the National Commission for Further and Education Malta - Licence Number: 2013-FHI-020 & Institute of Leadership and Management - Centre No: 019784

Finish this diploma within 8 months commencing on Wednesday 12th March. All lectures are held between 17:00 and 20:00

100% TUTOR LED COURSE

Leading innovation and change

Understanding the Management Role to improve Management Performance

Developing Critical Thinking

Understanding Financial Management

The Academy of Business Leaders Malta is a joint venture between Business Leaders (Malta) and Mdina Partnership.


All new possibilities to expand your horizons.

ILM LEVEL 5 DIPLOMA IN LEADERSHIP & MANAGEMENT

Course Modules

Assessing your own leadership capabilities and performance

Managing Stress & Conflict in the organisation

Management Communication

Managing Recruitment

Managing Operations Research

ILM Level 5 MQF

T. 21354289 E. [email protected] W. academy.businessleadersmalta.com

Mdina Partnership is licensed as a Further/Higher Education Institution with the National Commission for Further and Education Malta - Licence Number: 2013-FHI-020 & Institute of Leadership and Management - Centre No: 019784

Finish this diploma within 8 months commencing on Wednesday 12th March. All lectures are held between 17:00 and 20:00

100% TUTOR LED COURSE

Leading innovation and change

Understanding the Management Role to improve Management Performance

Developing Critical Thinking

Understanding Financial Management

The Academy of Business Leaders Malta is a joint venture between Business Leaders (Malta) and Mdina Partnership.

Capabilities, experience, professionalism and creativity were fused to pursue a goal to create a forum where thought leaders and professionals came together to share knowledge and ideas.

By building on its successful concept, BLM has evolved into a fully-fledged company with a distinct brand that represents a mission to reach ever-higher standards and exceed expectations by delivering consistently greater value.

With new shareholders on board and an experienced executive management team in place, BLM is positioned to provide solutions and services tailored to meet the most advanced requirements of ambitious organisations of all sizes.

BLM has deeply rooted connections across entire business communities. They translate into an unmatched ability to identify emerging organisational trends. We have the capability to respond and adapt quickly with products, services and events designed to support organisations to thrive.

BLM’s mission is to act as a focal point for the business community, offering ambitious companies updated, relevant, and applicable knowledge and resources in a rapidly changing operational and business environment.

BLM Annual ConferenceThe Annual Conference is BLM’s hallmark event. BLM believes people will remember a BLM Annual Conference for the emotion it stirs and the value they take away with them – a thought, a new connection, a new possibility.

BLM works relentlessly to line up speakers with inspiring stories, knowledge, and insightful learning experiences to share. The people who step onto the stage are experts, entrepreneurs and executives with remarkable careers. They bring pearls of wisdom and accounts of perseverance.

To round things off, BLM abides by its very own custom – a fun, team-building activity to bring everyone to work towards a goal. There’s lots of laughter and the music has been known to be a little loud!

BLM insightsBLM Insights is a BLM brand extension, a new concept revolving around professional and innovative workshops, seminars and meetings. Designed to focus on specific issues related to wider business matters, BLM Insights events provide value-added knowledge delivered by experts so participants gain fresh understanding, acquire specific skills, and leave with applicable ideas.

Employee ResearchBLM Employee Research is an online employee study that unveils how human resources policies and strategies are perceived by employees. This product is designed to meet organisations’ objectives by examining the success or shortcomings of human capital management strategies in a cost-effective manner. Clients are provided with updates on response rate performance and receive a report with average scores and statistically significant tests for each question answered by staff.

Remuneration SurveyThe BLM Online Remuneration Survey provides the necessary answers to important questions by comparing salaries and benefits offered in Malta through detailed analysis and data mining. The report covers a range of positions from senior management to administrative levels in various functions within diverse industries.

CoursesUnder a new joint venture with Mdina Partnership, BLM is to run accredited programmes offered by the Institute of Leadership and Management (ILM) and the Institute of Sales and Marketing Management (ISMM).

Business Leaders Malta is a company founded by training and development consultancy Mdina Partnership, event management company Jugs Malta, and recruitment specialist Konnekt in 2009.

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First it was 150, then 250, then 350-plus. That’s just how many of Malta’s most influential business people gather at BLM’s Annual Conference traditionally held on a Friday in February.

Whichever business you’re in, becoming a BLM partner or sponsor is a golden opportunity to reach out to Malta’s top decision-makers.

The BLM Annual Conference must-attend event is arguably the most highly anticipated networking event on Malta’s business calendar. BLM manages an extraordinary feat every year – the most elusive, hard-to-pin-down business people are brought together in the same space for five hours.

That’s why BLM ensures there are ample networking opportunities in the conference programme, which means participants are able to make new contacts, exchange business cards, and discuss opportunities and ideas with peers or potential partners.

BLM Insights, a BLM brand extension, are professional and innovative workshops, seminars and meetings targeting senior executives and managers.

Held throughout the year, BLM Insights meet similar objectives to those of the Annual Conference – knowledge-sharing and networking.

BLM has been responsible for introducing numerous people and has probably spawned some business partnerships too. It’s no wonder more and more people are lining up at the registration desk every time.

Go to www.businessleadersmalta.com and fill in the online form to become a BLM partner.

Among BLM’s newest projects is Esprss, a growing community of people from all walks of life who have signed up to participate in polls, questionnaires, and marketing research activities. Participants are rewarded for their participation with incentives and gifts.

Through Esprss, BLM is able to offer unmatched research resources to fulfill sense-making requirements to assist businesses to answer strategic questions as they formulate their marketing programmes. We’re looking for sponsors to come on board this exciting project. Visit www.esprss.com/Incentives for more information.

BE A BLM pARtNER

Partners Sponsors

CARMELO CARUANA

Life is familyFreephone: 8007 2209, Email: [email protected], www.nestle.com.mtAddress: Nestlé Malta Ltd., Pantar Road, Lija LJA 2023, Malta.


tAkING YOUR BUSINESS FROM MALtA tO tHE Uk

As they grow, many businesses will be faced with the question as to whether or not to expand overseas. The UK lures numerous entrepreneurs with its many attractions – a multicultural society, less bureaucracy than many of its EU counterparts, and the English language. However, there are a number of things that entrepreneurs planning on setting up in the UK need to be asking: What are the set up costs in the UK? How is a company set up? What are the legal obligations if the company has employees? What is the tax position? The first things that should be determined are the options available to a company seeking to trade in the UK.

One of the options is to register a UK Establishment. This means that the company must comply with the Overseas Companies Regulations 2009 which includes a requirement to register any establishment the company has in the UK. It also imposes certain accounting obligations and requirements to deliver returns.

Setting up a UK Establishment is only one alternative, and a company should consider whether one of the following options is more suitable to its particular needs: • Appointing an agent. A company that chooses

to appoint an agent will avoid the regulatory burden of having to register a UK establishment

or incorporating a company. However, an agent may not meet the requirements of the company if it wants to establish a greater presence.

• Incorporating a subsidiary. A company can choose to set up a subsidiary, however this may increase the regulatory burden. If the company has no other subsidiaries it may trigger the requirement to produce group accounts. The company also has to go through the process of incorporation.

• Appoint a distributor or franchisee• Enter into a partnership agreement• Incorporate as a European Company (Societas

Europaea, “SE”). This is a European public limited company, which can be created and registered in any one of the member states of the European Economic Area. The purpose behind such a structure is to enable companies established in more than one member state to merge and operate on the basis of a single set of rules and a unified management and reporting system. Setting up an SE could, therefore, spare a company from having to set up a complex network of subsidiaries in various member states, which can be costly and administratively time-consuming because of the different national laws. According to the European Trade Union Institute’s SE database on April 18, 2013, 1,786 SEs had been registered, including 63 in the UK.

For companies seeking to set up overseas it may feel daunting but firms like Gannons Solicitors takes clients through every step, from helping them choose the best structure, through the process of company formation (if this structure is chosen) to tax advice as well as employment obligations that the business may have. We also introduce clients to our affiliates and relevant contacts and help them understand the local environment.

Dr. Roselyn Borg Knight is a solicitor in the UK where she is a partner with Gannons Solicitors in London, and is also qualified as an advocate in Malta.

DR. ROSELYN BORG kNIGHt


FRANKS is now a household name. What is the history behind the business?Andrew: FRANKS has come a long way since 1893. After opening the first store in Cospicua, our great grandfather predicted Valletta would soon become a retail hub so he set up shop in St John’s Street and later handed it down to his son. New ideas gave the business a broader dimension and FRANKS became an importer and distributor of luxury goods. My father Lauro eventually took over the business and, with our mother Marthese, expanded the company. Today FRANKS has seven outlets which still retail the traditional core range of products. We have grown and founded FRANKS 57, which specializes in mass market beauty products, and The Wine Boutique, a concept store dedicated to fine spirits, wines and cigars.

How old were you when you became involved in the family business? Claire: The journey started for Andrew and I when we were around 13. Our father introduced us to the stock processes. At 17, I entered the wonderful world of the shop floor. All that I learned about retail from this side of the operation is still the foundation of my knowledge. After three years I became shop manager, and that’s where true responsibility kicked in. At 23, I relocated to Head Office where I am now General Manager. It’s so important to start at the bottom of the ladder – you understand each department that makes up the business.

What is your first memory of FRANKS? Claire: Our Plaza outlet in the 1990s. It symbolised so much to me at the time. Andrew and I grew up with a passion for cosmetics and fragrance, and always felt strongly about the FRANKS philosophy. Drive and commitment is key.

You must have faced quite a few challenges, especially as you started out at a young age…Claire: There have been quite a few! ‘Never a mistake, always a lesson’ is my daily mantra. Experience shapes inner growth, and it is essential to evaluate situations. I never give up, no matter how insurmountable the situation may seem. I motivate the team to have the same determination. With passion and motivation, any challenge can be won.

What does the future at FRANKS look like?Andrew: We plan new outlets and new concepts to expand the business further. Our online business is in the pipeline and we are excited about adding a new dimension to the company over the internet. We have also toyed with the idea of internationalising FRANKS to tap larger market. The future looks very bright!

A tALE OF tWINSInside FRANKS’ Branded Beauty Strategy

Twins Claire and Andrew Abela are the fifth generation to run their family’s business FRANKS, the fragrance and beauty chain. The up-market retailer has seen remarkable growth over the past decade and now operates 7 stores nationwide.

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IN tHE FOOtStEpSOF LEGENDS

An interview with Justin Packshaw

What was your first job?Having grown up in Malta and being a very keen sailor, I used to get holiday jobs working on boats. One of my earliest jobs was pumping gas and generally helping out on a marina in Newport, Rhode Island during the 1983 America’s Cup. I was there to try to get involved in Peter de Savory’s British campaign, which I eventually managed to do. Not the worst place to cut one’s teeth!

What’s the best piece of advice you ever received?When I left the Army, I completed an MBA and then moved to the States to work in New York for a private equity house to obtain some first-hand experience of the commercial world. It was a fantastically educational time and gave me a very privileged insight into the workings of a wide range of organisations. When I left, I asked my boss for one piece of advice to see me on my way. His reply was: “always strive for excellence”. I have never forgotten it and certainly apply it to our business, the luxury brand De Roemer and to all the training and preparation that I do before embarking on one of my expeditions.

What is the most memorable lesson you’ve learned through your expeditions that can be applied to business?Don’t cut corners! I have always wanted to do everything super quickly and I soon realised that you have to bide your time, learn, listen, watch, ask, and always try and absorb the mistakes you will inevitably make but keep striving to improve.

Who has been your greatest mentor in business?I have several but my father Robin Packshaw has got to be

one of them. He was a remarkable man and built a very successful business in the City. He was consistently diligent, hardworking and charming, but most importantly he endeavoured to bring the best out in all around him.

What’s the best thing about your job?It is exciting, unpredictable, varied, rewarding, challenging, inspiring and stimulating all at once. No two days are the same and one minute we’ll be travelling sourcing precious gems and dealing with production for our fine jewellery collections and the next we’re in conversation with Hewlett-Packard about a very exciting collaboration. It is also great to feel that we are designing and making pieces that bring genuine joy to our clients.

What’s the greatest risk you’ve ever taken?Starting De Roemer was a risky venture as the luxury sector is a difficult arena to break into. We were lucky though as we won the prestigious award ‘Luxury Brand of Tomorrow’ from the Walpole Group quite early on, which helped. With my adventure hat on, most of my expeditions will have a few hairy moments when one’s heart skips the odd beat!

What’s your proudest achievement?Convincing my wife to marry me and subsequently our two glorious children, Lula and Blake.

What advice would you give a budding entrepreneur?Be positive, tenacious and harness your passion. Listen and seek advice whenever possible.

Justin Packshaw is an English entrepreneur and world-class adventurer raised in Malta. He is the co-founder and managing director of the award-winning fashion brand De Roemer.

A former British Army officer, he developed his love for adventure in the waters and wilds of the Mediterranean and returns often to these shores to visit friends. But since those golden childhood years he has wandered, climbed, sailed, and ridden horses and motorbikes to some of the most inhospitable places on earth in his quest to satisfy his wanderlust.

In this way, he has raised over €4 million for charity. He has sailed around the world in the Whitbread Race, been to the Geographic North and South Pole, and summited Mount Everest. Last year he led a workshop on leadership entitled ‘Climb to Success’ for Business Leaders Malta.

“I am fascinated by seeing how the human body, both physically and mentally, can be pushed to extremes whilst tackling some of the world’s most inhospitable

regions and how lessons learnt, can be applied to the business arena”

JUStIN pACkSHAWText


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JULY

APRIL

AUGUST

MAYMARCH

JUNE

INSIGHTS - MONTHLY WORKSHOPS






OCTOBER NOVEMBERSEPTEMBER

DECEMBER

call: +356 2164 6666SmartCityMalta.com.mt

beSmartmake the move

multiple levels of power

redundancy

#1ICT

infrastructure on the island

environmentally certified buildings

60%

occupiedofficespace

SmartCity Malta offers both commercial and leisure space with Grade ‘A’ office spaces as well as Retail and F&B options. A one‑of‑a‑kind business and residential district, SmartCity Malta offers a harmonious balance of Work, Play, Living, Creativity and Learning at the gateway of a global network of Knowledge‑based economies.


call: +356 2164 6666SmartCityMalta.com.mt

beSmartmake the move

multiple levels of power

redundancy

#1ICT

infrastructure on the island

environmentally certified buildings

60%

occupiedofficespace

SmartCity Malta offers both commercial and leisure space with Grade ‘A’ office spaces as well as Retail and F&B options. A one‑of‑a‑kind business and residential district, SmartCity Malta offers a harmonious balance of Work, Play, Living, Creativity and Learning at the gateway of a global network of Knowledge‑based economies.

A leading people consultancy with a presence in Malta, the UK and Germany, Mdina Partnership has built a strong in-country reputation that it is now using as a platform to target multi-nationals with a strong European base. Galvanising local expertise and thinking globally, Mdina Partnership has won a major project to deliver management and sales training in six languages across all seven continents. Inevitably there were some learning points along on the road to success. Mdina Partnership director Susie Cole shares three key points which could be helpful to people exploring overseas expansion.

Rethink your strategyIt is essential to research, plan and target the right people. Your potential customers may be more quickly accessed through an in-country joint venture or partnership, rather than relying on the same route to market that you have in your home country.Establishing a reputation in a new market takes time, and for some products and services a joint venture can ease access and help minimise the growing pains of learning how things work in a different territory.

Consider partnerships with distributors, non-director competitors or ‘companion products’ as they can all be excellent routes to local knowledge and accelerating access to a new market.

Build relationshipsConsumers and countries engage with businesses in different ways, but ultimately business is about relationships. You can have the best product or service in your market, however if your people aren’t knowledgeable, skilled or have the right attitude, you could lose out to your competitors.

To accommodate a fast-moving global economy and adapt to technology, we need people skills. Communication,

collaboration, and problem-solving are all key skills that must not lose importance in the technological age. The good news is that you can develop these skills in people, as building sustainable, healthy and profitable relationships is another determinate of international success.

We have an advantage at Mdina Partnership as our business is based around developing these skills and it is important to demonstrate our credibility through communication excellence at all stages in our customer journey. It’s not always easy to build relationships where language, geography, time and culture can provide hurdles along the way. However this is a critical part of winning business and delivering ongoing success.

Building trust, clarifying accountability, and respecting local cultures are all key ingredients, so check whether the people who are interacting internationally can demonstrate these skills and be ambassadors for your organisation.

Sharpen your digital skillsTo compete internationally, it is vital to make yourself more visible. With the advent of the digital age, embracing social media and having a strong online presence is paramount. Research shows that there is a clear link between digital-savvy organisations and positive international performance. Make sure your online presence says global, not local.

We have worked to present a global feel at Mdina Partnership through an increased web presence and by embracing technology in both design and delivery of our solutions. Although not operating in a technological industry, we continuously explore ways to embrace some of the latest technologies to communicate and deliver something different. This not only gives us a more forward-thinking position in our market, it also enables us to reach out to the generation of employees who have grown up with technology as an integral part of everything they do.

tHINk GLOBAL, tHINk pEOpLEMdina Partnership is embarking on a growth strategy to capitalise on its multi-national presence and to satisfy the ever-increasing appetite to tap into the advantages of globalisation.

Marketing Director – Mdina Partnership

SUE COLE

For further information contact Edel Bonello at [email protected], t. 2546 6710 www.mdina.com.mt


In hindsight, everyone in business would have done things differently, even if only a little differently. Hindsight is what it is. It comes to the best of us after events or a monumental decision. If only you knew then what you know now.

Let’s turn that on its head. What if you could know now what you might learn in the future? Instead of discovering trends, consumer behaviour or evolving stakeholder interests as you go along, you could identify what will shape your operating environment right now. Business Leaders Malta can help you do that.

We don’t have a crystal ball. We have the next best thing – research. BLM firmly believes sound businesses decisions are best taken with the deepest insight and the correct, updated information. Over the past year we’ve directed considerable investment to strengthen our research propositions. We’ve introduced a collection of services ranging from employee research to salary surveys through our innovative www.salariesinmalta.com portal. We are now growing an online community panel for marketing research purposes at www.esprss.com.

Sound research enables people to navigate an increasingly complex world. Market research is about listening to people, then analysing the information they provide, and using it to help organisations make better decisions and reduce the risk of making costly mistakes. Research involves analysing and interpreting data to build information and knowledge that can be used to predict, for example, future events, actions or behaviours. This is where the real skill and value of market research lies.

Although not entirely out-dated, classical marketing research has had its day. Surveys are

almost certainly going to become much shorter, more interest-based, and triggered by a respondent’s physical location.

BLM’s competitive advantage in online research means we are able to grow quickly within the mobile

RUN YOUR BUSINESS WItH FORESIGHtBusiness Leaders Malta positions itself as a research centre

Managing Director, Business Leaders Malta

MORGAN pARNIS

marketing research segment. With more than 80% of Maltese households having access to internet at home and three out of every five mobile subscriptions in Malta using 3G access, we see a perfect opportunity for online research solutions. This is in line with other European countries where most marketing research is conducted online.

Forward-thinking leaders are using the vast amounts of data they possess and building analytical muscle to drive targeted marketing, tailored assortments, and effective pricing and promotions. Gathering and analysing data to understand the needs, preferences, and attitudes of consumer segments.

BLM is constantly working with international and local organisations to expand its research solutions. We are now working with Socionomix to complement several research assignments by tapping into powerful social media analytics providing multi-level insight into social media activity and addresses the challenges most business are facing. We are also working with an Irish-based firm to launch a specialised solution for mystery shopping.

The explosion of so-called big data (structured and unstructured collection of data through multiple sources) will become a key basis of competition, underpinning new waves of productivity growth, innovation, and consumer surplus. That’s not us making a sweeping claim. That’s according to research by MGI and McKinsey’s Business Technology Office.

Leaders in every sector are dealing with the implications of big data. The increasing volume and detail of information captured by businesses, the rise of multimedia, social media, and the Internet require businesses to capitalise on research information.

Sounds overwhelming? It can be. Big data is vast but invaluable to your business’ decision-making process. Ignore it at your own risk. BLM is able to drill down information to give you the data you need to take the next business step. That way, you won’t be kicking yourself in hindsight. Go forth with foresight instead!


Avoid them like the plague!

Even if you’re completely within your rights and the law is on your side, an employment tribunal claim is cause for concern. Employers still have to foot the bill for their own costs. No matter how unjustified the claim, employers will not leave the tribunal feeling that they have won completely.

Add this to the possible disruption caused to the business, plus the risk of having to pay an award if the case is decided against you. An employment tribunal is exactly where you never want to be.

Avoiding employment tribunal disputes is not always possible, but you stand a better chance if you treat employees fairly, respect contractual terms, avoid discrimination, and abide by basic legal parameters.However, even with every precaution in place, problems will arise especially when employees are disciplined, dismissed, or made redundant. When this happens, it is crucial that proper disciplinary and grievance procedures are followed. Following the correct procedures will enable you to resolve employee issues before, or even without, ever reaching an employment tribunal. Correctness will work in your favour.

To avoid employment claims, promote a culture of openness. When employees feel comfortable raising problems informally with their superiors, they are less likely to take their complaint to an employment tribunal. A culture of trust – one that assures the employee that any complaint will get a fair hearing within the company – needs to be nurtured every day. Within this culture, even difficult changes like redundancies could become less challenging.

EMpLOYMENt tRIBUNALS

Dr Roselyn Borg Knight is a solicitor in the UK where she is a partner with Gannons Solicitors in London, and is also qualified as an advocate in Malta.

DR. ROSELYN BORG kNIGHt

If the worst comes to the worst and you are still faced with an employment tribunal claim, the first thing you need to do is to assess the merits of the case. Keep in mind there may be various technical reasons for a claim to be unsuccessful; for instance, if the claim is not made within the legal time frame.

Even if a case has already been filed at a tribunal, it is still not too late to try to negotiate with the employee, and this can be done informally or through your legal representative. In most cases, even if you are in the right, out of court negotiation is more cost-effective than defending your case at a tribunal.

Should you still decide to go ahead with facing your case at a tribunal, you will need to gather the necessary evidence and ensure that you’re well prepared to present your case.

Whatever you do, seek expert legal advice. Following the proper procedure could sort things out calmly and promptly, but getting a single step of that procedure wrong could cost you time, money, and a few sleepless nights.

Dr Borg Knight is a solicitor in the UK where she is a partner with Gannons Solicitors in London, and is also qualified as an advocate in Malta. www.gannons.co.uk


NOTES

Capital Business Centre, Level 2, Entrance C, Triq taz-Zwejt, San Gwann SGN 3000, MaltaT: +356 2135 4289 E: [email protected] W: www.businessleadersmalta.com


NOTES

Capital Business Centre, Level 2, Entrance C, Triq taz-Zwejt, San Gwann SGN 3000, MaltaW: www.businessleadersmalta.com T: +356 2135 4289 E: [email protected]


NOTES

Capital Business Centre, Level 2, Entrance C, Triq taz-Zwejt, San Gwann SGN 3000, MaltaT: +356 2135 4289 E: [email protected] W: www.businessleadersmalta.com


NOTES

Capital Business Centre, Level 2, Entrance C, Triq taz-Zwejt, San Gwann SGN 3000, MaltaW: www.businessleadersmalta.com T: +356 2135 4289 E: [email protected]

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