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

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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

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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

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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

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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

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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

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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.

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 

How Rennicks are looking to the future with support from the Sustaining Enterprise Fund

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“Covid-19 was an obstacle, but, thanks to Enterprise Ireland, it hasn’t thrown us completely off our desired path. The Sustaining Enterprise Fund has given us peace of mind and the stability to pursue the future we had planned for our business.”

Dolores Cantwell, Director of Finance & Operations, Rennicks Group Ltd.

Key Takeouts

  • Established more than 40 years ago, Rennicks Group Ltd. is an Irish company specialising in retro reflective products for the licence plate and traffic sign markets. The global pandemic halted factory operations, drastically impacting the company’s revenue stream.
  • Director of Finance & Operations, Dolores Cantwell, contacted Enterprise Ireland about applying for the Sustaining Enterprise Fund, who partnered with them to prepare documents for the financial assessment.
  • Funding from Enterprise Ireland has allowed Rennicks to meet its existing financial commitments and continue administrative operations, supporting the business as it plans for recovery and beyond.

Case Study: Rennicks

Rennicks is a Dublin-based company servicing the vehicle licence plate and road infrastructure markets in the United Kingdom and South Africa. The business has existed since 1976, but was the subject of a management buy-out in 2017. Director of Finance & Operations, Dolores Cantwell, says they were on an upward trajectory at the start of 2020, with solid numbers reported for the first quarter of the year, before the global lockdown landed.

“When Covid-19 hit we were worried,” says Cantwell. “Initially, it looked like there would be a complete shutdown with no revenue stream for at least four months. It was an extremely concerning prospect.”

Rennicks’ primary business involves a light manufacturing process, which means the business relies on its factory operations. The lockdown in Ireland prevented employees from working. The factory closed and all staff were sent home. Cantwell says their administrative team was forced to quickly adapt to a remote work style. The company was also forced to immediately assess its cost outlays, resulting in a combination of lay-offs and pay reductions across the organisation.

 

Searching for solutions

Thankfully, Rennicks has always maintained good relationships with its supply chain partners, which gave them some time, but they still had commitments to fulfill. After the initial shock of a global pandemic and a total halt in production, the team took stock and realized they would need to look outside of their existing resources for financial support if they were going to successfully ride out the storm.

“We saw the information about the Sustaining Enterprise Fund and contacted Enterprise Ireland,” says Cantwell. “The two team members they sent us were superb.”

She says Enterprise Ireland worked with Rennicks to gather and reformat its financial information for the SEF assessment. The team calmly worked through the numbers, showing an enthusiasm for the business that bolstered Rennicks and gave the team the confidence to move forward. Admittedly, Cantwell says, she expected red tape and political hurdles when applying for funding, but this wasn’t the case at all. Instead, she says they found a group of engaged, forward-thinking people at Enterprise Ireland, eager to support their business.

“The team at Enterprise Ireland couldn’t have been more responsive, open, and encouraging,” Cantwell says. “It was a breath of fresh air.”

 

Looking toward the future

Despite the global pandemic, Rennicks was able to continue a small portion of its distribution business. The supply chain was disrupted by lockdown and the company’s revenues still dropped 60%, but funding allowed them to meet their commitments and work toward recovery. Thanks to the Sustaining Enterprise Fund, Rennicks had the working capital to continue administrative operations during lockdown, allowing it to focus on its future. Currently, the business is working on a push into new markets, and is developing value-added propositions for its existing market in the UK. Cantwell says they did everything they could to support their customers during a difficult time.

 

“Our business has been built on providing quality products and excellent customer service,” she says. “During lockdown, it was our key priority to maintain contact with our customers.”

Cantwell’s advice for other companies impacted by Covid-19; Focus on the fundamentals, but be prepared to be flexible and to adapt to the changing situation. She believes if you continue to give excellent customer service, keep your eye on your goal, and are adaptable in your approach, you’ll eventually make it through.

“Business will come back,” Cantwell says. “In the interim, it’s important to stay customer-focused. Try not to get side-tracked. And do make use of the supports that are available.”

 

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

Webinar Series: Free Trade Agreements

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EU Free Trade Agreements (FTAs) with Canada, Japan, Mexico and South Korea enable Ireland to increase its trade, GDP and national income. The FTAs allow Irish exporters to explore new opportunities as market access increases and they benefit from competitive advantage in doing business in these countries.

Join Enterprise Ireland as it hosts a webinar series on Free Trade Agreements and doing business in these four export markets: Canada, Japan, Mexico and South Korea.

Each webinar will be opened by Robert Troy TD, Minister of State Department of Enterprise, Trade and Employment with responsibility for Trade Promotion. The webinars feature contributions from market experts and guest speakers from Irish companies who will share their experiences on doing business in specific markets.

If you’re considering exporting to these markets, or scaling your existing export business, these webinars are for you.

Click on the links below to register for upcoming webinars.

Doing Business in Japan

Thursday, 17 June 2021, 9am BST

The EU Japan Economic Partnership Agreement provides a positive backdrop to Ireland Japan trading relations. This webinar will explore the experiences of key Irish business interests in Japan, and will outline the knowledge, networks and access supports available to capitalise on what is an increasingly important market for ambitious Irish exporters.

For the full agenda and to register, click here.

 

Doing Business in Mexico

Tuesday, 22 June 2021, 3pm BST

With duty-free trade on most goods and a simplification of the customs procedures, the latest 2018 EU-Mexico trade agreement has improved the already positive and prosperous relationship between Ireland and Mexico. This webinar features two market experts who will highlight opportunities and explain business culture and processes, as well as providing practical guidance for market entry.

For the full agenda and to register, click here.

 

Doing Business in South Korea

Thursday, 24 June 2021, 9am BST

The EU-South Korea FTA can provide enhanced business opportunities for Irish businesses. This webinar brings together experts on the topic to provide knowledge and insights on key elements of the FTA, and to enable Irish businesses to make use of the FTA to its fullest in doing business in South Korea.

For the full agenda and to register, click here.

Doing Business in Canada


Tuesday, 25 May 2021, 3pm BST

Attendees will learn more about the opportunities available in the Greater Montreal region, the Comprehensive Economic and Trade Agreement (CETA) between Canada and Europe, and what incentives are available to Irish companies looking to expand in North America.

Watch back on-demand, available 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

     

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

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    “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.