Key questions to ask at your Japanese Market Advisor meeting

Japan is an affluent, vibrant economy with opportunities for Irish businesses across a range of sectors.

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

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

    • What is the business environment like in Japan?
    • Where can I conduct research on the niche I am operating in?
    • What are the experiences of other Irish companies exporting to Japan?
    • What is the typical route to market?
    • Will I need a local partner company?
    • What kind of obstacles should I expect when entering this market?
    • What local competitors are active in this market?
    • What taxes or costs of entry should I be aware of?
    • What is the regulatory environment like for my offering?

    Set up a call with our team in Japan today 

     

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

    Key questions to ask at your Indian Market Advisor meeting

    Enterprise Ireland is playing a key role in supporting ambitious Irish companies seeking opportunities in a range of sectors within India.

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

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

      Our regional Market Advisors work closely with clients to win business in India. Some of the key activities include gathering market intelligence, partner search, introductions to industry influences, pathfinders and third-party service providers, as well as PR and media engagements, organising high-level networking events and facilitating meetings with potential buyers.  

          • What is the size of the market?
          • Who are the leading players/competitors and what is their market share?
          • How does the supply chain/distributions/procurement process of the product/service work in India?
          • What are the leading market trends and consumer behaviour in the sector?
          • Are there any legal requirements for selling the product/service in India? Or any accreditation required from the government bodies?
          • Do I need a local partner?
          • If yes, what is the process of finding a trusted suitable partner in the industry?
          • Do I need to hire local staff?
          • Do I need to make any modifications or changes to the product or service to better suit the Indian market?
          • What are some of the major events/trade shows to attend in the market?
          • Do I need to set up an office in the region? If yes, what is the preferred structure?
          • What is the awareness of Ireland in the region?
          • What kind of obstacles should I expect when entering this market?
          • What taxes, charges or hidden costs should I be aware of?
          • Are there any social/political instabilities in this region that could affect my business here?
          • Are there any environmental instabilities in this region that could affect my business here?
          • What social norms should I be cognizant of when engaging in meetings with local people?

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

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

      Enterprise Ireland’s top tips for entering the Malaysian market

      As Brexit plans progress, Irish businesses are exploring export options in sectors across the Eurozone markets, the USA and Canada and the APAC region.

      Enterprise Ireland is playing a key role in supporting ambitious companies seeking opportunities in Malaysia’s IoT, telecoms and fintech sectors.

      If you are considering doing business in Malaysia, please be sure to explore our tips to enter the market below and also be sure to reach out to our dedicated team.

      • When scheduling meetings in Malaysia it is best to do so at least four weeks in advance. Malaysian counterparts will want to know who they will be meeting, and you should provide such details as the titles, positions and responsibilities of all attendees in advance.
      • Due to its predominantly Muslim population, Friday is reserved for prayer and it is advised not to schedule meetings on this day.
      • Schedules are usually loose and flexible and meetings may start late. However, Malaysians generally expect foreign visitors to be punctual.
      • Developing trusting, personal relationships is fundamental to winning long-term business in Malaysia. For this reason, Irish companies must consider setting up a local presence at an early stage or engaging a local partner to manage relationships.
      • Malay-owned companies have historically been given preference in Malaysia by the Government for state contracts. Irish companies may need to consider joint venture structures in some sectors for this reason.
      • If you are planning to do business in Malaysia, it is essential to consult a lawyer. Government restrictions can hamper foreign involvement in several areas, including Government procurement contracts, financial, business and professional services and telecommunications. In most cases, it is imperative to have a local partner, usually a Bumiputera, (a local person) who has the ability to provide locally-based technical support.
      • Kuala Lumpur has the most developed financial sector in the Southeast Asia region, after Singapore. It is known as one of the world’s capitals for Islamic finance. The main opportunity for Irish companies is to deliver efficiencies and add capability to institutions in the form of payments, anti-money laundering, regulatory tech, distributed ledgers and analytics. There is also an opportunity to deliver direct financial services, such as foreign exchange and micro-lending.
      • Malaysia continues to evolve as one of the hubs for medical device manufacturing in the region with over 200 manufacturing companies based in the country. Design and construction projects for high-tech manufacturing facilities for medical instruments and devices is one of the key opportunities for Enterprise Ireland client companies in Malaysia.
      • Malaysia’s telecommunications sector is competitive with the three largest mobile networks operators – Digi, Celcom Axiata and Maxis –holding over 75% of the market. Operators are looking for vendor solutions to strengthen their digital Value Added Services (VAS) suite of services and mobile apps in order to accelerate their transformation as fully-fledged ‘Digital Service’ companies.
      • Over 130 Irish firms are already active in this market thanks to EI assistance, contact the local MA here

      For more be sure to check out our Going Global Guide 

      If you would like to know what to prepare ahead of your first MA call, click the graphic below

      Key questions to ask at your Malaysian Market Advisor meeting

      As Brexit plans progress, Irish businesses are exploring export options in sectors across the Eurozone markets, the USA and Canada and the APAC region.

      Enterprise Ireland is playing a key role in supporting ambitious companies seeking opportunities in Malaysia’s IoT, telecoms and fintech sectors.

      If you are considering doing business in Malaysia, please be sure to explore our tips to enter the market below and also be sure to reach out to our dedicated team.

      • When scheduling meetings in Malaysia it is best to do so at least four weeks in advance. Malaysian counterparts will want to know who they will be meeting, and you should provide such details as the titles, positions and responsibilities of all attendees in advance.
      • Due to its predominantly Muslim population, Friday is reserved for prayer and it is advised not to schedule meetings on this day.
      • Schedules are usually loose and flexible and meetings may start late. However, Malaysians generally expect foreign visitors to be punctual.
      • Developing trusting, personal relationships is fundamental to winning long-term business in Malaysia. For this reason, Irish companies must consider setting up a local presence at an early stage or engaging a local partner to manage relationships.
      • Malay-owned companies have historically been given preference in Malaysia by the Government for state contracts. Irish companies may need to consider joint venture structures in some sectors for this reason.
      • If you are planning to do business in Malaysia, it is essential to consult a lawyer. Government restrictions can hamper foreign involvement in several areas, including Government procurement contracts, financial, business and professional services and telecommunications. In most cases, it is imperative to have a local partner, usually a Bumiputera, (a local person) who has the ability to provide locally-based technical support.
      • Kuala Lumpur has the most developed financial sector in the Southeast Asia region, after Singapore. It is known as one of the world’s capitals for Islamic finance. The main opportunity for Irish companies is to deliver efficiencies and add capability to institutions in the form of payments, anti-money laundering, regulatory tech, distributed ledgers and analytics. There is also an opportunity to deliver direct financial services, such as foreign exchange and micro-lending.
      • Malaysia continues to evolve as one of the hubs for medical device manufacturing in the region with over 200 manufacturing companies based in the country. Design and construction projects for high-tech manufacturing facilities for medical instruments and devices is one of the key opportunities for Enterprise Ireland client companies in Malaysia.
      • Malaysia’s telecommunications sector is competitive with the three largest mobile networks operators – Digi, Celcom Axiata and Maxis –holding over 75% of the market. Operators are looking for vendor solutions to strengthen their digital Value Added Services (VAS) suite of services and mobile apps in order to accelerate their transformation as fully-fledged ‘Digital Service’ companies.
      • Over 130 Irish firms are already active in this market thanks to EI assistance, contact the local MA here (hyperlink) and make sure you have read our Key Questions to Prepare ahead of your Market Advisor Meeting (hyperlink) sister article

      For more be sure to check out our Going Global Guide 

      If you would like to know what to prepare ahead of your first MA call, click the graphic below

      Global Ambition – Industry Insights webinar series

      Enterprise Ireland will host a series of Global Ambition – Industry Insights sector focused webinars for clients, to deliver market intelligence on the evolving international export opportunities across global markets. The five sector market webinars will focus on:

      • Construction – 15th September, 9:30am – 10:45am

      • Lifesciences – 15th September, 2pm – 3pm

      • Travel Tech – 16th September, 3pm – 4pm

      • Agritech – 17th September, 11am – 12pm

      • Consumer Retail – 17th September, 2pm – 3pm

       

      This webinar series will draw on Enterprise Ireland’s unique insight into key markets for Irish exporters lead by the Market Advisor in that sector and will explore crucial issues such as relationship strategies and the shift in consumer behaviour in the context of Covid-19.

      You can register using this link. You can register for multiple webinars and all registrants will receive a copy of the webinar recording and slides.

      Key questions to ask at your French Market Advisor meeting

      Your International Markets Week meeting with an Enterprise Ireland Market Advisor is the perfect opportunity to get all the information you need about the French market and how to develop your market entry strategy.

      To help you prepare, take a look at our suggestions of questions to ask your Market Advisor.

       

      • Should I target the French market?

      What opportunities are present for your product in France? What benefits are there for your business in terms of exporting to the Eurozone over the UK? Are there other markets you should consider before focusing on the French market?

      • What specific information do I need to know about the market? What do you know about our competitors?

      Ask your Market Advisor for their insights into the market for your product and service in France, and find out what Market Research reports you should access from Enterprise Ireland’s Market Research Centre.

      • What should I be prepared for when doing business in France? Are there any cultural differences?

      Your Market Advisor is an expert both in their sector and the specifics of how that sector does business in France. It is important to note that these differences are more pronounced in certain sectors (such as the Agri-tech industry) than others (such as Digital Technologies).

      • What route to market would you recommend for my product or service?

      Consider whether you should enter the French market via a distributor, an agent, a partnership, or sell directly via your website. Your Market Advisor can talk you through the advantages and disadvantages of all options.

      • Are there barriers to entry? Are there any legal issues or regulations that I need to consider?

      While France and Ireland are both members of the European Single Market, there remain some regulatory differences in certain sectors. Your Market Advisor is the best person to advise on the steps you need to take to insure your product or service is compliant and ready for sale in the French market.

      • What determines success in the market? Can you think of any examples of companies who have done well in the market and why?

      Capitalise on the learnings of companies who have come before you (and learn from their mistakes!).

      • Are there any specific opportunities for us in France with regards to the recently announced French Recovery Plan and the post-Covid19 business climate?

      In the words of French president, Emmanuel Macron, “2020 has been a year like no other”. The French team’s Market Advisors have been on the ground and are well placed to advise you on what challenges and opportunities this year presents for your business.

      • Are there any large investment projects planned relevant for my sector?

      Market advisors constantly monitor in-market investment announcements. Did you know that France ranks first in the list of European Foreign Direct Investment destinations?   

      Our Market Advisors are always available to support you and provide business expertise and on-the-ground knowledge.

      For more, download our Going Global Guide

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

      Enterprise Ireland’s top tips for entering the South Korean market

      The EU-South Korea Free Trade Agreement has created opportunities for Irish firms that are willing to enter the world’s 12th largest economy, which is home to some of the world’s biggest conglomerates including Samsung and Hyundai.

      If you are considering doing business in South Korea, please be sure to explore our ten tips to enter the market below and also be sure to reach out to our team in Seoul.

      • Initial arrangements for meetings with Korean companies need to be at least four weeks in advance. Securing meetings at short notice can be difficult. Introductions are a vital part of doing business in Korea. When meeting a Korean businessperson for the first time, it is best to be introduced by a trusted third party rather than introducing yourself directly.
      • Korean companies tend to be price-sensitive, so be prepared to face challenging price negotiations.
      • A world-class technology, product or service innovation with a clear value proposition has a higher chance to win business in Korea, given the high level of industry development in such sectors as electronics, chemicals, digital technology, automotive etc. It is very helpful to have a list of well-known, major companies as your reference customers.
      • Korean partners expect Irish exporters to commit to staying the course over a long timeline in order to penetrate the market and lengthy sales cycles in Korea. A short-term sales approach is often viewed as not committing to the market and being too opportunistic.
      • Korean business culture is highly relationship-based, and therefore it is strongly recommended to travel regularly initially to build relationships with in-market partners and customers, and ultimately to have in-market representation as the business grows.
      • It is usually required to have the ability to deal with demanding technical and customer servicing requirements.
      • The EU-South Korea FTA was ratified in 2015 and has been in effect since then, eliminating most custom duties on imported goods from the EU, including industrial and agricultural products.
      • Korea has well-entrenched domestic and international competitors and new entrants will need to research the market thoroughly to identify opportunities. Products need to be competitive against Korea’s high-technological standards to be successful.
      • Large conglomerates, often composed of multiple subsidiaries and affiliates, contribute disproportionately highly to Korean GDP and they have dominant market positions in many key sectors. This makes it challenging for Irish exporters to directly compete. Instead, a market entrant can prosper by targeting a niche area that is too specialised for the large companies to enter.
      • Working with Korean conglomerates such as Samsung, LG, Hyundai and SK, can also serve as a platform to the wider Asian markets and beyond, given those companies’ global market share in key sectors such as mobile phone, 5G, shipbuilding, automotive, chemicals and more.

       

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

      Our Market Advisors are always available to support you and provide business expertise and on-the-ground knowledge.

      For more, download our Going Global Guide

      If you would like to know what to prepare ahead of your first MA call, click the graphic below

      Enterprise Ireland’s top tips for entering the Vietnamese market

      Vietnam is a rapidly developing economy of 97 million people; it is making strides into the international marketplace and is one of the only two countries in 10-member ASEAN region to have signed and implemented a Free Trade Agreement with the EU.

      If you are considering doing business in Vietnam, please be sure to explore our tips to enter the market below and also be sure to reach out to our dedicated team.

      • Flexibility to visit the market as face-to-face meetings are highly recommended. It is extremely difficult to conduct business virtually as business is primarily done over a handshake, having coffee or dinner.
      • Negotiations in Vietnam’s business setting are time-consuming: things take time and require patience. You will need to go through several business meetings before inking a deal. Decisions are usually thought through carefully and every stakeholder is consulted before a decision is reached.
      • Relationship-based business culture. The relationship is key in Vietnam; one good connection can often go a very long way. Always invest time in building a good relationship based on both personal and business lines.
      • It is preferable to establish new business contacts via an introduction from Enterprise Ireland and subsequently set up a business meeting face-to-face. The Vietnamese prefer to do business with people that they know, and businesses are not likely to answer impromptu phone calls or emails.
      • Vietnamese businesses tend to favour tailored, flexible deals rather than firmly standardised arrangements as a way of showing a long-term commitment, so be prepared to navigate through the discussion process.
      • Regulations and laws – although the country is undergoing huge economic transformation, bureaucracy and lack of transparency of regulations remain common. Recurring theme: doing business in Vietnam requires patience. However, as Vietnam becomes more and more attractive to international businesses and FDIs, infrastructure has been put in place to ease such difficulties. Irish companies can expect further improvements in doing business in Vietnam.
      • Having a local partner – with all the above said, having a trustworthy local partner (whether a legal partner or business partner) is encouraged; it can save you a lot of headaches.
      • EU-Vietnam Free Trade Agreement has come into effect in August 2020. This has opened doors for Irish companies exporting to the country, particularly in the sector of Healthcare (Pharmaceuticals, Hospital Supplies) and Agricultural products with preferable tax exemptions.
      • Do note that Vietnam joined the global marketplace with the trade embargo lifted only in 1994. This means that Vietnamese businesses are very eager to learn about cutting edge software, technology and secrets to success from international firms.
      • Being a developing market means that there are many opportunities to tap into, with much less saturated sectors compared to developed countries. It is useful to do market intelligence to understand the market structure and identify competitors/already-established giants in the market beforehand.

       

      Enterprise Ireland is committed to helping Irish firms succeed in global markets and have industry experts on hand, ready to help you access the Vietnamese market. Our Market Advisors are always available to support you and provide business expertise and on-the-ground knowledge.

      For more, download our Going Global Guide

       

      If you would like to know what to prepare ahead of your first MA call, click the graphic below

      Enterprise Ireland’s top tips for entering the Swiss market

      The Swiss market is attractive to Irish exporters for numerous reasons, including its high purchasing power and good payment habits.

      If you are considering doing business in Switzerland, please be sure to explore our ten tips to enter the market below and also be sure to reach out to our dedicated team. 

      • Expect 18-24 months timeline for market penetration in this region
      • Familiarise yourself with the various cultures and languages in Switzerland. With some regions speaking either German, French or Italian. The business culture and etiquette also differs between said regions, which should influence your approach.
      • Speaking English is usually not a problem for the Swiss, however, having technical materials available in the local language is very important.
      • Switzerland is a federal country of 26 cantons. Legal regulations, taxes and other differences may occur between different states and this must be accounted for when planning business there.
      • The Swiss are early adopters of innovative products and services. However, expect to be thoroughly vetted and asked to provide proof of any claims you make.
      • Switzerland is not an EU-member but very closely aligned with the EU. It also has it’s own currency, the Swiss franc, which will have an exchange rate against the euro.
      • The Swiss are long-term planners and as such a commitment to the market goes a long way. This may be in the form of a local GmbH entity, a .ch web address available in local languages or regular attendance at trade fairs in your sector of interest.
      • Switzerland is a very-high income country, known for its quality of exports and as such are more likely to choose high-price and sophisticated suppliers as opposed to the cheapest.
      • Switzerland is home to many multinationals’ European Headquarters, particularly in the Life Sciences and Banking sectors.
      • Many Irish firms are already active in Switzerland thanks to EI assistance, contact the local Manager who will be delighted to guide you in entering the Swiss market.

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

      Our Market Advisors are always available to support you and provide business expertise and on-the-ground knowledge.

      For more, download our Going Global Guide

      If you would like to know what to prepare ahead of your first MA call, click the graphic below

      Enterprise Ireland’s top tips for entering the Canadian market

      Canada is the tenth-largest economy in the world and Ireland’s 7th biggest trade partner outside the EU

      If you are considering doing business in Canada, please be sure to reach out to our team in Toronto.

      • Canada is the 2nd largest country in the world with 10 Provinces and 3 Territories – companies approaching the market often have to think region by region in sourcing distribution, identifying partners, winning customers and setting-up beachhead sales operations.
      • Canada is officially a bilingual country which means many products and services must offer English and French to participate in procurement or Request for Proposal processes – for example, there are strict bilingual labelling requirements across Canada and which are not just confined to French-speaking Quebec.
      • While Canada is often seen as an excellent proving ground and valuable reference site for the wider North America market, it is crucial to display knowledge and responsiveness to the distinct needs of Canadian customers, local regulatory requirements and differences in business practice, something which applies to the complex, multi-stakeholder buying processes we see in the Healthcare and Telco sectors.
      • The Comprehensive Economic and Trade Agreement (CETA) is a trade deal between Canada and the EU which reduces friction for Irish companies doing business in Canada – 99% of tariffs no longer apply for physical goods which is a real cost saving for the apparel, engineering and construction sectors among others.
      • Canadians prefer to work with a company that has already established a presence in the market. The importance of demonstrating local presence can be an important way to gain trust and to reassure potential customers of the availability of your on-going support. Canada is a welcoming country when it comes to entrepreneurs, investors, and talent, including from Ireland, and is, as a result, attracting significant business to tech hubs such as Toronto, Montreal, Vancouver and Calgary.

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

      Our Market Advisors are always available to support you and provide business expertise and on-the-ground knowledge.

      For more, download our Going Global Guide

      If you would like to know what to prepare ahead of your first MA call, click the graphic below

      Enterprise Ireland’s top tips for entering the Japanese market

      The Japanese market is a rewarding one for products and services, with ample opportunities for export-ready Irish firms.

      If you are considering doing business in Japan, please be sure to explore our ten tips to enter the market below and also be sure to reach out to our team in Toyoko.

       

      • Japan is open to world-class innovation and technology from Irish companies that have a clear and validated market fit for Japan.
      • The starting point for Japan is good market research, which if positive, can be further validated by visiting or having representation on the ground.
      • Irish companies that can offer innovative niche solutions coupled with a very customised and committed approach tend to succeed.
      • Digital, Fintech/Financial Services, Life Sciences, Renewable Energy and Industrial Applications are broad areas with growth potential.
      • A high level of patient care combined with the growing elderly population makes Japan an attractive end-market for medical device companies particularly those with strong diagnostic or finished device offerings.
      • Major policy changes in Japan’s financial sector, along with the heretofore strong growth in inbound tourism, has opened doors for Irish Fintech payment companies.
      • A push towards renewable energy sources along with the Japanese Government’s Feed-In Tariff (FIT) scheme, provides opportunities for innovative offerings in the energy sector.
      • Business decisions in Japan generally take much longer than Irish businesspeople are used to.
      • It is important to visit Japan regularly in the initial stages to build an understanding of the market.
      • Depending on the nature of the business, aiming for in-market representation in the longer-term tends to be a key success fact.
      • Japan is a demanding market for Irish exporters but one that offers the twin rewards of market scale and customer loyalty.

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

      Our Market Advisors are always available to support you and provide business expertise and on-the-ground knowledge.

      For more, download our going global guide

      If you would like to know what to prepare ahead of your first MA call, click the graphic below

      Industry Bulletin – Agritech & Machinery Dealership view


      Reporting from across world markets, Enterprise Ireland’s Agritech Market Advisors have compiled this buyer sentiment update consisting of case studies from importers, distributors and leading dealerships of agricultural equipment.

      As part of our Market Watch series, we have interviewed 23 companies to provide first-hand updates of the situation on the ground in key regions across the world.

      Read the full report.