Entrepreneur setting up wi-fi at Ibrox was a 'late starter'

Age: 55.

What is your business called?

802 Event WiFi.

Where is it based?

Coatbridge, Lanarkshire.

What does it produce, what services does it offer?

Wi-fi solutions for stadia, arenas and event sites.

Our special expertise is the ability to provide strong, fast, and reliable wi-fi, whatever the location.

We are currently installing wi-fi at Ibrox stadium Glasgow, working alongside our customer, Rangers, and the equipment supplier, the Chinese telecoms giant, Huawei.

Once complete the entire audience will have, through their smart phones and tablets, free instant access to event specific materials, services and promotions.

They will be able, for example, to upgrade their seating at the last minute, order merchandise when they see it, order advanced bookings for future events, participate in competitions, download music and videos specific to the event and much more, all from their stadium seat.

The wi-fi will also be accessible in the approaches, concourse, restaurants and corporate areas.

Who does it sell to?

Owners of stadia and major venues are our prime audience but also owners of any public-facing business outlet, anywhere people gather to be entertained, have a coffee, have a meal or get their hair styled.

What is its turnover?

We expect to record sales of over £1 million in our current trading year.

How many employees?

Three.

When was it formed?

We formed the company on July 23, 2007.

Why did you take the plunge?

I'm not sure if was pushed or I jumped. I'd always wanted to run my own business, never sure what it would be or how it would look, but knew that one day I'd have to do it, if just to get it out of my system. It's just taken a little longer to get there than I thought then. For 25 years I worked in various senior roles with some of the biggest Blue Chip Telecoms companies in the UK, including Alcatel, Cable and Wireless and CoLT. Working on large scale projects with the backing of a brand and access to resources was a major reason for staying so long in the corporate world.

You become part of a very protective establishment, which is both positive and negative. Positive in that it's safe and gives a level of security as long as you do the sales numbers, but also negative in that it conditions you to believe that success outside the corporate world is extremely difficult to achieve.

In the end, I got tired and disillusioned so I decided enough was enough, better late than never, and took the plunge to see if I could do better.

What were you doing before you took the plunge?

After high school I worked for a year with HM Customs but applied during my last four months there, for sales roles. I joined Pitney Bowes as a junior/trainee salesman. Knocking doors on industrial estates, tasked with collecting up to 30 compliment slips a day, then trying to make appointments, and all in mid-winter, is a harsh reality for a 19-year-old. As a result I consider myself classically trained.

I spent the next seven years with Pitney Bowes and graduated with honours. Before I set up my business I was a senior manager with a national telecoms company and was responsible primarily for delivering growth revenues and new account acquisition, so you could say my background is definitely professional sales with a fairly high level of technical competence.

How did you raise the start-up funding?

We didn't raise any start-up funding. We didn't want to begin business life in debt. We picked the business we felt we could win and managed our resources carefully.

We also chose partners that were right for us and who, equally, wanted to work with us to achieve our goals. Our partners, the distributors who act as middle men between the manufacturer and the reseller, have been fantastic, offering technical resource, bespoke credit facilities as required and direct access to manufacturers when needed. We initially agreed small value credit facilities and engaged them early and often in the opportunities.

Because they were engaged first-hand they understood the value of the opportunity and future projects and this, in turn, eased their concerns.

What was your biggest break?

When we won the contract to deliver our stadium wi-fi solution to Rangers Football Club. When I say "we" I'm referring to 802 Event WiFi's strategic partners who deliver key elements of the solution. Our business collaborates with a number of innovative technology partners in the UK, France, Germany, China and the USA.

What was your worst moment?

There was not one in particular, but the long working hours and the constant challenges you have overcome by yourself. You really do go it alone in the beginning.

What do you most enjoy about running the business?

The interaction and engagement with customers and partners when designing a wi-fi solution.

What could the Westminster and/or Scottish governments do that would help?

I'm not alone in looking for them to improve substantially the access of local businesses in contract procurement. They could do a great deal for the Scottish economy by revisiting and/or rewriting the guidelines for public sector procurement to include a built-in presumption of full support for home grown, local business as a means of support existing and emerging SMEs.

Scotland has a thriving entrepreneurial spirit but it needs to be wholeheartedly supported by the public sector.

What are your top priorities?

Brand awareness and building our customer base.

What was the most valuable lesson that you learned?

Don't be a busy fool. Focus on what is important and what delivers results. Never give up!

How do you relax?

Gym and running (half marathon coming up soon!)