EMC SALES ACADEMY WILL BOOST YOUR PERFORMANCE


WORRIED about your own sales performance and that your sales people aren’t getting the results they should? Unsure about how to motivate, monitor and measure them? Wondering how to sell more to existing customers and key accounts? The new EMC Sales Academy will provide you with the answer to all these questions...and a whole lot more besides. It offers specialist tailored


programmes designed to ensure that business owners, sales managers and members of a sales team improve their performance to increase revenue and profi tability. Run by Academy Director Julian Clay, an experienced sales director with 20-plus years experience and author of two best-selling books on sales techniques and management, the courses are


Peter pours new life into


Victorian pub PETER Aves, a member of our specialist Construction Advisory Team, has been closely involved in a project to convert a run-down and part- derelict Victorian pub in the City of London, near the Inns of Court, into a new gastropub with dining rooms and a private function room. The project, for a small


award-winning pub operator, needed to be completed in double-quick time so that the business could begin trading in the busy run-up to Xmas. Peter carried out the quantity surveying and cost forecasts for the client together with some project management and liaison with the main contractor. The work was completed to a high standard in only nine weeks, with original Victorian features being included in the interior design.


Peter has spent more than 40 years in the construction industry, in contracting, development and house building  Contact Peter via email at: peter.aves@emcltd.co.uk or phone on 07827 336137.


2 E M C Julian Clay


run over four to eight weeks in two-hour early morning sessions in order to avoid eating into prime selling time. Programmes are individually


tailored to refl ect each company’s needs, with Julian spending time with each company at the beginning to fi nd out specifi c areas that need to be addressed and


offering vital on-going support in order to help win more sales.


He said: “Very few things


are more relevant to a company’s success or failure than its sales operation, so it’s vital that it has a sales strategy to manage this and develop a sales team. “The EMC Sales Academy


offers the perfect opportunity for business owners and directors to win more sales by improving their own and their sales team’s skills, confi dence and most of all, increasing revenue and profi tability!” Courses can be arranged at EMC’s Hove offi ces, at Sussex County Cricket Club’s ground in Hove, or at the customer’s own premises. To fi nd out more, visit our website: www.emcltd.co.uk email Julian at:


julian.clay@emcltd.co.uk or call him on 07775 513770.


Property to let... but it’s slow going!


ONE of the many joys of a freelance existence is the sheer variety of assignment. Five years ago I wouldn’t have expected to be spending a signifi cant amount of time on the management and letting of an industrial property in West Kent. But for the last couple of years I have been managing a team of property agents and builders – in conjunction with my esteemed colleague Peter Aves – in trying to fi ll a 35,000 sq ft industrial unit in Edenbridge.


Formerly occupied by Marsland, the property became empty in April 2009 with the bankers, RBS, showing no desire to take a signifi cant hit on their mortgage lending.


By Desmond High


Hove offi ce gets massive facelift


We have worked closely with the bank’s City-based intensive care unit (more grandly known as Global Restructuring) to re-establish an income stream from the property, service the debt and, in due course, start to make inroads into the outstanding capital, or, if values recover, to achieve an orderly exit. We got the fi rst tenant on


OUR new Hove offi ce, which opened late last year, has been undergoing major refurbishment both inside and out. Our CEO, Nik Askaroff, is pictured here outside the scaffold-clad building with the site foreman. The offi ce, in Rochester Gardens, Hove, is set to become the new hub of our expanding operations in West Sussex, and we look forward to welcoming a growing number of visitors there in 2012.


board in November 2010, with Blackburns Metals, part of the £500m Amari Group, making a short move from older premises in Edenbridge into our smartly refurbished unit. They only wanted about 19,000 sq ft so we had to divide the building. Twelve months on we have just completed a lease on another 13% let, requiring a further subdivision and hope shortly to fi ll the fi nal 9,000 sq ft of warehousing and 2,000 sq ft of offi ce space. It has been a hand to mouth operation in diffi cult conditions for letting, but in both cases the leases provide for an increasing rental yield as time progresses. And in contrast to the heady world of corporate fi nance, for example, progress in the property world makes the average snail look like Usain Bolt!


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