Irish Aviation House at Dubai Airshow

How innovative Irish companies are leading the world in aviation

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Every industry has been affected by the twin challenges of Covid-19 and Brexit, but it’s fair to say that one of the industries affected the most by the pandemic, in particular, is aviation. Eighteen months of grounded fleets, changing restrictions, lockdowns and reduced capacity took its toll on the industry resulting in redundancies, closures and mass disruption.

But travel remains a necessity in today’s business world, and thankfully things are finally looking up for global aviation. Mass vaccination programmes and the easing of restrictions mean that people are once again travelling abroad, and there has even been reports of pent-up demand in both business and leisure travel. While virtual platforms kept the business world ticking over during the pandemic, there appears to be a general realisation that these could never replace the power of face-to-face meetings – thus resulting in a big increase in air transit activity once restrictions were eased.

But while some semblance of normality has returned, it’s fair to say that the pandemic has resulted in huge changes for the industry.

“Companies and stakeholders are now looking for innovative solutions to substantial challenges in many areas,” says Alan O’Mahony, International Market Advisor in the Middle East and North Africa.

“With a strong and growing ecosystem that covers virtually every area of the sector, Irish companies can now offer a compelling package of solutions for every challenge faced by global aviation companies.”

 

A proud tradition

It’s no surprise that Ireland is leading the way once more as aviation enters a new age. Our long and proud history in aviation dates way back to when pioneering aviators Alcock and Brown landed in Ireland after the world’s first transatlantic flight. We also introduced the concept of duty free shopping to the world at Shannon Airport in the 1940s. Most significantly, Ireland’s Guinness Peat Aviation launched the concept of aircraft leasing in the 1970s – today Ireland commands around 60% of the global leasing market, with more than 50 aircraft leasing companies with a presence in Ireland.

 In more recent years, the concept of low-cost flying was pioneered by Ryanair in the 1990s, turning the airline into Europe’s largest by passenger numbers. We have also produced some of the most important people in global aviation today, including Alan Joyce, Chief Executive of Qantas Airways; Willie Walsh, Director General of IATA; and Michael O’Leary, CEO of Ryanair.

 Today, Ireland is home to a thriving ecosystem of 250 aviation and aerospace companies that spans all aspects of the sector, from maintenance, repair and overhaul (MRO) to simulation training.

“These companies have proved their resilience and flexibility by producing solutions to some of the most serious and urgent issues faced by the global aviation industry today,” explains Alan. “These include travel tech solutions, such as the world’s first widely adopted mobile health passport, VeriFLY from Daon; technical textiles, such as anti-microbial carpets from aircraft interior experts Botany Weaving; and training and development, such as simulator training for pilots and crews from Simtech Aviation. In addition, Irish MRO operators such as Atlantic Aviation Group, Dublin Aerospace and Eirtech Aviation Services have made acquisitions of facilities in Ireland and the UK to increase their capacity for international business and take advantage of the impending sharp rebound in air travel.”

 

Irish Aviation House at the Dubai Airshow 2021

To demonstrate our strong offerings in aviation’s new dawn, Enterprise Ireland launched the Irish Aviation House at the Dubai Airshow in November, the only international airshow to be held in 2021. This world-class show is known for facilitating thousands of face-to-face meetings, commercial deals and new partnerships. For example, the 2019 Dubai Airshow achieved an order book worth a staggering $54.5 billion.

The Irish Aviation House was a new collaborative concept that brought together the best of Ireland’s aviation and aerospace ecosystem under the one roof. It was designed to showcase the strength of Irish aviation stakeholders in every area of the industry, such as MRO, aircraft interiors, training & recruitment, technology, aerospace manufacturing, drones and, of course, aircraft leasing.

“Our aim was to build stronger ties between Irish aviation and aerospace companies and global aircraft lessors headquartered in Ireland,” says Alan. “We have an incredibly strong complementary offering, which along with our traditional strengths, makes up a truly compelling offer for international airlines and aviation stakeholders. Even before the show, the Irish Aviation House attracted a lot of attention from leading airlines and companies in the Middle East and worldwide.”

The Irish Aviation House proved to be the perfect showcase for innovative Irish companies in the world of aviation; a showcase that was strengthened even further by Enterprise Ireland’s hosting of a symposium event in conjunction with IATA at the Dubai Airshow, which was attended by Tánaiste and Minister for Enterprise, Trade and Employment, Leo Varadkar. Attendees included CEOs from some of the world’s biggest airlines, including Emirates, Fly Dubai, Egypt Air, Kenya Airways and Kuwait Airways.

Showcasing such innovative talent in the Irish aviation industry in Dubai cements Ireland’s reputation in global aviation – a reputation that we intend to nurture and grow right into 2022.

 

 

Market Watch – A view from Manchester

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Key Takeaways

• The UK is the largest export market for Enterprise Ireland clients
• The North West of England has been growing at a faster rate than London in recent years.
• The Manchester office for Enterprise Ireland opened in 2019 and is providing support for many Irish firms operating into and in the region.
• Despite Covid and Brexit, business is still moving.
• There are opportunities for Irish companies in many areas including construction, healthcare, digital technology, and life sciences
• Irish companies may also achieve contracts with local authorities

As our closest neighbour, the UK has long been a crucial trading partner for Ireland and as one of the fastest growing regions of the country, the North West of England was the obvious choice for Enterprise Ireland to open up a second UK office last year.

Headed up by Laura Brocklebank and her colleague Kevin Fennelly, the Manchester branch focuses on opportunities for Irish clients in manufacturing – covering areas such as pharmaceutical and food and drink as well as paper, print and packaging. It is also leading on UK local authorities with major spending budgets across infrastructure, transport, healthcare and more.

“The UK is the largest export market for Enterprise Ireland clients, which, despite the challenges of Brexit, grew 2% to €7.9 billion in 2019, with all non-food sectors recording growth of 6%,” says the senior marketing advisor.”

And the market continued to perform strongly in spite of uncertainty, demonstrating that client companies have remained committed to the UK market and its short/medium-term growth potential.

“Adding to this, the north west of England is a particularly dynamic region which actually grew at a faster rate than London in recent years – in fact, if it were a country, it would be the 12th largest economy in Europe. And this was the key driver for Enterprise Ireland when selecting Manchester to locate its new office last year.”

Brocklebank says the Greater Manchester region alone is the size of the Irish market and the combined authorities of Greater Manchester, the Liverpool City Region, North of Tyne, Sheffield City Region and Tees Valley have devolved powers which means that decision-making powers and funding are transferred from Westminster to these regions.

“The UK remains a key first export market for Irish industry to enable them to innovate and diversify and for these reasons, many Irish companies look to the North of England to set up a presence in the UK and it is often their first overseas presence,” she says.

“Our Manchester team focuses on opportunities in manufacturing, along with partnerships with UK local authorities who have major spending budgets. We collaborate extensively with our London office and work as one team with our 20 colleagues who are specialists in various sectors including Construction, Life Sciences, Healthcare, Digital Technologies, Cleantech and Renewables – all of which are of strategic importance and opportunity across the region. In effect, we are also the eyes and ears on the ground for our colleagues leading these sectors.

“As the North of England is traditionally the industrial heartlands of the UK, having a base here shows our commitment to the region and we are attuned to the needs of Irish companies, which are active all across the area.”

Accessibility is key and the Irish Sea has long been an important link between the UK and Ireland. So as the Port of Liverpool has submitted a bid to become established as a UK freeport, the regional lead says this could provide an opportunity for Irish companies with relevant smart ports solutions and automated and high-tech solutions which facilitate maritime trade and logistics.

“Ireland’s strong marine and civil engineering companies will be keen to collaborate with UK partners in the North West to help facilitate the necessary infrastructural upgrades required to cater for increased trading and customs realities,” she says.

“In addition, over the past number of years the area has experienced a boom in new building and infrastructure projects and there are many Irish companies leading in the Construction sector – John Sisk & Son have created a major landmark with Manchester’s Circle Square Affinity Living Project, ESS Modular opened their Manchester office in July 2020, having completed a number of projects in Leeds and Oldham, and have a current project with North Manchester General Hospital. And Techrete’s architectural precast concrete cladding can be seen on the iconic One and Two St. Peter’s Square.”

Manchester is also home to a fast-growing £5 billion digital ecosystem and has been officially ranked as the UK’s Top Digital Tech City, while Newcastle became Smart City of the Year 2019 for its innovative approach in using technology to help transform services and improve the lives of residents.

The marketing expert says there is a lot happening in the region which could provide opportunities for Irish firms.

“Digital tech company, Gamma Location Intelligence has recently opened their first overseas office in Manchester as they expand into the UK, having established in Ireland in 1993,” she says. “They have become a market leader in the provision of location intelligence systems and services which drive innovation across many sectors including insurance and retail, focusing heavily on cutting-edge research and development projects, leveraging Artificial Intelligence and machine learning.

“And in October 2020, VRAI, a data driven VR stimulation training for high hazard environments, announced their expansion into the UK with their first overseas office in Gateshead’s PROTO Centre, the UK’s immersive technology cluster.

“There are also opportunities for Irish businesses who can support local authorities in digital transformation, smart cities, connectivity, transport, housing, infrastructure, roads and highways and adult and social care. And a great example of this is SilverCloud which works with Greater Manchester Health and Social Care Partnership, providing support for those who may be feeling stressed and anxious due to the current pandemic.”

Of course, there are still some challenges, with uncertainty surrounding both Covid-19 and Brexit but the UK will continue to be an important and attractive market for Irish enterprise.

“Earlier this month, we had a rich and productive meeting with Greater Manchester Mayor, Andy Burnham and Liverpool City Region Mayor, Steve Rotherham, to discuss and agree the strongly aligned sectors of which Enterprise Ireland clients have strong supply chain capability,” says Brocklebank. “So we are looking forward to further collaboration and to have deeper engagement across these sectors.

“Enterprise Ireland also warmly welcomes the announcement of a new Consulate General for the North of England and we are looking forward to working together to strengthen Ireland’s presence in the region.”

To learn more about UK opportunities see the Evolve UK page here 

Key questions to ask at your Canadian Market Advisor meeting

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Canada is an affluent, high-tech industrial society with a market-oriented economy, low inflation and high living standards and has recently strengthened its close trading relationship with Ireland.

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

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

    • What should I be aware of as I start to think about exporting to Canada?
    • Do I need to localise my products or services for Canada in any way?
    • Are there any differences between Canada and the USA market?
    • Is there a trade deal or are there any trading barriers I should be aware of?
    • Do I need a local presence and is it easy to establish one?

    Set up a call with our team in Toronto today and also check out our Going Global Guide.

     

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

    PIXAPP – Shedding light on PIC packaging

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    “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

     

    Key questions to ask at your Vietnamese Market Advisor meeting

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    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.

      Large ship with containers in port

      Customs – Country of Origin

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      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

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      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.

      Supporting Regional Development Critical To Future Jobs Growth

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      Resilience is a word we became used to in 2020 and it is an apt term to describe how Irish business responded to the dual challenges of the Covid-19 pandemic and the end of the Brexit transition period.

      For thousands of businesses across Ireland, and their staff, it has been a tough, challenging year marked by disruption and uncertainty. But what has been remarkable is how Irish businesses have responded to the impact of Covid-19 and Brexit.

      At Enterprise Ireland we work closely with the Irish manufacturing, export and internationally traded services sector.  We invest in established companies and start-ups, we assist companies to begin exporting or expand into new markets and we back research and development projects creating future jobs.

      This week we launched our annual review for 2020.  The good news is that the companies we are proud to support employ more than 220,000 in Ireland.  Despite the challenges faced in last year, nearly 16,500 new jobs were created, closely mirroring the 2019 outturn.

      However, job losses were significantly higher than in previous years, resulting in a net reduction of 872 jobs across the companies we support.

      There is no sugar coating the fact that it was a tough year for business.  However, behind these statistics are individual stories of companies taking brave decisions to change their business model, reimagine their product offering and find new ways of doing business and connecting with customers to trade through the impact of Covid-19 and Brexit.

      Enterprise Ireland has worked with these companies throughout the year to ensure viable companies have the liquidity, supports and advice they need to trade, and importantly, to sustain jobs.

      Enterprise Ireland supported companies have a key role in the Irish economy.  65% of employment is outside the Dublin region and these indigenous Irish companies, many of which are world leaders in their field, are critical to delivering balanced regional economic development.

      Powering the Regions is Enterprise Ireland’s strategy for regional development.  It outlines specific plans for each region in the country, drawing on their existing enterprise base, their connections with third level institutions and their unique potential for growth.

      The strategy is backed significant funding.  This time last year more than €40m was allocated, in a competitive call, to 26 projects fostering regional entrepreneurship and job creation.

      These included the Future Mobility Campus Ireland, based in Clare, which explores the potential of autonomous, connected and electric vehicles, UCDNova’s Ag Tech innovation centre in Kildare and the Clermont Hub in Wicklow which focuses on content creation and draws on the region’s established film and audio/visual track record.  The 26 projects were supported under the Regional Enterprise Development Fund, which has seen €100m invested in similar projects since 2017.

      Given the potential impact of Brexit, particularly in the Border region, 11 similar projects designed to cluster expertise and innovation were supported with €17m in support under the Border Enterprise Development Fund in 2020.

      These were strategic initiatives, closely linked to government regional policy, with a medium to long-term focus on supporting regional enterprise.

      However, due to Covid-19, Enterprise Ireland moved last year to provide more agile interventions to regional businesses assist them to reset and recover.

      Ensuring that viable companies had the access to finance was an important necessity.  Through the government-backed ‘Sustaining Enterprise Scheme’ Enterprise Ireland allocated €124m last year to support more than 400 companies employing more than 10,000 people.  The majority of this funding went to regionally based companies.

      Similarly, €8.2m in funding for 95 enterprise centres, which are critical to the start-up ecosystem and future job growth regionally, was made available in September.

      Retail business across Ireland also benefitted from the Online Retail Scheme which saw 330 retailers allocated €11.8m in funding to enhance their online offering, reach new customers and increase sales.

      Through a mix of strategic funding aimed at long-term enterprise development and more agile funding supports Enterprise Ireland has helped to sustain jobs throughout Ireland in 2020.  We’ve also supported those sectors, such as cleantech, construction and life sciences which continued to grow and create jobs last year.

      The pandemic will have lasting effects including how we work and where we work.  Many of these long-term changes can complement strong local and regional economies.  A key element of the Powering The Regions strategy was the potential of remote working and co-working hubs that Enterprise Ireland is committed to developing with our partners.  That potential has been accelerated by the changing work patterns evidenced in the past year. Now, more than ever, having a strategic approach to enterprise development is vital, and Enterprise Ireland looks forward to the role it can play as we recover and build for the future.

      By Mark Christal, Manager, Regions and Entrepreneurship at Enterprise Ireland.

      Key questions to ask at your South Korean Market Advisor meeting

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      South Korea is a large, vibrant economy with a myriad of opportunities for Irish firms.

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

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

        • Are there any local regulatory requirements I should be aware of for our goods or services to enter your market?
        • Would my goods/services’ USP still be relevant in your market as in Ireland/other markets?
        • If we were to work with local partners, would they usually require exclusivity from us given the business norm in your market?
        • What would be the timeline, given your experience, of identifying local partners?
        • Should I expect to commit myself to travel to your region to meet with prospective partners/customers in person?

        Set up a call with our team in South Korea today  and also be sure to download our Going Global Guide

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

        New African Dawn: Launch of the Continental Free Trade Agreement

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        A new year usually brings with it hope, optimism and new resolutions. The first two weeks of 2021 have however been fraught with the on-going pandemic, Britain’s exit from the EU and increased protectionism and populism around the globe. In marked contrast with this tone, one continent is pushing forward with hope, optimism and new resolutions.

        The first of January 2021 saw the launch of the African Continental Free Trade Area (AfCFTA). This milestone agreement strives for greater trade cooperation on the continent. The aim is to bring together 1.3 billion people in a $3.4-trillion economic bloc that will be the largest free trade area since the establishment of the World Trade Organization. This agreement comes into force, with support from 54 of the 55 countries recognised by the African Union (Eritrea being the sole exception) is a hugely positive move.

        The Agreement establishing the AfCFTA was signed in March 2018 and of the 54 Member States of the African Union that have signed, 30 countries have deposited their instruments of ratification with the Chairperson of the African Union Commission.

        The main objectives of the AfCFTA are to create a single market for goods and services, facilitate the movement of persons, promote industrial development and sustainable and inclusive socio-economic growth, and resolve the issue of multiple memberships, in accordance with the African Union’s Agenda 2063. The agreement lays a solid foundation for the establishment of a Continental Common Market.

        AfCFTA presents a significant opportunity to boost intra-regional trade as well as increase Africa’s negotiating position on the international stage. Intra-African trade has always been relatively low. In 2019, only 15% of Africa’s $560-billion worth of imports came from the continent – compare this with a figure of 68% in the European Union (UNCTAD).

        In addition, many African nations have struggled to develop better-enabling environments for attracting investment and it should follow that this agreement will help to make the continent an increasingly attractive location for foreign companies seeking to penetrate its huge market potential.

        This landmark agreement is off the starting block but there is much to be negotiated to reach the desired goal of #OneAfricanMarket.

        Under AfCFTA trading, with an aim to eliminate export tariffs on 97% of goods traded on the continent, tariffs on various commodities where rules of origin have been agreed will be drastically reduced and businesses of all sizes will have access to a much bigger market than they used to before. Non-tariff barriers (NTBs) to trade will also be addressed and a mechanism for reporting of NTBs has been put in place (www.tradebarriers.africa).

        In parallel to the AfCFTA, the African Union has also introduced the Protocol on Free Movement of Persons.

        Though it will be years before the AfCFTA is fully implemented, the significant steps that have been taken to get the agreement to this point should not be underestimated, particularly in the current difficult global environment. Increasing prosperity on the African continent will ensure that it continues to be a continent of great interest to Irish exporters.

        Enterprise Ireland has been assisting Irish companies to navigate the Sub-Saharan African market through our office in Johannesburg, along with an established and growing network of industry specialists across the continent. Contact us to learn more about the opportunities for your business in this growing export destination.

        Nicola Kelly, Senior Market Advisor, Middle East, Africa & India

        Enterprise Ireland’s top tips for entering the Indian market

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        India has become the fastest-growing major economy in the world, recording an impressive 6.75% growth in GDP in 2017-2018.

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

         

        • Find the right partner – Identifying the right partner goes a long way in successfully navigating the complexities of the local business environment for a new entrant. A local partner can provide much-needed assistance in understanding the Indian market. This partner can give you valuable market insights on competition, regulation and other important issues. They can also introduce you to the network with the reach to target prospective clients without much investment on the ground.

         

        • Enter the market with a long-term perspective – India is certainly not a place for businesses to make quick gains – you need to be invested for the long haul. Although it’s a huge market with a population of 1.3 billion people, including 400 million middle-class consumers, it has its share of challenges when it comes to market entry. Because India is such a huge and attractive opportunity, there is no dearth of competition. Additionally, given the complexity of the market, it takes time for the companies to understand the environment and develop the right strategy. On average it takes international companies nearly 3 years to successfully penetrate the market.

         

        • Prepare yourself for a challenging legal regulatory landscape – India is ranked 63 among 190 economies in the ease of doing business, according to the latest World Bank annual ratings. The rank of India improved to 63 in 2019 from 77 in 2018. There have been considerable changes in Indian legal & regulatory laws making operations in India easier, however, it’s important to engage local knowledge and professional services to guide you through the legal, financial, bureaucratic, and cultural complexities.

         

        • Invest in a senior-level/experienced local representative – India is a relationship & service-oriented market, meeting in person is very important in the region & essential for winning sales. Hiring an experienced business development manager from the industry has proven to be successful for many Enterprise Ireland clients across industries. The local employee can effectively build relationships with Buyers, Distributors & actively participate in promotional activities.

         

        • Indian businesses are often hierarchical in nature – Decisions are generally made at the highest of levels. Therefore, unless the company director, owner or a very senior manager is present at a meeting, a decision is not likely to occur at that stage.

         

        • Localise the product – India is a very diverse market and, therefore, it is hard to categorise the Indian buyer. Indian consumers are not only looking for the availability of products, they also want a better experience, services and ambience. Global brands have seen tremendous successes in India by localising their brand, product and/or services to meet the needs of the Indian consumer base.

         

        • Price sensitive & value-conscious market – The Indian consumer is very ‘value-conscious’, evaluating benefits and quality vis-à-vis price. Until recently, price was the most important determinant of a purchase, given the low disposable income of most Indian households. But with the India growth story, there has been an evolution in what defines ‘value’ for Indian consumers. The key trigger for this shift has been the exposure to modern lifestyle through media and travel, giving them a perspective on various products and possible benefits.

         

        • Vast geography & diverse culture – There are many Indias within India. India is a multilingual, multi-ethnic and pluralistic society, and vast cultural differences can be seen between North and South India. Additionally, India is a vast country, it often takes multiple sales partner/distributors in different regions to affectively cover the market.

         

        • Meeting in person is very important in this region and there are a range of social norms you should know about – dress formally, a handshake is a standard way to greet men & women, carry a business card & address people by a title and their last name.

         

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

        c2GRAN: Using Horizon 2020 support to reduce 5g energy consumption

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        “H2020 offers funding opportunities for projects at every scale and an open call can be easily found relevant to your idea.”

        Ehsan Elahi, TSSG, Co-ordinator of the C2GRAN Horizon 2020 open call project

        Overview:

        • The European Union’s Horizon 2020 research and innovation programme has supported almost 150,000 participants in over 30,000 projects.
        • The C2GRAN project received €75,000 in Horizon 2020 supports.
        • The c2GRAN project aims to minimise energy consumption and carbon emissions related to the usage of 5G radio access networks.

        The European Union’s Horizon 2020 research and innovation programme has a budget of over €80 billion over seven years (2014–2020) and so far has supported almost 150,000 participants in over 30,000 projects with an average project grant of €1.9m.

        Such huge numbers may seem intimidating to individual researchers who are seeking funding for small projects. But the good news is that through Horizon 2020’s system of cascade, or open call, funding there are extensive opportunities to access support for smaller projects.

        Ehsan Elahi, a Senior Software Engineer at TSSG, is one of many researchers who has benefitted from the system. He received €75,000 for his six-month C2GRAN project, which aims to minimise energy consumption and carbon emissions related to the usage of 5G radio access networks.

        “People are using 5G radio access networks for many things like watching HD videos, two-way video streaming, downloading or uploading huge data files. This requires consumption of a huge amount of energy which causes high levels of carbon emissions. C2GRAN aims to minimise the energy consumption and carbon emissions by using machine learning to auto-scale the available resources according to demands and migrating the resources to where renewable energy is being used,” explains Elahi.

        The small project involved just two TSSG researchers and a mentor from the CONNECT centre at Trinity College Dublin, the world-leading Science Foundation Ireland Research Centre for Future Networks and Communications. CONNECT provided a state-of-the-art testbed for Elahi’s 5G experiments. 

        Refining the proposal

        Elahi’s funding came through an open call under the Horizon 2020 5GinFIRE project, which provided almost €2.5m under four open calls for different areas.

        “I applied to three of the calls for my C2GRAN project. On the third attempt I was successful,” says Elahi.

        It was not a case of third time lucky for Elahi but rather the result of refining his proposal in the light of feedback from the assessors.

        “The application process is really simple. The first step was to submit a summary of the proposal and to select a testbed. In our case that was TCD. Once they confirmed that the testbed was suitable for this project and they had enough resources to allocate to it, I submitted the final application to 5GinFIRE. That took just four weeks and you get very good, detailed feedback,” says Elahi.

        “Using the feedback from my first two submissions I was able to refine the proposal and was awarded funding under the fourth open call.” 

        Benefits beyond funding

        The benefits of being involved in a Horizon 2020 project, says Elahi, go well beyond the funding.

        “The C2GRAN project was a fantastic opportunity to work with excellent researchers. During the six months of the project, I attended progress meetings where I shared and also heard some very good ideas, got new research directions and learned new tools as well.

        “Overall the project was a big success and it led to follow up activities including another proposal, V2GRAN, which is the next step towards commercialisation of the concept.”

        Elahi is currently participating in two further Horizon 2020 projects, E-Corridor and NGIatlantic. As one of the co-ordinators of NGIatlantic, he is in involved in managing five open calls.

        “My experience of the C2GRAN process is now helping me a lot in managing open calls in the NGIatlantic project. I’m applying the lessons learned from the application process and from networking with excellent researchers,” says Elahi.

        Elahi is keen to encourage others to take advantage of open call funding and advises them not to be put off by initial rejections.

        “H2020 offers funding opportunities for projects at each scale and an open call can be easily found relevant to your idea. It is a very competitive process and the competition is increasing but I would say to other researchers, believe in yourself, never give up. Keep reapplying and improving your proposal based on the feedback you get.

        “One of the essential things is to be focused and clear about the scope and implementation of your project. The proposal must include a workable business impact and a clear exploitation plan.

        “Horizon 2020, and going forward Horizon Europe, offer great opportunities but I would advise researchers to start with the smaller open calls to gain experience before you consider coordinating a large project.”

        For advice or further information about applying for Horizon 2020 support please contact h2020support@enterprise-ireland.com or consult www.horizon2020.ie

         

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