0:00:02 > 0:00:06- Small family farms are in trouble. - This hasn't seen action for a while.
0:00:06 > 0:00:10Business consultant Nick Hewer goes back to his Northern Irish roots
0:00:10 > 0:00:16to help them diversify and make radical changes before they go under.
0:00:16 > 0:00:21- What can you do with 17 acres? - But are the farmers ready for his advice?
0:00:21 > 0:00:27I'm not a farming guru, but having observed many companies over more than 40 years
0:00:27 > 0:00:32what I can offer is a great big dollop of common sense.
0:00:34 > 0:00:40This series follows local farms embarking on a long-term fight for survival.
0:00:40 > 0:00:44- You're not turning bookings down? - There will be tough decisions.
0:00:44 > 0:00:48That source will pump forever and a day and they'll sell it?!
0:00:48 > 0:00:52But doing nothing is not an option.
0:00:52 > 0:00:56- End of a long day and for me a depressing day.- OK.
0:01:02 > 0:01:09This week Nick is on his way to Tullyveery House and Farm near Killyleagh in County Down.
0:01:09 > 0:01:13The house has been in the Heron family for nearly 200 years.
0:01:13 > 0:01:18As the oldest son, Colin inherited the house in the 1970s.
0:01:18 > 0:01:23His younger brother Michael looks after the farm's small herd of sheep and beef cattle.
0:01:25 > 0:01:29My family came from Scotland originally and by 1740 came here.
0:01:29 > 0:01:34I have had a very happy childhood here and a very happy time since I've been back.
0:01:34 > 0:01:39It's a great part of the world to live. I'm the custodian of it in my time.
0:01:39 > 0:01:41It's nice to pass it on.
0:01:41 > 0:01:48The house and farm will only survive for the next generation if Colin can establish a business here.
0:01:49 > 0:01:54It's make or break and Nick Hewer has been called in to help.
0:01:54 > 0:02:00Colin Heron has decided that if he's to keep the farm, the old ancestral home has to start paying its way.
0:02:00 > 0:02:03So he's settled on bespoke weddings.
0:02:04 > 0:02:09In that beautiful Georgian house. Alarm bells are beginning to ring in my head.
0:02:09 > 0:02:15Does he really want complete strangers tramping around in his home? I'm not sure.
0:02:15 > 0:02:18This could be a problem.
0:02:18 > 0:02:21- Colin, good morning.- Nick! Welcome.
0:02:21 > 0:02:23'This is probably my last'
0:02:23 > 0:02:28serious opportunity to effect radical change here for the better.
0:02:28 > 0:02:35Today, Nick has brought his dog, Jasmine. He's got eight months to give Tullyveery House a future.
0:02:35 > 0:02:41All he knows is that Colin wants a slice of Ireland's lucrative wedding market.
0:02:41 > 0:02:45We're in the front hall, which I think is quite nicely laid out.
0:02:45 > 0:02:50This would be fantastic for the bridal couple to have their photographs taken.
0:02:50 > 0:02:56- And the registrars are happy to licence this particular room. - Lovely. Is it big enough?
0:02:56 > 0:03:02Civil ceremonies tend to be smaller and 15, 25, 30 is about the median number.
0:03:02 > 0:03:08Further through here we have another room set aside that I think might work for a bride's dressing room.
0:03:08 > 0:03:13Somewhere she can escape to to fix her makeup, chat to bridesmaids...
0:03:13 > 0:03:17- Wouldn't that normally be upstairs? - Well, it might be.
0:03:17 > 0:03:23Upstairs I envisage as being private for family and out of bounds and staying on the one level.
0:03:23 > 0:03:28- So you'll not have them staying here?- I don't plan to offer overnight accommodation.
0:03:30 > 0:03:35- I'm going to bring you in to the drawing room here, which is not available to the public.- Right.
0:03:35 > 0:03:42- The door will be locked.- With a big "Private" notice?- That's obviously an option. It does truncate it.
0:03:42 > 0:03:45It's part of the house, an important part.
0:03:45 > 0:03:49This dining room can be used for wedding ceremonies or receptions.
0:03:49 > 0:03:53- Who's this? This is you? - That's my great-grandfather.
0:03:53 > 0:04:01- There's a strong resemblance, both physically an in entrepreneurial endeavour, too.- Thank you!
0:04:01 > 0:04:07In the 19th century, the Herons owned about 8,000 acres of land. Today it's nearly all gone.
0:04:07 > 0:04:13The farm is barely big enough to support his brother, let alone Colin and the house.
0:04:13 > 0:04:18- We have a rump of about 90 acres around the house. - When these go, you'll replace them?
0:04:18 > 0:04:22They will be replaced. That allows us to stay in some form of farming.
0:04:22 > 0:04:27- But this is not enough to sustain the house.- No, it's not.
0:04:27 > 0:04:32- You've got a few sheep. - Same argument. Exactly. - So it's the house.
0:04:32 > 0:04:37- That's where the future lies. - With the house and what it can do.
0:04:37 > 0:04:41The estate desperately needs an income. In Colin's plan,
0:04:41 > 0:04:45everything is resting on a field next to the formal gardens.
0:04:45 > 0:04:50This area with this hard core is the base area where a marquee complex
0:04:50 > 0:04:56to take up to 250 people can be erected. And the client can configure that as they wish.
0:04:56 > 0:05:03- So when somebody comes and they want a 250-seater, you point them towards the marquee people.- Yep.
0:05:03 > 0:05:07- You take a commission on that? - Not from marquee people or caterers.
0:05:07 > 0:05:11- And how much are you charging for that footprint?- 1850,
0:05:11 > 0:05:17- which is rather less than some of my competitors.- 1850? That's a flat fee?- Yep.
0:05:17 > 0:05:22- If I've only got 100 people or 200...- It's a flat fee.- A flat fee.
0:05:29 > 0:05:34Colin is hoping that marquee weddings will save the house,
0:05:34 > 0:05:40but as well as offering no accommodation, Nick is worried that the numbers don't add up.
0:05:40 > 0:05:44What will he get? 10 weddings a year if he tried a bit harder?
0:05:44 > 0:05:471850 a pop, £18,500 a year.
0:05:47 > 0:05:53It's not a great yield on what he's spent, but I think if he actually opened himself up a bit more,
0:05:53 > 0:06:01became a bit more adventurous, embraced the business, he could make a lot more. Maybe double. Triple.
0:06:01 > 0:06:06Before Nick talks to Colin, he's decided to go to the Culloden Hotel.
0:06:06 > 0:06:12It's one of Northern Ireland's busiest wedding venues. Nick wonders how the local market is holding up.
0:06:12 > 0:06:17So, on average, how many wedding receptions do you stage each year?
0:06:17 > 0:06:21We hold up to 200 weddings a year, so we're very busy.
0:06:21 > 0:06:28- So some Saturdays two or three. - Particularly the peak times of the year, from May to September.
0:06:28 > 0:06:34We live in tough economic times. What's being cut - the number of guests or the budget per head?
0:06:34 > 0:06:41Cutting the numbers, probably. People are still getting married, they still want that high standard,
0:06:41 > 0:06:45but they're maybe reducing the numbers to allow them to have that.
0:06:45 > 0:06:52- So what is the average spend per head?- Roughly about 100 guests for your average wedding,
0:06:52 > 0:06:57- about £8,000 upwards. - But the key is that they rely on you to deliver a great day.
0:06:57 > 0:07:02It's an immense pressure, but we want to get everything 100% right.
0:07:02 > 0:07:08And you've got the contacts. If you want a tame elephant on the lawn, you could probably find one.
0:07:08 > 0:07:14- Or a Hawaiian band. - Absolutely. We'll do our best! Whatever they want.- Excellent.
0:07:14 > 0:07:20That was an interesting little chat. I've learnt just as many people are getting married as ever.
0:07:20 > 0:07:26Budgets are under pressure, naturally. But the key thing for a successful wedding venue
0:07:26 > 0:07:33is the imagination and service of the organiser. And that worries me. That worries me a lot.
0:07:33 > 0:07:40Nick is now convinced Colin's plan will not be enough to save the house. It's time to get serious.
0:07:41 > 0:07:46As I understand it, you've got the marquee wedding market in mind.
0:07:46 > 0:07:52- Mm-hm.- Families that actually haven't got such a beautiful house, but rather wish they had.
0:07:52 > 0:07:58And the way you're approaching that market is to let out a piece of land for £1,850.
0:07:58 > 0:08:03It's up to the soon-to-be-married couple to make their own arrangements.
0:08:03 > 0:08:07I'm a bit of a stranger to this. What does a 250-seater marquee cost?
0:08:07 > 0:08:13It can be quite a lot of money because it's not just the marquee. It's lighting, it's flooring,
0:08:13 > 0:08:18- the loos, the heating...- Give me an overall price.- You could spend 10K.
0:08:18 > 0:08:21- And you'll earn nothing? - I'll earn my 2K entry fee.
0:08:21 > 0:08:26- My feeling is you're trade. You're in the business.- Yes.
0:08:26 > 0:08:32- You buy at trade prices. If the bride wants to buy it, she's buying retail.- Mm-hm.
0:08:32 > 0:08:36And therefore you buy at trade and sell on at retail.
0:08:36 > 0:08:41That's your margin, £1,000, and you add it to your £1,850, that's £2,850.
0:08:41 > 0:08:49Well, it's an area to be explored. I take your point. I may not have thought this through thoroughly.
0:08:49 > 0:08:55I don't know what your expectations would be. What would be a great sales figure for you in Year One?
0:08:55 > 0:09:00Year One, Year Two... One needs to hit £20,000-£25,000 in those years, I think.
0:09:00 > 0:09:03Hopefully, there's a snowball effect.
0:09:03 > 0:09:07My fear, really, and it's your background thing,
0:09:07 > 0:09:11is that you're not fully embracing this idea of business,
0:09:11 > 0:09:14raw business, making money.
0:09:14 > 0:09:18I think money sometimes might be a bit vulgar for you.
0:09:20 > 0:09:25Nick's plan is to push Colin into making more out of each wedding,
0:09:25 > 0:09:30but Nick also knows that if the house is going to survive, it will need other events.
0:09:30 > 0:09:37He's invited along events organiser Leo Callow. Leo works for a variety of clients.
0:09:37 > 0:09:41Nick's hoping he can help him convince Colin to start thinking more imaginatively.
0:09:41 > 0:09:47Leo mentioned there are a lot of cruise ships coming in these days.
0:09:47 > 0:09:512012, big year. And I think amongst those thousand passengers
0:09:51 > 0:09:55there must be 20 that would love to come here.
0:09:55 > 0:10:01And then there are other unique groups. The Porsche owners club or the whatever.
0:10:01 > 0:10:07There must be a more bijou, unique market that would love to come and have the sanctuary you provide.
0:10:07 > 0:10:12Absolutely. It's broadened my mind to the wider opportunities here.
0:10:12 > 0:10:18Colin, you've also got to face up to the reality of the three big things that you're missing,
0:10:18 > 0:10:24which is you haven't got accommodation, you haven't got a permanent function room on site,
0:10:24 > 0:10:31and you are a bit of a distance from what I would call the ordinary, run of the mill options.
0:10:31 > 0:10:37I always knew from the outset that this would be bespoke, for certain needs and not others.
0:10:37 > 0:10:39And I totally accept that.
0:10:39 > 0:10:45We've covered an enormous amount of ground today. And all through the day, Colin's nodded,
0:10:45 > 0:10:51but I just wonder if he's paying lip service to it and as soon as we've cleared off,
0:10:51 > 0:10:57is he just going to revert back to weddings? I hope not. Weddings won't take this place into profit.
0:11:00 > 0:11:03It's been a month since Nick's visit
0:11:03 > 0:11:07and Colin's priority is still weddings.
0:11:09 > 0:11:15Today Tullyveery House is being used in a photo shoot for a local bridal magazine.
0:11:15 > 0:11:19It's a glimpse of the world Colin's about to enter.
0:11:19 > 0:11:23This confirms my earlier assessment that it's a vertical learning curve.
0:11:23 > 0:11:28There's a bunch of professional people all doing their own thing. We have Miss Northern Ireland here,
0:11:28 > 0:11:31which is very flattering.
0:11:34 > 0:11:40Nick is worried that Colin is still ignoring other revenue ideas,
0:11:40 > 0:11:46so he's decided to set a challenge. He wants Colin to entertain a trial tour group.
0:11:46 > 0:11:50- 'I'm bringing a small group.'- Right. - 'And I'll throw them at you.'- Right.
0:11:50 > 0:11:54And you'll keep them entertained and enthralled.
0:11:54 > 0:12:00Thank you for your little afternoon bombshell! I look forward to it. I think I can handle it.
0:12:03 > 0:12:07It's the day of the tour group challenge.
0:12:07 > 0:12:1212 members of Northern Ireland's Women's Institute are looking for a good trip out.
0:12:12 > 0:12:17This will be Nick's first real test of Colin's hosting skills and business acumen.
0:12:18 > 0:12:20Good morning!
0:12:20 > 0:12:27Welcome to Tullyveery! Would you like to come in then and perhaps check the house out first?
0:12:27 > 0:12:29Come on in.
0:12:31 > 0:12:35Lunch is at one o'clock, so we've got a bit of time.
0:12:35 > 0:12:41The point of today's challenge is to see if we can persuade Colin to open up the house properly
0:12:41 > 0:12:45to tour groups. Indeed, to open up himself.
0:12:45 > 0:12:50What sort of welcome will he give them? What entertainment will he lay on?
0:12:50 > 0:12:56Will he actually embrace this whole concept of making money out of Tullyveery House?
0:13:00 > 0:13:07I had a professional career away from here until I was 55 and came home.
0:13:07 > 0:13:10I had a hard look at it and thought it has to wash its face.
0:13:10 > 0:13:13It's complicated, but Northern Ireland has a lot to offer.
0:13:13 > 0:13:18We're witnessing a very strange little scene here.
0:13:18 > 0:13:21When you get off the boat in Finland...
0:13:21 > 0:13:26This group is a sort of tour group. It's a trial tour group.
0:13:26 > 0:13:30What I haven't absolutely nailed down yet is how much they'll take...
0:13:30 > 0:13:36But Colin's talking to them about almost everything he knows other than a talk for a tour group.
0:13:36 > 0:13:44He's talking about the margins and the chef and he's not sure how much money the cruise liner would want
0:13:44 > 0:13:49because after all they've got their mooring fees in Belfast harbour...
0:13:49 > 0:13:52It's a bizarre carry on! He's sort of...
0:13:53 > 0:14:00emptying his heart to this group who are not the slightest bit interested in hearing about this.
0:14:00 > 0:14:06If he were to do this to a genuine tour group of Americans, I think they'd scuttle back to their ship.
0:14:10 > 0:14:13A HARPIST SINGS
0:14:16 > 0:14:18The garden tour is complete
0:14:18 > 0:14:22and the group has been ushered in for pre-lunchtime drinks.
0:14:22 > 0:14:27Suddenly Tullyveery House as a venue is beginning to make sense.
0:14:27 > 0:14:33Taking a group of American tourists as these are pretending to be around a cold garden is one thing,
0:14:33 > 0:14:41but exactly what's called for is to walk into the warm hall and hear an expert harpist playing.
0:14:41 > 0:14:43That's more like it.
0:14:43 > 0:14:49As well as the harpist, Colin has arranged a top-quality three-course lunch from award-winning chef
0:14:49 > 0:14:52Derek Creagh.
0:14:52 > 0:14:59Derek's menu is local scallops, followed by venison with pressed apple terrine for dessert.
0:14:59 > 0:15:04It's top quality dining, but Nick has concerns.
0:15:04 > 0:15:10While the guests tuck in, Colin is making himself busy with some household repairs.
0:15:10 > 0:15:12That's good.
0:15:12 > 0:15:18One of the principal reasons why a group of fee-paying guests would come to this lovely house,
0:15:18 > 0:15:24for lunch, is that they want to feel part of the family. They are having lunch with the owner,
0:15:24 > 0:15:29being given a tour by the owner, being spoken to by the owner. Is he in there? No.
0:15:29 > 0:15:31Where is he? He's in the kitchen!
0:15:31 > 0:15:34That's not quite what's called for.
0:15:37 > 0:15:41Well, I think it's... it's gone pretty well,
0:15:41 > 0:15:47but a couple of things worried me. It's not really a criticism. You're cutting your teeth on this.
0:15:47 > 0:15:54I was surprised that you didn't join them at lunch. One thing they look for is to be part of the family.
0:15:54 > 0:15:58The food is not the critical thing. It's the entertainment.
0:15:58 > 0:16:04And that's, I think, where... you let them down a bit
0:16:04 > 0:16:10in terms of excitement and drama. Remember, we're talking about tour groups from cruise ships.
0:16:10 > 0:16:17They can eat Michelin-starred food all day long. They come here and they want the experience.
0:16:17 > 0:16:22Bit of a fastball. What would you have charged today for what they got?
0:16:22 > 0:16:28The figure I'm debating is around £85 per head. It's not worth doing it for much less for me.
0:16:28 > 0:16:33Let me tell you, based on that, Colin, it's not worth doing at all.
0:16:33 > 0:16:39We've drilled down into it and cross-examined people and for that they say the price we reckon
0:16:39 > 0:16:45is £80. And you must make 50% minimum, so you've got to charge 120.
0:16:45 > 0:16:50The mechanism is like a piece of elastic. Reduce the food, increase...
0:16:50 > 0:16:57And bring in the entertainment that might well cost a great deal less per head.
0:16:57 > 0:17:01The WI lunch has proved the house works as a venue,
0:17:01 > 0:17:07but tour groups alone won't save the estate, so Nick has decided to pile on the pressure,
0:17:07 > 0:17:14- inviting the cream of the corporate world to an exclusive dinner party. - I can't understand a word of that.
0:17:14 > 0:17:18It's a massive opportunity to launch Tullyveery House as a corporate venue
0:17:18 > 0:17:24- and Nick expects everything to be perfect.- I'm looking for really good wheaten bread.
0:17:24 > 0:17:30A girl up country is going to do some fantastic butter and your bread would be a wonderful start.
0:17:30 > 0:17:35One of the pre-sliced ones? And it's still warm. Fantastic!
0:17:37 > 0:17:43It's the night of the corporate launch, Colin's one chance to impress the business market.
0:17:43 > 0:17:48Nick knows any mistakes would be disastrous.
0:17:48 > 0:17:53In a few minutes' time, ten characters will come through there,
0:17:53 > 0:17:57each one of which is a business generator, one way or another.
0:17:57 > 0:18:04Nick's invited guests include heads of PR firms, advertising companies and the Acting US Consul General.
0:18:04 > 0:18:09Colin has just two hours to convince them that Tullyveery House is the perfect venue.
0:18:09 > 0:18:17I'm apprehensive and keen it works well. All the ingredients are right - the house, chef, staff.
0:18:17 > 0:18:23I can't see why it wouldn't be successful, but you should always have a certain nervous energy
0:18:23 > 0:18:26at this stage of any proceedings.
0:18:27 > 0:18:32Guys, can I just let you know a little about why you're here tonight?
0:18:32 > 0:18:38I've just set out to do weddings here and thought it would be a good idea to open up the house.
0:18:38 > 0:18:44In the process of getting it licensed, Nick said, "Actually, it looks pretty good,
0:18:44 > 0:18:49"but you need to think more broadly about corporate and other things."
0:18:49 > 0:18:53Fine dining is a possibility and is what we're exploring tonight.
0:18:53 > 0:18:59- This is a version of what you might get.- As a spokesman for Tullyveery Enterprises here,
0:18:59 > 0:19:05the point is that Colin is open for business. Anything you want within reason.
0:19:05 > 0:19:07But let your imaginations run riot.
0:19:12 > 0:19:17Here we are very close to Comber, ancestral home of the Andrews family.
0:19:17 > 0:19:23Americans who were interested in the whole Titanic memorabilia thing might be interested.
0:19:23 > 0:19:31- There are 50-60 Titanic societies in the States.- So there must be a market for fine dining dinners.
0:19:31 > 0:19:35- Themed dinners.- And Colin is friendly with Johnny Andrews.
0:19:35 > 0:19:42Not just for the Titanic centenary, but also the anniversary of US troops landing here in WWII.
0:19:42 > 0:19:49- There's been a lot of genealogical tourists.- A lot of Americans like to travel by helicopter.
0:19:49 > 0:19:54If there wasn't a wedding on at the same time, there's the very large marquee site.
0:19:54 > 0:19:59- That would make an ideal impromptu helipad.- Also think not just about the Americans.
0:19:59 > 0:20:03The Chinese market is hugely growing for golf.
0:20:03 > 0:20:08What's fascinating is I stuck my head round the door and listened.
0:20:08 > 0:20:12The ideas are bubbling to the surface. Titanic themed dinners,
0:20:12 > 0:20:18they're talking about golf, helicopters between golf courses popping in here...
0:20:18 > 0:20:22- 'There's any number of ideas going on in there.- Right.
0:20:22 > 0:20:26'Because it's all here. There's business to be had here.'
0:20:26 > 0:20:30Here's the challenge. I'm sorry. This is one you've carried off well.
0:20:30 > 0:20:36- The next one is bigger.- Naturally. - When I come back in March, let's have a big event.
0:20:36 > 0:20:40You tell me when I come. A wedding, whatever. Big event.
0:20:52 > 0:20:56Spring has arrived at Tullyveery House.
0:20:56 > 0:21:01So far, Nick's plan is working. Colin has hosted a few corporate dinners and he is close
0:21:01 > 0:21:04to making a deal with a cruise ship tour company.
0:21:07 > 0:21:10Today he is holding the big event Nick asked for -
0:21:10 > 0:21:17a wedding fair. Summer's approaching fast and Colin has to sell some weddings if the estate's to survive.
0:21:17 > 0:21:21The majority are here and some more have just arrived.
0:21:21 > 0:21:27Colin has also asked his daughter Alice to come over from England to help.
0:21:27 > 0:21:32Colin's original business plan was to simply rent space for a marquee.
0:21:32 > 0:21:36Nick's hoping that the last few months' push on entertaining groups
0:21:36 > 0:21:40might have made Colin think a little bit bigger.
0:21:40 > 0:21:46I'll be watching to see whether he's just selling Tullyveery as a wedding location or if he's prepared
0:21:46 > 0:21:49to sell a package.
0:21:51 > 0:21:57- Nice to see you! - You've turned it into a paradise! - It's lovely to see you.
0:21:57 > 0:22:01- Has the house ever looked better? Beautiful.- It's kind of you to say.
0:22:01 > 0:22:06- You've been working your... - Proverbials off.- And the daffodils!
0:22:06 > 0:22:10Also you've got the best day you could possibly have.
0:22:10 > 0:22:14- Are you going to show people round the house?- No, it's closed.
0:22:14 > 0:22:20Perhaps on the hour you might... When the crowds arrive and you see the heat you've stirred up.
0:22:20 > 0:22:26- Maybe you could schedule an hourly tour.- I won't lose an opportunity.
0:22:26 > 0:22:30- Nick is adamant that Colin should show the house off.- I need you two.
0:22:30 > 0:22:33But there's now only 30 minutes until the public arrive.
0:22:33 > 0:22:37What we're going to do is offer house tours.
0:22:41 > 0:22:48- If you go and open up the place... - We'll get some flowers. - A massive bunch. More daffs.
0:22:48 > 0:22:52- Yeah, thanks, John. - All right, see you later.- Thanks.
0:22:52 > 0:22:55Which means I can go back to this!
0:22:55 > 0:22:59Colin's aim was always to create a business he could pass on.
0:22:59 > 0:23:05Nick's wondering how Colin's daughter Alice feels about the family heirloom.
0:23:05 > 0:23:11- Your dad really is working hard. - Absolutely.- He's brought the place up to the most perfect pitch now.
0:23:11 > 0:23:18- It must tempt you to come back here and take over the running of it. - Yeah, it certainly does in future.
0:23:18 > 0:23:22We want to see how it develops over the next few years.
0:23:22 > 0:23:27We're doing our own thing in England, but we'd look to it.
0:23:27 > 0:23:32Would it speed up your decision if this wedding venue idea of his really took off?
0:23:32 > 0:23:37- Would that sort of...? - It would be an influence. - It would be a living then.- Yeah.
0:23:37 > 0:23:44Do something for me. Like all daughters, you have huge influence with your father. I have none.
0:23:44 > 0:23:49Please ask him to put packages together. That's where the real profit is.
0:23:49 > 0:23:52- I'll certainly try. - Push him on it.- I will.
0:23:52 > 0:23:57Colin, I'd like to thank you very much for inviting me here to the opening
0:23:57 > 0:24:05of the Tullyveery House FIRST Wedding Fair and the beginning of a great wedding location business.
0:24:05 > 0:24:11- I might even come back and have my second wedding here. Here we go! Ready?- Absolutely!
0:24:11 > 0:24:14- Go for it.- How's that?
0:24:16 > 0:24:22The crowds are in. The next few hours are about the hard sell.
0:24:22 > 0:24:24# All of me
0:24:24 > 0:24:28# Why not take all of me? #
0:24:29 > 0:24:33The invited suppliers are doing brisk business.
0:24:33 > 0:24:36Colin is also getting inquiries.
0:24:36 > 0:24:39We'll have a look at the house.
0:24:39 > 0:24:45Nick's idea of house tours is also proving popular, but what is Colin selling?
0:24:45 > 0:24:49Is he offering bespoke packages with extra services included?
0:24:49 > 0:24:52Or is he still uneasy about becoming a truly commercial venture?
0:24:52 > 0:24:59This room here, the hall, is licensed for civil weddings, as is the dining room next door.
0:24:59 > 0:25:03Basically, having a civil ceremony in here, you can organise it.
0:25:03 > 0:25:10Do your own thing with food. Bring your own bottle. I'll chill it if it's white or sparkling,
0:25:10 > 0:25:15and come back the next day and have bacon and eggs in the wreckage of the tent!
0:25:15 > 0:25:20The house tours and wedding fair are going well. Couples are interested,
0:25:20 > 0:25:25but Nick wants to find out if Colin is selling enough to secure the estate's future.
0:25:25 > 0:25:32- What's he giving you? The location? - It's beautiful, but mostly his idea that we can do whatever we want.
0:25:32 > 0:25:35We have the whole place.
0:25:35 > 0:25:41- Has he offered you a package or just the venue?- Just the venue. Not quite a package,
0:25:41 > 0:25:45although he's offering a list of suppliers and the freedom to choose.
0:25:45 > 0:25:51- He's left you to put it all together?- Yeah.- And you found the price acceptable?- Absolutely.
0:25:51 > 0:25:57And you get it for three days - the day before, the wedding and the next day to clear up.
0:25:57 > 0:26:01Or, as Colin has offered us, to party on!
0:26:01 > 0:26:04- I think Colin likes a party.- Yes!
0:26:04 > 0:26:09Colin's attracting a fair amount of interest, but my question is:
0:26:09 > 0:26:13why wouldn't he be? It's the most beautiful setting for a wedding.
0:26:13 > 0:26:18And what's he charging? About £1,800 and yet he's saying,
0:26:18 > 0:26:26"Come! Spend three days! Have the wedding, then use the place as your own on the day after
0:26:26 > 0:26:28for £1,800?!
0:26:28 > 0:26:32He could charge more. He really could. He's giving it away.
0:26:34 > 0:26:40Colin, what a great day. Beautiful weather and a great turn-out. I mean, wonderful.
0:26:40 > 0:26:46- Any bookings? Any positive business? - Yeah, six. On top of the five we've got this year, in 2012,
0:26:46 > 0:26:48there are six booked up for 2013.
0:26:48 > 0:26:54Lots of referrals from the suppliers. I've had key suppliers here. They'll put the word out.
0:26:54 > 0:26:58The only thing that was worrying me and we've fought about it
0:26:58 > 0:27:01is that if I were getting married, again,
0:27:02 > 0:27:08what you're really saying is, "Look, have it here, but you go ahead and organise it."
0:27:08 > 0:27:15I'm not an events co-ordinator, but the key is to sit down and discover what they'd like to have.
0:27:15 > 0:27:20And then formulate that. I can point them towards the right suppliers.
0:27:20 > 0:27:26I want them to have freedom of choice. Then I will steer them in the directions that are worth going.
0:27:26 > 0:27:32That's all very well and good, but the whole thing was, "I've got this beautiful facility.
0:27:32 > 0:27:37"Now I've got to find the revenue stream to keep it going."
0:27:37 > 0:27:43Right? And you found that revenue stream and I'm just wondering if it's too much of a trickle.
0:27:43 > 0:27:49- That's all.- And I take that point completely. And I will not lose sight of that as time goes by.
0:27:51 > 0:27:55When I first set foot in Tullyveery House eight months ago,
0:27:55 > 0:27:59Colin Heron essentially had a place to plonk a marquee.
0:27:59 > 0:28:03What has he got today? He's got actually a multi-faceted business.
0:28:03 > 0:28:10He's got a thriving corporate dinner business, cruise lunches and a real wedding location business.
0:28:10 > 0:28:16Colin wanted to save this wonderful house and the family farm for the next generation.
0:28:16 > 0:28:20Do you know something? I think he's done it.
0:28:47 > 0:28:50Subtitles by Red Bee Media Ltd