In this week's SME Focus an adaptable veteran of the engineering industry reckons tough times in the North Sea have created new opportunities to win work from oil and gas firms.

Name:

Graeme Frew.

Age:

50.

What is your business called?

Annandale Design UK Ltd.

Where is it based?

Kilmarnock.

What does it produce, what services does it offer?

Fabrication and specialist metalwork.

Whom does it sell to?

We service a range of sectors: Construction, Oil & Gas, Industrial, Renewables and bespoke Architectural services.

What is its turnover?

On average £1.5 million to £2m annually.

How many employees?

We currently employ 28 people, some of whom have been with the business for over 20 years. We feel we have a duty to the local community to support youth development and are extremely proud of our apprenticeship programme. Currently we have four promising apprentices working with us.

When was it formed?

In 1970, by my father William Frew. He gained a wealth of experience working for Scottish Aviation, the plane manufacturing and repair firm, and the Massey Ferguson farm machinery business. During his time with the latter he identified an opportunity to start his own business mainly carrying out machining and repair works for the many heavy industries in Ayrshire. He started out with just two employees and grew the business over the years.

Why did you take the plunge?

Both myself and my brother Allan were brought up in the business so we were destined to take over from an early age. Watching our father build up the business was really inspiring.

How did you raise the start-up funding?

I know it was tough financially in the 1970s for people to start businesses and it was no different for my father. He set up Annandale with a very small bank loan.

What was your biggest break?

The business has had a lot of progressive opportunities or breaks that have allowed it to develop, grow and diversify over the years. We never wanted to sit still so we always took advantage of any opportunity that came our way.

What was your worst moment?

Back in 2000 when our main customer at the time suddenly went into liquidation without warning overnight. The memory of this and the subsequent pain is still vividly raw in the memory. This was a significant six figure loss which really rocked not only the business but the whole family and a situation I would never like to repeat or wish on anyone in business.

What do you most enjoy about running the business?

Working with the people we employ. I also thrive on the daily challenges - most days I probably wear a dozen different hats covering all aspects of the business. I take great satisfaction from delivering solutions.

What do you least enjoy?

Missing time with my wife and family. I will never be a nine to five guy, and my commitment to the business means that family holidays, school holidays and weekends are always the first to be sacrificed. Fortunately I have a very understanding wife and three fantastic kids who support me throughout.

What are your ambitions for the firm?

To maintain, develop and grow from the solid base that we have. We have recently re-launched a new marketing strategy and website to enhance this growth pattern in all sectors, but I have a burning desire to succeed in expanding our services to the oil and gas and energy sectors.

Oil and gas is a fascinating and lucrative industry for Annandale Design in terms of margin and relevance to our product and service offering. Although the current fall in the oil price has placed the industry in real jeopardy, we see the situation as a real opportunity and not a negative. Due to the current climate, the big players in oil and gas are now looking elsewhere and Annandale Design are primed and ready. We have a number of exciting opportunities in the pipeline at the moment, with myself and other members of the Annandale staff travelling up to Aberdeen regularly to meet with potential new customers.

Business Gateway Ayrshire has assisted with exploring new opportunities and helped us get accepted onto Scottish Enterprise's Access to Oil & Gas programme which has created real business development possibilities. It has helped with improving our manufacturing processes as well as developing a general strategy to support our growth plans.

What are your top priorities?

We have a duty and obligation to our father to maintain and grow the Annandale Design brand for the future; to maintain a safe, healthy and committed workforce; to expand our services and grow our business but maintain the level of service we provide to our existing customers; to continue to enjoy the business and make the workplace a happy one; to perfect the unachievable balance of work and social life.

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

We welcome the Westminster government's recent pledged to slash red tape to assist small to medium businesses. We are doing our part with our growth and investment strategy. We have a clear view on what we want to achieve and have invested strongly in our apprentices for the future of the business. Additionally we have had little or no guidance on how to responsibly manage our energy efficiently so we would further welcome grant assistance to develop a clear strategy for the future. We are really enthusiastic about increasing our energy efficiency for both the good of our business and the environment in the years to come.

What was the most valuable lesson that you learned?

You never stop learning. I have learned many lessons throughout my years, however I would suggest honesty, tolerance, patience and perseverance are the main attributes. Stopping for reflection on situations, not only in work but in general to assess how situations could have been avoided or addressed differently, is one of the best pieces of advice I can give.

How do you relax?

A difficult question! Away from work I have a wonderful family who are growing up very quickly, but when we all get together we have a great time. I have become heavily involved with the local Dundonald Boys Brigade, focusing a lot of time on the older group. I try to pass on advice and life skills and to install a sense of independence and competitiveness in them whether this be as simple as a one-to-one chat, to the more physical challenges of hill walking, camping, cross country running, and even Chess. All of these activities, I'm proud to say have been extremely successful and it gives me a great sense of pride when you see these young men receive awards such as their Queens Award after 15 years of commitment in their young life.