0:00:02 > 0:00:04Small family farms are in trouble...
0:00:04 > 0:00:06This hasn't seen any action for a while.
0:00:06 > 0:00:09Business consultant Nick Hewer is going back
0:00:09 > 0:00:12to his Northern Irish roots to help them diversify
0:00:12 > 0:00:15and make radical changes, before they go under.
0:00:15 > 0:00:17What can you do with 17 acres?
0:00:17 > 0:00:21But are the farmers ready for his advice?
0:00:21 > 0:00:23I'm not a farming guru with all the answers,
0:00:23 > 0:00:27but 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.
0:00:33 > 0:00:39This series follows eight local farms embarking on a long term fight for survival.
0:00:39 > 0:00:43- You're not turning bookings down, are you? - There will be tough decisions...
0:00:43 > 0:00:46That source will pump for ever and a day.
0:00:46 > 0:00:48And they're going to sell it?!
0:00:48 > 0:00:51But doing nothing is not an option...
0:00:51 > 0:00:56- End of a long day, and for me, a depressing day.- OK.
0:01:06 > 0:01:09This week, Nick is on his way to see Mike and Rhonda Nurse.
0:01:09 > 0:01:11They own a 40 acre farm in Lisdillon, County Londonderry.
0:01:11 > 0:01:16For the last six years, they've been farming sheep and cattle.
0:01:16 > 0:01:18But all that is about to change.
0:01:20 > 0:01:24I have some Limousine cattle and crossbreed breeding sheep.
0:01:24 > 0:01:29We're going to sell them all off to finance our new project.
0:01:29 > 0:01:32An ex-show jumper, Mike's first love is horses.
0:01:32 > 0:01:37He used to own horse yards in Scotland, and now he wants to build an equestrian centre
0:01:37 > 0:01:40in Northern Ireland, with tourist accommodation attached.
0:01:40 > 0:01:44Nick Hewer has been called in to help get the project off the ground.
0:01:44 > 0:01:48He's been with horses all his life. There's nothing he doesn't know.
0:01:48 > 0:01:51But what about business? Because after all, what have they got?
0:01:51 > 0:01:54They've got 40 acres and some old barns.
0:01:54 > 0:01:58And the challenge, by the beginning of the next tourist season,
0:01:58 > 0:02:01they've got a running and profitable concern.
0:02:02 > 0:02:06We do have a lot of experience in the equine business,
0:02:06 > 0:02:09but we don't have experience within the tourism business.
0:02:10 > 0:02:13- Mike?- Mr Hewer, it's a pleasure to meet you.- How are you?
0:02:13 > 0:02:15- It's a pleasure to meet you. - This is Rhonda? How are you?
0:02:15 > 0:02:17- Pleased to meet you.- Who's this?
0:02:17 > 0:02:19- This is Lawrie, my son. - Hello, Lawrie.
0:02:19 > 0:02:23- And this is Cassie.- How do you do? - And our mum, Nancy.
0:02:23 > 0:02:24- This is Mum?- Pleased to meet you.
0:02:24 > 0:02:27- How are you?- All right. - Are you keeping them under control?
0:02:27 > 0:02:28Yes!
0:02:28 > 0:02:31Nick's got eight months to help establish the equestrian centre.
0:02:31 > 0:02:33Today he's accompanied by his dog, Jasmine.
0:02:33 > 0:02:37The first job is to get a sense of the scale of the task ahead.
0:02:38 > 0:02:40So, what's happening here?
0:02:40 > 0:02:44What we're doing here, Nick, is this was our former dairy.
0:02:44 > 0:02:50We've ripped it all out and we've got it ready in preparation now to start to build all our stables.
0:02:50 > 0:02:53- Hm-hmm.- So our first set of 15 stables will go in here.
0:02:53 > 0:02:58And directly behind us here will be the first cottage that we're going to build.
0:02:58 > 0:03:02- That'll be a cottage?- That will be the first stage of the cottage.
0:03:02 > 0:03:04Right. Had you in mind to pop a window in there?
0:03:04 > 0:03:08I think we might put one or two windows in, just to...
0:03:08 > 0:03:11You've got a wonderful view. Yeah, promise me you'll put a big window in!
0:03:11 > 0:03:13I'll put a big window in, yeah!
0:03:15 > 0:03:19That view is fabulous. I can see that as the sort of opening page
0:03:19 > 0:03:21on your website. Have you got a website yet?
0:03:21 > 0:03:22Definitely.
0:03:22 > 0:03:25No, that's something that's on the agenda. We have to build a website.
0:03:25 > 0:03:28Build that, yeah. It's not all you've got to build!
0:03:28 > 0:03:31So when's number one coming on stream, do you reckon?
0:03:31 > 0:03:35We're going to start this in the second week of September.
0:03:35 > 0:03:37- OK.- The building work will start.
0:03:37 > 0:03:40When would you aim to open, you know, for the first paying customer?
0:03:40 > 0:03:43- Mid-April.- Mid-April?- About mid-April.- You're missing Easter?
0:03:43 > 0:03:45No, you can't miss Easter.
0:03:45 > 0:03:47Do you think you can get him to get up earlier in the morning?!
0:03:47 > 0:03:50Maybe I might have to set the alarm a bit earlier in the morning!
0:03:50 > 0:03:53- I think so! Let's go for Easter. - Mm-hmm.
0:03:53 > 0:03:57Well, not really, because the clients that I have
0:03:57 > 0:04:00that have booked into the cottage aren't coming until April.
0:04:00 > 0:04:02But we could try and get early ones.
0:04:02 > 0:04:05Yeah, yeah. It's a goal we could look at, actually.
0:04:06 > 0:04:08Mike will have to get up at dawn.
0:04:08 > 0:04:12Before the Nurses even begin work on the cottages,
0:04:12 > 0:04:15they want to finish the stables and build a large indoor riding arena.
0:04:16 > 0:04:22- Where's this indoor area?- This is the indoor arena on the plan here.
0:04:22 > 0:04:26This is the indoor...? OK. So we've got the three cottages.
0:04:26 > 0:04:31- This one ready for next Easter. All being well.- All being well.
0:04:31 > 0:04:34And, you know, all three will be completed by when?
0:04:34 > 0:04:38The other two cottages, Nick, are over a five year plan.
0:04:38 > 0:04:44- Because?- Well, there's no massive deadline push at this stage.- Yeah.
0:04:44 > 0:04:49I think what we've got here could be a sort of a David and Goliath task.
0:04:49 > 0:04:52Mike being David and this huge project being Goliath.
0:04:52 > 0:04:55My concern is that Goliath might win!
0:04:55 > 0:05:00You know? He's got to get this lot done, by Easter.
0:05:00 > 0:05:04And that really is pushing it. I hope he knows what he's up to!
0:05:05 > 0:05:08The scale of the task ahead is not the only worry.
0:05:08 > 0:05:11One important revenue stream for the Nurses will be
0:05:11 > 0:05:15looking after other people's horses, known in the trade as livery.
0:05:15 > 0:05:18Nick knows the equestrian industry has been hit hard
0:05:18 > 0:05:21by the current economic climate, so as part of his research,
0:05:21 > 0:05:23he's decided to go to another local riding yard
0:05:23 > 0:05:25to see how they are holding up.
0:05:27 > 0:05:31I really want to find out whether the local market is as buoyant as ever,
0:05:31 > 0:05:34whether the recession is hitting business,
0:05:34 > 0:05:36the cost of livery is going up or down,
0:05:36 > 0:05:37is there pressure on margins?
0:05:37 > 0:05:40How is the market here in Londonderry?
0:05:40 > 0:05:43Is it on the up or is it stagnant?
0:05:43 > 0:05:46- So you started off with a livery.- Yep.
0:05:46 > 0:05:49You've gone into the riding school because livery didn't pay, or...?
0:05:49 > 0:05:51Livery, after the economic downturn,
0:05:51 > 0:05:53we realised there wasn't as many new customers.
0:05:53 > 0:05:55So livery is still a bit flat.
0:05:55 > 0:05:57For us, I would say yes.
0:05:57 > 0:06:00You've a lot of competition locally, very price-competitive.
0:06:00 > 0:06:04What we do is DIY livery,
0:06:04 > 0:06:06so we provide feed in the morning
0:06:06 > 0:06:07and feed in the evening
0:06:07 > 0:06:09and that's £30 a week.
0:06:09 > 0:06:12Full livery, for a pony, would be £45
0:06:12 > 0:06:14then for a horse, it would be £50
0:06:14 > 0:06:17and then, because we're a riding school,
0:06:17 > 0:06:18we also provide working livery.
0:06:20 > 0:06:23This is not a particularly prosperous part of Ulster.
0:06:23 > 0:06:25When you combine that with the fact
0:06:25 > 0:06:27we're in the middle of a deep recession,
0:06:27 > 0:06:30you can understand there's huge, huge pressure on prices.
0:06:30 > 0:06:34Here in this stable, they're charging between £50 and £30 a week
0:06:34 > 0:06:36but there are other stables locally
0:06:36 > 0:06:42and quite a lot of them charging down to £12.50 per week for livery.
0:06:42 > 0:06:44What does that tell us?
0:06:44 > 0:06:47That they are entering a hugely competitive market.
0:06:47 > 0:06:51Breaking into the local livery scene will be tough
0:06:51 > 0:06:55and establishing tourist accommodation could take years.
0:06:55 > 0:06:56Come on.
0:06:56 > 0:06:59As Mike and Rhonda show Nick the site for the indoor arena,
0:06:59 > 0:07:02Nick is praying there's at least part of this plan
0:07:02 > 0:07:04that he can get excited about.
0:07:04 > 0:07:07So how much are you going to charge on a weekly basis, full livery?
0:07:07 > 0:07:10It would be between £50 and £60 a week for a full livery horse.
0:07:10 > 0:07:14Expensive. Expensive. Because I've been snooping around
0:07:14 > 0:07:18- and do you know something? Some of them are 50...- Yep.
0:07:18 > 0:07:21And then at the lower end, do you know, as low as £12.50 -
0:07:21 > 0:07:24- not full, I accept that, DIY.- DIY.
0:07:24 > 0:07:27So OK, so suddenly, you're expensive...
0:07:27 > 0:07:31We're only looking for a small proportion of that market,
0:07:31 > 0:07:33a few livery horses.
0:07:33 > 0:07:37Our main market drive is to be a training facility
0:07:37 > 0:07:39for overseas clients,
0:07:39 > 0:07:43the tourism side of our business with holidaymakers coming to train,
0:07:43 > 0:07:46going to horse sales and all that involves.
0:07:46 > 0:07:50We have two very large horse sales here, four times a year.
0:07:50 > 0:07:52Why wouldn't they just stay in a hotel like anybody else?
0:07:52 > 0:07:55Because they don't have an indoor arena or a horsebox
0:07:55 > 0:07:57or somewhere to try the horse.
0:07:57 > 0:07:59OK. Now you're making sense.
0:07:59 > 0:08:02So that really is more of a sort of professional market?
0:08:02 > 0:08:05- Yes.- Tourism, fine. Now we've got a professional market.
0:08:05 > 0:08:07- Absolutely.- There's a niche there.
0:08:07 > 0:08:09People coming to you with their horses
0:08:09 > 0:08:12and with you and your indoor arena,
0:08:12 > 0:08:14training for a particular event or schooling
0:08:14 > 0:08:16- or whatever it is they're doing?- Yep.
0:08:16 > 0:08:18'Well, Mike surprised us.
0:08:18 > 0:08:21'He's flown a rather juicy bone into the mix
0:08:21 > 0:08:23'and it's called the professional market.'
0:08:23 > 0:08:27That's a year-round business with lots to go for.
0:08:27 > 0:08:29I like it. I like it a lot.
0:08:29 > 0:08:32The professional riding market may be vital
0:08:32 > 0:08:34but Nick is also convinced
0:08:34 > 0:08:37the Nurses need to focus more energy on tourism.
0:08:37 > 0:08:40Nick knows it could take years for all the cottages to be ready.
0:08:40 > 0:08:43He's also convinced they can't afford to wait.
0:08:43 > 0:08:45Luckily, he has a plan.
0:08:47 > 0:08:52So, you want to turn your property here at Lisdillon Road
0:08:52 > 0:08:53into an equestrian centre.
0:08:54 > 0:08:57The heart of this operation is the horse,
0:08:57 > 0:09:01but it beats very close to another heart, which says it's accommodation.
0:09:01 > 0:09:03- Yes.- OK.
0:09:03 > 0:09:04Here's my problem.
0:09:04 > 0:09:09I see the bottleneck as being the accommodation.
0:09:09 > 0:09:13One small one now. If it goes, you're going to get busy,
0:09:13 > 0:09:17and during the winter, hurry up and get another one and another one,
0:09:17 > 0:09:20and at the end of it, you'll only have three.
0:09:20 > 0:09:22Maybe you'll have six people in each.
0:09:22 > 0:09:24- Now here's what I want you to look at.- Yeah.
0:09:24 > 0:09:27Kids love horses
0:09:27 > 0:09:31and I know that you don't want to mess up your professional market
0:09:31 > 0:09:34with a load of children, but in the summer months,
0:09:34 > 0:09:39you might say, "The summer months are for my tourism market."
0:09:39 > 0:09:41- OK?- Yes...
0:09:41 > 0:09:42I've only got one cottage.
0:09:42 > 0:09:47What I want to do is to see how I could suddenly, like that,
0:09:47 > 0:09:49accommodate 30 young people
0:09:49 > 0:09:52- and to make it more exciting for them...- Yes.
0:09:52 > 0:09:55to, say, come to your equestrian centre
0:09:55 > 0:09:58and live in a wigwam or a yurt.
0:09:58 > 0:10:00I think they call it glamping.
0:10:00 > 0:10:02- Glamping with horses.- Yeah.
0:10:02 > 0:10:04- It'd be very unique. - It'd be brilliant.
0:10:04 > 0:10:08- It'd be something the kid's never done before.- That's right.
0:10:08 > 0:10:09Tepees and other large tents
0:10:09 > 0:10:12are becoming popular all over the UK and Ireland.
0:10:12 > 0:10:14Combining them with children's summer riding camps
0:10:14 > 0:10:17could provide a good injection of revenue
0:10:17 > 0:10:20but the Nurses will need to start marketing soon
0:10:20 > 0:10:22for all areas of their business.
0:10:22 > 0:10:25On the professional market, I know you've already got contacts
0:10:25 > 0:10:27and I think that at the moment,
0:10:27 > 0:10:31you see, your clientele is all word-of-mouth
0:10:31 > 0:10:34and people you've dealt with, so I think what we really need to do
0:10:34 > 0:10:38is to sit down and look at the markets.
0:10:38 > 0:10:41How to approach them, segment them,
0:10:41 > 0:10:44decide which ones you're going to go for.
0:10:44 > 0:10:48- Yeah.- And get that website up and running.- Yeah.
0:10:51 > 0:10:54It's been just over a month since Nick was here
0:10:54 > 0:10:56and work has now started
0:10:56 > 0:10:58on preparing the field for the indoor arena.
0:10:58 > 0:11:00Soon the build will begin in earnest
0:11:00 > 0:11:04which means the time has come to start selling off the livestock.
0:11:04 > 0:11:08After six years of building up his sheep and beef herds,
0:11:08 > 0:11:10saying goodbye won't be easy.
0:11:10 > 0:11:12You hold onto that wee rascal.
0:11:12 > 0:11:14'It's taken a while to build them up'
0:11:14 > 0:11:18and my daughters, they're very attached to them
0:11:18 > 0:11:21and I love having sheep myself
0:11:21 > 0:11:24so I think we'll always have some about us,
0:11:24 > 0:11:27but we really have to sell all of them at this stage
0:11:27 > 0:11:29to do the project.
0:11:29 > 0:11:30Come on. Come on.
0:11:30 > 0:11:34This evening, Mike has come to Lisahally Auction.
0:11:34 > 0:11:37I'm getting too old to get in there!
0:11:37 > 0:11:38It's taken years of planning
0:11:38 > 0:11:41to get to the point when they're ready to start building.
0:11:41 > 0:11:45Once the livestock are sold, there is no going back.
0:11:47 > 0:11:53AUCTIONEER: Here for sale at 140. Do I have 140? Another one, 140...
0:11:53 > 0:11:55140, 140. And...
0:11:58 > 0:12:02I've a cheque in my hand, the first payment of the batch.
0:12:02 > 0:12:05I've got another five sales to do and this is the first payment
0:12:05 > 0:12:07and I'm thrilled to bits.
0:12:07 > 0:12:09They made a fantastic price
0:12:09 > 0:12:11and it'll really help towards the project.
0:12:20 > 0:12:23It's November, and the arena is progressing.
0:12:23 > 0:12:26The hardcore base is now down.
0:12:26 > 0:12:29The shed will arrive in the next few weeks.
0:12:29 > 0:12:31Nick is keen to keep the push on marketing
0:12:31 > 0:12:33and he has an idea.
0:12:33 > 0:12:35'So here's what I want you to do.'
0:12:35 > 0:12:39I'll bring a group of potential summer campers up to see you
0:12:39 > 0:12:41'and you show them a good time.
0:12:41 > 0:12:45'Have some horses, show them how to ride, take them on a trek,'
0:12:45 > 0:12:49and we'll take pictures for the website. Let's pray it's a good day
0:12:49 > 0:12:52'and we'll get some great feedback by way of testimonials, yeah?'
0:12:52 > 0:12:54- Yeah.- Yeah, that sounds great.
0:12:54 > 0:12:57It will give you a sense of what to expect
0:12:57 > 0:13:01and also give you a sense of what obstacles you've got to overcome.
0:13:01 > 0:13:03Yeah, I think it's a good idea.
0:13:03 > 0:13:05- Why not?- Yeah, we're up for that.
0:13:05 > 0:13:07'OK, good. Well, let's do it.'
0:13:09 > 0:13:11It's the day of the photo shoot.
0:13:11 > 0:13:13Down the road, Nick has horses and riders
0:13:13 > 0:13:15waiting to pose for promotional pictures.
0:13:15 > 0:13:20Unfortunately, high December winds have affected progress on the arena
0:13:20 > 0:13:23and it will not be possible to let them onto the farm today.
0:13:24 > 0:13:28I was hoping we would have gone maybe a bit further,
0:13:28 > 0:13:30which would've enabled us to bring the horses up
0:13:30 > 0:13:33- but no, it's not ready, is it? - No.- This is big.
0:13:33 > 0:13:34Is it 40 metres?
0:13:34 > 0:13:3740 metres, 22 metres wide.
0:13:37 > 0:13:40But not ready for the horses, but we've got a plan.
0:13:40 > 0:13:42- We need to get those shots taken. - Definitely.
0:13:42 > 0:13:43And we have just the place for it.
0:13:43 > 0:13:46The farm may still be a building site
0:13:46 > 0:13:49but Nick is determined to plough ahead with the shoot.
0:13:49 > 0:13:51Bring the back legs around, yeah?
0:13:51 > 0:13:55Can you stand a wee bit closer to the horse?
0:13:55 > 0:13:58He's arranged to use the grounds of a nearby hotel.
0:13:58 > 0:14:00Nick's also enlisted the help
0:14:00 > 0:14:02of professional photographer Elaine Hill.
0:14:02 > 0:14:06Given the choice, who would take photographs for a brochure or website
0:14:06 > 0:14:08on a day like this for a summer equestrian centre?
0:14:08 > 0:14:11But we've got no choice. We need to do it now
0:14:11 > 0:14:13to get that website, to get that material,
0:14:13 > 0:14:16that promotional material up and running
0:14:16 > 0:14:20- so we can start pulling in people for next summer.- Good boy. Brilliant.
0:14:20 > 0:14:23We also want to show Mike, actually, that there's not only urgency
0:14:23 > 0:14:24but professionalism.
0:14:24 > 0:14:28It's no good just throwing a couple of old snapshots up onto a website.
0:14:28 > 0:14:31People trawl the web with their eyes, yeah?
0:14:31 > 0:14:34You have to get them in five seconds or you've lost them forever.
0:14:35 > 0:14:39Nick has also arranged for some shots around the city of Derry,
0:14:39 > 0:14:41to attract the tourist market.
0:14:44 > 0:14:47Despite the windy weather, the shoot has gone well.
0:14:47 > 0:14:49The next stage of Nick's plan
0:14:49 > 0:14:53is to get a website organised as quickly as possible.
0:14:53 > 0:14:56So that's quite nice for a generic shot for the front of the website.
0:14:56 > 0:14:58To help get Mike and Rhonda started,
0:14:58 > 0:15:02he has enlisted the help of graphic designer Alistair MacFarlane.
0:15:02 > 0:15:04That's a good-looking little pony, isn't it?
0:15:04 > 0:15:08'There is no way that we're all going to come out of this today
0:15:08 > 0:15:09'with a finished website.'
0:15:09 > 0:15:11No, not at all.
0:15:11 > 0:15:12Today's exercise, really,
0:15:12 > 0:15:15is to establish the rough guidelines for a website
0:15:15 > 0:15:17but more particularly,
0:15:17 > 0:15:19to talk him into explaining
0:15:19 > 0:15:23exactly what his target market - or markets - are,
0:15:23 > 0:15:25because I think there are two markets
0:15:25 > 0:15:29and I think he thinks there's only one.
0:15:29 > 0:15:34Alistair has devised a front page of what will be an in-depth website,
0:15:34 > 0:15:37so let's have a look at what you've been up to, Alistair.
0:15:37 > 0:15:40OK, so this is a typical front page of a website
0:15:40 > 0:15:43and you can obviously update this
0:15:43 > 0:15:47and use it as a "Latest News" or certain posts.
0:15:47 > 0:15:50Have a look at the Lisdillon identity up there.
0:15:50 > 0:15:54This actually brings us to the point, Mike,
0:15:54 > 0:15:59because you're a seasoned professional horseman,
0:15:59 > 0:16:02ex-showjumper and all the rest of it.
0:16:02 > 0:16:05- Yes.- And you feel that that's your market
0:16:05 > 0:16:07and to sort of sully it, in a sense,
0:16:07 > 0:16:09with the sort of leisure side, the pony side,
0:16:09 > 0:16:14would damage what you've striven to build up over the years. OK?
0:16:14 > 0:16:17I want you to agree with me
0:16:17 > 0:16:19- because it would be nice...- OK!
0:16:19 > 0:16:23..for you to say, "I want to embrace both of those markets."
0:16:23 > 0:16:27- Good, OK.- You happy with that?- Yes. - Really?- It's what you want to do?
0:16:27 > 0:16:28That cheers me up enormously
0:16:28 > 0:16:32because what we've got, really, on the website at the moment
0:16:32 > 0:16:36- is the sort of leisure side of it, haven't we?- Yes.
0:16:36 > 0:16:38And I would like to see both markets
0:16:38 > 0:16:41and you can press a button and go into the professional market
0:16:41 > 0:16:44or you can press another button and go into the leisure market.
0:16:44 > 0:16:46- Absolutely.- That's a good point.
0:16:46 > 0:16:48Alistair's taken it a long way. It's got to be tidied up,
0:16:48 > 0:16:50but don't let's drag our feet now
0:16:50 > 0:16:53because we need to get that up and running on the web
0:16:53 > 0:16:55and stand by a computer for e-mails
0:16:55 > 0:16:58and indeed, by the phone for orders, yeah?
0:17:03 > 0:17:05It's the new year.
0:17:05 > 0:17:06The arena is not yet finished
0:17:06 > 0:17:09but Mike is happy with progress.
0:17:09 > 0:17:13I think the arena is exactly where it should be.
0:17:13 > 0:17:14They've met all the dates,
0:17:14 > 0:17:17everything's completely on schedule with it,
0:17:17 > 0:17:19if anything, ahead of it.
0:17:19 > 0:17:21So that's good.
0:17:21 > 0:17:23Easter is in a couple of months
0:17:23 > 0:17:25and although the barn has been cleared,
0:17:25 > 0:17:28the stables are still being built off-site.
0:17:28 > 0:17:29Work won't even start on the cottage
0:17:29 > 0:17:33until the arena and stables are in place.
0:17:33 > 0:17:37I do look about and I think, "Oh, my God, this is all to get done,"
0:17:37 > 0:17:40and that's quite stressful.
0:17:40 > 0:17:42HE LAUGHS
0:17:42 > 0:17:45Nick is determined to press ahead with promotion
0:17:45 > 0:17:47and have a pre-Easter launch.
0:17:47 > 0:17:51The plan is to hold a horse-jumping event in the indoor arena.
0:17:51 > 0:17:53There is now just five weeks.
0:17:53 > 0:17:56So what about the launch? Is the arena ready?
0:17:56 > 0:17:58It's looking good, yeah.
0:17:58 > 0:18:01They have about a week to ten days,
0:18:01 > 0:18:05they're hoping to complete and have the arena functional.
0:18:05 > 0:18:09I'll chase up the tourism people and the press and get them there
0:18:09 > 0:18:11because we really have to get some hype behind this place
0:18:11 > 0:18:14- and get it launched properly.- Great.
0:18:14 > 0:18:16'We need those guys to give a good marketing push
0:18:16 > 0:18:20- 'at the time of the launch. Yeah?' - Definitely. Yeah.
0:18:20 > 0:18:22'And remember,'
0:18:22 > 0:18:23Derry is the City of Culture.
0:18:23 > 0:18:26There'll be a load of money floating around
0:18:26 > 0:18:29- 'and I want you to be there to take advantage of it.'- Yeah.
0:18:29 > 0:18:32With that in mind, I've been doing a bit of research
0:18:32 > 0:18:35and I found a place down in Tipperary that has a summer camp business
0:18:35 > 0:18:37and they can take up to £20,000 a week
0:18:37 > 0:18:39and I want you to go and have a look at it.
0:18:39 > 0:18:42Give you some confidence in what we're talking about.
0:18:42 > 0:18:44You'll see the possibilities at your place.
0:18:44 > 0:18:47- That's great.- OK. - We'll keep working hard.
0:18:47 > 0:18:50- Thanks, Nick.- That's fantastic, Nick.- Thanks a lot. Bye, now.
0:18:54 > 0:18:55For the last 20 years,
0:18:55 > 0:18:59Crossogue Equestrian has hosted residential children's summer camps.
0:18:59 > 0:19:03This is our new accommodation for the students
0:19:03 > 0:19:07and we can accommodate 20 young guests.
0:19:07 > 0:19:10Although Crossogue has dormitories rather than tepees,
0:19:10 > 0:19:12its business model of targeting young people
0:19:12 > 0:19:15is similar to the one Nick is proposing.
0:19:15 > 0:19:20One of the dimensions which is unique about running a teenage programme is
0:19:20 > 0:19:24it has to be something that is family-orientated.
0:19:24 > 0:19:27You've got to think, you have two children,
0:19:27 > 0:19:29would you like to send them?
0:19:31 > 0:19:33Hopefully, today's visit
0:19:33 > 0:19:36will persuade the Nurses to move forward on the tepee idea.
0:19:36 > 0:19:39- It's a bit different from what we would think about doing.- Yeah.
0:19:39 > 0:19:41But the basic, the core elements are there
0:19:41 > 0:19:45that he's got equestrian facilities and so do we.
0:19:45 > 0:19:47It's connected with the horses.
0:19:47 > 0:19:51It's not just they're English-speaking, they're students from abroad.
0:19:51 > 0:19:53- The horse is key. - The horse is the key.
0:19:53 > 0:19:55It looks like the visit has worked.
0:19:55 > 0:19:59Whether they push ahead with tepees this year is another question.
0:19:59 > 0:20:02I think there's just quite a bit we'll take away from it
0:20:02 > 0:20:05in relation to return business and where his market comes from
0:20:05 > 0:20:07and how he's built that up over the years
0:20:07 > 0:20:10but I think it's something we'll probably look into
0:20:10 > 0:20:12and it's something we may well do, actually,
0:20:12 > 0:20:14maybe into our second year,
0:20:14 > 0:20:17but I think it's something that could work well in the North for us.
0:20:17 > 0:20:20We could be a new market that... As far as I'm aware,
0:20:20 > 0:20:23there isn't anywhere in the North that does this type of thing,
0:20:23 > 0:20:26so I think it's a good potential for us, yeah.
0:20:31 > 0:20:33Nick is on business in London
0:20:33 > 0:20:35and Mike is on the phone with bad news.
0:20:35 > 0:20:39With just a few weeks to go until the launch, he wants to postpone.
0:20:41 > 0:20:43June? Oh, right, OK.
0:20:43 > 0:20:46Oh, I was really hoping we'd get the start of the season,
0:20:46 > 0:20:50you know, the Easter rush. No chance of getting it done, no?
0:20:50 > 0:20:54The Nurses have decided they would rather wait until the summer.
0:20:54 > 0:20:55For Nick, it's a big disappointment.
0:20:55 > 0:20:59My anxiety was really to kick it off at the beginning of the season.
0:20:59 > 0:21:02I don't need to tell you, you've been in business long enough,
0:21:02 > 0:21:07to know that it's all a question of timing and catching the market,
0:21:07 > 0:21:09but listen, I'll...
0:21:09 > 0:21:13I'll get over my disappointment, don't worry. I'm a tough old bird.
0:21:13 > 0:21:15I'll see you in a few weeks. All right.
0:21:15 > 0:21:18That is...
0:21:18 > 0:21:21Actually, driver, can you pull over just here? That's lovely.
0:21:21 > 0:21:23That is a blow, you know,
0:21:23 > 0:21:27because we were really going to try and catch the market.
0:21:27 > 0:21:28Oh, damn.
0:21:28 > 0:21:31Well, we are where we are. That's the truth of it
0:21:31 > 0:21:34but now, of course, I've got to start unravelling things.
0:21:34 > 0:21:37I've invited all sorts of people to this great launch
0:21:37 > 0:21:39and now I'll have to cancel them.
0:21:39 > 0:21:41We have scheduled for the Lord Mayor
0:21:41 > 0:21:43to come to Lisdillon Equestrian Centre next Friday.
0:21:43 > 0:21:46I'm afraid we've hit a bit of a hitch.
0:21:46 > 0:21:48We'll be back to you as soon as we've got a new date.
0:21:50 > 0:21:52Is that Robin?
0:21:52 > 0:21:55I know you're all ready to bring the tepees and so forth,
0:21:55 > 0:21:57but we'll have to put it off for a while.
0:21:59 > 0:22:02Hi, Martin, how are you? It's Nick Hewer
0:22:02 > 0:22:05from Lisdillon Equestrian Centre, sort of!
0:22:05 > 0:22:07And it's just not going to be ready.
0:22:07 > 0:22:10Thanks for your understanding. Cheerio, now. Bye.
0:22:10 > 0:22:12God, I hate doing that!
0:22:12 > 0:22:15It makes me look as though I'm to blame.
0:22:15 > 0:22:18I hate letting people down. I really do.
0:22:21 > 0:22:24Today is the proposed date of the launch,
0:22:24 > 0:22:28but it's builders who are here rather than the press.
0:22:30 > 0:22:33Although the indoor arena has got its sand,
0:22:33 > 0:22:36the stables are still to be fitted
0:22:36 > 0:22:39and work on the cottage has yet to begin.
0:22:39 > 0:22:41According to the Nurses' original business plan,
0:22:41 > 0:22:44work is under budget and ahead of schedule.
0:22:44 > 0:22:45Nick sees things differently.
0:22:45 > 0:22:48Well, I'm on my way to see the Nurses,
0:22:48 > 0:22:50I guess for the last time, really,
0:22:50 > 0:22:52and it's so frustrating.
0:22:52 > 0:22:55The launch is delayed
0:22:55 > 0:22:59and my fear is, not only have they missed Easter, for that's for sure,
0:22:59 > 0:23:03but they're risking that they'll miss the summer season as well.
0:23:07 > 0:23:10Nick's push to have a launch in time for Easter might have failed
0:23:10 > 0:23:14but today, he still wants to keep the pressure on.
0:23:14 > 0:23:18So when, realistically, looking me dead in the eye,
0:23:18 > 0:23:20will you be ready to launch in here?
0:23:20 > 0:23:23Well, the place will be ready, the arena to use,
0:23:23 > 0:23:26in a week to ten days. When we want to launch it,
0:23:26 > 0:23:29we've decided the summertime when the flowers are out
0:23:29 > 0:23:32- and the place is tidier. - Tidied up and we're ready for it.
0:23:32 > 0:23:36All right. It may be that I was unrealistically pushing you,
0:23:36 > 0:23:39because what I didn't want to happen was that you'd miss a season
0:23:39 > 0:23:42because you know the year is chopped into seasons
0:23:42 > 0:23:45and to get the Easter season, you have to go before Christmas,
0:23:45 > 0:23:47to get the summer, you have to go after Christmas.
0:23:47 > 0:23:50That's a long time away, and so there's a missed opportunity
0:23:50 > 0:23:53and you have to wait for revenue that could have come in this Easter.
0:23:53 > 0:23:56- You're going to have to wait until next Easter.- Yes.
0:23:56 > 0:23:59And that sounds to me like a bit of a long wait.
0:23:59 > 0:24:03We're very happy with the process that we're been involved in
0:24:03 > 0:24:06and as I said, that we're still ahead of schedule
0:24:06 > 0:24:07on the equestrian side of it.
0:24:07 > 0:24:11Our main point of our season, of course, is the autumn season
0:24:11 > 0:24:14for the sales, when people come and stay with us
0:24:14 > 0:24:16and we can take them to sales.
0:24:16 > 0:24:17What you're talking about now
0:24:17 > 0:24:20is your beloved professional side of the business.
0:24:20 > 0:24:22- Yes.- Am I right?- Absolutely.
0:24:22 > 0:24:24Because what I was also talking about
0:24:24 > 0:24:28being seasonal and the Easter business and the summer business,
0:24:28 > 0:24:31was more the sort of, I suppose, the consumer end of it.
0:24:31 > 0:24:34- That's right. - People staying in your cottages.
0:24:34 > 0:24:37- Tourism end, yeah.- And dare I mention the dreaded word "tepee?"
0:24:37 > 0:24:38Not at all. It's more welcoming.
0:24:38 > 0:24:41We're very excited about the tepee idea.
0:24:41 > 0:24:44I've got something to show you. Come on, let's have a look at this.
0:24:44 > 0:24:46- OK.- You've brought us a tepee?
0:24:46 > 0:24:49Let's talk tepees. All right?
0:24:49 > 0:24:53Tepees cost £3,000, right?
0:24:53 > 0:24:56- OK.- And if you buy four of them, you've have to lay out 12 grand.
0:24:56 > 0:25:01- 12 grand, yeah.- And each tepee holds four children.
0:25:01 > 0:25:02- Yup?- Yeah.
0:25:02 > 0:25:06And each child pays 500 quid a week, right?
0:25:06 > 0:25:10By 500 quid equals...
0:25:11 > 0:25:14..£2,000 a week per tepee.
0:25:14 > 0:25:16- Yeah?- Yeah.- Times...
0:25:16 > 0:25:17How many tepees have we got?
0:25:17 > 0:25:19- Four.- Thank you.
0:25:19 > 0:25:23- That's 8,000 a week, all right?- OK.
0:25:23 > 0:25:26- How much have you paid for these tepees?- 12K.
0:25:26 > 0:25:3012K. In a week and a half, you've paid it off and you're in profit.
0:25:30 > 0:25:32- Yeah.- That's not bad, is it?
0:25:32 > 0:25:34- It's pretty good. - And in a six-week summer,
0:25:34 > 0:25:36- that is how much?- 48, OK.
0:25:36 > 0:25:37Thank you.
0:25:37 > 0:25:39£48,000.
0:25:39 > 0:25:42A couple of years' time, you'll be in Barbados.
0:25:42 > 0:25:46Yeah, we've grown to the idea of the tepees, we certainly have.
0:25:46 > 0:25:50The Nurses are beginning to embrace the summer camp idea
0:25:50 > 0:25:52but after eight months, Nick is struggling
0:25:52 > 0:25:55to think of anything else he has managed to achieve.
0:25:55 > 0:25:59'Maybe they've got something out of it in terms of marketing
0:25:59 > 0:26:02'and in terms of the sort of seasonality of the tourist business'
0:26:02 > 0:26:06but I think, actually, they're really interested in their professional
0:26:06 > 0:26:08horse, equestrian side of things
0:26:08 > 0:26:10and they've been just jolly polite
0:26:10 > 0:26:13and have gone their own sweet way.
0:26:13 > 0:26:14- Well, I must go.- OK.
0:26:14 > 0:26:16- I'm a bit disappointed.- Yep.
0:26:16 > 0:26:19You know, I just really wanted to see the bloody thing up and running.
0:26:19 > 0:26:23- Yeah, me too. But we're not far away.- But anyway, keep focused,
0:26:23 > 0:26:24keep pushing, market like crazy,
0:26:24 > 0:26:27- and good luck to you both. - Thanks very much. Thank you, Nick.
0:26:27 > 0:26:30- A pleasure having you, Nick. Safe journey.- All right.
0:26:30 > 0:26:32- OK, bye-bye, now.- Bye, now.
0:26:37 > 0:26:39'I think Nick was a bit disappointed
0:26:39 > 0:26:41'he wasn't here to see our sort of showcase'
0:26:41 > 0:26:44and our launch, which will be the summertime.
0:26:44 > 0:26:47I suppose according to our business plan, we are on schedule.
0:26:47 > 0:26:50Actually, we're probably a bit ahead of schedule
0:26:50 > 0:26:52so the summertime is perfect for us.
0:26:52 > 0:26:55His schedule and our schedule just...
0:26:55 > 0:26:57We couldn't just bring them quite together.
0:26:58 > 0:27:00- That's...that's life.- Yeah.
0:27:08 > 0:27:11It's summer, and a year after Nick's first visit,
0:27:11 > 0:27:14the arena is finally up and running.
0:27:14 > 0:27:17However, there is still no sign of the website
0:27:17 > 0:27:20and there has been no further progress on the cottages.
0:27:20 > 0:27:23The Nurses have missed another season deadline.
0:27:23 > 0:27:27Slightly frustrating for Nick, because he wanted to see that all.
0:27:27 > 0:27:31All being well at this point,
0:27:31 > 0:27:34we should hope to complete our first cottage,
0:27:34 > 0:27:37moving into our second cottage by January 2013.
0:27:37 > 0:27:40I think it was probably quite ambitious
0:27:40 > 0:27:43to have them ready for the summer season, given, as you can see,
0:27:43 > 0:27:45the kind of size of the project we have here.
0:27:48 > 0:27:51At least Mike and Rhonda have finally opened their minds
0:27:51 > 0:27:54to one of Nick's suggestions.
0:27:54 > 0:27:56In relation to the tepees,
0:27:56 > 0:27:59that idea has led us on to the idea now
0:27:59 > 0:28:01to build a small lake
0:28:01 > 0:28:03because they're getting a big demand
0:28:03 > 0:28:07for people that want to do camping with a bit of fishing.
0:28:08 > 0:28:11Although they constantly clashed over the schedule,
0:28:11 > 0:28:14Mike and Rhonda are still grateful for Nick's advice.
0:28:14 > 0:28:17I think Nick was enthusiastic and very supportive
0:28:17 > 0:28:21and felt that it was a good business idea, it was a good diversification.
0:28:23 > 0:28:27You have to be true to yourself and work to what you've set out to do
0:28:27 > 0:28:30and if it clashes a wee bit, well, that's life, isn't it?
0:28:30 > 0:28:33But, you know, I think it's all good in the end.
0:28:52 > 0:28:56Subtitles by Red Bee Media Ltd