Insights Archives - Page 6 of 47 - Enterprise Ireland

Enterprise Ireland’s top tips for entering the Finnish and Nordic markets

April 29, 2022/0 Comments/in Insights Asia Pacific, CIS/Russia, Eurozone, Ireland, Latin America, Middle East/Gulf/Africa, North America & Canada, Rest of Europe & E.U., Rest of World, UK/by Louise Cunningham

Finland adds appeal to Irish businesses who want to scale, and develop a presence within their sector overseas.

If you are considering doing business in Finland, the ten tips below will help aid you entering the market, as will our Nordics Team – located in both Stockholm & Copenhagen.

Finland has an increasingly elderly population and is constantly looking for healthcare solutions, new talent & the creation of new jobs.
The highest areas for growth and innovation in Finland are, Healthcare, marine industry, bioeconomy, energy, cleantech and environmental solutions
Finland is almost 1,200 km long and only contains 5.5 million people, most of whom are in the South. Most headquarters are in the capital city region of Helsinki, Espoo & Vantaa. Other business hubs are Tampere and Turku.
Finland has a high level of English, but don’t be fooled – this isn’t because Finnish is similar to English. Finnish is one of the hardest languages to learn in the world so if your product or service needs to be translated you may require a local partner or a team of translators. Swedish is the second official language of Finland, so certain products, such as food items, may require both.

The Nordics are a highly advanced region which rewards high quality and innovative solutions. These countries are familiar with collaboration and partnerships and often look globally to ensure that they have the best innovations on offer.

Nordic business culture is based on equality, efficiency, modesty and punctuality.
The Nordics are a hub for innovation – with more and more unicorns coming from the Nordics every year, the Nordics are home to some of the largest ICT & MedTech hubs in Europe.
Business decisions take longer – generally, the Nordic countries operate on a consensus approach to business decisions and have flat organizational structures.
If you plan on being in the Nordics long term, setting up an office in-market is necessary – as is localizing offerings (e.g. offering in local language)
The Nordics are a detail-oriented market – make sure that you have the required accreditations & certificates and all specs of your product memorised, as you will need answers ready for highly-detailed questions (including any worst-case scenarios).
Wait for an answer – People in the Nordics think carefully about what they are going to say before they say it, giving them their reputation as being ‘reserved’. They are comfortable with long silences and often speak only when there’s something worth saying, meaning you must give them a longer time to respond.
References are required – having customer stories from within the Nordic region or from the U.S. will help gain trust and credibility from potential customers.
Long-lasting Relationships – while it is a long process to build a trusting relationship, Nordic companies are usually in it for ‘the long-haul’ and are unlikely to change provider unless necessary.
Highly Regulated – regulations across all sectors are among the strictest in Europe and often have higher expectations than the European Union in general.
The environmental impact of business – the Nordics is a very environmentally aware market and environmental impact is something that many companies consider when entering new relationships and may set you apart from the competition.

Sweden

As the 5^th largest country in Europe, Sweden is drastically different in the North and South with different innovation hubs scattered throughout the country. Where is best for your offering is something that should be considered.
Many Swedes go on an extended holiday during July, meaning that generally no new business is conducted from the 21^st of June (‘Midsommar’) until the middle of August.
Planning is essential to Swedes, so make sure to plan to meet before your arrangements for travelling.

Denmark

Denmark is home to Medicon Valley the largest Lifesciences hub in Europe – second only to Silicon Valley in the world.
Denmark is a world leader in Life sciences, cleantech and digitalization.
Denmark is a rich, modern and design-focused country with a highly educated and critical population who are amongst the fastest to adopt new products/technologies
The Nordics are known for high levels of employee protection, however, in Denmark, they operate on a ‘flexicurity’ model, where it is relatively easy to hire or fire someone, but they have a high level of social protection.

Norway

Norway is not a member of the European Union but is part of the Inner Market through the EEA agreement
Norwegians often disregard titles and symbols of power as they operate with flat structures and informal communication.
Family comes first so afternoons and Fridays are very difficult to get a meeting as even senior management cuts their days short if they need to pick up children or be with their family.
Most of the population is in Oslo, Bergen, Stavanger and Trondheim, with the North of Norway being sparsely populated.
Distributors and agents are the most popular entry method into Norway – one must be careful to ensure their distributor can give focus and dedication to your product/service.

Enterprise Ireland is committed to helping Irish firms succeed in global markets and have industry experts on hand, ready to help you access the Nordic markets.

Showcase - Irish craft and design expo at RDS, Dublin

Irish craft and design in the spotlight at Showcase 2022

April 25, 2022/0 Comments/in Insights Ireland Consumer/by Aoife Smith

The return of Showcase to the RDS in Dublin was cause for celebration for Ireland’s craft and design sector.

While 2021 saw a virtual-only trade event, which brought the country’s makers together with international buyers online, Showcase 2022 proved better than ever because it blended the benefits of a traditional in-person trade show with lessons learned about online B2B sales.

How Showcase benefits the Irish craft and design sector

The event is the most important date on the craft and design sector’s calendar.

“If Showcase didn’t exist, it would have to be invented,” says Brian McGee, Market Development Director of Design & Crafts Council Ireland (DCCI).

“It was established by what was then the Crafts Council nearly 50 years ago on the basis that it is very difficult to bring the whole craft and design sector overseas, and much easier to bring buyers here.”

The Local Enterprise Office Showcase features first-time exhibitors. “For any small producer starting out, who wants to sell outside of their studio, Showcase provides them with the ability to do that,” Brian explains.

“All sorts of retailers, from pharmacies in Dublin to gift shops in Donegal, exhibit to overseas buyers who travel to find products they won’t see anywhere but at Showcase.”

Unique craft and design

The originality of the products is an important part of Showcase’s appeal.

“Buyers from the likes of QVC, LL Bean and the Tate Gallery know they won’t find these goods in Frankfurt or Birmingham.”

“Buyers come to Showcase because they get unique products of a very high quality with a story attached.”

Its purpose is not to generate profit, but to strategically develop the craft and design sector. However, serious business is done. At Showcase 2020, €25 million worth of orders were made, up 6% on 2019.

400 exhibitors took part in that show which was visited by 4,187 individuals, representing 2,600 businesses/shops.

McGee correctly anticipated a strong showing at Showcase 2022. “We saw high levels of anticipation and excitement because buyers hadn’t been anywhere for two years,” he points out.

While there were fewer buyers from long haul locations such as Asia and the Middle East, those present were very serious about buying.

A digitally enhanced expo

Because the future is likely to see an increase in online marketplaces, Showcase 2022 was digitally enhanced.

The Showcase Connect digital platform opened to buyers two weeks before Showcase 2022 launched at the RDS, enabling exhibitors to organise meetings and pitch products.

The platform remained open for two weeks after the show to allow exhibitors to answer queries.

Craft and design innovation

Another reason why international buyers visit Showcase each year is because Irish craft and design companies are consistently bringing forward new products, says Enterprise Ireland’s Ross O’Colmain.

Examples include Allied Imports’ new collection from designer Orla Kiely and the sustainable range from Rathborne Candles.

“For any business that is developing new product lines, a physical trade show is the best way to keep existing buyers interested, to win new buyers, and to get feedback,” Ross says.

The craft and design sector encompasses everything from jewellery and homewares to gifts. What most have in common is growing export orientation.

Strength in stories

Showcase 2022 exhibitor Copperfish uses timbers reclaimed from the decking planks at Belfast harbour, where ships like the Titanic were built. These are authentic, traceable timbers with a story attached, which is why luxury stores in the US want them.

“Buyers are looking for things that aren’t available anywhere else,” explains McGee.

The apparel and fashion side of the sector is performing well too, says O’Colmain, who points to a rise in interest in items such as Aran sweaters, driven by influencers such as singer Taylor Swift.

“Many businesses in the sector have posted strong sales results throughout the pandemic, which in itself is encouraging. But for companies that are launching new products, doing so without meeting, engaging with, or presenting to buyers in person is very hard. That is what has been most difficult over the past two years,” says O’Colmain.

“People wanted to get back to those kinds of interactions, and that’s why Showcase was so important.”

Showcase 2022 took place from 27 February – 2 March in Dublin.

To enquire about exhibiting during 2023, contact Showcase Ireland.

The Level Project: Promoting gender balance in leadership teams

The Level Project: Promoting gender balance in leadership roles

April 25, 2022/0 Comments/in Insights Ireland Aerospace & Travel, AgriTech, Communications/IoT, Construction, Consumer, Electronics, Financial Services, Food, Higher Education, LifeSciences, Manufacturing, Multi-sectoral, Software, Talent Management, Transport/by Aoife Smith

Gender balance, diversity and inclusion is something we strive to promote as much as possible as a society, but in the world of business, having gender balance in a leadership team has been proved to have a very real and positive impact on a company.

As a result, gender balance in management is something that Enterprise Ireland is widely advocating and supporting through a major new initiative, The Level Project.

What is The Level Project?

Sheelagh Daly, Enterprise Ireland The Level Project has its origins in Enterprise Ireland’s Action Plan for Women in Business, which recognised that increasing the number of women in middle and senior management, as well as on boards, leads to more successful, sustainable and profitable businesses. “The Plan saw that there are considerable economic benefits that lie, untapped, in women in their roles both as customers and as talent,” says Sheelagh Daly, Entrepreneurship Manager at Enterprise Ireland. “In essence, by achieving gender balance, a company is tapping into 100% of the talent pool and 100% of the market.”

The findings of the report is reflected in numerous studies that show that gender-balanced leadership teams can help businesses grow on a global scale. But despite all these studies and their clear conclusions, Irish companies are a long way from achieving gender balance in senior teams.

There are numerous reasons why, but in the interests of helping companies progress and work towards their own individual gender-balance goals, The Level Project is a practical initiative that includes an online Action Planning Toolkit. Free to all companies, this toolkit helps companies assess their current situation and put in place real actions to enhance gender balance in senior teams.

“Achieving gender balance is certainly harder in some industries than others, but simply taking some steps to enhance the gender balance of your leadership team can have tangible benefits for your business,” explains Sheelagh.

“For example, visibly championing gender balance can have a positive effect on attracting and retaining talent. Gender balance in leadership also leads to increased creativity and innovation, thanks to diversity in thought and mindset, as well as a greater understanding of your customer base.”

Striving for better

These advantages are already being experienced by four early champions of The Level Project.

VRAI is a fast-growing tech firm in the field of data-driven VR simulation training, and believes that a diversity of mindset is essential to help mitigate the complexity of what they are trying to achieve.

Similarly, Spearline, a leader in telecommunication technology, credits a better understanding of their diverse customer base to diversity within their senior teams.

For CLS, Ireland’s largest contract laboratory, having gender balance throughout the company, especially in leadership teams, creates harmony in the workplace, which can only lead to success.

Vivian Farrell, CEO Modular Automation However, achieving gender balance is very much a long-term plan for a lot of companies, especially those in industries that are traditionally male dominated. For example, Shannon-based Modular Automation has recognised that gender balance is hard to reach if girls are not seeing engineering as a viable career choice in school – a key part of their strategy is therefore demonstrating the advantages of studying engineering to girls at Junior Cert stage and lower.

“All four of these companies have implemented very real strategies to enhance gender balance in senior leadership,” says Sheelagh. “While they recognise that this is a long-term project, the advantages of such strategies are already being experienced.”

Introducing the Toolkit

A key part of The Level Project is the Action Planning Toolkit, which is suitable for all companies, big and small, whether they are just starting out on their gender balance journey or want to improve and target their efforts even further. The Toolkit consists of six themes (Strategy, Attract, Retain, Develop, Engage, Measure), each of which is divided into two levels according to how advanced a company is. “We recommend that every company should start with the Strategy theme,” explains Sheelagh.

A series of questions is included within each theme; answering ‘No’ to a question presents the user with suggested actions to include in their plan. Each theme also includes links to helpful resources such as guides, templates and expert insights. Once finished, an editable Action Plan for the company can be downloaded, which includes all the actions chosen as well as space for notes.

The online toolkit can be used free of charge by ALL companies.

Enterprise Ireland client companies can also apply for several supports to help develop and implement their gender balance plan. Details of these supports can be found here or by talking to your Development Advisor.

More information on The Level Project, including access to the Action Planning Toolkit and details of financial aids available, can be found here.

TriviumVet – Innovating with an Eye on Global Pet Healthcare

April 25, 2022/0 Comments/in Case Study, Insights Ireland AgriTech, Consumer/by brian.smith

“The research and validation work we embarked on with the Innovation Voucher Scheme from Enterprise Ireland gave us a very data-driven solid foundation as a platform to be able to make sound strategic decisions and move to the next stages of our ambitions” – Dr Liam Byrne, Head of Technical and Business Development, TriviumVet

The global companion animal health sector market has been growing like never before, along with the rising numbers in the adoption and purchase of pets. This has created a need for more sophisticated and efficient therapies for animals and the mission of TriviumVet is to deliver ground-breaking innovative healthcare solutions to bridge the treatment gaps in veterinary healthcare for these companion animals.

Founded by a seasoned group of entrepreneurial experts, the Waterford-based company now has many breakthrough veterinary therapeutics in the pipeline and has been named in Ireland’s top 100 start-ups for the second year running. Dr Liam Byrne, Head of Technical and Business Development at TriviumVet, who has a background in chemistry, joined the company two years ago and from his time in Waterford company EirGen Pharma was familiar with the Enterprise Ireland Innovation Voucher Scheme.

The company is on a fast-moving trajectory around product development and needed to push research and development around formulation, good manufacturing process, scale-up plans and more. This stage was crucial before moving to the clinical aspects and proof of concept, safety studies and field studies before approval to ensure all safety and standards are being met along with regulatory and licensing requirements for the European and US markets.

Working with three academic institutions – TU Tallaght, Waterford IT and Liam’s alma mater Dublin City University, TriviumVet used the Enterprise Ireland Innovation scheme vouchers to embark on proof of concept research for a number of their products. As part of this product development, TriviumVet used an Enterprise Ireland Innovation Voucher and worked with the PMBRC Gateway in WIT to carry out research allowing them to proceed with clinical studies of their treatment – an exciting project which is currently underway.

“The work we did through the voucher scheme went from an idea that we were examining, to us being able to validate that theory with lots of data and reports that we could use to then create a portable point of care test. We were in a position to avail of specialist skills that we did not have in-house,” explained Liam. “We were able to research and investigate and without this process it wouldn’t have been possible to know if this would work. It went from a concept we were talking about to reality”.

Liam Byrne points out that the innovations have helped TriviumVet to build up the foundations of their business and they hope in the future to be able to develop a suite of diagnostic tools and have not just one test but a range of them. “The innovation vouchers allowed us to find our feet in a relatively risk free way. We now benefit with a clear path forward and are in a position to move to the next steps of development of these biosensors and their commercial development”.

“I would highly recommend companies to get involved in the Enterprise Ireland Innovation Voucher process,” says Liam. “The process is very user friendly and they are happy to guide you. It is also very beneficial to partner with an academic institution. If you’re trying to answer a technical problem or trouble shoot an issue or if you are trying to test whether a concept is valid, the innovation voucher can be invaluable”.

To take your next step towards Innovation visit Innovation Vouchers.

Key questions to ask at your Belgian or Luxembourgian Market Advisor meeting

April 12, 2022/0 Comments/in Insights Asia Pacific, CIS/Russia, Eurozone, Ireland, Latin America, Middle East/Gulf/Africa, North America & Canada, Rest of Europe & E.U., Rest of World, UK/by Louise Cunningham

This is an open discussion between you and one of our trusted Market Advisers, to discuss your business and the export opportunities that lie for you in the region. Below are some suggestions of questions to ask your MA, to learn more about the Belgian and Luxembourgian markets, and the supports we can offer you.

What resources do you need? Enterprise Ireland can help entrepreneurs and businesses to scale and reach their potential, let it be from funding support, market insights, or finding the right contacts through international networks. Ask your MA what they can do to help you scale your business and enter the market prepared, confident and supported.
What are the opportunities in the market for your business? Ask your MA which opportunities lie within your sector, and how best to leverage these growth opportunities for your business.
What should the next steps be? Discuss forming a plan towards global exporting – have an open discussion and together plan objectives, goals and discuss what time frames to expect. Next steps may include further market research and discovery, funding applications or buyer introductions.

Set up a call with our team in Brussels today

For more be sure to read our Belgium Going Global Guide and our Going Global Guide Luxembourg

Enterprise Ireland’s top tips for entering the Belgian and Luxembourgian market can be viewed by clicking the graphic below.

Market research vital for success in the German automotive industry

March 25, 2022/0 Comments/in Insights Eurozone, Ireland Aerospace & Travel, Communications/IoT, Consumer, Electronics, Manufacturing, Software/by Louise Cunningham

With businesses facing more and more challenges by the day, the need to find growth areas within your chosen sectors has become even more important.

For life sciences, pharmaceuticals, automotive and e-commerce, the DACH region, consisting of Germany, Austria and Switzerland, is a growing market actively looking for innovative solutions to push the sectors forward. In fact, in 2020 companies supported by Enterprise Ireland had exports from Ireland to DACH totalling over €1.8 billion.

One Irish company that has seen the opportunity within the DACH region is Cubic Telecom, a business that produces an innovative platform called PACE to bring 24/7 connected software in cars to a new level. The opportunities for such a platform are huge – in 2019, the global connected car market was valued at $63.03 billion, and it’s projected to reach $225.16 billion by 2027. Not surprisingly, as the centre of the automotive industry in Europe and home to many world-leading car makers, the German market has a significant share in this growth.

But when entering such a huge market as the German automotive industry, research is vital to ensure that any partnerships formed are strategic and sustainable – as Cubic understood from the very start. This is where Enterprise Ireland, and specifically its Market Research Centre and the Enterprise Ireland team in Dusseldorf, were able to help.

“We did not simply select Germany as a generic target market,” Cubic Telecom CCO Gerry McQuaid says. “We looked at the world’s biggest automotive manufacturers and decided which companies we wished to build a partnership with. This naturally led us to Germany, the home of some of the world’s top auto manufacturers.”

“We were very careful to take the time to understand what is required to do business successfully with large prestigious German companies and we had excellent support from the Enterprise Ireland team in Germany.” Cubic Telecom CCO Gerry McQuaid

Platform for success

Cubic Telecom’s solutions are indispensable for the whole range of services used by Original Equipment Manufacturers (OEMs) through the connectivity of cars, including entertainment, safety, driver assistance and vehicle management. Specifically, Cubic’s PACE platform enables cars and other devices to automatically connect to high-speed local mobile networks around the world securely and compliantly, while the PLXOR solution offers a single view of how content services are consumed across global fleets. And, its newest product, INSIGHTS, provides the business intelligence needed to see exactly how a fleet is performing, with real-time monitoring and alerting capabilities.

Already, Cubic has enjoyed much success, connecting over 7 million devices and vehicles in 103 markets across Europe, North America, Latin America, the Middle East, Russia, Africa and Asia-Pacific. The company’s major opportunity in the automotive market is in its current partnership with the Volkswagen Group; already the company has established roll outs with OEMs like Skoda or Porsche, with more models to be added.

“We were delighted to partner with the leading automotive brands within Volkswagen Group and this partnership has been an intrinsic part of developing our business success in Germany,” says McQuaid

This strategic partnership was carefully planned and researched by the Cubic team. From their initial introduction into Germany, the Enterprise Ireland office in Germany supported Cubic’s progress within the automotive industry. With important connections across the German automotive and future mobility ecosystem, and a comprehensive overview of the economic landscape, the German office can advise companies not only in the early phases with finding the right approach and direction, but also with advanced business development when pivoting new sub-sectors or intensify current activities.

Guidance from the German office proved very supportive for Cubic when it was entering the market in the early days. It now provides German brands such as Audi, Volkswagen, Porsche with a fully digital experience for their drivers.

Enterprise Ireland’s Market Research Centre also played a key role. Client companies can use the centre to gain access to company, sector, market and country information needed to explore opportunities and compete in international markets. This allows companies like Cubic to assess and validate a market before developing an export strategy with support from the local office.

In fact, the approach proved so successful that Gerry recommends it to any company seeking to enter new markets. “Start by considering the needs of the customer you are selling to, what solution you are selling, who you need to sell it to and what markets those target customers are in. Then leverage the Enterprise Ireland regional offices to get introductions to the people in that market who you need to meet.”

Learn how Enterprise Ireland’s Market Research Centre can support your company’s export ambitions.

UK Net Zero Construction Report

March 25, 2022/0 Comments/in Insights UK Construction/by brian.smith

This report is a guide for Enterprise Ireland clients targeting or operating within the UK construction sector to inform and support their navigation to the start line of a journey that leads to net zero carbon emissions.

A key focus of this report is to prioritise the key factors that address the question of

Why focus on emissions? e.g making the business case.
What? e.g. what a decarbonisation journey could look like.

In addition, we feature interviews with some of the UK’s most influential property and construction companies including, British Land, Mercury Engineering, Mace Group, Arup and Willmott Dixon.

Click the below image to view or download the complete report.

Evolve UK report- Medtech manufacturing in the UK

March 16, 2022/0 Comments/in Insights Ireland, UK LifeSciences/by Louise Cunningham

A number of factors are driving demand for medtech – most notably our increasingly older global population, as well as an increasing prevalence of chronic conditions.

In parallel, new technologies can now facilitate continued innovation and improvement in design and manufacture of devices. However there are challenges to these advances becoming available, as public expenditure on healthcare is generally unable to increase at a pace to match the development of medtech advances.

This report examines the market from a variety of perspectives: discussing global trends in human health and technology which are impacting the industry, as well as the local UK market, in terms of manufacturing, supply, regulation and local characteristics.

Read the report here.

EU initiatives helps Europe’s construction sector build a sustainable future

February 25, 2022/0 Comments/in Insights Eurozone, Ireland Construction/by Aoife Smith

Summary

NextGenerationEUrepresents an opportunity for Irish companies to break into new markets or scale their presence in existing markets.
EU member states are united in the push for a carbon-neutral Europe by 2050, which requires huge investment in sustainable construction and retrofitting.
Click or scroll down for more information about the sustainable construction market in:

France Germany Italy

Sustainability is the future of construction. Since the 2015 Paris Agreement (or COP 21), countries around the world have been striving to change how they operate with a view to keeping global warming at 2C or lower. In many countries, the decarbonisation of construction comes second only to renewable energy as the sector where most impact can be had.

Concrete and cement alone account for as much as 8 percent of global CO2 emissions, while the construction industry is also a heavy consumer of energy and other resources and generates huge levels of waste. Furthermore, existing building stocks across the region emit carbon and need to be retrofitted to operate sustainably.

The push for a carbon neutral 2050

Through the €806.9 billion Recovery and Resiliency Facility (RRF), which aims to help Europe recover from the pandemic and future-proof its economy and society, the European Union also hopes to achieve its Green Deal target of climate neutrality by 2050.

“We are all on the same page in Europe,” says Alix Derigny, Market Advisor Construction & Sustainable Build at Enterprise Ireland in France, “because every state has set greenhouse gas emission-reduction targets. The EU and national governments are putting in place grants to raise ambitions, and consumers are expecting day-to-day life to be greener.”

“Similarly, the real estate and retail sectors are putting pressure on the construction sector to accelerate the ecological transition. This issue is driving all businesses in the sector, from sub-contractors to suppliers and materials manufacturers.”

In fact, at least 37% of spending in the national plans funded by the RRF must relate to climate goals. Much of that, in turn, is going to construction and infrastructure projects.

In the effort to build a truly climate-friendly, circular economy, where waste and carbon emissions are minimised or eliminated, building and renovation methods are crucial. Prefabrication, for example, can enhance efficiency and build speed, while minimising waste.

Across the board in Europe, governments are making use of this funding to enable the Green transition. From a construction perspective, this includes work around:

energy retrofitting of public and private buildings, including homes and business premises
enabling the circular economy, through the modernisation of recycling centres and other projects
building green infrastructure, such as rail and other transport infrastructure.

Where the opportunity lies for Irish construction firms

As the whole industry evolves to embrace innovation, be more flexible, efficient and sustainable, many opportunities are opening up for contractors, engineering and advisory companies. It’s worth bearing in mind that large contractors are now seeking to reduce emissions across their entire value chain and will seek vendors who can meet those standards.

Irish firms are already delivering demanding construction and related projects in more than 100 countries. Ireland has particular strength in sought-after capabilities such as:

designing and delivering advanced infrastructure across the data, pharma and energy sectors
developing and implementing innovative digital and data-driven solutions, such as digital twins
improving resource efficiencies

There are a number of key areas in which the construction sector across Europe, and indeed globally, will welcome the solutions Irish firms can provide. “Markets like France and Germany are mature markets with an engineering culture,” says Derigny.

“You need to be innovative or have something to reduce the customer’s carbon footprint, if you want to compete with domestic suppliers,” she adds. “If you can bring those solutions, you’ll find customers with a huge appetite for them.”

Specific areas of interest to European construction customers include:

energy efficiency
sustainable heating, ventilation and air conditioning (HVAC) systems
LEED certification
smart building solutions, including sensors, security and maintenance
5G Technology (for IoT solutions)
technologies and material to reduce CO2 emissions
solar panels
AI-powered solutions
any other product or service that can help lead to Leadership in Energy and Environmental Design (LEED) certified buildings

Partners and planning vital to success

Typically, says Derigny, it makes sense for Irish firms to find partners in export markets, because it increases speed to market and reduces risk, but Enterprise Ireland can advise on a case-by-case basis.

Across Europe, as for any market at present, this sector is grappling with commodity price inflation, supply chain disruption and labour shortages. None of the markets below varies from that perspective, so it’s best to be prepared and consider how you can surmount these challenges so your market entry is not derailed by external factors.

Understand the 5G market opportunity for Irish firms

The strong Irish cluster of cybersecurity firms, for example, has clear opportunities across key European markets as do Irish firms specialising in Open RAN, a technology that facilitates the deployment of 5G. Other thriving areas where Enterprise Ireland has identified significant opportunities for Irish firms include IoT and smart cities.

Among the Irish firms specialising in 5G and connectivity products and services, and thriving in EU markets, are Open RAN radio infrastructure specialists Benetel or Aspire and core cellular network software company Druid Software.

Expert advisors in Enterprise Ireland’s network of offices across Europe, together with its Market Research Centre in Dublin, can support your business as it investigates market opportunities, including by making local introductions and helping you to build your network.

If you are not sure where to start your export journey, get in touch.

Market snapshots

France

The renovation sector is thriving in France as established building and energy firms seek innovative solutions to incorporate into their offerings.

The sustainable construction landscape in France

France aims to reduce energy consumption in the building sector by 28% by 2030 and to achieve a carbon-neutral building stock by 2050.

The building sector is a priority target for France’s Energy Transition Law, which came into force in 2015, and legislation also mandates high energy performance from any renovation works. Furthermore, any new building has had to be energy-efficient since 2012, with construction of ‘energy-plus’ homes expected to become the norm.

Major players such as GA Smart Building, Bouygues and Vinci have a strong culture of innovation. They are eager to scout and integrate innovative solutions into their products, so they can offer smart building solutions to their customers.

Energy providers such as EDF, Engie and Total Direct Energie are always looking for innovative start-ups to develop partnerships.

Understand the construction opportunityin France

Overall, the booming housing renovation market is worth €40 billion in France or about a third of the overall construction sector.

France Relance, the national recovery and resilience plan provides substantial additional public funding for energy-saving works, with €5.8 billion allocated to energy retrofitting works. A further €7.0 billion is earmarked for green infrastructure and mobility, which will require significant building work.

President Macron has set the goal of renovating at least 700,000 homes a year for five years, relying on his flagship MaPrimeRénov’ grant. This covers works related to insulation, ventilation, heating and heating control systems.

The construction activity is now in total evolution towards energy renovation and the construction of more efficient buildings – BIM, sensors, maintenance, energy efficiency, safety & security.

Selling into France

Time and patience are needed to manage lengthy sales cycles and due diligence processes. If it is approached correctly, however, France can be a significant and lucrative market for innovative, leading-edge Irish companies.

Irish companies thriving in France include:

Kingspan, which anticipates turning over half a billion euro in France in 2022
Ecocem France, a concrete products joint venture with a French firm
Tricel, a wastewater treatment manufacturer
LED Group, which makes lighting fittings
Robeau, which makes water-saving systems

Key players in the market include:

material manufacturers
general contractors
wholesalers and DIY stores
Specialised distributors

Top tip

Being part of a local, on-the-ground network is important in the French market. Recruiting an in-market business developer or partnering with a local company will improve chances of success.

Contact the Enterprise Ireland France team

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Germany

Huge drive for energy-efficient building and renovation represents a significant opportunity for Irish firms prepared to commit to the German market.

The sustainable construction landscape in Germany

Germany is aiming to have a completely climate-neutral building stock by 2050, but as it stands, buildings there still account for a significant proportion of its total energy use and greenhouse gas emissions.

In total, there are nearly 22 million buildings in Germany, and three quarters of them were built before the first energy efficiency standards were introduced in 1978. That means despite Germany’s long-standing commitment to energy efficiency, there is still ample opportunity for companies who can support with retrofitting and refurbishment, or the construction of new low- or zero-carbon developments

Understand the sustainable construction opportunity in Germany

Of Germany’s total €28 billion national Recovery and Resilience Plan or Deutscher Aufbau- und Resilienzplan (DARP), 42% has been allocated to support climate objectives

It includes €2.5 billion for a large-scale renovation programme to radically improve the energy efficiency in residential buildings, while the government is making a further €6 billion available for the Federal Funding for Efficient Buildings Program.

Irish firms will find particular opportunity in the German market around:

energy management
HVAC systems
insulation
timber construction.

Customers for Irish firms would most typically be large companies in the residential construction sector, such as Vonovia SE, Strabag AG, Ed. Zublin AG and Bauer AG.

Selling into Germany

While the main opportunities and funding lie in the residential construction sector, this is a competitive market with numerous well-established domestic competitors. At a minimum, you’ll find a strong local partner to help you with language skills and making the most of their existing relationships on the ground.

Irish companies have not had notable success in residential construction, but have gained far more ground in the specialist high-tech construction market, where their expertise in building data centres and pharmaceutical facility is valued.

German business culture is usually risk-averse and new entrants need to show a strong commitment to the market.

Top tip

Be as prepared and committed as you can. Germany isn’t a market for opportunistic sales. If possible, a physical presence there and regular visits to the market will mean you can take advantage of the long-lasting opportunity the German market offers.

Contact the Enterprise Ireland Germany team

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Italy

Opportunities abound for construction firms in Italy, where the government is committed to upgrading its building stock and overhauling its infrastructure.

The sustainable construction landscape in Italy

As Italy seeks to become carbon neutral by 2050, it is undertaking a huge public-private regeneration effort, largely driven by EU funding. With 30% of buildings in the country having historic or cultural value, there is extensive funding for sustainable restorations.

Urban regeneration projects alone are valued at €3.4bn, with €300m already spent in 2022.

Milan is a front runner, with 320 green buildings already certified and 4 ongoing major large-scale urban regeneration projects (Porta Nuova, Citylife, Uptown and MIND, the zero-carbon Milan Innovation District), where sustainability is a key driver of the projects.

Legislative changes and ongoing reform of the public administration will also help the country achieve its sustainability goals, especially as they should enable the construction industry to operate more efficiently.

Understand the sustainable construction opportunity in Italy

Within Italy’s €191 billion National Resilience and Recovery Plan or Piano Nazionale di Represa e Resilienza (PNRR), which is funded by the EU, €59.46 billion is devoted to the circular economy and introducing green initiatives. The government is adding a further €30 billion in grants.

Together, this spend will include:

€5bn on social housing, including the refurbishment of a fifth of public apartment buildings
€412m to refurbish judicial buildings
€800m to make 40,000 schools more energy efficient.

Furthermore, the PNRR also includes significant commitments around the refurbishment of infrastructure with:

€87bn going to construction (of which 30% will go to Lombardy, Sicily and Campania)
€31bn allocated to upgrade railways and ports

To encourage 50,000 or more building owners to refurbish and retrofit existing properties, the Italian government has also introduced the EcoBonus scheme. This is a €14 billion fiscal incentive aimed at improving the energy rating and efficiency of existing buildings. The scheme covers the full cost of green renovations and also incentivises homeowners by offering an extra 10% (through a tax deduction of up to €100,000 per home).

Selling into Italy

Take your time and be prepared. Invest in validating the market opportunity and building the right market entry strategy. Italian customers value strong relationships so it is worth spending time investing in building your network.

Typical customers include private construction consortiums, local contractor companies, local councils and suppliers.

Competition from local companies can be a challenge, especially if you are a first time exporter in the market. Irish firms typically find it useful to have a strong local partner in this competitive market, as this can help shorten the sales cycle, deal with the language barrier and navigate local bureaucracy.

Top tip

Direct relationships matter. Invest time in coming to the market and meeting your counterparts in person.

Contact the Enterprise Ireland Italy team

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Irish TravelTech: Leading the travel sector back to profitability

February 25, 2022/0 Comments/in Insights Rest of World Aerospace & Travel, Transport/by Aoife Smith

The Covid-19 pandemic has had a significant impact on virtually every sector, but for those in the travel industry, the past two years have been particularly difficult. However, 2022 is proving much more positive, thanks to the success of the large-scale vaccination programme. As a result, people are once more venturing back into the world, booking holidays both home and abroad. And with many seeing a boost in savings during lockdown, there is a significant appetite to splash out on luxury holidays and accommodation.

In fact, we are already seeing an upturn in the travel industry, with airlines, hospitality and travel companies reporting strong demand as restrictions lift. And with travel operators looking to return to profitability as quickly as possible, this means plenty of opportunity for Irish companies working in the TravelTech space.

“While travel trends in 2021 were mainly restricted to domestic and short-haul, in 2022, we are seeing the return of more long-haul travel, and a renewed focus on multi-generational travel as families reunite,” says Karole Egan, Senior Development Adviser for TravelTech at Enterprise Ireland

“We are also seeing a transition towards experiential travel and epic destinations, with people who accumulated savings over the lockdowns using these resources to create unforgettable memories. In addition, we are seeing a growing link between business and leisure travel, with people increasingly adding vacation days to business trips.”

As the world races towards Net Zero, a key challenge for travel operators is sustainability, especially for airlines. “Consumers are more likely to consider the green credentials of their service providers,” Karole explains. “In response, airlines including Ryanair and Aer Lingus have launched programmes to allow passengers partially or fully offset their carbon footprint. Another Irish company leading the way is fintech and business solutions provider Fexco, whose PACE platform analyses actual and predicted CO2 emissions in aircraft.”

Facing the challenges of Covid-19

To help answer some of these challenges, Enterprise Ireland has supported many Irish TravelTech companies during the pandemic as they worked to future proof their platforms with an enhanced focus on customer experience.

“Many even came up with solutions to help travel companies navigate through restrictions during the pandemic itself,” says Karole. “For example, Irish company Daon pioneered the world’s first widely adopted digital wallet for Covid-19 credentials with its VeriFLY product. And, American Airlines turned to Dublin company LetsGetChecked to develop its new pre-flight Covid-19 testing programme in an attempt to restart international travel.

“However, as we now move into the recovery phase, hotel operators are facing a number of challenges as they attempt to return to profitability. For example, many are facing a significant talent challenge, as many employees chose the lengthy lockdowns as an opportunity to retrain. Automation is a key trend in improving efficiency without affecting the quality of service. Direct booking using automation gives guests a personalised service and reduces costs for the business. Irish innovators working in this space include Arvoia, Revenista and P3 Hotels.”

In addition, several Irish companies are offering solutions to help airlines around the world return to profitability. “Analytics, optimisation and ancillary revenue are key,” says Karole. “Irish companies leading the way with these solutions include Datalex, CarTrawler, Inflight Audio and Planitas.”

Success stories

Despite the fact that the travel industry is only in the early stages of recovery, already many Irish TravelTech companies have brokered deals with some of the biggest names in the sector – proving once again Ireland’s great reputation for providing innovative and exciting solutions.

“There have been several big announcements recently,” says Karole. “For example, in August 2021, Ryanair signed a license agreement with Optifly, a supplier of next generation schedule optimisation software. The airline recognised how Optifly’s scheduling software could support the company’s ambitious plans to grow traffic to 200 million passengers per annum over the next five years.

“Having successfully driven ancillary revenue across the global airline industry for over a decade, Irish TravelTech leader CarTrawler recently announced a key partnership with Uber. This will allow Uber users across the US to browse and select rentals using the Uber app.

“Finally, in December 2021, Datalex, a market leader in airline digital retail technology, announced a deal to support Virgin Australia deliver on its transformation strategy. Virgin will use Datalex’s software to help grow their revenue and enhance customer experience.”

These are just a few of the leading Irish TravelTech companies currently making waves in the global sector. Ireland’s excellent reputation as a hub of technology innovation will mean that there will be plenty more exciting announcements as the industry continues to recover.

Karole Egan is a Senior Development Adviser for TravelTech at Enterprise Ireland. For further information contact her at karole.egan@enterprise-ireland.com

EU helps to supercharge mobility, offering opportunity to Irish businesses

February 25, 2022/0 Comments/in Insights Eurozone, Ireland Transport/by Aoife Smith

Summary

NextGenerationEU represents an opportunity for Irish companies to break into new markets or scale their presence in existing markets
EU member states are seeking to digitalise their transport infrastructure and introduce or improve smart, sustainable mobility options as rapidly as possible, with hundreds of projects set to kick off over the next couple of years
The Enterprise Ireland Eurozone team can help you find the right mobility projects to target
Click or scroll down for more information about the mobility market in:

Belgium France Germany Italy Netherlands Spain

Mobility is one of the fastest-growing sectors in Europe. That’s no surprise, given the urgency of the fight to reduce emissions and combat climate change, the surge in digital technologies enabling smart cities and towns, and the reasonable desire of urban dwellers in particular to get around quickly and easily.

Mobility covers public transport such as buses, trams and trains, along with active modes such as cycling, shared mobility solutions such as scooters and bicycles, and electric vehicles, along with data-driven solutions for traffic management and other challenges.

The multi-billion euro flood of NextGenerationEU funding, distributed through national recovery and resilience plans, is amping up the speed of growth in this already soaring sector. The influx of funding amplifies what is already a significant opportunity for Irish companies to enter new markets or scale their operations in other markets.

Mobility cuts across three of the six pillars of the EU’s Recovery and Resilience Facility: the green transition, digital transformation and smart, sustainable and inclusive growth.

Irish firms thriving in Europe

A significant cluster of Irish companies is already winning business across the mobility space in Europe.

Taoglas, for example, provides antennae for micromobility products to significant players such as fifteen (previously Zoov), while CitySwift is pushing to digitialise the management of bus routes and Civic offers cities the ability to better manage traffic through sensors and data.

Zeus, an Irish company that operates three-wheeled electric scooter hire services, is already offering services in more than 20 German cities, as well as in Croatia, Italy, Norway, Sweden and Malaysia. Anadue, with which Zeus partners, is another Irish firm active in the space – it offers analytics for micromobility.

“Clusters like this offer a competitive advantage,” explains Jens Altmann, Enterprise Ireland’s sector lead for future mobility, “because the Irish are very good at collaborating and forming a joint offer, which can be a stronger proposition. And of course you can leverage networks through the other companies in the cluster.”

He adds that, regardless of the market, any potential entrant needs to consider how they will add value to the local mobility ecosystem.

“People will choose the local offer if it is the same. You need a strong selling point, which you get through collaborating or having a stronger technology than others.

“Irish companies tend to be deeper in the value chain. They’re good at niche enabling technologies and world leaders in some fields. Therefore, it’s crucial to build up networks and to have local partners. That’s key for most mobility companies, especially for new market entrants.”

Understand the opportunity

Significant current opportunities in most if not all European markets include charging infrastructure and other ways of optimising electric, connected or automated vehicles. Mobility as a service, where a user can plan, book and pay for a trip across multiple modes of transport in one app, is also of widespread interest.

Shared mobility remains an opportunity, but especially in smaller Tier 2 markets as capitals and other large cities are typically saturated. It’s worth checking dive.fluctuo.com for an overview.

Data management, data privacy, cybersecurity and systems integrity are also key opportunities, as true smart mobility hinges on both public and private sectors aligning on how to protect the oceans of data produced and used in this context.

Take time to access the market context

Across the EU, developments in mobility involves an interplay between the public and private sectors, and it’s vital to understand the balance before entering any new market.

“All these kind of transport systems or mobility systems need to be integrated, centralised and consolidated,” explains Altmann.

“That is all steered by the governments and the cities that regulate the market. Therefore, they’re the decision makers in the end. Either you tender to sell to the city or you get them to allow you to position your scooters for the consumer business.”

As in any sector, it’s important to gather market intelligence, appreciate the need for localisation and work to build local networks if you want to break into the mobility space in any EU market.

Expert advisors in Enterprise Ireland’s network of office across Europe, together with its Market Research Centre in Dublin can support your business as it investigates market opportunities, including by making local introductions and helping you to build your network.

If you are not sure where to start your export journey, get in touch.

Market snapshots

Belgium

Belgium remains car-dependent, with more than 30% of 1-2km journeys still made by car, but the entire mobility ecosystem is changing.

The mobility landscape in Belgium

Rapid technological innovation (such as electric powertrains and automated driving systems)
New business models, including transport network companies
Increased use of drones, electric scooters and bikes

The public sector has also ramped up activity, with the federal government raising taxes to fund charging stations, for example, while Flanders plans to build 30,000 of them.

Congestion charges are also coming. The SmartMove initiative aims to reduce traffic emissions by 5% and time lost to traffic jams by 32% in the Brussels-Capital Region (one of the top 10 most congested cities in Europe), by levying a per-kilometre charge on all passenger and delivery vehicles.

Key stakeholders in Belgium

Federal and regional government departments, including FPS Mobility & Transport and the Departement MobiliteitOpenbare Werken & De Lijn
Public sector mobility providers such as SNCB
Mobility-focused organisations like ITS.be, Brussels Mobility and Mobilité Wallonie
International mobility networks such as POLIS and AVERE

Understand the mobility opportunity in Belgium

With €1.3 billion in EU funding allocated to transforming mobility in Belgium, rail is the main national priority, with funding of €675m. Over €400m is going to finance cycling infrastructure across the country, with a strong emphasis on enabling commuters to travel by electric bikes).

The greening of transport (€210m) is also a key focus, with Flanders and Brussels having requested €93m and €55m in European funds to green their bus networks.

In particular, Irish companies seeking to break into the Belgian market will find opportunities in cities such as Ghent, Liege and Leuven, and in areas such as:

Digitalisation of mobility
Road safety

Electric transport, including vehicles, bikes and scooters

Selling into Belgium

Broadly speaking, Belgium ranks highly in innovation and is a good “test market” for companies looking to grow into the broader European markets by establishing a local presence or through trade.

With high levels of English fluency, language is not necessarily a barrier to entry here and Belgium is a very open economy, due to its compact size. There are also challenges, as Belgium has a complicated government structure – highly relevant when it comes to mobility – with one federal government, three regional governments, 10 provinces and 581 municipalities!

Top tip

Do your research before entering the market and make most of the knowledge and networks of local contacts and associations.

Contact the Enterprise Ireland Belgium team

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