IMW

Exporters seek to scale new heights at International Markets Week (IMW)

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While Ireland saw soaring exports in 2021, there’s no doubt companies everywhere are facing headwinds in the coming year. A recent Enterprise Ireland client company survey found that 35% view global market and economic uncertainty as the primary challenge for their business for the next six months. This survey, which was carried out before Enterprise Ireland’s recent International Markets Week (IMW) event, also found that one in three (32%) had expressed concerns about supply chain, price inflation and energy costs.  While one in four (26%) pointed to skills and talent shortages as being the biggest challenge to their business.

 

Help was at hand, however, at the recent International Markets Week (IMW) event, which took place at the RDS in Dublin from 11th – 14th October. The four-day event saw hundreds of Irish exporters getting expert advice on their export strategies from Enterprise Ireland’s team of global market advisors from our network of offices around the world.

 

“IMW has run annually for over 20 years and this year’s event was the biggest ever,” says Tom Cusack, Divisional Manager, Global Markets, Enterprise Ireland.

 

“Not only that, but this was also the first time since the pandemic that the event took place in person. Last year, we held more than 1,600 virtual meetings during IMW. These were hugely beneficial, but our clients were also keen to return in-person consultations this year, and we held about 1,800 of those during the week at the RDS.”

Timely advice from around the world

Over the course of this year’s successful IMW, more than 600 Enterprise Ireland client companies held one-to-one meetings with 130 of our market advisors, who travelled to Dublin from our network of 40 market offices across Europe, the Middle East, Africa, Asia Pacific and the Americas.

 

While exports from Enterprise Ireland client companies rose by 12% to €27.29 billion in 2021 – the highest ever level of growth in export value– the forecast slowdown means it’s timely for businesses here to assess and, where relevant, formulate their export and internationalisation plans for 2023.

 

During their face-to-face meetings with some of our market advisors attending IMW, attendees were able to work out the most high-impact strategy possible for each individual market to which they export to or are currently considering for market entry.

 

“We have consistently seen that having a joint action plan with Enterprise Ireland significantly strengthens a company’s opportunity to grow and scale internationally,” says Tom.

Irish export confidence remains high

Despite the challenging economic environment, there was a buoyancy among our client companies about future business sentiment and optimism.

 

Nine-in-ten (91%) said they expect their exports to increase next year. Almost two-thirds (59%) said their export sales have increased so far this year when compared to last year, and almost one-third (32%) said they have remained stable.

 

Most of the exporters we surveyed (84%) plan to enter new markets in 2023, with North America highest on the list, followed by Europe and the UK. Two thirds (62%) of those planning to enter new markets told us that expanding their overseas market presence is their biggest priority for the next year.

Taking the leap into export

This year’s event also included a schedule of meetings for companies that are currently focused solely on the domestic market, but that have the ambition to export and scale internationally.

 

These meetings were designed to help them understand their value proposition and potential channels to market.

 

“Our market advisors were also able to support these potential exporters as they considered how to kickstart their market research and gather market intelligence,” says Tom. “Doing that will enable them to assess which market to target first and how to approach the market entry plan.”

Benefitting from specialist in-depth advice

Those attending IMW were also able to drop into the Global Ambition lounge, where they can meet with specialist advisors to drill into specific areas of interest where they might be.  This included areas such as sustainability, digitalisation and how this can drive competitiveness.

 

Almost three quarters of the businesses surveyed (74%) said that having green credentials with a sustainability policy in place is considered an important factor when competing to win new business overseas.

 

“Other specialist sessions revolved around how companies could attract, retain and develop the right talent within their organisation,” says Tom. “Sales and marketing were also a focus of specific meetings, as was procurement.”

 

Funding for international growth is, of course, also an area of interest for exporters that are eager to grow their overseas sales, and relevant experts were also on hand to advise on this.

 

Global marketplaces, such as Amazon, are becoming increasingly vital online sales channels for many Irish exporters, and companies that went to IMW were also able to arrange meetings with experts on this sector.

 

Other specialist advisors were available to discuss where companies may be encountering challenges or opportunities when it comes to working with global multinationals based in Ireland

 

Whether it’s advising existing exporters or supporting the next generation of would-be successful exporters, time and again International Markets Week has proven to be an invaluable event that ultimately helps to support ambitious Irish entrepreneurs on their exporting journeys.

 

 

 

 

 

UK Education

UK Education Sector Procurement Report

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UK Education

The sector is a complex mix of organisations with differing levels of autonomy and financial control, with local authorities playing a key role. Therefore, the purpose of this report is to explain the structures and governance to make it easier to understand for companies that wish to target products and services to this sector and how the sector procures goods and services. Education spending is the second largest element of public service spending in the UK, representing about £99 billion in 20/21, second only to health spend.

Read the report here.

UK Local Authority Update Report

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The new report extended the research to look at the specific opportunities available to Irish companies by taking a closer look at the investment plans, budget priorities and organisational changes within authorities.

This document is based on detailed research, combined with our experience, knowledge and personal contacts. It endeavours to provide an up-to-date insight into the sector, taking account of the effects of the pandemic and budget priorities to help Irish companies identify relevant opportunities and target the
right authorities rather than taking a blanket approach.

Read the report here.

Mobile World Congress

Mobile innovators went worldwide at Mobile World Congress

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Six Irish technology innovators showcased their products and services at Mobile World Congress in Barcelona (MWC22) earlier this year.

All exhibited on the Ireland Pavilion, the prestigious country stand supported by Enterprise Ireland for the duration of the event, which ran from 28th February to 3rd of March.

A further cohort of seven companies attended the event as visitors, also with the support of Enterprise Ireland.

World’s largest

All had good reason to be there.

“Mobile World Congress is the largest mobile event in the world, bringing together the latest innovation and cutting-edge technology,” says Gillian Baker, Development Adviser Digital Technologies with Enterprise Ireland.

“In 2020 it was one of the first major trade events to be shuttered as a result of the pandemic. Last year it held a scaled back version, which is why its return earlier this year, as one of the first major industry events to take place since the advent of Covid, created enormous excitement.”

Global scale

With industry leaders from around the world attending MWC22, it was only fitting that Ireland’s strength in this sector should be showcased too.

“The six Enterprise Ireland-supported companies which exhibited on the Ireland Pavilion stand were already successful in the mobile communications space, highlighting Irish capability on a global scale,” she explains.

“These Enterprise Ireland-backed companies provide products and services that cover a broad spectrum of the rapidly changing demands of mobile technology and the wider communications sectors. With over 1500 exhibitors at Mobile World Congress, it was an opportunity for them to get in front of their market and showcase their capability, raise brand awareness and gain exposure on a world stage.”

Facetime

After the challenges of the past two years, when business relationships had to be maintained or developed remotely, exhibitors were keener than ever to meet in person, says Baker.

“They were excited to get back out there in front of their business partners, to resume face-to-face business, to network and to gain exposure to potential new partners,” she says.

Enterprise Ireland supported attendees to ensure they made the most of the commercial potential such major in-person events offer.

“All scheduled back-to-back meetings over the duration of the exhibition, to ensure they maximised every opportunity the show afforded them,” she explains.

As well as providing access to its deep network of international contacts, Enterprise Ireland’s sectoral experts were on hand at to support client companies.

Six of the best

Among the companies featured at The Ireland Pavilion at MWC22 were established Enterprise Ireland client companies such as Benetel, a provider of leading-edge radio solutions for 5G disaggregated RAN and 4G/LTE Small Cells. It works with leading vendors, partners and open initiatives such as the O-RAN ALLICANCE.

Cubic Telecom develops IoT connected software solutions to the automotive, agriculture and transport manufacturing industries. Its platform, PACE, is used by leading companies around the world including Audi, Microsoft and CNH Industrial.

Druid Software, a core cellular network software company and a leader in 5G & 4G Cellular technology will be there too. Its RAEMIS platform is used by internet service providers and enterprises for mission critical environments all over the world.

Also present was Endeavour Technology, the global leader in IoT and 5G service assurance whose nSpire product is a leading-edge state of the art SaaS platform that ensures continuously reliable connectivity for customers around the globe.

Exhibiting alongside them were early-stage Enterprise Ireland clients in the mobile technology space, Ringotel and Software Radio Systems.

Ringotel’s platform turns any VoIP phone system into a cutting-edge unified communication solution without changing existing infrastructure and setup, enabling its clients to add conference communications functionality to their phone system in less than 10 minutes.

Software Radio Systems develops open software for mobile radio wireless networks. Its high-performance software radio solutions for 4G and 5G, with complete UE and RAN applications, support the creation of new mobile services. 

Value added visits

“In addition to the six Enterprise Ireland client companies taking space on the Ireland Pavilion, seven more attended Mobile World Congress as visitors,” says Baker.

“For these client companies too it was an unrivalled opportunity to meet with both new and existing partners, to showcase their latest offerings and to benchmark against the best available in the global marketplace.”

All in all, the event provided enormous value to exhibitors and visitors alike.

“We live in a connected society. Mobile connectivity solutions are already across all industries and all verticals. The advancement and roll-out of 5G will be transformative because, from smart cities to industrial IoT, the possibilities are endless,” adds Baker.

Lidan Designs – Innovating for Sustainability

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“Lidan was started to create sustainable skilled jobs in the West of Ireland through the design and manufacture of sustainable buildings in an innovative way” – Dan O’Brien, Director, Lidan Designs.

The interest in contemporary wooden buildings is soaring worldwide and Lidan Designs is leading the charge in creating innovative, energy-efficient modern structures in a move towards a more sustainable society.

Winners of the ‘Future Focus’ award at this year’s National Enterprise Awards, the Roscommon-based company has a clear vision having recognised the potential of wood as the ideal construction material for the future and specialises in the design, manufacture and installation of premium wood products and structures. Maximising the use of this sustainable and natural material, Lidan is leveraging cutting-edge design to create these structures with craftsmanship at the core and each of their products is handcrafted individually by a team of experienced carpenters and joiners. They are currently in the process of building a bespoke factory to meet the increased demand for their product.

Former Accenture Corporate Strategy Consultant Dan O’Brien co-founded the company with Liam Casey to offer timber home offices with NZEB standards, a BER A-rating and that can deliver passive house levels of airtightness. The company has availed of the Innovation voucher scheme from Enterprise Ireland to further innovate and grow.

In demand for more and more projects in the public sector, their clients now include the OPW, Department of Education and many others. One of their showcase achievements is a highly-sustainable ecological Nearly Zero Energy rapid build dwelling for Dún Laoghaire-Rathdown County Council, which apart from being one of the first dwellings fully finished off-site in Ireland, it is also possibly the lowest embodied carbon dwelling in Ireland. The two bedroomed house at Fernhill near Stepaside, Dublin was fully designed, built and finished by Lidan off-site and took just a few weeks to complete from design to handover. A fully fitted kitchen, bathroom, bedrooms, plumbing, electrics and energy systems were all done off-site. This work allowed the company to showcase the potential of sustainable house building in Ireland.

As lifestyles and global work patterns have changed, there has been a huge demand from private sector clients for additional space whether it’s for home offices, gyms or studios. The buildings created by Lidan have been growing in both size and complexity and public sector clients are also now recognising the potential of the use of wood from a design, efficiency and construction point of view – from larger offices to schools and community centres. The affordable and social housing crisis has also spurred on the need for well-regulated rapid build and modular housing systems.

“There is a huge demand now from housing to schools to bigger public amenity buildings. We aim for growth but sustainable growth at a sustainable pace in expanding, hiring people and increasing our product set”, explains Dan O’Brien.

The Innovation voucher scheme from Enterprise Ireland allowed the company to become agile. They partnered with Sligo Institute of Technology to use the scheme to examine the energy profile for their current range of modular buildings, assessed renewable energy and water and waste sustainability options. The voucher also helped them to increase their 3D modelling capabilities – enabling them to create renders of finished products for clients.

“I’d strongly recommend that companies look at the Enterprise Ireland Innovation voucher scheme for their innovation projects. We’re now looking at further expansion and examining the export market. It has been very helpful to us in terms of solving problems and allowed us to bring in outsourced expertise as needed and it was a great way of starting connections with the talent available at third level.” says Dan O’Brien.

To take your next step towards Innovation visit Innovation Vouchers.

CLS CEO Evelyn OToole

CLS: Promoting gender balance in leadership roles by example

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The 20×20 campaign to promote the visibility of women in sport was a resounding success in 2020 – and the tagline, “If she can’t see it, she can’t be it”, is just as applicable to women in other areas of life, including the business world. The Level Project, from Enterprise Ireland, aims to increase the number of women in leadership in all sectors, recognising that women in senior management are effective role models for female employees coming through the ranks – proving, in effect, that leadership is just as much an option for women as it is for anybody else who works hard and has that ambition.

A company that has proved that for many years is CLS, Ireland’s largest contract laboratory, which supplies microbiological and analytical testing and trained lab anlaysts on contract to  the food, environmental, pharma and MedTech industries. The company was founded by Evelyn O’Toole in 1994, a then 25-year-old environmental graduate who had worked two and a half years in industry before losing her job suddenly thanks to a fire. Because jobs were scarce in the West of Ireland at that time, she decided to go it alone.

“I didn’t really have any fear because I was oblivious to risk,” explains Evelyn. “From the start it was about surrounding myself with people, so my knowledge could be bolstered by theirs. My aim was to create a job for myself, to design my own future and be able to live in the West of Ireland. The other part was to build a platform where others with the same vision could come and join me.”

Evelyn proved incredibly successful in her endeavours – CLS now has 235 employees, and this year has a turnover in excess of €23 million. They are now the go-to company for multinational companies that want the help of skilled analysts to set up and keep them safe; the company also has FDA approval, allowing them to test products for the US market. Currently, they have a presence on 18 sites across Ireland, along with their own premises in Ros Muc and Galway City.

 

Harmonious working environment

Striving for gender balance has come naturally for Evelyn as a female CEO, but rather than a political issue, she regards it as vital for a healthy business environment. “I have always aimed for harmony as I just think it’s natural, that we should treat everyone with respect, regardless of who they are. If everyone does their job really well, it makes us very solid as a company.”

“Because I was a female CEO, and coincidentally two of my first director appointments were female, I think we became a go-to company for a lot of female applicants. With us, there was no lack of visibility on what you can achieve.” says O’Toole

In fact, this visibility proved so successful that CLS now has 59% female staff. “We’ve actually had an inverse of the gender balance issue, in that we’ve had to go and tap men on the shoulder and encourage them to go for lead-level roles and stay with us.

“My ideal balance is 50/50, I think it’s really important to have that diversity in gender as some people work better with female leadership and others work better with male leadership.” says O’Toole

“I think if you start a trend at the start of a company, that trend intensifies as the company gets bigger. As CEO, I need to make sure that gender diversity is there by bringing the men along with us, to ensure we have that good mix in the company. If there’s skill, performance and ambition, then it’s about nurturing that and kicking the door open.”

 

Seeing is believing

While CLS is enjoying an abundance of female talent, many other companies can’t say the same. “There’s a groundswell of women emerging in leadership roles, especially in pharma and MedTech,” says Evelyn. “Many women naturally go for caring roles but if you are working in something like medTech, you are having a big impact on people in the same way as those in frontline caring, as you are creating products that will have an impact on hundreds and thousands of people.

“That said, Ireland is still behind when it comes to women in leadership and senior management roles and we have to find out why – if it’s lifestyle, flexibility, confidence, opportunity or even money – from my own observation, women are less inclined than men to look for pay rises so it’s important to have a system in which they won’t be left behind in terms of money.”

That confidence can be gained by seeing women achieve their ambitions, and more – and there’s no better role model than Evelyn herself. In fact, women all over Ireland were able to gain from Evelyn’s positive message in 2017 when she won the Industry EY Entrepreneur of the Year, the first woman to win the Industry award since they began in 1997. 

“I was catapulted as a rarity, but it did have the effect of creating a lot of interest in women in business,” says Evelyn. “I believe very firmly in the power of seeing women succeed at a high level, it shows that this path is open to you.”

 

Start improving gender balance in your company with The Level Project Toolkit.

Inside Innovation Show – Hibergene

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Inside Innovation brings you the stories of Ireland’s leading innovators and changemakers. Across the series we will cover a whole range of topics from innovating in a crisis, to looking at the future of many business areas. We go behind the stories, to understand what drives these innovators and what the innovation success factors are, from capability building, to culture and leadership.

The podcast is hosted by innovation expert Aidan McCullen.

The second episode is part of a series ‘Innovating in a Crisis’. In a rapid response to Covid-19, Hibergene Diagnostics launched a new Covid-19 test, that delivers positive results in just 30 minutes. Gary Keating, CTO of Hibergene talks capability building, agility, speed and collaboration, all important factors in the company’s success in innovation.

Digital communication – the key to success in North America in the context of Covid

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The ongoing Covid-19 global pandemic has thrown up many challenges for companies worldwide. For Irish companies exporting to North America, these challenges have varied widely from sector to sector, but some, such as remote working, communication with clients, difficulties in finding new business, establishing sales pipelines and cash flow issues have been identified as common. As such, a basic roadmap to recovery has been drafted by Enterprise Ireland (EI) to help companies navigate through this uncertain time.

“The roadmap is a framework,” says Sean Davis, Regional Director for North America at EI, “but what’s interesting is that it extends across many, if not all sectors.”

There are three stages to the roadmap, and it’s backed up by EI supports to get companies into stages two and three:

  • Stabilise – protect your business, maintain operations and retain employees
  • Reset – adapt your business, plans and operations to new conditions
  • Recover – Restart innovation and capitalise on early demand as recovery develops

Communication is key

One major issue that affects every stage of the framework is communication. Many companies found themselves scrambling to deal with a workforce that suddenly became remote. Face-to-face meetings became impossible, and in the North American market, different time zones and inability to travel became massive issues for Irish companies – and so setting up successful and secure online communication technologies became key.

Dr Martyn Farrows, COO of Soapbox Labs, explains that the communication issue is not just an internal problem, but also extends to your customers and potential clients. “For us, as an online business, we were very comfortable with using many of the technologies available to us, such as Slack, as we had already had them set up internally. That situation was put into very stark contrast with the market. Our business has a very regular 12-month rhythm as we do a lot of work with the education sector, so when this kicked off in February/March, we were right into our development phase and two very big customer networking events in North America were cancelled as a result of Covid. So we had to react very quickly as to how we could communicate with our clients and how we could support them as they adapt to a remote learning environment.”

But there are positives. Because this is a global problem, everyone has the same communication issue – and Sean explains that in a way it’s a great leveller for companies, as location becomes less of an issue when face-to-face meetings are not possible for anyone. “We also had a good call with Professor of Innovation and Entrepreneurship at the Kellogg School of Management, Northwestern University.  Following research work with a large number of North American companies, the conclusion is that we’ve actually crossed the digital rubicon in terms of our movement towards digitalisation and this new virtual environment.

“Maybe one of the benefits of Covid has been that push of the technological envelope, leading companies to utilise technology in a more utilitarian way.”

Adapting your business

For every company, there is a real need to adapt to the new market conditions, and answer any individual challenges that present themselves to the company. John Power is the CEO & Managing Director of Aerogen, a company that manufactures the only product that delivers drugs via a closed-system aerosol on ventilated patients, so he experienced great demand as the crisis took hold. “In the second two and a half weeks of March we received orders equivalent to the orders received in the first half of last year. But that meant we had to ramp up our manufacturing at a time when the world in many ways was shutting down. For instance, a lot of our product is shipped globally on passenger planes but when they were grounded, we had to look for capacity on cargo planes. It was a very challenging time and we had to manage expectations to make sure everyone was getting what they needed to keep them going.”

For Martyn, too, there was a need to adapt quickly. “We have just launched a first-of-its-kind voice-powered assessment tool to help educators understand and accelerate literacy development for remote learners in the US. That is an interesting case study as we signed the contract in January 2020 for delivery in August 2021. In May, the customer floated the idea that they’d like to speed up development to bring it in this year to address needs created by Covid. Now there are 150,000 kids able to access that product for their learning, growing to 2 million in the next two years. This is a good example of needing to be agile, needing to adapt to your customer’s needs as they try to respond to the needs of the market.”

Both John and Martyn agree that the key to rising to such challenges is being sensitive to your staff’s needs, especially in such uncertain times when staff members may be dealing with virtual working challenges, stress and worry about illness, and children at home from school. “You have to manage things very carefully and set clear expectations,” says Martyn. “Our team has been amazing and adapted extremely well, but a lot of that is down to effective communication.”

Preparing for the future

While stabilising and adapting your business is key to survival, to keep trading once the crisis is over, preparation for the future is vital. And again, finding new ways to communicate is extremely important.

“In the medtech industry, our usual method of opening new accounts would be to meet the people and demonstrate our products,” says John. “Obviously that has been disrupted now as hospitals don’t want people coming off the street amid the restrictions. We’ve had to develop more online training, online webinars and keynote speeches to try and attract a pipeline for the future that way.”

Both Martyn and John agree that to succeed in the North American market, preparation and flexibility are needed. “We did a lot of research into the market and were fortunate to get a Market Discovery Fund grant approved through EI, which was pivotal for our entry into the market,” says Martyn.

“It’s all about preparation; there is no such thing as an overnight success in the US market.”

“Our modus operandi at EI over the past 30+ years has been to cultivate the client/buyer relationship,” says Sean.

“With the opening of our Montreal office, we will have eight offices across North America. I would advise any client company to get in contact with our local manager and market adviser for help during this time. We have had the same communication issues as our clients, but we’ve moved quickly to adapt so we can continue to nurture those client-buyer relationships.”

So what will be the future for Irish companies operating in North America? “At the start of this crisis, you couldn’t over-communicate, everyone wanted information,” says Sean. “But as it started to move through its different phases, we’ve moved more into trust and delegation. There will be a certain snap-back once we start to get back to normal and a certain amount of personal interaction will come back. On this point, there is a distinct difference between the US and Canada, as in Canada, those personal relationships are very important – which is why we have two offices there now.

“There has always been a cultural affinity between America and Ireland – but there are a lot of domestic NA companies that will be dusting themselves off and looking at the opportunities within the region – of which there are plenty – and they may be taking advantage of the huge markets on their doorstep to help them recover. That will be a future challenge for our clients.”

Evolve UK Podcast – Women in Construction

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Enterprise Ireland’s Evolve UK podcast series shares market insights to help Irish businesses identify opportunities across the UK.

The ‘She Built That’ initiative was launched to highlight the real influence that women have in the Construction sector. As an industry so often criticised for its lack of diversity, this event highlighted the achievements of women in the sector and looked to inspire the next generation of great women in construction.

One year on, Conor Stone and Kevin Fennelly sit down with the minds behind the initiative, Anne Corr and Niamh Kearney, to discuss the ideation, the execution and the impact of ‘She Built That’.

 

Global Ambition – Industry Insights: Retail webinar

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Enterprise Ireland hosted a series of Global Ambition – Industry Insights sector focused webinars to deliver market intelligence on the evolving international export opportunities across global markets.

This Retail webinar discusses:

  • The global opportunity for online retail, both now and longer term

  • Routes to market and regional differences

  • Implications for Irish brands and how to capitalise on the online opportunities

Hosted by Enterprise Ireland’s Allyson Stephen with expert insights from

  • Frank van den Berg, CEO of InfinityBlue Marketplace

  • Michael Walsh, Marketing Director of Dubarry of Ireland

Watch the webinar here.

UKCA/CE Marking & How It Will Impact Your Business

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The webinar, UKCA/CE Marking & How It Will Impact Your Business, discussed the UKCA (UK Conformity Assessment) mark – the new UK product marking that will be required for certain products being placed on the market in Great Britain (England, Wales and Scotland). It covers most products that previously required the CE mark and will be relevant to many of our clients that export products to the UK. 

The UKCA marking came into effect on 1 January 2021. However, to allow businesses time to adjust to the new requirements, you will still be able to use the CE marking until 1 January 2022.

This webinar will be helpful to anyone who wants to understand the complex requirements for UKCA marking and will focus on: 

  • Accreditation and Designation of Approved Bodies including UKAS’s role 

  • UKCA marking and the law: what you need to know

  • The marking and requirements for Northern Ireland

  • Trading with the UK: Product Regulatory Requirements and implications for the supply chain

place based services

UK Market Analysis of ‘Place’ Based Services – Waste Collection, Treatment and Street Cleansing

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This report provides details of how local authorities work and where Enterprise Ireland’s client companies should focus efforts to win work and develop a sustainable profitable foothold in the UK. The report focuses on two specific areas:
• Understanding the UK local authority landscape, including the types of local authorities, the roles and responsibilities of elected Members and officers and how they fit in with the decision-making process of procuring the type of ‘place based’ services offered by Enterprise Ireland client companies.
• Undertaking market analysis to identify the local authority procurement horizon/ pipeline for ‘place’ based services, focussing on waste collection, treatment and street cleansing services.

Read the report here.