1 00:00:01,200 --> 00:00:03,330 Student 1: There's going to be definitely ups and downs, and at 2 00:00:03,330 --> 00:00:05,880 Student 1: times, I just wanted to burn all my books and 3 00:00:05,910 --> 00:00:07,380 Student 1: just stop the whole thing. 4 00:00:07,380 --> 00:00:10,649 Student 2: It's very disappointing, especially when you hear about the failures. 5 00:00:11,039 --> 00:00:13,649 Student 3: Sometimes you just need a good cry to let it 6 00:00:13,679 --> 00:00:16,768 Student 3: out. And then brush yourself off, stand back up and 7 00:00:16,829 --> 00:00:17,550 Student 3: keep going. 8 00:00:18,029 --> 00:00:22,500 Krutika Adatia : Hello, I'm Krutika Adatia and I'm a chartered accountant. I now support 9 00:00:22,500 --> 00:00:26,668 Krutika Adatia : accountancy students through their training. And as an educator, I'm 10 00:00:26,670 --> 00:00:29,550 Krutika Adatia : regularly up close and personal with some of the common 11 00:00:29,550 --> 00:00:33,960 Krutika Adatia : issues people face while studying for and sitting their accountancy exams. 12 00:00:34,650 --> 00:00:37,380 Krutika Adatia : So in this series for the ACCA, I'm chatting to 13 00:00:37,440 --> 00:00:41,040 Krutika Adatia : experts about strategies we can all use when facing some 14 00:00:41,040 --> 00:00:45,090 Krutika Adatia : of life's challenges. This week we're looking at keeping going 15 00:00:45,090 --> 00:00:48,960 Krutika Adatia : when the going gets tough. That's right. We're talking resilience. 16 00:00:49,380 --> 00:00:51,900 Krutika Adatia : How do we pick ourselves back up after a loss? 17 00:00:52,379 --> 00:00:55,440 Krutika Adatia : Why is it important to not let failure get us down? 18 00:00:55,890 --> 00:00:59,249 Krutika Adatia : And what strategies can help us all keep pushing forward? 19 00:00:59,700 --> 00:01:03,000 Krutika Adatia : This is On Your Marks. Because you'll never know until 20 00:01:03,000 --> 00:01:07,349 Krutika Adatia : you try. Getting going again after things haven't gone your way, 21 00:01:07,410 --> 00:01:10,380 Krutika Adatia : whether that's a failed exam or a disastrous first date, 22 00:01:10,740 --> 00:01:13,350 Krutika Adatia : can feel really difficult. I remember when I was in 23 00:01:13,379 --> 00:01:16,410 Krutika Adatia : my early 20s, I started learning how to drive. And 24 00:01:16,410 --> 00:01:19,470 Krutika Adatia : after failing my driving test, not once, not twice, and 25 00:01:19,590 --> 00:01:22,319 Krutika Adatia : I won't tell you how many times, my confidence was 26 00:01:22,319 --> 00:01:25,709 Krutika Adatia : rock bottom. It really got me down. Practically, it was 27 00:01:25,709 --> 00:01:29,759 Krutika Adatia : really frustrating, but also emotionally. Up until this point, I 28 00:01:29,760 --> 00:01:32,850 Krutika Adatia : had passed every exam I'd ever sat. I did manage 29 00:01:32,850 --> 00:01:36,209 Krutika Adatia : to persevere and eventually pass, but keeping myself going back 30 00:01:36,209 --> 00:01:38,880 Krutika Adatia : again and again was the real challenge. So to talk 31 00:01:38,880 --> 00:01:42,268 Krutika Adatia : about not giving up, today I've got Josh Wintersgill with me. 32 00:01:42,539 --> 00:01:45,929 Krutika Adatia : He's an entrepreneur, Great Britain's Young Entrepreneur of the Year 33 00:01:45,929 --> 00:01:49,230 Krutika Adatia : in 2019 in fact, and founder of able Move and 34 00:01:49,230 --> 00:01:53,220 Krutika Adatia : creator of the easyTravelseat. As a young entrepreneur, he's faced 35 00:01:53,220 --> 00:01:56,940 Krutika Adatia : his fair share of new business setbacks. So Josh, I'm 36 00:01:56,940 --> 00:01:58,469 Krutika Adatia : going to open with what I think is quite a 37 00:01:58,469 --> 00:02:02,429 Krutika Adatia : big question. Do you think you are resilient and what does being resilient mean 38 00:02:02,429 --> 00:02:02,969 Krutika Adatia : to you? 39 00:02:02,969 --> 00:02:07,140 Josh Wintersgill: Yes, is the answer. I'm definitely resilient. I think growing 40 00:02:07,140 --> 00:02:10,680 Josh Wintersgill: up with a neuromuscular condition has taught me lots of 41 00:02:10,680 --> 00:02:14,010 Josh Wintersgill: things in life, and one of the key things that 42 00:02:14,010 --> 00:02:16,830 Josh Wintersgill: I always refer people to was a statement from my 43 00:02:16,830 --> 00:02:19,320 Josh Wintersgill: nan growing up as a child, which was, " Put can't 44 00:02:19,320 --> 00:02:21,449 Josh Wintersgill: in your pocket and pull out try." And it's a 45 00:02:21,450 --> 00:02:23,879 Josh Wintersgill: mantra that stuck with me for my entire life. So 46 00:02:23,879 --> 00:02:27,540 Josh Wintersgill: whenever I get into difficult situations, I always remind myself 47 00:02:27,540 --> 00:02:30,090 Josh Wintersgill: that if there's something I can't do, I can. I've just 48 00:02:30,090 --> 00:02:31,890 Josh Wintersgill: got to put can't in my pocket and pull out try. 49 00:02:32,220 --> 00:02:34,169 Krutika Adatia : I really love that saying. Can you tell us a 50 00:02:34,169 --> 00:02:36,060 Krutika Adatia : little bit more about your business, Able Move? 51 00:02:36,450 --> 00:02:39,270 Josh Wintersgill: Yeah. So Able Move was founded in 2018 off of 52 00:02:39,270 --> 00:02:42,538 Josh Wintersgill: the back of some bad experiences traveling by air as 53 00:02:42,538 --> 00:02:45,330 Josh Wintersgill: a wheelchair user. Growing up as a child, I could 54 00:02:45,330 --> 00:02:48,150 Josh Wintersgill: kind of walk on and off an aircraft and as 55 00:02:48,150 --> 00:02:50,580 Josh Wintersgill: I got older, I got heavier, less mobile, and it 56 00:02:50,580 --> 00:02:52,169 Josh Wintersgill: got to the point where I was required to be 57 00:02:52,169 --> 00:02:55,500 Josh Wintersgill: physically carried by my family from my wheelchair onto an 58 00:02:55,500 --> 00:02:57,960 Josh Wintersgill: aircraft and then into the seat. And it got to the 59 00:02:57,960 --> 00:03:00,720 Josh Wintersgill: point where my family could no longer do that, and 60 00:03:00,720 --> 00:03:03,600 Josh Wintersgill: I was then relying on airport staff to actually physically 61 00:03:03,600 --> 00:03:06,120 Josh Wintersgill: lift me from my chair into this tiny little chair 62 00:03:06,120 --> 00:03:08,790 Josh Wintersgill: to then take me onto an aircraft and into an 63 00:03:08,790 --> 00:03:13,590 Josh Wintersgill: aircraft seat. And that whole experience was rather traumatic. And 64 00:03:13,860 --> 00:03:16,288 Josh Wintersgill: back in 2018, I was reading a wonderful book called 65 00:03:16,288 --> 00:03:19,650 Josh Wintersgill: Start with Why by Simon Sinek. So any students that 66 00:03:19,650 --> 00:03:22,110 Josh Wintersgill: haven't read it, I highly recommend reading it. And it 67 00:03:22,110 --> 00:03:24,540 Josh Wintersgill: got me really thinking about why I was doing certain 68 00:03:24,540 --> 00:03:27,150 Josh Wintersgill: things at that point in my life, both from a 69 00:03:27,150 --> 00:03:29,939 Josh Wintersgill: personal point of view, but also from a professional point 70 00:03:29,940 --> 00:03:32,819 Josh Wintersgill: of view. I realized that I couldn't necessarily answer my 71 00:03:32,820 --> 00:03:36,089 Josh Wintersgill: why that clearly and easily, and that's when I started reflecting 72 00:03:36,090 --> 00:03:39,870 Josh Wintersgill: on life and travel. And that's when I realized perhaps 73 00:03:39,870 --> 00:03:41,940 Josh Wintersgill: maybe I can go down a different road and start 74 00:03:41,940 --> 00:03:45,450 Josh Wintersgill: looking at improving the way other people with physical disabilities 75 00:03:45,450 --> 00:03:48,690 Josh Wintersgill: access air travel. And that kind of sparked off the 76 00:03:48,690 --> 00:03:51,870 Josh Wintersgill: whole idea of creating a sling that could be used 77 00:03:52,139 --> 00:03:54,179 Josh Wintersgill: for people in wheelchairs to be lifted on and off 78 00:03:54,180 --> 00:03:54,720 Josh Wintersgill: an aircraft. 79 00:03:54,780 --> 00:03:56,640 Krutika Adatia : I love that. I'm actually a big fan of Simon 80 00:03:56,640 --> 00:03:59,220 Krutika Adatia : Sinek myself. So you've spoken to us a little bit 81 00:03:59,220 --> 00:04:02,400 Krutika Adatia : about your purpose being driven by the challenges that you 82 00:04:02,400 --> 00:04:05,969 Krutika Adatia : faced with mobility. And I guess as a business owner, 83 00:04:05,969 --> 00:04:10,859 Krutika Adatia : you probably face challenges in everyday operations, everyday decisions you 84 00:04:10,859 --> 00:04:12,869 Krutika Adatia : make. So can you tell us a little bit about 85 00:04:12,869 --> 00:04:14,700 Krutika Adatia : some of what those setbacks might be? 86 00:04:14,760 --> 00:04:17,190 Josh Wintersgill: Gosh, there's loads. I mean, I remember when it was starting out, 87 00:04:17,190 --> 00:04:19,320 Josh Wintersgill: it was kind of like, " My God, where do I 88 00:04:19,320 --> 00:04:22,320 Josh Wintersgill: go for help? Where do I start?" And I remember 89 00:04:22,469 --> 00:04:24,178 Josh Wintersgill: my lodgers that I was living with at the time, 90 00:04:24,178 --> 00:04:26,849 Josh Wintersgill: they bought me a small handbook on starting out a 91 00:04:26,849 --> 00:04:29,459 Josh Wintersgill: small business, and it got me thinking about all of 92 00:04:29,459 --> 00:04:31,560 Josh Wintersgill: the things that I kind of think about in life 93 00:04:31,560 --> 00:04:33,240 Josh Wintersgill: or what are the things that I value and started 94 00:04:33,240 --> 00:04:35,520 Josh Wintersgill: writing them on paper. And then started tying that into 95 00:04:35,940 --> 00:04:39,599 Josh Wintersgill: a business plan and a marketing strategy. And I'd managed 96 00:04:39,599 --> 00:04:43,589 Josh Wintersgill: to find a template by The Prince's Trust on starting 97 00:04:43,589 --> 00:04:46,020 Josh Wintersgill: out a business as an entrepreneur. And I remember reaching 98 00:04:46,020 --> 00:04:48,779 Josh Wintersgill: out to Business West in the southwest of the UK 99 00:04:48,809 --> 00:04:53,400 Josh Wintersgill: and they provided lots of support on intellectual property, sales, 100 00:04:53,460 --> 00:04:58,200 Josh Wintersgill: financing, investment, IP, and it was a really great place 101 00:04:58,200 --> 00:04:59,999 Josh Wintersgill: to start. That kind of got me on the right 102 00:05:00,000 --> 00:05:02,729 Josh Wintersgill: tracks, but then I soon realized I didn't really have 103 00:05:03,420 --> 00:05:05,789 Josh Wintersgill: much money to get a business going. I had at 104 00:05:05,789 --> 00:05:08,099 Josh Wintersgill: the time maybe like 7 or £ 8, 000 in my 105 00:05:08,100 --> 00:05:10,590 Josh Wintersgill: bank account. And a lot of that got swallowed up 106 00:05:10,650 --> 00:05:14,039 Josh Wintersgill: on trying to put a patent in place, and IP 107 00:05:14,040 --> 00:05:16,589 Josh Wintersgill: attorneys are actually very expensive, so my money got swallowed 108 00:05:16,589 --> 00:05:20,039 Josh Wintersgill: up really quickly. And I was then thinking about, now 109 00:05:20,040 --> 00:05:22,349 Josh Wintersgill: I need to try and get some investment, and all 110 00:05:22,350 --> 00:05:23,820 Josh Wintersgill: of these things start going through your head and you 111 00:05:24,059 --> 00:05:27,540 Josh Wintersgill: have to control your thought process and eat the elephant 112 00:05:27,540 --> 00:05:29,610 Josh Wintersgill: in small chunks as it were. But I was very 113 00:05:29,610 --> 00:05:33,150 Josh Wintersgill: lucky through some networking, I got told about an awards 114 00:05:33,150 --> 00:05:37,259 Josh Wintersgill: program called the UK Disabled Entrepreneurs Award, which was founded 115 00:05:37,259 --> 00:05:40,920 Josh Wintersgill: by Sir Stelios, the founder of EasyJet. And in partnership 116 00:05:40,920 --> 00:05:44,010 Josh Wintersgill: with Leonard Cheshire, they every year run a UK Disabled 117 00:05:44,010 --> 00:05:48,060 Josh Wintersgill: Entrepreneurs Awards program where individuals put forward their businesses in 118 00:05:48,060 --> 00:05:50,639 Josh Wintersgill: hope that Stelios and the team at Leonard Cheshire had 119 00:05:50,639 --> 00:05:52,769 Josh Wintersgill: taken an interest in it and they give out cash 120 00:05:52,770 --> 00:05:56,070 Josh Wintersgill: grants to those business owners. And fortunately for me, I 121 00:05:56,070 --> 00:05:59,339 Josh Wintersgill: got £ 30,000 that year that I could then use to 122 00:05:59,339 --> 00:06:03,180 Josh Wintersgill: start my business. And this is a pun I suppose, 123 00:06:03,180 --> 00:06:05,700 Josh Wintersgill: but I did land on my feet through those awards 124 00:06:05,970 --> 00:06:08,700 Josh Wintersgill: and I got very lucky in the fact that because Sir 125 00:06:08,700 --> 00:06:11,219 Josh Wintersgill: Stelios owned an airline and here I am with a 126 00:06:11,219 --> 00:06:14,909 Josh Wintersgill: product that's benefiting passengers to access his airline, he took 127 00:06:14,910 --> 00:06:16,859 Josh Wintersgill: quite an interest in that as well from a business 128 00:06:16,859 --> 00:06:20,730 Josh Wintersgill: perspective. And he decided to actually invest £ 70,000 into my 129 00:06:20,730 --> 00:06:24,240 Josh Wintersgill: company along with the £ 30,000 grant. So here I am 130 00:06:24,240 --> 00:06:28,469 Josh Wintersgill: at the age of 25 with 100 grand, and I'm 131 00:06:28,469 --> 00:06:30,419 Josh Wintersgill: like, I've now got the money to do everything that 132 00:06:30,420 --> 00:06:32,519 Josh Wintersgill: I need to do. And I just got really lucky. 133 00:06:32,759 --> 00:06:35,819 Josh Wintersgill: And I think the harder you work and the more 134 00:06:36,059 --> 00:06:38,610 Josh Wintersgill: doors you knock, the luckier you seem to get. I 135 00:06:38,610 --> 00:06:41,400 Josh Wintersgill: actually started manufacturing in 2019. 136 00:06:41,880 --> 00:06:45,868 Krutika Adatia : Wow, that sounds incredible. And congratulations on that journey and 137 00:06:45,870 --> 00:06:48,990 Krutika Adatia : getting that grant as well. That must've been an incredible feeling. 138 00:06:52,440 --> 00:06:56,130 Josh Wintersgill: It was. I remember coming out of ... I'll never forget. I came out of Sir Stelios' office and my 139 00:06:56,130 --> 00:06:58,678 Josh Wintersgill: dad was outside and we just basically high- fived as 140 00:06:58,680 --> 00:06:59,609 Josh Wintersgill: soon as we got out to the end of the 141 00:06:59,609 --> 00:07:02,849 Josh Wintersgill: road. And I remember Stelios standing there and just watching me 142 00:07:02,849 --> 00:07:04,469 Josh Wintersgill: and my dad walk off, and I think he was 143 00:07:05,190 --> 00:07:07,229 Josh Wintersgill: pleased as punch really. And as were we. 144 00:07:07,469 --> 00:07:12,329 Krutika Adatia : You mentioned earlier that you had, was it 7, 000, £8,000? And at that 145 00:07:12,330 --> 00:07:13,740 Krutika Adatia : point you were trying to think, " Right, where am I 146 00:07:13,740 --> 00:07:16,260 Krutika Adatia : going to get the funds from?" I can only imagine 147 00:07:16,260 --> 00:07:19,800 Krutika Adatia : that when you are thinking about starting up your own business, there's 148 00:07:19,800 --> 00:07:21,809 Krutika Adatia : probably going to be moments where you just feel like 149 00:07:21,809 --> 00:07:24,780 Krutika Adatia : you want to give up. I mean, did you have 150 00:07:24,780 --> 00:07:27,809 Krutika Adatia : any of those moments? And what made you feel that 151 00:07:27,809 --> 00:07:30,420 Krutika Adatia : you could continue going? Talk to us a little bit about that. 152 00:07:30,870 --> 00:07:33,060 Josh Wintersgill: Yeah, I think at the beginning it was very much 153 00:07:33,060 --> 00:07:36,869 Josh Wintersgill: adrenaline based. It all happened very, very quickly within the 154 00:07:36,870 --> 00:07:39,750 Josh Wintersgill: space of about 12 to 18 months. And I think 155 00:07:39,750 --> 00:07:43,170 Josh Wintersgill: the profile of the awards and the weight that that 156 00:07:43,170 --> 00:07:46,619 Josh Wintersgill: carried got recognition in other areas. But actually the real 157 00:07:46,619 --> 00:07:51,300 Josh Wintersgill: challenge for me started probably sort of towards the end 158 00:07:51,300 --> 00:07:55,590 Josh Wintersgill: of 2019. So within the first, I think 8 or 159 00:07:55,590 --> 00:07:59,820 Josh Wintersgill: 9 months, I'd burnt nearly 50 or 60 grand in cash. I 160 00:07:59,820 --> 00:08:02,520 Josh Wintersgill: was putting money into staff to kind of get sales 161 00:08:02,520 --> 00:08:06,600 Josh Wintersgill: going and business development. I was committing money to stock, 162 00:08:06,600 --> 00:08:09,000 Josh Wintersgill: and all I was doing was seeing ... You see 100 163 00:08:09,000 --> 00:08:10,890 Josh Wintersgill: grand in your bank and you're like, " Holy crap, that's 164 00:08:10,890 --> 00:08:12,929 Josh Wintersgill: a lot of money." You've never seen money like that 165 00:08:12,930 --> 00:08:14,789 Josh Wintersgill: in your life. You never expect to have that sort 166 00:08:14,790 --> 00:08:16,739 Josh Wintersgill: of money just sat in a bank. So to see 167 00:08:16,740 --> 00:08:19,229 Josh Wintersgill: it going down and down and down and down, I 168 00:08:19,230 --> 00:08:21,900 Josh Wintersgill: mean, I was up having sleepless nights thinking, " What am 169 00:08:21,900 --> 00:08:23,459 Josh Wintersgill: I going to do? Oh my God, this is not 170 00:08:23,459 --> 00:08:25,890 Josh Wintersgill: working. I'm selling, but I'm not selling enough. What can 171 00:08:25,890 --> 00:08:27,780 Josh Wintersgill: I do more of?" And it was kind of like 172 00:08:27,780 --> 00:08:29,490 Josh Wintersgill: you were kind of doubting yourself all the time. Is 173 00:08:29,490 --> 00:08:32,309 Josh Wintersgill: this product actually any good? And I was just freaking 174 00:08:32,309 --> 00:08:34,679 Josh Wintersgill: out. And then all of a sudden, sales started to 175 00:08:34,679 --> 00:08:38,880 Josh Wintersgill: pick up sort of backend of 2019. We only did £ 176 00:08:39,120 --> 00:08:42,750 Josh Wintersgill: 25,000 of revenue in the first year and with a 177 00:08:42,990 --> 00:08:46,710 Josh Wintersgill: loss of nearly 50, 60K. That doesn't even touch the sides. 178 00:08:47,429 --> 00:08:52,679 Josh Wintersgill: So basically COVID then came in 2020. So as sales 179 00:08:52,679 --> 00:08:55,470 Josh Wintersgill: started picking up towards the backend of 2019, I thought, " 180 00:08:55,679 --> 00:08:57,569 Josh Wintersgill: Bloody hell, 2020 is going to be a good year." 181 00:08:57,929 --> 00:09:00,780 Josh Wintersgill: And then lo and behold, bang, the travel industry stops, 182 00:09:00,809 --> 00:09:04,260 Josh Wintersgill: no sales coming through for six or seven months, and 183 00:09:04,260 --> 00:09:06,660 Josh Wintersgill: somehow to this day, the company is still going. 184 00:09:06,929 --> 00:09:08,790 Krutika Adatia : And can I just take you back to that moment 185 00:09:08,790 --> 00:09:11,459 Krutika Adatia : when you mentioned that you had all this money leaving 186 00:09:11,460 --> 00:09:14,069 Krutika Adatia : your account? Can you take us back to the sort 187 00:09:14,070 --> 00:09:16,320 Krutika Adatia : of emotions you were feeling and what was the conversation 188 00:09:16,320 --> 00:09:18,180 Krutika Adatia : happening in your head to try and get you out of 189 00:09:18,270 --> 00:09:21,030 Krutika Adatia : the mind frame to keep persevering, to keep going? 190 00:09:21,330 --> 00:09:24,510 Josh Wintersgill: Yeah, it was really weird because I remember kind of 191 00:09:24,510 --> 00:09:26,879 Josh Wintersgill: having conversations with a couple of people that I employed saying, " 192 00:09:26,880 --> 00:09:29,219 Josh Wintersgill: Look, if we carry on at this rate, I'm not 193 00:09:29,219 --> 00:09:31,259 Josh Wintersgill: going to be able to keep you around and I'm going to have 194 00:09:31,259 --> 00:09:33,208 Josh Wintersgill: to let you go." And I'd only had them like, 195 00:09:33,360 --> 00:09:35,309 Josh Wintersgill: what? Four to six months? And it was kind of 196 00:09:35,309 --> 00:09:39,300 Josh Wintersgill: really scary. So in some respects, I probably hit the 197 00:09:39,300 --> 00:09:42,660 Josh Wintersgill: ground a bit too soon with people and not focused 198 00:09:42,660 --> 00:09:45,120 Josh Wintersgill: enough on the core product and trying to push it 199 00:09:45,120 --> 00:09:47,580 Josh Wintersgill: myself. So I then had to start going, okay, well 200 00:09:47,849 --> 00:09:51,150 Josh Wintersgill: clearly the projections of sales that I was expecting isn't 201 00:09:51,150 --> 00:09:53,760 Josh Wintersgill: coming in and having to make those difficult decisions and 202 00:09:53,760 --> 00:09:56,309 Josh Wintersgill: have conversations with people to say, " Look, I'm really sorry, 203 00:09:56,309 --> 00:09:59,010 Josh Wintersgill: but I'm not on the projection that I thought we 204 00:09:59,010 --> 00:10:01,770 Josh Wintersgill: were going to be on. And unfortunately, we're going to 205 00:10:01,770 --> 00:10:04,199 Josh Wintersgill: have to let you go" kind of thing. So they're 206 00:10:04,200 --> 00:10:07,710 Josh Wintersgill: just difficult conversations. And I think when you are 26, 27 207 00:10:07,710 --> 00:10:11,608 Josh Wintersgill: and you've not been faced with those challenges before, and 208 00:10:11,609 --> 00:10:13,529 Josh Wintersgill: it's not like I have a HR department to go 209 00:10:13,530 --> 00:10:15,300 Josh Wintersgill: to and ask for support, you've just kind of got 210 00:10:15,300 --> 00:10:17,550 Josh Wintersgill: to bite the bullet and do it. So there was a lot 211 00:10:17,850 --> 00:10:19,080 Josh Wintersgill: of learning at the same time. 212 00:10:19,590 --> 00:10:23,130 Krutika Adatia : Earlier you mentioned that what motivates you is circling back 213 00:10:23,130 --> 00:10:25,500 Krutika Adatia : to your why, thinking about what is the purpose of 214 00:10:25,500 --> 00:10:28,139 Krutika Adatia : what you're doing, but really just if I was to 215 00:10:28,139 --> 00:10:30,780 Krutika Adatia : ask you what motivates you when you feel like things 216 00:10:30,809 --> 00:10:32,220 Krutika Adatia : aren't going your way? 217 00:10:32,400 --> 00:10:35,310 Josh Wintersgill: It is very much the why. It's reminding yourself of 218 00:10:35,340 --> 00:10:38,249 Josh Wintersgill: the value that the product is aiming to achieve or 219 00:10:38,250 --> 00:10:40,949 Josh Wintersgill: what you want your business to do for people. And 220 00:10:40,950 --> 00:10:44,578 Josh Wintersgill: constantly reminding yourself if you believe in that and you 221 00:10:44,580 --> 00:10:47,850 Josh Wintersgill: believe that it's having a positive impact on people's lives, 222 00:10:48,240 --> 00:10:50,910 Josh Wintersgill: on those times where you're having your low days. And 223 00:10:50,910 --> 00:10:52,738 Josh Wintersgill: bearing in mind, these low days, they don't just hang 224 00:10:52,740 --> 00:10:54,720 Josh Wintersgill: around for a day, they can be over a sustained 225 00:10:54,720 --> 00:10:58,110 Josh Wintersgill: period of time that it's so important that you remind 226 00:10:58,110 --> 00:11:00,149 Josh Wintersgill: yourself of the why you are doing it and the 227 00:11:00,150 --> 00:11:03,120 Josh Wintersgill: values and the impact. And if you just keep plugging 228 00:11:03,120 --> 00:11:06,540 Josh Wintersgill: away day in and day out, eventually you'll come out 229 00:11:06,540 --> 00:11:09,358 Josh Wintersgill: of that kind of divot or that hole that you are in. 230 00:11:09,750 --> 00:11:11,640 Josh Wintersgill: It's hard. It's a hard slog and there's no easy 231 00:11:11,640 --> 00:11:14,190 Josh Wintersgill: answer to it. Everyone will get to that point and 232 00:11:14,190 --> 00:11:16,740 Josh Wintersgill: everyone will have to keep pushing through. I don't know 233 00:11:16,740 --> 00:11:19,410 Josh Wintersgill: anyone that's ever had it plain sailing, to be fair. 234 00:11:19,889 --> 00:11:23,189 Krutika Adatia : Yeah, I think everyone always faces some sort of challenges, 235 00:11:23,190 --> 00:11:25,500 Krutika Adatia : and it's how you deal with those challenges and come 236 00:11:25,500 --> 00:11:28,140 Krutika Adatia : through it. So how do you know when it's the 237 00:11:28,470 --> 00:11:32,069 Krutika Adatia : right moment to keep pushing and keep going forward to 238 00:11:32,070 --> 00:11:34,500 Krutika Adatia : take a chance? When do you know it's the right 239 00:11:34,500 --> 00:11:35,640 Krutika Adatia : time to not? 240 00:11:35,759 --> 00:11:38,729 Josh Wintersgill: I always remind myself or try to remind myself, and 241 00:11:38,730 --> 00:11:41,098 Josh Wintersgill: it's really hard to stick to it, but always go 242 00:11:41,100 --> 00:11:44,760 Josh Wintersgill: with your instinct. Your gut generally leads you in the 243 00:11:44,760 --> 00:11:47,820 Josh Wintersgill: right direction. I sometimes have a little bit of paranoia 244 00:11:47,820 --> 00:11:50,280 Josh Wintersgill: creep in on stuff that I do, but I do 245 00:11:50,280 --> 00:11:53,790 Josh Wintersgill: try and stick to that instinct. So to give you 246 00:11:53,790 --> 00:11:59,549 Josh Wintersgill: an example, when COVID hit, I realized that one product 247 00:11:59,549 --> 00:12:02,098 Josh Wintersgill: isn't just going to make a success of this company. 248 00:12:02,100 --> 00:12:04,500 Josh Wintersgill: I'm going to need to add new products and I'm 249 00:12:04,500 --> 00:12:07,260 Josh Wintersgill: going to need to change the way I sell it 250 00:12:07,260 --> 00:12:10,380 Josh Wintersgill: and also what it does and how can I offer 251 00:12:10,380 --> 00:12:14,400 Josh Wintersgill: something slightly different. And then I got thinking about some 252 00:12:14,400 --> 00:12:16,500 Josh Wintersgill: of the other challenges that I had with getting in and out of a 253 00:12:16,770 --> 00:12:19,650 Josh Wintersgill: swimming pool and my wheelchair cushion getting really wet. And 254 00:12:19,650 --> 00:12:21,780 Josh Wintersgill: I remember one year my nan went down to a 255 00:12:21,780 --> 00:12:25,440 Josh Wintersgill: market in Tenerife and she got ... This is top secret, 256 00:12:25,440 --> 00:12:29,309 Josh Wintersgill: nobody knows this. But she got a blanket down at 257 00:12:29,309 --> 00:12:31,799 Josh Wintersgill: the market for about four euros, and it was absolutely 258 00:12:31,799 --> 00:12:34,230 Josh Wintersgill: huge. And she got a pair of scissors and she 259 00:12:34,230 --> 00:12:36,149 Josh Wintersgill: cut it out into the shape of my wheelchair and 260 00:12:36,150 --> 00:12:38,670 Josh Wintersgill: put it over my chair, and it stopped my wheelchair 261 00:12:38,670 --> 00:12:41,370 Josh Wintersgill: cushion from getting wet. Anyway, I didn't think anything of 262 00:12:41,370 --> 00:12:44,160 Josh Wintersgill: it until when COVID hit and I had all this 263 00:12:44,160 --> 00:12:46,889 Josh Wintersgill: time to reflect on certain things. And I thought, well, 264 00:12:46,889 --> 00:12:49,230 Josh Wintersgill: why don't I introduce a new product? Why don't we 265 00:12:49,230 --> 00:12:52,559 Josh Wintersgill: create a waterproof wheelchair towel that will stop water from 266 00:12:52,559 --> 00:12:55,170 Josh Wintersgill: getting through the wheelchair so when somebody gets out the 267 00:12:55,170 --> 00:12:57,450 Josh Wintersgill: bath or the shower or the swimming pool, they can 268 00:12:57,450 --> 00:13:01,320 Josh Wintersgill: have this product? And we created it and it's our 269 00:13:01,320 --> 00:13:06,510 Josh Wintersgill: bestselling product now. So again, that was stemmed from just 270 00:13:06,809 --> 00:13:09,900 Josh Wintersgill: going with my instinct and trying to use the bits 271 00:13:09,900 --> 00:13:12,660 Josh Wintersgill: of cash that I had to get something to market 272 00:13:12,660 --> 00:13:15,240 Josh Wintersgill: quite quickly and know that it was going to make 273 00:13:15,240 --> 00:13:16,140 Josh Wintersgill: a difference for people. 274 00:13:16,230 --> 00:13:20,190 Krutika Adatia : That's great. And that's fabulous that you sought out opportunities 275 00:13:20,190 --> 00:13:22,770 Krutika Adatia : during COVID, which would've been a really tough time for 276 00:13:23,309 --> 00:13:24,539 Krutika Adatia : so many businesses. 277 00:13:24,630 --> 00:13:28,499 Josh Wintersgill: I just think you get presented with different challenges and 278 00:13:28,500 --> 00:13:30,628 Josh Wintersgill: you can either face them and get on with it 279 00:13:30,629 --> 00:13:32,970 Josh Wintersgill: or you can choose to ignore it. But if you 280 00:13:32,970 --> 00:13:35,190 Josh Wintersgill: choose to ignore them, they generally come back round and 281 00:13:35,190 --> 00:13:36,420 Josh Wintersgill: bite you. So yeah. 282 00:13:36,690 --> 00:13:39,450 Krutika Adatia : That's great. I love the attitude and the approach that you 283 00:13:39,450 --> 00:13:43,139 Krutika Adatia : have, Josh. And so would you say that your attitude 284 00:13:43,139 --> 00:13:46,889 Krutika Adatia : in business has actually been shaped by also your personal experiences? 285 00:13:47,250 --> 00:13:50,460 Josh Wintersgill: 100%. It all stems back to my childhood really, and 286 00:13:50,460 --> 00:13:53,458 Josh Wintersgill: how I was raised and that perspective and outlook on 287 00:13:53,460 --> 00:13:56,880 Josh Wintersgill: life to always make sure that you don't give up. 288 00:13:57,270 --> 00:13:59,249 Josh Wintersgill: I mean, don't get me wrong. There are times when 289 00:13:59,250 --> 00:14:01,620 Josh Wintersgill: you do need to go, " Enough is enough and I'm 290 00:14:01,620 --> 00:14:04,500 Josh Wintersgill: going to stop maybe investing money in this because something 291 00:14:04,500 --> 00:14:07,500 Josh Wintersgill: isn't working or I'm going to stop this activity that 292 00:14:07,500 --> 00:14:09,690 Josh Wintersgill: I'm doing because I'm just really not enjoying it." There 293 00:14:09,690 --> 00:14:12,960 Josh Wintersgill: is something quite smart about saying enough is enough and 294 00:14:12,960 --> 00:14:16,019 Josh Wintersgill: calling it a day. It's difficult because when you are 295 00:14:16,080 --> 00:14:18,480 Josh Wintersgill: really passionate about something, it just kind of keeps you 296 00:14:18,480 --> 00:14:21,450 Josh Wintersgill: going. But yeah, I think everything for me does stem 297 00:14:21,450 --> 00:14:24,539 Josh Wintersgill: back from that kind of aspect of being resilient as 298 00:14:24,540 --> 00:14:28,470 Josh Wintersgill: a child through the need to not give up with 299 00:14:28,470 --> 00:14:31,650 Josh Wintersgill: my condition. Because if I stop exercising and I stop 300 00:14:31,650 --> 00:14:35,849 Josh Wintersgill: doing things, that means that I will deteriorate in terms 301 00:14:35,849 --> 00:14:39,449 Josh Wintersgill: of physical ability. So when you know that you're going 302 00:14:39,450 --> 00:14:44,670 Josh Wintersgill: to deteriorate, if you don't exercise, you kind of have 303 00:14:44,670 --> 00:14:48,720 Josh Wintersgill: to exercise. And growing up as a kid, I didn't 304 00:14:48,720 --> 00:14:51,570 Josh Wintersgill: really enjoy exercise, but what my nan did was that 305 00:14:51,570 --> 00:14:55,500 Josh Wintersgill: she made it fun. So we'd sing songs, we'd catch 306 00:14:55,500 --> 00:14:57,599 Josh Wintersgill: a ball, and it would be like there would be 307 00:14:57,599 --> 00:15:00,359 Josh Wintersgill: some sort of competitiveness to it as well. And all 308 00:15:00,359 --> 00:15:02,850 Josh Wintersgill: of a sudden I was doing exercise without even realized that 309 00:15:02,850 --> 00:15:05,910 Josh Wintersgill: I was doing exercise. So it's just tricks on the 310 00:15:05,910 --> 00:15:06,960 Josh Wintersgill: mind, but it worked. 311 00:15:07,320 --> 00:15:09,420 Krutika Adatia : Well, your nan sounds like an incredible person, by the 312 00:15:09,420 --> 00:15:09,900 Krutika Adatia : way, Josh. 313 00:15:10,230 --> 00:15:11,220 Josh Wintersgill: She's a good egg. Yeah. 314 00:15:12,030 --> 00:15:13,950 Krutika Adatia : Brilliant. I just want to ask you one more question 315 00:15:13,950 --> 00:15:17,489 Krutika Adatia : actually. You mentioned that your resilience comes from your childhood. 316 00:15:17,910 --> 00:15:20,580 Krutika Adatia : I'm just thinking, is resilience something that you are born 317 00:15:20,580 --> 00:15:22,440 Krutika Adatia : with? Can it be cultivated? 318 00:15:22,830 --> 00:15:25,740 Josh Wintersgill: I think it's something that people learn. You'll have certain 319 00:15:25,740 --> 00:15:28,649 Josh Wintersgill: things that happen in your life where everything could be all hunky- 320 00:15:28,650 --> 00:15:30,420 Josh Wintersgill: dory, and then all of a sudden, you lose a 321 00:15:30,420 --> 00:15:33,900 Josh Wintersgill: family member, you lose a partner, a marriage ends, you 322 00:15:33,900 --> 00:15:36,029 Josh Wintersgill: have kids, you go in a different direction in life 323 00:15:36,029 --> 00:15:37,890 Josh Wintersgill: and you go, "Oh my God, what am I doing here?" And 324 00:15:37,890 --> 00:15:40,710 Josh Wintersgill: it's kind of like everyone gets to a stage in 325 00:15:40,710 --> 00:15:42,900 Josh Wintersgill: their life where they have to go through something that's 326 00:15:42,900 --> 00:15:46,740 Josh Wintersgill: difficult and that will naturally shape you as a person. 327 00:15:47,040 --> 00:15:49,440 Josh Wintersgill: And I think it's how you then deal with that 328 00:15:49,440 --> 00:15:53,190 Josh Wintersgill: afterwards that really then defines whether or not you're actually 329 00:15:53,190 --> 00:15:56,070 Josh Wintersgill: resilient or not. And I just think it's hard for 330 00:15:56,070 --> 00:15:58,410 Josh Wintersgill: some people because some people don't necessarily have a good 331 00:15:58,410 --> 00:16:00,810 Josh Wintersgill: support network around them. So it's then even harder. If 332 00:16:00,810 --> 00:16:03,179 Josh Wintersgill: you've got no one to lean on, it's where do 333 00:16:03,179 --> 00:16:04,830 Josh Wintersgill: I turn to? Where do I go next? So I'm 334 00:16:04,830 --> 00:16:08,189 Josh Wintersgill: not saying it's easy by any stretch, and I think 335 00:16:08,190 --> 00:16:10,830 Josh Wintersgill: that you learn through experience, life experiences, I'd say. 336 00:16:10,920 --> 00:16:12,749 Krutika Adatia : And what about other areas of your life? Have you 337 00:16:12,750 --> 00:16:14,850 Krutika Adatia : had to deal with resilience there? 338 00:16:14,880 --> 00:16:17,280 Josh Wintersgill: Yeah, I mean, outside of kind of the business world, 339 00:16:17,340 --> 00:16:20,219 Josh Wintersgill: I've done various things, but one of the things I'm 340 00:16:20,220 --> 00:16:22,889 Josh Wintersgill: trying to do at the moment is become a Paralympian 341 00:16:22,889 --> 00:16:24,870 Josh Wintersgill: in air rifle. So I am on the Great British 342 00:16:24,870 --> 00:16:27,960 Josh Wintersgill: Pathway program at the moment, and shooting is one of 343 00:16:27,960 --> 00:16:32,250 Josh Wintersgill: those sports where it's very isolating. It's you and a rifle 344 00:16:32,340 --> 00:16:34,140 Josh Wintersgill: and you spend a lot of time in your own 345 00:16:34,140 --> 00:16:37,230 Josh Wintersgill: head. So if you've got a busy, hectic life going 346 00:16:37,230 --> 00:16:40,740 Josh Wintersgill: on outside, it's really difficult to stop that coming into 347 00:16:40,740 --> 00:16:42,540 Josh Wintersgill: your head when you're looking down a rifle, trying to 348 00:16:42,540 --> 00:16:45,720 Josh Wintersgill: shoot and stay still and as calm as possible. And 349 00:16:46,049 --> 00:16:50,130 Josh Wintersgill: I picked up the sport probably back in 2000 and 350 00:16:50,580 --> 00:16:54,120 Josh Wintersgill: I want to say 17, and I've gone through various 351 00:16:54,120 --> 00:16:57,030 Josh Wintersgill: stages. So going back to this, having a plan and 352 00:16:57,030 --> 00:17:00,660 Josh Wintersgill: having values and goals, I said to myself, " If I'm 353 00:17:00,660 --> 00:17:02,729 Josh Wintersgill: going to start out on this journey to do shooting, 354 00:17:02,730 --> 00:17:05,129 Josh Wintersgill: I want to get to the top." And that has 355 00:17:05,129 --> 00:17:08,160 Josh Wintersgill: always been my focus. And so in my spare time, 356 00:17:08,160 --> 00:17:11,400 Josh Wintersgill: I spend a lot of time training, traveling away from 357 00:17:11,400 --> 00:17:16,020 Josh Wintersgill: home. And it can be very debilitating at times when 358 00:17:16,260 --> 00:17:18,448 Josh Wintersgill: you're in cold ranges, you've got a lot going on 359 00:17:18,450 --> 00:17:21,119 Josh Wintersgill: in your head, you don't want to be there, but 360 00:17:21,119 --> 00:17:23,789 Josh Wintersgill: you know that you are capable of getting there and 361 00:17:23,789 --> 00:17:27,178 Josh Wintersgill: you're good enough. And there's always a conflicting battle in 362 00:17:27,180 --> 00:17:29,730 Josh Wintersgill: your head of, " Oh, I really should just stop doing 363 00:17:29,730 --> 00:17:32,099 Josh Wintersgill: this, but I enjoy it. I know I can get 364 00:17:32,099 --> 00:17:36,780 Josh Wintersgill: there." And then there's the financial issues of plowing loads 365 00:17:36,780 --> 00:17:39,299 Josh Wintersgill: of money into going to training because it's not cheap, 366 00:17:39,299 --> 00:17:42,928 Josh Wintersgill: and the cost of equipment is very expensive. And then 367 00:17:42,930 --> 00:17:44,428 Josh Wintersgill: when you're on the range, you're thinking, " Oh, I've got 368 00:17:44,430 --> 00:17:46,080 Josh Wintersgill: to do this for the business. I've got these other 369 00:17:46,080 --> 00:17:50,040 Josh Wintersgill: opportunities." And you've got loads of things on in your head. 370 00:17:50,340 --> 00:17:52,648 Josh Wintersgill: And so it sometimes can be very, very hard to 371 00:17:52,650 --> 00:17:54,750 Josh Wintersgill: channel all of that. But that I did get to 372 00:17:54,750 --> 00:17:56,730 Josh Wintersgill: a stage in my life a couple of years ago 373 00:17:56,730 --> 00:17:59,279 Josh Wintersgill: where I wasn't living in my own place. I was 374 00:17:59,279 --> 00:18:04,320 Josh Wintersgill: living with my nan, the business was really struggling, I 375 00:18:04,320 --> 00:18:07,168 Josh Wintersgill: had lost a very good relationship or what I thought 376 00:18:07,170 --> 00:18:09,900 Josh Wintersgill: was at the time, and it got me reflecting on 377 00:18:09,900 --> 00:18:12,029 Josh Wintersgill: a lot. And I just wanted to stop shooting. I wanted 378 00:18:12,030 --> 00:18:14,969 Josh Wintersgill: to stop the business. I was kind of struggling a 379 00:18:14,969 --> 00:18:16,980 Josh Wintersgill: little bit with my mental health, well, quite a lot 380 00:18:16,980 --> 00:18:21,359 Josh Wintersgill: actually. I was actually diagnosed with depression through COVID, which 381 00:18:21,359 --> 00:18:24,150 Josh Wintersgill: I didn't realize, and it was a really tough time. So 382 00:18:24,150 --> 00:18:28,859 Josh Wintersgill: all of these elements of not necessarily living independently, struggling 383 00:18:28,859 --> 00:18:31,049 Josh Wintersgill: with the business, questioning whether or not I should keep 384 00:18:31,049 --> 00:18:34,709 Josh Wintersgill: shooting, it was all very overwhelming. But it kind of 385 00:18:34,709 --> 00:18:37,830 Josh Wintersgill: all ties back into this why piece of why am 386 00:18:37,830 --> 00:18:39,810 Josh Wintersgill: I doing the shooting? Why did I set the business 387 00:18:39,810 --> 00:18:42,898 Josh Wintersgill: up? I know I'm capable of being so much more. 388 00:18:43,170 --> 00:18:45,630 Josh Wintersgill: And I think it's having that self- belief that you 389 00:18:45,630 --> 00:18:48,899 Josh Wintersgill: are capable. And I suppose when we were talking about 390 00:18:48,900 --> 00:18:54,690 Josh Wintersgill: these periods of long- term challenges or these long- term 391 00:18:54,720 --> 00:18:57,840 Josh Wintersgill: downsides, it's just making sure that you keep turning up 392 00:18:57,840 --> 00:18:59,820 Josh Wintersgill: for yourself every day. And it can be hard, but 393 00:18:59,820 --> 00:19:01,740 Josh Wintersgill: if you do it, hopefully you get to the other 394 00:19:01,740 --> 00:19:04,349 Josh Wintersgill: side. And I'd like to think I'm now at that 395 00:19:04,349 --> 00:19:07,349 Josh Wintersgill: other side and hopefully based on what I'm seeing from 396 00:19:07,349 --> 00:19:09,540 Josh Wintersgill: a financial point of view of the business and from 397 00:19:09,540 --> 00:19:12,299 Josh Wintersgill: my scores and everything in training as well, I'm on 398 00:19:12,299 --> 00:19:14,400 Josh Wintersgill: that upward trajectory now, which is quite exciting. 399 00:19:14,700 --> 00:19:16,980 Krutika Adatia : Thank you so much, Josh. And before we wrap up, 400 00:19:16,980 --> 00:19:19,859 Krutika Adatia : just want to end with three strategies that you can 401 00:19:19,859 --> 00:19:22,499 Krutika Adatia : give our listeners about becoming more resilient. 402 00:19:22,529 --> 00:19:24,299 Josh Wintersgill: Okay. Put can't in your pocket and pull out try 403 00:19:24,299 --> 00:19:27,388 Josh Wintersgill: is one of them. Always make sure that you have 404 00:19:27,388 --> 00:19:29,639 Josh Wintersgill: a plan because a plan is better than no plan. 405 00:19:29,969 --> 00:19:31,978 Josh Wintersgill: And then I would say just make sure that you 406 00:19:31,980 --> 00:19:35,158 Josh Wintersgill: go with your instinct and that whatever you choose to 407 00:19:35,160 --> 00:19:37,918 Josh Wintersgill: do is something that you enjoy doing because if it 408 00:19:37,980 --> 00:19:41,549 Josh Wintersgill: isn't, it's going to be a very, very uphill battle for you. 409 00:19:41,969 --> 00:19:46,109 Krutika Adatia : Brilliant. Thank you so much. That's it from this episode 410 00:19:46,109 --> 00:19:48,600 Krutika Adatia : of On Your Marks. Thank you Josh for talking with 411 00:19:48,629 --> 00:19:52,198 Krutika Adatia : me today. For more information about ACCA exams, you can 412 00:19:52,200 --> 00:19:58,200 Krutika Adatia : go to www. accaglobal.com/ exams. See you next time. I'm Krutika 413 00:19:58,200 --> 00:20:00,960 Krutika Adatia : Adatia and this is On Your Marks.