The Winston Churchill Memorial Trust

Chance of a Lifetime 2003

Report

By

Raymond McLennan

Contents:

•  Project Title and Aims

•  Preparation

•  The Tour

•  Phase 1 - Los Angeles June 2003 The DaVinci Institute Anaheim Convention

•  Phase 2 – New York Businessmen September 2003

•  Las Vegas and The Wealth Academy October 2003

•  Los Angeles - businesses and the film industry October 2003

•  Japan – Business and Japanese Patent Agents October 2003

•  Phase 3 – Sweden and the Scandinavian approach November 2003

•  Results

•  Suggestions

•  Thanks and acknowledgments

* Observations of use to other Churchill Travellers

Project Title and Aims

“International effects of Intellectual property (IP) protection and licensing on small businesses.”

Preparation

In effect, the preparation had been going on in my mind for sometime. The idea was always there and now the opportunity to finally add some meat to the bones had presented itself. The preparation now was to find suitable people to talk to; to start to create the questions to ask; to decide on locations and then book flights and accommodation and finally get on with it.

The first decision was where to travel to? There were many things that I could get from the internet, but there was no substitute for face-to-face meetings and the look on someone's face when presented with a difficult question!

The obvious places in America were Washington and San Francisco for their administrative centres and Universities. However, from enquiries through various individuals it quickly became apparent that New York and Los Angeles would generate better responses; in addition Las Vegas and Orlando were mentioned for their place in the American convention circuit and I could combine part of trip to coincide with selected conventions for entrepreneurs and IP specialists.

For Japan it could only be Tokyo as that is the centre of their business and IP activity with the rare exception of a few satellite cities with particles of related IP activity.

Picking a Scandinavian country was slightly trickier as Finland seemed to be head of the list for their worldwide businesses such as Nokia. However, Sweden emerged as a suitable place, firstly as it was easier to get to the businesses that I wanted to meet than Finland and secondly their business model appeared to me to be the same. At this stage in the preparation cycle, that moved Stockholm to the top of the Scandinavian list for me.

Originally I was going to go to Sweden first, then Japan, across the Pacific to Los Angeles and so on, but after hours of web searches, chats with travel agents and a desire to keep my body clock as “regular” as possible, a decision was made to go West. Therefore, New York would be first on the list.

In February 2003 I was an Edinburgh South Chapter Director of BNI ( http://www.bni.com/ ) The world's largest referral organisation. So I immediately set about contacting other chapter members in New York, Las Vegas and Los Angeles by email.

Through various contacts provided by BNI members in the US I learned about the Da Vinci institute ( http://www.davinciinstitute.com/ ) Further calls led me to learn about a convention that was being held on 6/7/8 th June in Anaheim, California. There would be 3,000 entrepreneurs in one building, at one time and doing nothing else but talking about inventions, the inventive process and how to make money from ideas! Clearly it would be a great place to start and undoubtedly I had to be there.

So events dictated my travel plans and start time…and the first stop would be Anaheim, California June 2003.

As I wasn't planning to start my travel until the end of September at the earliest, a quick ‘phone call to the Churchill office was now necessary.

Fortunately they agreed that I could divide my travel plans into 2 or 3 phases and the first phase of the trip was now on. June 2003, California.

The Tour

For Phase one of the tour I would start from home in Edinburgh, fly to London and take the direct flight to Los Angeles. After the weekend convention in Anaheim I would simply fly back to London and on to home in Edinburgh.

Phase two of the tour would be from home to London to New York, then New York to Las Vegas, then on to Los Angeles again. From there to Tokyo and then back to London and home. There were no direct flights from Scotland to the US that coincided with my provisional timings

Phase three would be from Scotland (Prestwick) to Stockholm and back again.

Phase 1

Los Angeles June 2003 The DaVinci Institute Convention, Anaheim, Los Angeles, California .

Although I had made flight arrangements and hotel accommodation well in advance of the actual convention I couldn't get a room in the same hotel as the convention. I did book another hotel on the same street, Harbor Boulevard so that I wouldn't have far to go.

I departed London on Thursday 5 th June 2003 on the 1340 American Airlines flight to LAX due to arrive at 21.40 local time with one stop in New York to refuel.

Arrival in LAX was met with the usual blast of heat when the aircraft door opened. The mayhem that is LAX took me several minutes to take in. As it was a weekend convention I had only brought a small case and so there were no great luggage difficulties. That didn't stop one enterprising individual from offering his services as a taxi porter. He could see I was fresh off the boat!

It soon became apparent that what I in fact needed was indeed a taxi porter! He didn't want to carry my case he wanted to direct me to the airport taxis.

There are two types of airport taxi in the US. The traditional yellow cab, where one person gets in and goes, and the shuttle buses where a number of people going to the same destination or area share a mini bus. The difference in price from LAX to Harbor Blvd was $75 for yellow cab or $20 for Shuttle bus; no contest.

I arrived at my hotel, The Heritage Inn, Fullerton just off Harbor Blvd and on my map just up the road from the Marriot Suite and settled in for the night. The next day I asked for directions to the Marriot expecting to hear that it was “just down the road”. Instead it was 15 miles away….on the same street!! And no buses. I had to hire a car. Fortunately car hire is incredibly cheap in California. Not only that but there were no small cars there so I got an upgrade to a Chevrolet People carrier with dark tinted windows.

After driving down to the Marriot to find my way and registering myself with the convention I decided to head up to see the famous Hollywood sign. I did realise that things on the map seemed further away than they appeared but a combination of my map, my perceptions and 6-lane freeways meant that it would be a 5 hour round trip. However, it seemed worth it.

I did drive to Hollywood and I did find a parking space in Santa Monica at the same time as a small light aircraft fell out of the sky not 300 yards from where I stood. The resulting crash and flames created more Californian mayhem but one other driver gave me a piece of advice that I acted on immediately; “… get to the freeway and get out of here it will be chaos in 10 minutes ” He was right. It was chaos but I was safely on the Freeway and listening to events on the radio news.

When I got back to my hotel, almost exactly 5 hours after I started out, I put on the TV and sure enough there it was, the top item. Apparently the pilot of the aircraft had had a heart attack and he and two other passengers had met their deaths. However, the main focus of the early debate was that this may have been a terrorist attack or an attempt to hit the Hollywood sign or a film studio and was another attack on America. The paranoia was palpable.

Next day the event began in earnest.

I sat in an audience of approximately 3,000 people and listened to an array of speakers talk about subjects as diverse as disposable nappies, property renting and tax lien certificates. Exciting and informative as this was it was not tailored to my needs. Fortunately there were a number of coffee breaks that allowed me to network and chat with many of the entrepreneurs in the audience and it was at this time that I set up a number of appointments in New York and Los Angeles in September and October.

I also had breakfast and dinner with a few individuals who had started their own businesses from their own initial ideas. They all had their own perceptions of intellectual property protection (IP) and it was at this time that I decided to do away with a pre-set questionnaire. I could get facts and figures anywhere and I knew from experience that they could be dramatically different from the perceptions that people have about IP and how it can benefit or hinder them.

I bounced this idea off a few people and they all agreed. Their names are listed in the credits at the end and my thanks to them for their input.

What I did find out at this meeting was that a “CAN DO” attitude absolutely permeates through everything that American entrepreneurs do.

This convention was to celebrate the inventive process but it didn't stop there. The side rooms had various companies vying for the attention of the delegates and offering many things relating to the inventive process but the overwhelming feeling from this huge event was that inventing is something everyone and anyone can do. In the Uk it is generally regarded that a few individuals can be entrepreneurs or inventors. Here they were saying that anyone can be both if they want; if they don't want to be both then there is huge network of businesses and individuals ready to step in and help for a slice of the cake; and they are very up front on how big they think that cake will be. But businesses are also prepared to proceed on a “ pro bono ” basis in that they will defer payment until money comes in. And all businesses are prepared to negotiate terms to get a slice. There was not one example of anyone saying that they would have to speak to their boss or “ get back to me ” they were all prepared to negotiate there and then and sign an agreement to proceed.

In fact at one of the sessions the speaker said that when presented with an offer he wanted us to learn how to respond. He asked us all to get out a large sheet of A4 paper and sign it at the bottom with our usual signature then write under the signature “I'll take it”…. “Subject to…”

In other words always take the deal on offer subject to a chance to negotiate terms at a later date.

This approach is almost the extreme opposite of how most people tend to respond in the UK where the initial reaction is to say “I'll think about it” and then either go back at a later date or let the idea drop.

The whole emphasis on the day was on how to make money. It did not matter if you had an idea or not. The assumption was that you WILL have an idea one day but in the meantime you ought to learn to make some money so that you will have savings ready to exploit it. And this money that you ought to earn should be passive income. The was a huge emphasis on earning passive income through renting out property or licensing an idea to someone else or developing information ideas that could be sold on the internet; it did not matter at all that you may not have a ground-breaking idea, this was America, the American dream is alive and well and anyone can join in.

The speakers appeared to randomly chosen, but on reflection I think they were chosen for their appeal to every part of the audience. By that I mean that there were young, old, black, white, male female, tall, short able bodied and disabled as if to clearly state…anyone can do this and anyone can do it now if they only take the time to get started and there was no shortage of people there to help you start.

So in conclusion it was well worth the trip from the UK to California, even for a weekend. I had learned a lot and made a lot of contacts; people that I would meet again in September and October in New York and Los Angeles and even a couple from England. The main thing though was that I would change my approach to asking questions. Entrepreneurs did not want to fill in questionnaires. They wanted to be asked one question and then left to answer it in any way they wanted. That approach would not only teach me far more than I expected, but it would also ensure that my research would not be tainted by suggestions from me and would mean that the whole of my findings would be fresh, new information.

returned to Edinburgh full of enthusiasm.

Phase 2

New York - Businessmen - September 2003

Did You Know That... in a 2003 survey by American Chambers of Commerce?

•  70% of new businesses launched in the US are being launched by women

•  Having 2 or more people on the start-up team more than doubles the odds that a business will succeed

•  Between 20 and 30 percent of new start-ups close during their first year

•  More than 11.3 percent of adults in the United States were engaged in entrepreneurial activity in 2003, up 10.5 percent from 2002

•  An estimated 300 million people around the globe tried to launch businesses in 2003

•  More than 80 percent of entrepreneurs in 41 countries said they expected their businesses to create jobs once they were more established

•  The majority of start-up companies rely on family members for money

Fewer than 37 of every 100,000 start-ups received venture capital money

My trip to New York on 22nd September coincided with a United Nations convention and a visit by George Bush in the same week.

Once settled in to my 23 rd Street Hotel, I set about finding my way around; which in New York is extremely easy. Streets go East to West, Avenues go North to South, lower numbers on the streets mean lower Manhattan and higher numbers mean upper Manhattan. A weekly pass for the subway meant that I could take buses as well and all for about $3 a day.

Now all I had to do was find the places on the Avenues where the offices were.

The first stop was 575 Madison Avenue.

I had a number of people to meet such as Alan Bain from the Scottish American Foundation, Liz Henderson, Leslie Slocum and Mike Cohen from the British Consul's office, Dan Ahronie, James Gourie, Clive Chajet, Tom Harris, Elliot Sealy, Chuck Nemetz, Liam Huggart, Mike Manning, Howard Morris, John Adler and Jack Lynch, all independent businessmen working and living in the heart of Manhattan and all with very direct and straightforward views.

The gist of those views was this; there is a sign above every courthouse in America that states “In God we Trust”. The same quote is on every banknote and coin issued by the Federal Reserve. The unfortunate thing is that God is the only one you can trust! You can trust no one else in business in America today, especially when it comes to new ideas or even old ideas done in a new way.

All these men were making decent earnings from business ideas and all of them had taken steps to secure their IP rights where possible. It was virtually the first thing that they did. They did it before doing cash flow forecasts, they did it before doing market research and they even did it before consulting their attorneys! Not one of them felt that you could take a chance with letting people know about your ideas before making them semi-public.

When I told them what my brief was, I simply said: “What does America do that we don't? What can we learn? And how does IP protection and licensing effect small businesses in the US, if at all? Discuss.

I then sat back and listened.

In nearly every case the “interview” followed the same format and the replies virtually followed the exact same pattern.

Replies started off with a brief explanation of their own business, then how they got into business, then previous attempts to get into business and finally, great business ideas that they have had in the past and the SOB's who ripped them off and forced their learning curves to go vertical! Usually at this point most of the men were re-living their earlier bad experiences and getting back into the frame of mind that they were in all those years ago. Nearly all ended by stating that if they had known then what they know now, they would have spent more time and money learning about the various ways to protect their ideas in the very beginning, they also never would have got involved in court cases as that's where they lost most of their money. They succeed now by having good skills and knowledge about IP and keeping a close group of trusted advisors close to their chests. Finally, they nearly all stated that good ideas were plentiful; the secret to getting a good idea going was the team of people pushing it. In the US it was the teams of respected individuals that got the cash, not the idea. The general rule for dividing the spoils in seasoned businessmen was 30% for the idea, 30% for the management and 30% for the money; the balance went in fees and other collective costs. If however a new team wanted cash the divide would be 10% for the idea and the balance split between the money and the management. No new teams got to decide the fate of their own idea. They first had to prove that they could deliver. If they did, they might claw back some of the split over time and definitely tied to performance. But at all times the money men wanted evidence that the business model and idea was protected, either by Copyright, Trade Marks or if possible, Patents. The best form of protection was through a Trade Secret, where the recipe of business process was secured and protected as much as possible (Drambuie and the Coca Cola recipe are examples of Trade Secrets).

In the USA if it could not be demonstrated that the business idea was protected then the financiers would be reluctant to proceed.

Las Vegas and The Wealth Academy October 2003

It came as no surprise that the attitudes displayed in New York by the “aggressive” businessmen there was virtually in line with the Las Vegas delegates at a “Wealth Academy” convention.

The emphasis was always on making money as fast as possible with a huge element of customer service built in.

The choice of Las Vegas as a location for a convention on Wealth creation was no coincidence. The whole town was built on easy money and the promise of easy money, however, the real reason (as stated) for Las Vegas as a location was that it is on the convention circuit along with Orlando, Florida, Los Angeles and Chicago. Americans are big on niche (or Nich as they call it) marketing. It's one reason why New York has districts for everything. Garment district, little Italy, diamond district and so on. They even have whole cities specifically targeted as convention locations. Conventions always take place when the holidaymakers are thin on the ground.

The one thing that struck me about New York and Las Vegas is that they sing from the same hymn sheet when it comes to getting ideas off the ground. There was none of the fragmented approach that we find in the UK where a number of different agencies seem to compete to assist new business start-ups. The CAN DO attitude pervades through the whole country. It starts in schools and is reinforced through college and into the workplace.

Los Angeles - businesses and the film industry October 2003

Although it is regarded as more laid back than the rest of the country, Los Angeles (LA) is regarded as a niche town; everything revolves around the entertainment industry and that means that IP is high on the agendas of the corporations. The city also attracts a huge number of individuals seeking their fortunes in the same industry. As well as potential actors, there are vast numbers of potential scriptwriters and people with film ideas. The one thing they seemed to have in common was that virtually none of them had done anything about protecting their ideas. Corporations feed off this and as a result there are a number of legal firms ready to do pro bono work to secure compensation for their “plagiarised” work.

It was interesting to see at first hand, the difference between business ideas and ideas for films or other “creative” work. In the former there seems to be a network of help, in the latter most people tend to fend for themselves.

Japan – Business and Japanese Patent Agents October 2003

Japan was very interesting. You can almost see the workings of the average Japanese person's brain as they go about their day-to-day activities.

The comparisons with America were stark. In the US it's very individualistic, a place where one man can make a difference. In Japan it's almost the opposite.

Everything appears to work like clockwork. The city is clean and well-ordered and everyone knows their place.

Teenagers here try so much to be different….that they are all the same!

And I can't help wondering that this herd culture is probably why the Japanese are quite poor at inventing but brilliant at gadgets! It only takes a small group of influential people (e.g. popular teenagers at a popular school in Tokyo) to pick up on the latest gadget and the rest of the country follows suit. They seem to be groomed from an early age to conform for the good of society and virtually any form of individual thinking or creativity is almost frowned upon.

The businessmen I met were all keen on protocol. They were delighted to be chosen to speak with me as if it was some great honour. Nearly all could speak some English and finding translators was quite easy. After the first day I decided to shy away from formal, stage-managed meetings and go for the relaxed approach. The rugby world cup had started and Japan had a team competing. That no one knew anything about rugby didn't seems to matter (they were all Baseball fans!!) I went with two friendly Japanese speaking Australian barmen to a Karaoke bar and we searched for anyone who was not a salaryman. It was not easy. However, persistence paid off and we eventually met a man who was trying to get a new business going; a Japanese entrepreneur...a rare species indeed. He was in the bar to get to know some salarymen who would become one of his suppliers. It was yet another example of another ritual that had to be gone through for the sake of protocol. It seems funny now, but if he didn't get up and sing “My Way” in broken English (no matter how badly) then they may have refused to do business with him!

A later more formal visit with a Japanese Patent Agent bore fruit in that I think I may have stumbled across a window into the Japanese psyche regarding the invention process. Apparently a number of years ago in the early 1980's the Japanese government were concerned at the falling ratios regarding patent applications. There simply were not enough of them. To encourage more applications the government commissioned a survey to find out why. The result of the survey was that the Japanese changed the law regarding patent applications. They found that too many applications were in the name of faceless corporations. Know as we all know corporations don't invent anything; people do and so they brought out a “Motivation Law” that said that people who worked for corporations and invented things had “… to be rewarded on a non stingy basis…”

This effectively meant that you could not only be recognised for your creativity but you could also be rewarded with a percentage of the deal.

This one act seemed to have wiped out an individuals desire to be self-employed. After all, why leave a company and attempt to set up your own business when you could keep you job and salary AND get a piece of the action. The company you work for already has administration, shipping, possible manufacturing and at the very least it has a Kudos with other organisations and the country at large that you, as a self-employed person may never have; so conform, stay where you are and be rewarded

One of the most famous “inventors” in Japan is a man called Shigeru Miyamoto

Shigeru Miyamoto has invented most of Nintendo's money-spinning games since 1979 such as Donkey King, Super Mario, Sonic the Hedgehog, Lara Croft and The Legend of Zelda.

In 1979 Nintendo was a Japanese playing-card company. Arcade games were becoming popular and Miyamoto's first game featured an Italian Plumber whose girlfriend is kidnapped by his pet Gorilla!

Miyamoto's work for Nintendo has earned the company more than $6 Billion but he still takes home a middle manager's salary. Despite all the success he has created his life remains largely unchanged since 1979. He rides a mountain bike to work and still works in the same small office. His goal he said “…was to surprise the world once every few years….Nintendo allows me to create. I do not need anything other than that”

This man is the Japanese equivalent of Richard Branson or James Dyson in the UK.

Phase 3

Think of Sweden and business and you may think of Volvo, SAAB, Ikea and Eriksson. You may also think of ABBA because at one stage in the late 1970's they earned more for Sweden than Volvo did. Interestingly, the founder of Ikea, Ingevar Kamprad is now officially the world's richest man, having recently overtaken Bill Gates (admittedly his $53 Billion personal fortune beats Gates's $43 Billion due to the slide in the Dollar against other countries but let's not hold that against him!)

I flew into a chilly Stockholm in early November 2003 to see for myself what all the fuss was about. I mean, think of innovation, think of successful business models and Sweden doesn't spring to mind.

But here are some facts :

Sweden leads Europe in “innovation investment”

Swedish companies spend more on innovation than their counterparts in other European countries, according to a new European Commission report.

The Commission's “Innobarometer 2003” study showed that 21 percent of Swedish companies spend more than half of their investment capital on innovation.

Numbers of these companies, dubbed “big investors” by the report, are static or declining in most EU countries. In Sweden, however, the number of big investors in innovation is increasing.

The report findings are the result of interviews with more than 3,000 managers in companies across Europe.

After Sweden, the largest number of big investors in innovation is found in Spain (21 percent), Denmark (17 percent) and Germany (16 percent). Companies that spend least on innovation are found in Luxembourg, Ireland and France. 

The survey also found Swedish managers to be more strongly pro-innovation than in other countries, a fact perhaps explained in part by the strong export focus of many Swedish companies.

Spending on innovation is generally higher in countries with a strong export focus and the report noted that companies with large domestic markets spend less on innovation than businesses strongly reliant on exports.

Sources: Dagens Industri, European Commission

Using the same approach that stood me in good stead in America and Japan, I did away with the questionnaires and simply stated my reason for being in Sweden namely: In the UK we are good at inventing but bad at making money out of it. What holds this up? More importantly, what can we do about it? Why is Sweden regarded as being a potential model for the future? What do these other countries do that we don't? What can we learn? And how does IP protection and licensing effect small businesses, if at all? Discuss.

The Swedish are great for facts and figures, at least the one's I met were, and I can tell you that I have a load of them. They had every kind of report and government document to wow me with about how brilliant they were. But I couldn't help thinking that they were trying a bit too hard. They seem to feel that the world is not taking them seriously and although they have the economy right, the social structure in balance and a beautiful country, it's not enough, and as a result they have some other statistics that they would rather forget about relating to alcoholism and suicide rates. As the Americans think they have it all, but they don't, they believe that they do; they believe that they are the best, even when they're not, their attitudes are that they don't care if you think they're rubbish, they KNOW that they are the best, so screw you. The Swedes don't have the self-belief at a personal level in the way ordinary Americans do.

To this end a person with an idea will not leave the company to pursue the idea. They will ask the company for help to implement their ideas and the companies respond by allowing people to use company resources at the weekend or other down times. This approach is one of collaboration and partnership between the employees and the company on an informal basis. If the idea turns out to be a potential winner then they move to formalise things through partnership agreements.

Results

The overwhelming difference between each countries approach to ideas and more importantly the commercialisation of ideas can be summed up as follows:

• In the UK entrepreneurs are left to fend for themselves.
• The UK has a piecemeal approach to assisting entrepreneurs and help is not co-ordinated. You will get different advice from the same agencies.
• The UK attitude to new ideas is very much one of wait-and-see. If it turns into a good idea then it might get support.
• Entrepreneurs and designers get little or no proper advice on Intellectual property. The advice that is available is expensive.

In the USA the “CAN DO” attitude permeates throughout society. New ideas are encouraged and there is a good integrated support network.

• US financial angels are very interested in new ideas but they want to put their own managers in place in return for more equity.
• US entrepreneurs are very knowledgeable on all aspects of IP protection, this means they are less likely to get “ripped off”. Partnerships are encouraged.
• In the US, women and Hispanics have their own support networks and are actively encouraged.
• The Japanese like to stay within a big organisation and develop ideas from within.
• The Japanese are less likely to become self-employed as they have a “Motivation Law” to ensure that they are rewarded for ideas.
• Sweden has a more social approach to innovation.
• The Swedish model may be a better one for the UK to follow than the US model.
• The Swedish government is very supportive of innovation and don't pay lip service to it.

Suggestions

The Scottish economy is the one that I am interested in and my suggestions are directed there.

• Spend more time, effort and money on educating entrepreneurs about Intellectual property protection and licensing.
• Not every business idea has to turn into a business that is run and supported by the originator of the idea. Ideas can be sold and more people need to be made aware of this.
• Start sooner with IP education. If not at schools, then certainly at universities.
• Make much of Scotland's innovative history and use this as a springboard for encouraging people.
• Encourage business partnerships between employees and employers by educating them on changes in Contracts of Employment to allow “Motivational Payments” possibly even tax free.

Thanks and acknowledgments

In order of introductions:

John Childers

Jeffrey Sharp

Andy Wegener

Simon R. Graham-Clare

Ian & Jill Urquart

David Lauder

Deshda and David

Carlo Cavagna

J Keith Wilson

Matsumoto Kayatori

Saori Yoshimura

Shinji Mitomi

Jane Owen

Yukio Okamoto

Carl Jackson

Higashi Monogusa

Britta Carlsson

Maria Dahlin

Raymond Rappaport

Tom Davroski

Richard Allen

Alan Bain

Liz Henderson,

Leslie Slocum

Mike Cohen

Delissa Jiminez

Dan Ahronie

James Gourie

Clive Chajet

Tom Harris

Elliot Sealy

Chuck Nemetz

Liam Huggart

Mike Manning

John Childers

Jeffrey Sharp

Andy Wegener

Simon R. Graham-Clare

Ian & Jill Urquart

David Lauder

Deshda and David

Carlo Cavagna

J Keith Wilson

Matsumoto Kayatori

Saori Yoshimura

Shinji Mitomi

Jane Owen

Yukio Okamoto

Carl Jackson

Higashi Monogusa

Britta Carlsson

Maria Dahlin

Observations of use to other Churchill Travellers

• Not everyone you meet will think of Winston Churchill as a good man. You will need to know your facts and be prepared to back them up with argument.
• Take the Churchill Books that you have on the trip with you as you may be asked to prepare a short presentation.
• Take WCMT leaflets with you to hand out to fellow UK citizens that you meet on your travels.
• Take Churchill Crowns and give them as gifts to people that you meet in connection with your research.
• Rough Guides are the best travel books and have the best tips.