Category Archives: Manchester

Gilbanks teams up with Gary Neville’s Relentless Developments.

Gary Neville’s Relentless Developments has signed a deal with premium serviced office provider, Gilbanks, for c.34,000 sq ft of office space at No.1 St Michael’s in Manchester.

The Leeds-based flexible office space provider will occupy 1.5 floors at the £400m development. The announcement follows an extensive search and selection process for a serviced office partner at the new development.

The move will see Gilbanks create its largest community for office professionals to date. Successful operations are already running in Leeds and at 11 York Street in Manchester city centre.

No.1 St Michael’s is expected to be the first fully Net Zero Carbon commercial development in the city, both in operation and delivery. Comprising nine floors of best-in-class office space and a Japanese-Peruvian rooftop restaurant from Chotto Matte, it is set to achieve world-leading standards in sustainability and wellbeing.

Gary Neville, director at Relentless Developments, said: “Gilbanks is raising the bar within the serviced office market by focusing on distinctively designed buildings in prime locations. This echoes our own vision for St Michael’s as we set new standards for sustainable commercial workspace here in Manchester.

“It’s really important we select partners that reflect our huge ambitions for this scheme, and we’re confident Gilbanks will do that when they move into the building at the end of the year.”

Construction commenced in January 2022, with completion due later this year. The scheme is being brought to the market through a collaboration between Relentless Developments and stakeholders KKR.

Alex Duckett, managing director of Gilbanks, said: “By partnering with Relentless Developments on the St Michael’s project, we are making a clear statement that we are committed to working with ambitious and innovative developers on projects that will set new standards in the industry. The new professional community at St Michael’s will feature the latest technology to enable hybrid working for companies with global ambitions.”

Acting on behalf of Gilbanks, Andrew Cowell, Transactions and Asset management at OBI, said: “Our mandate was to find the best-in-class building in Manchester for Gilbanks and St Michael’s fully delivers against this brief. St Michael’s is lifting the standard for new build office developments in the city and will become a flagship location for Gilbanks to grow their portfolio of high-quality managed workspace.”

Joe Rigby, senior director at CBRE, acting for Relentless Developments, said: “Our client recognised that a provision of the high-quality flexible workspace was a critical consideration in creating a thriving ecosystem and community for a development of this scale. Gilbanks was quickly identified as the preferred flexible workspace partner owing to their reputation and quality of clients which fully complement the vision for St Michael’s as a destination for ambitious professional businesses in the city.”

Pictured: (left to right) Louise Kilbride from Relentless, Alex Duckett and Gary Neville.

About Relentless Developments

Relentless Developments is a property development company led by Anthony Kilbride and Gary Neville. Projects to date include Hotel Football in Old Trafford and the Stock Exchange Hotel in the city centre.

General Manager at Landmark Manchester Pub Toasts a Decade of Success

The general manager of a landmark Manchester city centre pub and boutique hotel is marking a decade in the job.

Alex Allan, who was appointed as manager of the Abel Heywood in December 2014, has helped establish the Hydes brewery-owned pub as one of the star attractions of Manchester’s famous Northern Quarter and secure its reputation as one of the city centre’s firm favourite places to stay.

Salford-based Hydes appointed Alex to head up the team at The Abel Heywood after it originally acquired the premises in 2014 as an almost derelict, fire-damaged former textile warehouse and invested millions transforming it into the eye-catching landmark building that it is today. The Abel Heywood opened in the Northern Quarter in 2015.

Alex, who has worked for Hydes for 14 years having run a previous establishment in the city, was responsible for originally ‘scouting’ the rundown building on Turner Street and bringing it to the attention of the management team, who were looking for suitable pub premises to acquire and invest in.

The past decade has seen the Abel Heywood go from strength to strength, becoming one of the first premium dining pubs to provide boutique hotel accommodation in Manchester. Since opening, the city has witnessed the launch of more than 25 new hotels yet the Abel Heywood has held its position in Trip Advisor’s top 10 since day one, with 2,675 approved reviews, the most of any hotel in the current list.

After 10 years as an iconic destination in the Northern Quarter, the Abel Heywood is about to receive a £200k makeover. The pub closed on 25th February for a full interior refurbishment including new booth seating, modernisation of all existing Victorian-style decor, new external signage, lighting, and a revitalisation of the bar areas. It re-opens to the public on 9th March. 

The on-site boutique hotel which consistently has a 99% occupancy rate, will remain open throughout the renovations, with plans to refurbish the hotel at a later date. 

Housekeeper, Jackie Gardner, has also been at the Abel Heywood since the day it opened, further adding to the overall appeal of the characterful 15 room boutique hotel.

Alex Allan said: “I’ve put my heart and soul into The Abel Heywood and loved every single minute of the journey so far. I’ve navigated some challenging periods such as Covid and the subsequent lockdowns, plus the ongoing cost of living crisis, but it remains a hugely popular venue for drinkers in the city centre alongside day trippers and visitors to Manchester who want somewhere quirky yet cool to stay overnight.  

“I’m immensely proud that the Abel Heywood has become such an integral part of what the Northern Quarter is all about. It’s great for the local economy and brings in lots of business to this part of the city. Hydes have been great to work with throughout, backing me and the team to give the Abel Heywood an unmistakable identity all of its own, yet it’s still very much a Hydes pub with quality ales and food available every day. We’re very much looking forward to the makeover to give it the subtle refinements and modernisation that it deserves.”

The Abel Heywood is no stranger to life in the limelight. It was used as a pub backdrop in the hit nineties BBC television series ‘Cutting It’, has appeared on numerous programmes since and counts celebrities such as Christopher Eccleston, Shaun Ryder, Dave Spikey and the Courteeners amongst its list of famous patrons. The upstairs bar is occasionally used as a green room for nearby filming productions and has welcomed stars including Alison Steadman and Robson Green.  

Managing director of Hydes Brewery, Adam Mayers said: “Alex is a first-rate manager and has done an outstanding job at The Abel Heywood. His energy and commitment is second to none, and we completely support his vision and direction. The passionate and committed team will ensure continued success when it reopens post-refurbishment.”

The refurbishment of the Abel Heywood is part of an ongoing multi-million-pound investment programme across the Hydes’ estate. Over the last few years, Hydes has invested over £10m in pubs across its estate including its first acquisition in five years, and it intends to continue this investment throughout 2024.

Adam Mayers continued: “We’re happy for such an iconic building to receive a major refresh, yet fully retain all the character and history it is renowned for, which is very important to us and our customers. And in the capable hands of Alex and his outstanding team, we look forward to the Abel Heywood re-opening its doors and continuing to be one of the most well-loved and talked about destination pubs in the city centre.”

Hydes, with its brewery in Media City, Salford, was formed in 1863 and supplies beers to wholesalers, pub companies and other brewers throughout the UK and a pub retailing estate of nearly 50 pubs across the North West of England and North Wales.

Calling someone bald IS sex related harassment, EAT rules

An employment appeal tribunal has upheld a ruling that calling a man bald is sex related harassment. Electrician, Tony Finn, brought the case against his employer, British Bung Company, claiming he had been labelled a “bald c***” by factory supervisor Jamie King during an argument in 2019.

Mr Finn claimed that the comment was sexual harassment because his being bald was directly tied to being a man as men are more likely to experience baldness than women.

Mr Finn won his claim in 2021 and now the EAT has upheld this decision, ruling that insulting a man for being bald does count as sex-related harassment.

Kate Palmer, HR Advice and Consultancy Director at Peninsula, says this ruling is an important reminder that any comments, jokes, or actions displayed at work that humiliate or offend someone will likely be classed as bullying.

“The key point before the Employment Appeals Tribunal was whether the original tribunal had interpreted anti-discrimination law too broadly by ruling that a man was more likely to be bald than a woman.

“Judges upheld the original tribunal finding, recognising that while women can be bald either because of a medical condition or by choice, men are much more likely to be bald and therefore on the receiving end of remarks about it.

“This decision is now rooted in case law, and the judgement should serve as a reminder of the impact that remarks about a person’s physical appearance can have.

“Cases like this also reinforce the need for employers to have clear standards of behaviour to protect themselves against tribunal claims.

“Clear policies and a zero-tolerance stance on workplace bullying, harassment, and discrimination and protect your organisations.

“Every workplace needs to effectively communicate these policies and standards to the workforce through regular staff training and a culture of professionalism and mutual respect.”

Former NHS Nurse Wins ‘Innovator of the Year’ at Women in Tech Awards

A Nurse turned health-tech founder who lives in Greater Manchester has won an award at this year’s Computing Women in Tech Excellence Awards.

The awards, in their seventh year, recognise top-performing women from across the technology space and play an important role in increasing diversity in tech across the UK.

Emma-Louise Fusari, 42, the founder of health-tech startup In-House Health, won the ‘Innovator of the Year’ award for developing her data-informed workplace health and wellbeing solutions and for her commitment to helping business leaders establish and eliminate the root cause of issues causing work-related ill-health.

Emma-Louise said, “I’m delighted and very proud to have won this award, especially as I was up against women from household-named businesses such as Lloyds Bank, Natwest, BT, Amazon Music and Transport for London. I would like to thank the judges for recognising that I’m changing the status quo of current workplace wellbeing and that there is a better way of working that will impact and improve health, productivity and economic outcomes.”

 

Having built a business that allows her to use her 21 years of nursing knowledge and experience in chronic disease management and public health promotion, Emma-Louise is enabling organisations to make a measurable impact on their people, performance and profits through her newly developed clinically led and evidence-based health and wellbeing risk audit and programmes.

 

“To be recognised for doing what I love, which is making a difference for those I have the pleasure of working with and supporting, is truly humbling. For others to see and share my vision is phenomenal too and to be acknowledged and celebrated in a prestigious tech award is also pretty cool,” added Emma-Louise.

 

Computing’s Women in Tech Excellence awards took place at Magazine London on Thursday 23rd November and received more than 3,000 nominations. At the ceremony guests were welcomed by international rugby star Maggie Alphonsi and the awards were hosted and presented by comedian Lucy Porter.

For a full list of those highly commended and the winners, visit https://womenintechexcellence.co.uk/womenintechexcellenceawards2023/en/page/2023-winners

 

Basecamp Skills Secures £2M to Tackle England’s Digital Skills Gap

Today sees The Department of Education (DfE) award a fast-growing regional training academy over £2M in funding to tackle England’s digital gap as part of the Skills For Life Bootcamp program. Basecamp Skills Academy, which has central locations in Manchester, Leeds and Birmingham, will use the funding to launch its 12-week digital marketing bootcamps.  Already recruiting for their 6th Cohort, starting on the 9th of October 2023, it provides life-changing workplace skills to its students.

Basecamp Skills delivers fully-funded industry-led digital marketing training to help individuals over the age of 19 looking to upskill, retrain or kick-start a career in digital marketing. They promise every single learner access to a fully-funded training course, delivered by industry marketing professionals and secure a job interview should they wish to pursue a career in the sector. To date, it has already successfully enrolled over 200 learners across 7 cohorts, with 48% being from gender minorities and 48% from an ethnic minority background.

Uniquely the training scheme is linked to Fearless Adventures, a company which helps British digital startups grow with venture capital funding, staffing and digital marketing solutions. So it is  well placed to link the Basecamp Skills Academy students to businesses in need of their new skills. Set-up by Dominic McGregor, the former COO of digital business, Social Chain, with  entrepreneurs David Newns and Charlie Yates, it started life in 2021 as The Fearless Academy before re-branding to Basecamp Skills Academy this year.

David Newns, Fearless Adventures and Basecamp co-founder said: “If you think about the sort of talent we’ll need in the next economic cycle, diversity of thought and opinion is absolutely essential. Widening talent searches beyond university degrees into work-based training, such as Basecamp Skills Academy’s best-in-class training, is a way to broaden that scope.”

Amy Wild, Basecamp Director, said “Our digital marketing bootcamp is simply different. We consistently enhance our curriculum to ensure that we are upskilling the next generation of ambitious talent with the skills desperately needed by the industry. Every life we positively impact cements our mission and we are on track to upskill 1,000 individuals by 2025.”

Emily Moffat, Head of Talent, said: “Basecamp Talent was born out of the need for a genuine talent service, offering trust, transparency and support. After speaking to over 1000 founder-led businesses, there was an obvious recurring problem; hiring and retaining the right people. It was clear that after spending time sourcing best-in-class people for our investment portfolio, we should extend our services to the wider business ecosystem.”

Dominic McGregor, Fearless Adventures and Basecamp co-founder said: We launched The Fearless Academy with the aim of bridging the digital skills gap. With this rebrand, we are confident that it will enable us to further pursue our mission and scale our efforts in creating an inclusive environment, accessible to everyone seeking to acquire essential digital skills.”

North west tech firm acquires award winning Manchester business.

HAT-TRICK: CONNECTUS SEALS THIRD ACQUISITION IN THREE YEARS

BUSINESS managed service specialists Connectus can today announce they have acquired an award winning tech business.

The acquisition of Mango Tech – named last year as the Best Cloud & IT Services Provider in Manchester – will further accelerate Connectus‘ growth in terms of customers, employees and monthly recurring revenues.

The deal, which is in line with Connectus’ ongoing growth strategy, completes a hat-trick of recent deals for the Doncaster based firm. Since 2020 they’ve acquired YouCloud IT and Cybersity. This is the first acquisition Connectus has secured since they announced a new revolving funding package with Time Finance earlier this year.

Following the acquisition, Greg Buchanan, the founder and Managing Director of Mango Tech, will become Technical Director for Connectus.  He will be based at Connectus’ main Salford Community Stadium office but will work across all regions.

 

Commenting, Roy Shelton, the CEO of Connectus, said: “This deal enhances our engineering and technical leadership, and will help swell our customer base across the North West. I am very excited about the acquisition of Mango Tech, and am delighted to welcome Greg to Connectus in the newly formed role as Technical Director.

“I have been a long term fan of Greg and his achievements over the years. I feel both the technical and commercial experience Greg brings into this new role will further fuel our growth plan. It will allow us to continue to meet the growing demand for our Connect-Protect-Collaborate IT managed services portfolio.”

 

Greg said: “I’m thrilled to be joining Connectus as Technical Director and I’m looking forward to working closely with both the leadership and engineering teams to help drive forward the company’s vision.

“The opportunities that lie ahead are incredibly exciting, and I’ll be working hard to help the business achieve its strategic objectives. Whilst the business is excited about the expertise I’m bringing to the table, I’m personally excited by this opportunity to learn from some of the industry’s brightest minds.”

 

Mango Tech was founded in 2012 and has grown to become one of Manchester’s brightest technology companies. Their ethos is to recognise the massive growth potential of each of their clients, regardless of the stage in business they are at.

They specialise in the provision of Azure Virtual Desktop, Enterprise Grade Broadband, Teams Phone Services and outsourced CTO services fit perfectly across the spectrum of businesses within the SME market.

 

Award-winning, Manchester-headquartered emerging talent consultancy secures public sector supplier status

Grayce has been awarded preferred supplier status as part of Public Sector Resourcing’s (PSR) Recruit Train Deploy (RTD) service. This will enable the business to provide Grayce’s Hire, Train, Deploy and Develop solutions to the public sector, ensuring digital transformation is supported, new skills are brought to the public sector and emerging talent is given the spotlight it deserves.

The appointment will enable Grayce to directly deliver services across Central Government, Local Government, Health and the wider public sector through a recognised and compliant framework.  Expanding on its existing public sector capability, the company will provide these organisations with carefully selected Grayce talent, employed by Grayce, and supported through tailored development pathways encompassing digital, data and business skills, while supported by Grayce’s dedicated delivery team and support structure. Government organisations will have an option to permanently employ Grayce talent directly following completion of their development programme.

Flexible technical resource

Using Grayce enables clients to build and develop their technical and transformation teams as their business requirement grows. Grayce also attracts a diverse range of emerging talent with low risk to the clients – providing a proven model and high client satisfaction rates.

 

Jo Matkin

Jo Matkin, CEO at Grayce said: “We are delighted to be part of this procurement framework for the public sector. All organisations need to focus on their digital transformation right now, and I believe that by partnering with us for digital, data, commercial and transformation talent, we will not only match talent with business demand, but also equip the public sector with skills for the next generation.

 

Building individuals’ careers and clients’ talent capability 

“Although our analysts are employed by us, as our clients’ needs change, they have the opportunity to take the analysts on as direct employees. Our business model enables us to help build individuals’ careers and clients’ talent capability. This means we can enhance their workforce, building digital and business skills for the future.”

 

For further information about how Grayce can help you meet the changing dynamics of your business, visit: www.grayce.co.uk

Hydes appoints Experienced General Manager for Wirral Premium Dining Pub

A leading North West brewery and pub retailer has appointed an experienced general manager to run its newly acquired premium dining pub in Heswall, on the Wirral.

Salford-based Hydes brewery has appointed Roy Wilson to head up the team at The Harry Beswick which is due to open this Autumn. The new pub restaurant will create up to 40 new jobs.

With almost a decade of experience with Hydes at some of its most successful premium dining pubs, Roy previously managed The Hornsmill in Helsby, near Chester since 2018. Prior to this, he was at The Jolly Thresher in Lymm.

Hydes acquired the building in Heswall on Telegraph Road earlier this year, which will see the conversion of the town’s former police station into a premium dining and drinking establishment. The Harry Beswick is named in honour of the original architect of the building.

The £1.3million acquisition of the Harry Beswick building is Hydes’ first property acquisition in over five years. The building has been empty for several years and is currently undergoing a £2.3m transformation. It was originally built in 1911 and was the town’s police station for over a century.

New general manager Roy Wilson, commented: “I know Heswall very well so the chance to establish and run The Harry Beswick from scratch is a major opportunity for me in terms of furthering my career with Hydes. Operating The Hornsmill for the past five years has been a great experience and to turn it into the successful operation that it has become, under the most challenging conditions the hospitality industry has ever faced, has been extremely rewarding. I’m hoping to replicate the success I had there to ensure that The Harry Beswick is equally successful. 

“The location and the building are both outstanding. This coupled with a £2 million-plus investment from Hydes will ensure its reputation for providing customers with a premium dining and drinking experience will fit in very well with the vibrant bar, restaurant and social scene in Heswall. I’m also keen to ensure that such a magnificent building will now continue in such a positive way, bringing jobs and further prosperity to the area. Thanks to Hydes, The Harry Beswick will once again become an important local community hub.”

Hydes operates nearly 50 pubs ranging from Lancaster in the North to Stoke-on Trent in the Midlands and across to North Wales including a wide selection of premium dining destination outlets, craft style bars and traditional community pubs. Hydes currently operates one other establishment on the Wirral, the Boat House in nearby Neston.

Managing director of Hydes Brewery, Adam Mayers said: “Roy is a first-class manager and has done an outstanding job at The Hornsmill over the past five years. His experience and commitment is second to none and he possesses all the key customer service attributes that Hydes looks for in its employees. His skill in building dedicated, committed teams will undoubtedly help The Harry Beswick to hit the ground running when it opens and I have no doubts that, along with the team he assembles, a loyal customer base will be very quickly established.

“We are working hard to make sure The Harry Beswick will deliver a great experience for customers  with a quality, contemporary new design scheme and feel, combined with a premium dining and drinking experience and Hydes’ standards of customer service.”

The acquisition of the premises forms part of an ongoing multi-million pound investment programme across the Hydes’ estate over the next few years. Last year, Hydes committed over £4.5m to refurbishments of pubs across its estate and it intends to increase that investment substantially throughout 2023.

Adam Mayers continued: “After being left for years, it’s great to see such an iconic building being revitalised, fully retaining its significant heritage and history, which is very important to us and our customers. Now that we have Roy in place as general manager, we’re looking forward with great excitement to building an outstanding team of kitchen, bar and serving staff in readiness for The Harry Beswick opening its doors for the first time later this year.”

Hydes, with its brewery in Media City, Salford, was formed in 1863 and supplies beers to wholesalers, pub companies and other brewers throughout the UK and a pub retailing estate of nearly 50 pubs across the North West of England and North Wales.

 

Anyone interested in joining the Hydes team at The Harry Beswick should register their interest by calling 07917 575256. Positions of various levels of experience are available across all areas ranging from kitchen and bar to service and front of house.

Pictured: Roy Wilson, new general manager of The Harry Beswick, in Heswall, on the Wirral.

FourNet appoints Capita’s former Innovations Director to new role

Digital transformation and customer experience specialists, FourNet, have appointed Capita’s former Director of Innovation, Alan Linter, as the fast-growing technology firm’s new Group Consulting Director.

Alan Linter joins FourNet after nearly 20 years at Capita plc where, as the company’s highly regarded Director of Innovations and Solutions, he led a team of innovation leads and solutions directors delivering successful digital transformation outcomes for some of the biggest global brands.

Alan Linter

Linter broke new ground for the international business process outsourcing and professional services company in 2020 by delivering the first Open AI based Conversational AI solution, and real-time AI-powered agent assist technology a year later.

Award-winning FourNet is one of the fastest-growing privately owned technology companies in the UK and has recently created a new sector-leading CX function.

 

Richard Pennington, Chief Executive at FourNet, said: “Alan Linter’s expertise and background speaks for itself. He is one of the most highly regarded leaders in the industry. He’s worked across almost every sector and helped to deliver CX transformation for some of the biggest brands around.

“We are delighted to welcome Alan to the FourNet family, where he will help us design, develop, and deliver CX transformation for our customers through our newly created, genuinely unique CX function which is already delivering rapid results for our customers.”

 

Linter has already helped design and launch a new shared housing sector service for FourNet, unveiled last month, which will cut the cost for housing organisations to buy, install, use and manage sector-specific AI-powered tools.

 

Alan Linter, Group Consulting Director at FourNet, said: “FourNet is one of the most highly respected and innovative technology businesses in the UK, which is making great strides in the CX marketplace with a highly experienced, sector-leading team who’ve worked across all industries and have delivered phenomenal results already.

“I’m incredibly excited about the future with FourNet. We are a small, dynamic, rapidly growing business with an outstanding reputation among partners and customers as an agile, entrepreneurial, data-driven and outcome focused business which gets speedy results. We are CX led and not technology led, which for me is crucial, and we are taking on the biggest and best providers and beating them on cost and delivery.”

 

Over the past two decades, Linter has worked across financial services, water, energy, insurance, retail, telco, broadband, public sector and the charity sector.

FourNet’s new vendor-agnostic CX specialist consultancy function is comprised entirely of highly skilled contact centre customer experience experts – from data scientists and business analysts to service designers and technologists – who have worked across the private and public sector, for some of the biggest names in the corporate world.

FourNet uses a 10-day rapid-scan, outcome focused, data-driven diagnosis with a unique in-house 100-point best practice benchmarking exercise which delivers pre-determined value for customers in weeks, not months, and enables FourNet to find or build the best tailor-made solutions to solve that organisation’s problems.

 

Linter adds: “I’ve worked with all of the best big technology vendors, and I also know about the new technology being developed, and the startups that FourNet is, or may, work with in future.”

 

Based in Manchester, with offices in London and Derby, FourNet is one of the UK’s leading privately owned tech companies, with around 150 employees and revenues in 2022 of £37 million.

FourNet works with some of the most secure, critical and commercially driven customers in the UK, including more than 30 UK Government departments and agencies, as well as emergency services, housing associations, and local authorities.

Digital marketing agency Dark Horse seizes new opportunities in the UAE

Manchester-based digital marketing agency Dark Horse has won three new clients in the UAE.

It’s bolstering ahead with its ethos of disrupting the traditional agency approach by doing digital marketing differently to ensure that every client that it works with are SEO winners.

The agency is now going global having secured contracts with several new brands that operate within the UAE including Grout King, Tile King and Reno King.

The brands have appointed the digital marketing agency to take over its PPC and SEO campaigns to boost growth online in the UAE.

In addition to those UAE clients, the agency has recently won a raft of new business in the UK including award-winning UK outdoor brand Khyam, as well as Career Navig8r, the first dedicated mentoring platform focussed on job-role specific career guidance and development. Plus, Talos360, a market leader in talent software as service solution and online recruitment media that offers businesses in the UK a better way to attract, engage and retain the best talent to grow.

 

Michael Widgery at Grout King, explains: “I knew from the initial audit phase that Dark Horse was the right agency for us as it took the time to understand our goals and needs.”

“The experience of both the PCC and SEO team was clear from the outset, and we like that it rose to our challenges.”

 

Dark Horse’s managing director, John Keating, said: “We’ve done our homework and we’re confident that our famous ‘Dark Horse Digital Difference’ will be as successful in the UAE as it has been in the UK.”

“Dubai is the perfect location to build our business in the region and capitalise on growth opportunities as all three businesses are really focused on super-charged growth through digital.”

 

Dark Horse is a growing Google Premier Partner based in Manchester and recently rebranded with a new website and brand identity as it bolsters its reputation for pushing boundaries in digital marketing. It works best with brands that are bold, willing to challenge the status quo and “looking for innovative ways to take on the giants in their market.”