Vivian Farrell, CEO Modular Automation

Modular Automation: Creating and nurturing the women leaders of tomorrow in Ireland’s engineering sector  

What do you do to promote gender balance in an industry when there are simply not enough women actually coming through the educational process? This was the issue faced by Shannon-based Modular Automation, a cutting-edge provider of complete automation integration solutions for the medtech sector in Ireland, Europe, North America and beyond. Engineering, particularly electrical and mechanical, tends to be very male-dominated, a fact discovered by Modular’s CEO, Vivian Farrell.

With a background in strategic marketing and working at a management level in Bank of Ireland, Sherry Fitzgerald and Vodafone, Vivian joined Modular seven years ago to head up their brand marketing and communications. “After spending 11 years with Vodafone in their headquarters, I wanted to explore something different as I had three small children by then. I decided to move back to Tipperary, near to where I was from, and discovered that the west of the country was a hotbed for medtech, with a lot of big names here. I didn’t know a lot about the industry but I was interested, and when a marketing role came up in Modular, I decided to go for it.”

As a non-engineer and a woman, Vivian found herself something of a rarity in the industry. “It’s unusual to come across another female CEO in these circles, or women in leadership roles, because engineering tends to be quite male-dominated. Things are changing but it’s slow.

Currently, there are 170 people on the Modular team. Creating a gender balance is extremely important to us and we have a number of initiatives to boost this.” says Farrell.

“Currently we’re at 10%, which isn’t exactly where we want to be, but it reflects the type of business that we’re in. We’ve set ourselves a target as a management team of getting to 30% by 2025. The 10% are mostly outside of the core engineering roles in our business.”

 

New initiatives

Their gender-balance target is ambitious, but Vivian says they are working hard to achieve it. “In the last 12 months we introduced paid maternity leave, something that’s very common in the multinational space, but more unusual for an SME. We put this into place to promote a better gender balance – but also to compete with those multinationals for talent. We also celebrate any big days, for instance, we celebrated International Women’s Day by giving every woman in the business a copy of Michelle Obama’s book, ‘Becoming’.

“We’re also very vocal about being inclusive as a company and talking about our 30% goal – this in a way is setting out our stall for potential employees.” says Farrell.

Like many companies in the sector, Modular also offers an apprentice scheme. “Traditionally our apprentice schemes would be in electrical engineering and tool-making – we have not had even a single female application for these. But we are rolling out new apprenticeships to other areas of the business, and I think that will provide another career path for women.”

 

Back to the start

In such a male-dominated industry, change takes time, and Vivian believes it needs to go back to the schools. “Female applicants are still few and far between. So it’s a long game – we need to be engaging with girls at Junior Cert stage or even earlier. We are seeing little glimmers of success; for me, in the role that I’m in, I feel the responsibility of showing girls that they can get to a leadership role in the industry.

“I’m involved in an initiative called Explore Engineering, which is led by key business leaders in the Midwest, along with the two main educators, UL and LIT. Our role is to increase the supply of engineers into the Midwest region; a key part of that is to get girls to consider engineering as a career choice. So for us at Modular, we are going to schools and talking to the students, building relationships with the principals and career guidance teachers, encouraging skill-building visits to us and other businesses, getting them to meet some of our younger engineers to learn more about the job.”

The battle, then, is to get women into the industry first, then to nurture their talent to get them into a leadership role. “It’s not easy to be the only woman in a big team of men and it’s about nurturing them and keeping an eye on them to make sure they progress. As a leader, you have to be aware of that and ensure you have strategies in place to help them prosper in those types of environments. For instance, offering greater flexibility so parents can juggle caring and their jobs by offering working from home options or allowing flexible working hours to accommodate the school run – which I have myself.

“Being a working mum myself, I know what it’s like and what you need, so I can bring that understanding to the organisation to try and make it a better place for women to work.”

Ultimately, however, getting that balance is worthwhile on a business level, Vivian explains.

“Our business is built on designing and building equipment, creating new solutions; that environment requires a high level of creativity and idea generation so therefore needs as much diversity of thought and opinions as possible.

But while organisations can make a change on a small and local level, ultimately, we need to change on a national level. “This is such a difficult, complicated topic, and it has to be a national conversation in order to change things,” says Vivian. “Organisations like Enterprise Ireland have a part to play, and something like The Level Project will certainly help to bring the topic into the spotlight. Having two daughters myself, I’ve seen the lack of awareness as they go through school. It’s a cultural change so it takes time.”

 

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

CropBiome

Green shoots: how CropBiome gave hope to Irish agriculture

It’s not news that our planet faces unprecedented food shortages, due to growing populations and climate change . But there is hope, in the shape of a new Dublin-based business.

Dr Fiona Doohan, Professor of Plant Health at University College Dublin (UCD), has studied plant diseases for over 20 years. She’s all too familiar with the challenges we face and has worked hard to find a solution. With the support of Enterprise Ireland she is turning that into a cutting-edge response.

“Agriculture is changing dramatically. While we’ve taken an awful lot of the chemicals out of crop growing, we still need to have high yields to feed the population,” says Fiona.

In 2019, she co-founded CropBiome, which creates biological products that can boost crop yields. That means cultivated plants become high in nutritional value and climate-resistant, which is good for the environment and farmers’ pockets.

Planting a seed

It was during Fiona’s collaborative research with Trinity College that she realised there was commercial potential in her work. They discovered that there was more microbial diversity in wild plants compared to cultivated plants. In layman’s terms, microbial diversity covers all the organisms that help life thrive. For crops, it drives growth, yield, and adaptation.

“Microbial diversity has been lost through agricultural practices. So, we wondered what would happen if we put it back in?” says Fiona.

Initial experiments followed, and the team found great potential to improve drought tolerance in cultivated plants.

They wanted to develop a technology that isolated the beneficial microbes from wild plants, which could then be used on cultivated plants. But they needed to build a prototype, which could then be used to produce products like seed coatings and a soil health indicator. This technology would not only improve the sustainability of crops globally, but also enhance the diversification, safety and transparency of Irish food systems.

Fiona was already aware of Enterprise Ireland’s Commercial Fund from previous projects at UCD. And in 2017, she was successful in her application for funding.

Branching out

Fiona now had the resources to wrap up the critical scientific issues and create the prototype. It was a long process, as the prototype could only be tested seasonally, to align with crop planting. However, early signs were positive.

In the meantime, they shifted their focus to the business side of things. With the help of Enterprise Ireland, they conducted market analysis and created a business plan. A timeline and a series of milestones were also built to keep the project on track.

“I’m a scientist and that’s a long way from commercialisation,” says Fiona. “These things were new to me. What I know about start-ups now and what I knew then is very different.”

As work progressed, a significant announcement further validated the project. The EU Green Deal was unveiled – a set of initiatives to move Europe to a cleaner, circular economy by 2050. From an agricultural perspective, it would mean removing chemicals from crops and further reducing pesticides and fertiliser. These requirements aligned with Fiona’s long-term goals.

Growing together

Through Enterprise Ireland’s Business Partners Programme, Fiona met Sean Daly – a pivotal moment for the project.

Initially an Enterprise Ireland adviser, Sean’s enthusiasm for the technology would lead to his appointment as CEO at CropBiome. With over 20 years business development experience in agribusiness and life sciences, he would help the company grow further and secure additional investment.

“Sean brought huge value to us. Without his input, we wouldn’t have a spin-out company today. He brought a level of commercial realisation to the project that wasn’t there before,” she says.

For Fiona, years of hard work was about to pay off as the team successfully launched their new microbe discovery platform. Industry recognition has quickly followed, Fiona took home the main prize at the 2021 NovaUCD Innovation Awards. More recently, CropBiome successfully secured the Disruptive Technologies Innovation Fund (DTIF) which will be critical for the further development of the technology.

Believing in yourself

In February 2022, CropBiome will spin out from Trinity College into their new home in UCD’s innovation hub, NovaUCD. The move was supported by Enterprise Ireland’s High Performance Start-Up Fund.

“Enterprise Ireland has been supportive the entire way. If we hit any glitches, they were the first to help us find a path to overcome them,” says Fiona.

As she reflects on her commercialisation journey, Fiona has some advice for those embarking on their own project: “There were times of anxiety, but there is a huge amount of support that can help you along the way – you just have to reach out.”

 

Discover how to take your idea from lab to market with Enterprise Ireland’s Commercialisation Fund.

Out of their comfort zone and into the Eurozone

Industry across every sector of the country has been affected in some way or other by Brexit. But Ireland is still very much a part of the Eurozone and Anne Lanigan, Regional Director of the Eurozone for Enterprise Ireland, says it is vital that businesses in this country realise how valuable the European market is.

To validate this, Enterprise Ireland and the IIEA (Institute of International and European Affairs) have come together to deliver a series of three events entitled ‘Europe is our Future’, aiming to change how Irish business views the EU.

“The EU represents the biggest free trading area in the world, giving Ireland full access to this large marketplace and the three events, the first of which took on May 28th – with the second and third coming in July and September – aim to draw attention to this,” she says.

Untapped trade opportunities

“The webinars will highlight the unique trade opportunities for Irish business in Europe, particularly in relation to the single market and the single currency. They will also look at the untapped opportunities for Irish owned businesses in the EU and the strong reputation which Ireland, and indeed, Irish products and services, enjoy in Europe.

“It will also help to increase Irish business’ understanding of the EU and position the Eurozone as an extension of Ireland’s domestic market as well as highlighting the supports available to Enterprise Ireland clients.”

The single market was designed to enable frictionless trade between member states with no customs, tariffs or other barriers to trade and regulatory alignment across the region. With a population of over 440 million people this is the biggest free trading area in the world. And Lanigan says, this makes it a very big extension to our domestic market.

“There are so many benefits to trading in a single currency as it introduces transparency and removes costs related to foreign exchange and the associated risks,” she says. “And Ireland’s adoption of the Euro has given Irish business access to a huge single currency market and an economy with a combined GDP of $13tr.

“Of course, Europe is also a close neighbour and proximity has been proven to increase trade opportunities, while the increased direct maritime links to France, The Netherlands, Belgium, Spain and Portugal in recent months have brought us even closer.”

This closeness has never been more important as when Brexit finally happened in December, it highlighted the challenges which had arisen regarding trading with the UK in their new status outside the single market.

But, while Irish firms will continue to do business with the UK, there is no doubt that the benefits of the single market now make the EU very attractive, including the benefits of ongoing regulatory alignment. And Brexit or no Brexit, the Eurozone offers the cost and transparency benefits of a single currency as well as access to a very large market.

 

Exports to the Eurozone

“However, while the multinational sector in Ireland has reaped the benefits of the single market, Irish owned businesses have yet to take full advantage of what is the biggest free trading area in the world,” says Lanigan. “According to 2019 data, Enterprise Ireland client exports to the Eurozone (2019: €5.6bn) were equal to just 70% of the value of those to the UK (2019: €7.9bn). This is despite the fact that the Eurozone population and Eurozone GDP is 5 times that of the UK – this is an untapped and immediate opportunity. So, the Eurozone markets are now a key element of Enterprise Ireland’s strategy and in fact since the launch of our Eurozone strategy in 2017, exports to the Eurozone have increased by over 33% and growth in Enterprise Ireland client exports increased by 15% in 2019 alone. And exports to the Eurozone are steadily increasing as a percentage of over exports – in 2019 this was 22%, up from 20% in 2017.”

With this in mind, the Eurozone expert says Enterprise Ireland is uniquely positioned and financed to help Irish companies to both enter and scale in Eurozone markets by offering one-to-one support, through its world class market research centre, financial support and promotion of innovative Irish produce and services.

 

Enter the Eurozone

There is also a programme of events to introduce European buyers to the innovative capabilities of Irish companies in sectors such as internationally traded services, high-tech construction, engineering, ICT and life sciences. And the four-month Enterprise Ireland Enter the Eurozone training programme, now in its 3rd iteration, brings a group of 25 CEOs and their sales and marketing teams through the necessary steps in successfully entering a Eurozone market.

“In addition, the IIEA, which is Ireland’s leading international affairs think tank, aims to provide a forum for all those interested in EU and International Affairs to engage in debate and discussion, and to evaluate and share policy options,” adds Lanigan. “They celebrate their 30th anniversary this year and there is also a benefit for Irish companies to become members of the IIEA, so they can stay abreast of European affairs which may impact or present opportunities for their business in addition to networking with senior figures in business and government. “So, all in all, the future for Irish companies looking to do business in the Eurozone, is looking bright.”

Evolve UK – Pharma Manufacturing Sector webinar

 

This webinar forms part of the Evolve UK Webinar series and provides an overview of the UK Pharma sector including the regional clusters and the main UK pharma manufacturers.

Hosted by Laura Brocklebank, Senior Market Advisor for UK Manufacturing and Heike Owen from Shibumi Consulting Ltd the webinar will look at the opportunities, challenges and hot topics in the UK Pharma sector. 

Download the supporting report here

Evolve UK – Local Authorities webinar

 

This webinar forms part of the Evolve UK Webinar series and gives an insight into  how UK local authorities are developing new ideas and innovative ways of providing services.  With more than £100bn expenditure per year on a wide range of services across the UK, it is an attractive proposition for any supplier.

Hosted by Enterprise Ireland’s Laura Brocklebank with expert insights from Go-Exporting’s Mike Wilson, the webinar will examine:

• Changes in Local Authorities Structure

• Local Authority Funding Update

• Key Investment Areas of councils

Opportunities for Irish suppliers

• Impact of Covid-19 on UK local authorities

PIXAPP – Shedding light on PIC packaging

“PIXAPP is more than just a project; like all Horizon support I look at it as seed funding to grow your activity.”

Professor Peter O’Brien, Director of PIXAPP Photonics Packaging Pilot Line Horizon 2020 open call project

Overview:

  • Tyndall National Institute in Cork is leading an international consortium that is establishing ‘best in class’ photonic integrated circuit (PIC) packaging technologies
  • The PIXAPP project is funded by the European Union’s Horizon 2020 research and innovation programme
  • The European Commission has recognised PIXAPP as a flagship pilot manufacturing capability in Europe.

Photonics is the future. In devices ranging from hand-held cardiovascular monitors to self-drive cars, photonic integrated circuits (PICs) are revolutionising technology, enabling significantly higher capacity and speed of data transmission.

Its huge potential to address socio-economic challenges in areas such as communications, healthcare and security, has led the European Commission to invest heavily in programmes to advance PIC technologies. But with most developments focusing on the PIC chips, the challenge now relates to packaging, that is, connecting the chips to the real world though optical fibres, micro-optics and electronic control devices.

To address the challenge, a €15.5m project, involving 18 partners and led by the Tyndall National Institute in Cork, has established the world’s first open access PIC assembly and packaging manufacturing line, PIXAPP.

“The assembly and packaging challenges are considerable and it’s hugely expensive for manufacturers. PIXAPP provides a single point of contact, the Gateway, at Tyndall, through which businesses can access expertise in industrial and research organisations across Europe to translate their requirements into the best packaging solution. It’s a major step forward to enable the conversion of R&D results into innovative products,” explains Professor Peter O’Brien, co-ordinator of the Horizon 2020-funded PIXAPP pilot line.

The importance of sustainability 

When PIXAPP started in 2016, the ability to package PICs was dispersed across several European companies and institutions, each of which could only do a few steps in the process.

“Our aim was to make a diversified, distributed pilot line, which meant coming up with a common language of design, materials and equipment standards that could seamlessly move across different countries.” says O’Brien.

With PIXAPP due to end in October 2021, the issue of sustainability is key to ensuring progress in the area of PIC packaging continues.

“One of the key things we had to show in our Horizon 2020 proposal was a sustainability plan. We can’t just walk away after four years. We’re now engaged with over 120 companies around the world and many of them are gearing up to do the whole packaging process themselves, working with the technology standards we’ve developed.

“Ultimately, that’s what success looks like for us, where we can step back and industry takes on the high volume packaging work. There are still risks involved for companies but we can help reduce those by sharing or advising on equipment and we can train their engineers, which is an important part of what we’re doing.”

O’Brien’s team has also secured funding from the Disruptive Technology Innovation Fund, which will help with regional sustainability.

“When we got the DTIF funding the Commission was delighted because that’s the kind of regional investment they want to see,” says O’Brien.

Insights for Horizon 2020 success 

Applying for Horizon 2020 support can be daunting but O’Brien has extensive experience and offers some insights.

The key to a successful proposal is addressing the call requirements, in terms of scientific excellence, impact from project results including dissemination and structure of the workplan. It is also important to ensure the proposal reads as one document, rather than a large number of small documents complied by partners into a single proposal. Ideally, the coordinator should write the full proposal, taking input from all partners. This will ensure the proposal has one voice, making it easy for reviewers to read, understand and enjoy.

 “Enterprise Ireland gave us support to write the proposal and it’s important to use their expertise as well,” says O’Brien.

The right partners are also central to success.

“You need to have partners that you trust and who trust you, so you have a shared vision, and you need to work with them well in advance; don’t form consortia based on a call. Our funding success is is high, and we like to work with the familiar partners but it’s also exciting to work with new partners who can bring new technologies and insights. Spending time out of the lab meeting partners, including new partners is important. Visits to Brussels to are also important to stay ahead of upcoming calls and as a central location or HQ to meet partners and future collaborators.”

Tyndall’ photonics packaging group is currently involved in 15 European projects and has recently participated in €19m project for a new Photonics Innovation Hub called Photon Hub Europe.

O’Brien also feels strongly that projects should not be seen in isolation.

“All our projects are strategically aligned so we’re leveraging capabilities from one project to another. A focus on your core technical capabilities is important. And it’s a continuous thing. You have to keep working on proposals, stay up to speed, don’t dip in and out.

“The big benefit of being involved in Horizon projects is the contacts networks and the relationships that you make. You should think of the funding as seed funding to grow your activity. I don’t like the word project, because that suggests it’s done when it’s done. I think the Commission likes to think that every project is seeding something else much bigger.”

For advice or further information about applying for Horizon 2020 support please contact HorizonSupport@enterprise-ireland.com or consult www.horizoneurope.ie

 

Pricing Excellence: Irish exporters need to develop a robust pricing structure to safeguard their business



We are currently entering a period of high inflation, with prices rising in the EU, the UK and the US. Even at home, the Irish Consumer Price Index rose to 1.7% for the year to May 2021. But after several years of stable prices, many companies are unprepared for the commercial implications of inflation, leaving them vulnerable both now and in the future – and this, according to the results of the Pricing Excellence study recently commissioned by Enterprise Ireland, is a very real worry for Irish companies operating in every country.

Having a robust pricing strategy is important in every sector, but thanks to a prolonged period of low inflation, this skill has been underused and underdeveloped. “Pricing is a fundamental capability and relevant in every market,” says Deirdre McPartlin, Director UK at Enterprise Ireland. “It’s not a dark art or something mysterious, it’s a strategy that companies need to develop and fine-tune over many years. It has even been described as a ‘memory muscle’ that unfortunately has weakened over the years of low inflation. A pricing strategy requires both skill and confidence, and these can – and must – be learned and developed.”

Why a good pricing strategy is so vital

“For business to business companies, many of the SMEs we look after are dealing with powerful procurement departments that are highly skilled at getting the lowest prices,” says Deirdre. “Or they may be going up against bigger corporates that have very sophisticated pricing systems and strategies. And with online marketplaces and increased digitalisation, pricing is more transparent than ever – but it’s hard to explain value in those instances or compare like with like. And then there are companies with something completely new – how do you set a pricing strategy in a brand-new market?”

 

Not charging enough

An increasing number of Enterprise Ireland client companies have reported that they are finding the subject of pricing strategy more challenging recently. “We see clients that are so skilled at innovating, that work incredibly hard in winning a customer and in keeping a customer,” says Deirdre. “But they say that trying to monetise that innovation requires skill and confidence, so that pricing is not just ‘cost plus’.

We see customers with order books going out 18 months and yet they’re operating on the thinnest of margins – so they clearly have a very valuable product or they have customers that they’ve maintained for 10 years but they’re not getting the profit margin.” says McPartlin

If you are struggling to find the margin to invest in sales & marketing or R&D to grow and protect your business, but you’re keeping your customers, then maybe you’re not charging for all you provide.”

To look at the challenges being face by Irish companies around the area of pricing, Enterprise Ireland partnered with international pricing and strategy consultancy Simon-Kucher & Partners to conduct a survey of Enterprise Ireland client companies on pricing strategy. This was the first multi-sectoral pricing survey of Irish companies, and the results were compared with the global averages from Simon-Kucher & Partner’s Global Pricing Study 2021, which evaluates the pricing and growth strategies of companies across all industries worldwide.

The study involved a survey of nearly 500 Enterprise Ireland client companies covering 12 industries. The sample included respondents across top and middle management positions in a range of B2B and B2C industries. And the results echoed what Enterprise Ireland has been hearing since the end of 2000 – that Irish companies were still producing goods and solutions valued by the market, but that profit margins were increasingly under pressure.

According to the survey, Irish exporters have shown great resilience through the challenges posed by both Brexit and Covid-19, with 54% of companies reporting improving profits in 2020, comparing well with the global average of 59%. 

According to the survey, Irish exporters have shown great resilience through the challenges posed by both Brexit and Covid-19, with 54% of companies reporting improving profits in 2020, comparing well with the global average of 59%.

But with volume gain consistently identified as the key profit driver, and only 8% predicting that these improvements in profits will be sustainable in the long term, any profit gains are highly vulnerable to the impact of inflation rises.

From the survey, 71% of respondents were planning a price increase in 2021, with 35% of respondents targeting price increases above the inflation rate and 34% planning a price increase in line with inflation. But the average realisation rate for price increases was 21%, which means that a company trying to raise prices by 2% would only achieve around a 0.4% increase on average. This puts many companies at risk of significant margin erosion – even if they were targeting for increases above inflation rates.

 

Building skills and confidence in pricing strategy

Price is the strongest profit lever for companies ahead of cost control and increase in sales volume, and these results clearly show that Irish exporters need to develop a sustainable pricing strategy. Not only is this important to protect profit margins, but it’s also needed to future-proof the business, by giving them the resources to invest in research and development, as well as the means to invest in important business functions like sales and marketing activities.

“It’s not price gouging or exploitation, it’s about getting a fair price for the value that you are delivering,” says Deirdre. “We’re living in a time of inflation, which is relatively new for a lot of companies – for instance, we talked to some clients who hadn’t put in place a price increase for nine years. The study clearly shows the need for companies to invest time and skills into a pricing strategy that will equip the company for future growth and success.”

Watch our on-demand webinar with Mark Billige, CEO of Simon-Kucher & Partners to learn the steps needed to implement a price increase process.

How Connemara Marble continued to innovate with support from the Sustaining Enterprise Fund

Thanks to the Sustaining Enterprise Fund, we are one step closer to recovery. In the meantime, we’re continuing to innovate. Enterprise Ireland genuinely gave us hope.”

Stephen Walsh, Managing Director, Connemara Marble

Key Takeouts

    • JC Walsh & Sons, Ltd. and Connemara Marble have been in business for 75 years and a partner of Enterprise Ireland for nearly as long. They specialise in tourism retail, religious goods, and marble jewelry sales.
    • The Covid-19 pandemic and world-wide lockdowns hit the majority of their sales very hard. As a result, Managing Director Stephen Walsh reached out to Enterprise Ireland and applied for the Sustaining Enterprise Fund.
    • The funding provided by Enterprise Ireland allowed Connemara Marble to reposition their business to focus on television and online sales, worldwide. They are back up to 50% capacity and foresee a steady recovery over the next year.

    Case Study: Connemara Marble

    JC Walsh & Sons, Ltd. has been in the tourism retail, religious goods, and jewellery business for 75 years. This third-generation family business owns and operates the oldest Connemara marble quarry in Ireland. They are also a longtime client of Enterprise Ireland. Managing Director Stephen Walsh remembers when his father joined a trade mission to Washington, D.C. in 1963. He stood in the Rose Garden at the White House with John F. Kennedy just months before he was assassinated. Connemara Marble has been a solid piece of the Irish business landscape for many years—and then Covid-19 happened.

     

    As a business heavily reliant on tourism, their major trading season begins on St. Patrick’s Day, March 17th, and continues throughout the summer. The Irish lockdown was implemented on March 12th, 2020.

    For us, the timing of lockdown was terrible—every cent we had was tied up in stock,” says Managing Director Stephen Walsh. “We were looking forward to a big year of sales. We were ready to fly and suddenly the wind completely changed direction.”

    Travel bans meant tourists disappeared. Connemara Marble’s religious goods market is aimed at an older crowd, who were all cocooning, as recommended by health officials. Churches were closed, pilgrimages cancelled, and sales came to a halt. Their exports business suffered, too, as presidential museums, cathedrals, and other destinations in the US and UK were closed. All that was left was their online and television sales. This remaining revenue stream was encouraging, but Walsh recognised that their business was going to need outside help if they were to survive this global pandemic.

     

    A partnership with Enterprise Ireland

    “One of the first calls I made was to Enterprise Ireland,” Walsh recalls. “They came back with an immediate response.” He was extremely thankful for the quick, positive response and agreed he first step was for Connemara Marble to work with a finance business growth advisor. Following that report, Enterprise Ireland supported the company to prepare a sustainment plan for the struggling business. A consultant came up with a strategic plan forward, which Walsh says was absolutely crucial. After this phase, they were able to apply for the Sustaining Enterprise Fund.

     

    Walsh says, “Enterprise Ireland gave us support, encouragement, and belief. They were like the cavalry coming over the hill.”

    Since Connemara Marble had tied all of their capital up in stock for the year of sales that never came, receiving the Sustaining Enterprise Fund gave them a vital influx of cash to get the rest of the business up and running. They bought raw materials to facilitate the shift to online sales. They also put money back into web development and promotion of their online business.

     

    The future of Connemara Marble

    “The Sustaining Enterprise Fund gave us the cash to support our existing business and invest in new products,” says Walsh. “Most importantly, we’ll be able to sustain our business and stay above water until recovery comes.”

    Walsh says he does not see any prospect of recovering the tourism retail business until Summer 2021, at the earliest. Instead, they are concentrating on their partnership with the shopping channel, QVC. Normally, Walsh would appear live from their studios in Pennsylvania. Due to Covid-19, they have transitioned to Skype appearances. This gives the viewer a direct window into the seller’s home, which Walsh says seems to have been a game-changer. The response has been very positive and sales with QVC have doubled since 2019. “If this is what the viewer is responding to, we’ll stick with it,” says Walsh. “It’s been a pleasant surprise to see how the market has responded to this new way of doing things.”

    Today, Connemara Marble are running at about 50% capacity, which is in line with their strategic financial plan. Walsh says with this sort of turnover, they can survive this unexpected year. He acknowledges they still have a journey ahead of them, but says they are better situated than he first thought possible.

    Walsh says, “Thanks to the Sustaining Enterprise Fund we are one step closer to recovery. In the meantime, we’re continuing to innovate. Enterprise Ireland genuinely gave us hope.”

    His advice to other companies suffering due to fallout from the global pandemic? First, call Enterprise Ireland. Then, cut overheads and concentrate on the parts of your business that haven’t been negatively impacted by Covid-19. Look around corners, search for new opportunities, and never give up.

    Click here to learn more about applying for the SEF. Contact your Development Advisor or our Business Response Unit to find out more.

     

    Key questions to ask at your Vietnamese Market Advisor meeting

    Successfully selling into the Vietnamese market earns you credibility internationally and can be a gateway to many other overseas markets.

    If you are considering doing business in Vietnam, your first step should be a call with our team in Vietnam.

      The questions below were designed to help Irish businesses get the best out of their first Market Advisor call

      • How does the market look like for my products/services?
      • Is there a demand for my products/services?
      • Who are the key players existing in the market? Competitor analysis?
      • What is the usual route to export to Vietnam?
      • What is the business culture like in Vietnam?

      Set up a call with our dedicated team today, and be sure to check out the Going Global Guide 

       

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

      Net Zero UK GA Agriculture

      Net Zero UK podcast – The UK agriculture sector – Jon Foot, AHDB

      In Enterprise Ireland’s ‘Net Zero UK’ podcast series, we discuss how the UK plans to transition to a net zero economy and the impact this will have on SMEs.

      In the fifth episode, Jon Foot, Head of Environment and Resource Management at the Agriculture and Horticulture Development Board (AHDB), discusses the latest sustainability trends in the UK agriculture sector.

       

      Large ship with containers in port

      Customs – Country of Origin

      When it comes to customs, the country of origin of a product is critically important. And to all intents and purposes, the world is divided in three – EU member states and preferential and non-preferential countries.

       

      Preferential Countries

      Goods of EU origin travel freely within the EU, with no customs to deal with. Preferential countries are those with trade agreements with the EU, and all other countries fall into the non-preferential category.

      Exports to and from preferential countries are subject to the rules of the trade agreement. For Irish exporters, this means proving that the goods involved are of EU origin. Importers must establish that the goods are of preferential origin, i.e. that they came from the country with the trade agreement.

       

      Non-Preferential Countries

      Normal WTO rules apply to non-preferential countries. This means first establishing the origin of the goods in question and then looking up the EU TARIC site to get the code for the goods and finding the relevant tariffs and other rules such as anti-dumping or quota restrictions which might apply.

      Origin is essentially the economic nationality of the goods being traded. In some cases, this is easily established. These are instances where products are what is known as wholly obtained in a country. This means they have been entirely produced in that country without any goods from other countries being utilised in the end product.

       

      Value-Added Rule

      This would normally apply to fruit or vegetable products or basic cuts of meat. Spanish strawberries or Dutch tomatoes would be examples.

      Things get a little more complicated with prepared consumer foods like frozen pizzas or other ready meal products like lasagne. The increasingly complex and globalised supply chains involved in the manufacture of such products can call into doubt their country of origin. So, a pizza manufactured in the EU, but with many of its ingredients sourced from countries outside the EU, could present an interesting case.

      Origin in these cases is determined by where what is known as substantial transformation has taken place. This is decided by the value-added rule which, broadly speaking, means where most value has been added. In the case of the Irish manufactured pizza or ready meal, if the value of the finished product is significantly greater than the sum of its third country ingredients, it is deemed to be of EU origin.

       

      Certificates of Origin

      Certificates of Origin are required for goods being exported to countries with trade agreements with the EU. Certificates may also be required for other countries depending on the destination e.g. certain Arabic countries. Many large exporting companies have an Approved Exporter for Simplified Origin Procedure status with Revenue, and this allows them to self-certify their exports to countries with EU preferential origin status.

      Companies without this Approved Exporter status have to apply for a EUR 1 certificate from Revenue for each consignment of goods to preferential countries. For newer preferential agreements with Japan and Canada, EU exporters can simply register in the REX system, without applying to Revenue for Approved Exporter status. They can then declare their exports to Japan and Canada as having EU preferential origin by means of a statement on origin placed on an invoice or other commercial document.

      Where the goods are destined for a non-preferential country, a Certificate of Origin can be obtained through Chambers Ireland or one of its members.

      For further information, go to a customs broker for advice or to your local chamber of commerce. If you are still in doubt after that, you will find further information on the Origin section of Revenue’s website or contact the Revenue Commissioner’s Origin and Valuation Unit.

      Market Watch Construction

      Market Watch – Construction – Industry Bulletin no.3

      The third global market bulletin for the construction sector features updates from Enterprise Ireland’s overseas market advisors across four continents.

      As the sector unlocks and construction sites reopen, this report provides a snapshot summary of insights for companies working in the international construction industry.