James Maloney of Enterprise Ireland_Centre_ presenting Paddy Casey of “Target Fertilisers” and Oliver Kiernan of “Brandon Bioscience”

Innovation Arena Awards: collaboration & sustainability solutions are winners in 2021

An important area for innovation in Ireland is agritech. Not surprisingly for a country that produces some of the world’s best-quality meat, dairy products and produce, our industry is constantly coming up with excellent products to improve and optimise the agriculture sector. Many of these solutions are featured in the annual Innovation Arena Awards, held by Enterprise Ireland in conjunction with the Ploughing Championships.

“We have an excellent reputation for product robust technologies that have been tested and proven in a farm setting,” says James Maloney, Senior Regional Development Executive

“The science and R&D behind these really give us the edge, as well as our reputation as a high-quality food producer. With over 250,000 people employed in agriculture in Ireland, and the sector being such a huge beacon for regional development, it’s a very important area for us. It’s significant that most of the winners of this year’s awards are from different counties around Ireland, including Kerry, Kildare, Cork and Laois.”

 

This year’s winners

Now in its 11th year, the Innovation Arena Awards seek to celebrate and promote those entrepreneurs with a ground-breaking agri-related prototype or product. The awards traditionally take place at the Innovation Area during the Ploughing Championships; however, due to Covid-related restrictions, both the 2020 and the 2021 awards moved online, with shortlisted entrants pitching their idea to the panel of judges via a virtual platform.

“We had approximately 57 entries this year, similar to last year, and nearly every applicant had something to do with sustainability or efficiency,” says James. “This came through in a few ways – for instance as management software or IoT products, where companies were highlighting areas where efficiency could be improved.

“We also saw a lot of collaborations as well this year between traditional industry and other companies or universities. An excellent example of this is marine biotech company Brandon Bioscience in Tralee, who won the Sustainable Agriculture Award and was crowned Overall Winner. They teamed up with Target Fertiliser to develop a new fertiliser product using extracts from common brown seaweed. This product can reduce nitrogen use on farms by up to 20%. If you look at the Ag Climatise document and the Agriculture European Green Deal, we have to reduce our fertiliser use on the farms by 20%, so this product can deliver the same results thanks to the biostimulant properties. This is a European and a global issue, so the potential for this product is huge.”

 

New awards

The growth in veterinary innovation was reflected in a new award introduced this year, the Vet Technology Award, which recognises innovations made within healthcare in agriculture. This was won by EquiTrace, a product that reflects Ireland’s long and proud history as a leader in the equine industry. EquiTrace was also the winner of the Best Overall Start-Up Award.

“EquiTrace is a little microchip scanner that provides accurate data on your horse, such as temperature, location, medicine dosages and time and the horse’s whole medical record – getting this sort of data  was a big issue with high-value horses in the past. But EquiTrace lets you run a scanner over the microchip’s location and all the data is then available through an app on your phone. Ireland is about third in the world for bloodstock sales, so a product like this is simply cementing our position as sector leaders.”

The Innovation Arena also welcomed two new partners this year. Ifac partnered on the Best Newcomer Award, which went to Moonsyst International, a smart monitoring system that collects real time data from livestock to help farmers increase productivity, detect disease earlier and monitor heat, water intake and movement. UCD Lyons also partnered on the Agritech Award, which was presented to FodderBox in Cork, a novel hydroponic system that creates efficiency in fodder growth. As the winner of this award, FodderBox will also be taking part in the new AgTechUCD Agcelerator Programme in UCD, an intensive 12-week programme that includes business development workshops, investor readiness training, mentoring from experts and advisers, and introductions to VC and angel networks. AgTechUCD was funded through the Regional Enterprise Development Fund administered by Enterprise Ireland.

 

Great publicity

A big reason why the Innovation Arena Awards attracts so many entries is the publicity each product receives. “Traditionally we would have had about 300,000 people at the Ploughing Championships, many of whom are buyers,” says James. “Last year we had to go online because of the pandemic, but the companies still got a huge amount of exposure. For example, last year’s overall winners, Malone Farm Machinery in Mayo, got about 17,000 views on YouTube in the first week for their compact 16-bale trailer; their sales guys said their phone was off the hook the next morning with enquiries. When you’re coming to the Innovation Arena, you’re really announcing that you have a product ready.”

All these winners are further underlining our strength in the world of agritech, a growing industry across Europe and the world – and an excellent way for Irish SMEs to flourish and prosper in the future.

 

For more information on the Innovation Arena, and other supports available to ambitious agritech companies, please see www.enterprise-ireland.com

 

Delivery driver with customer signing VAT form

Key considerations for managing customs procedures

For a huge number of Irish companies, the UK’s departure from the EU meant a first encounter with customs procedures, or if not an entirely new experience, an unfamiliar one to say the least.

Two figures give some idea of the scale of the issue. Approx 1.6 million customs declarations are made to Revenue each year with this figure expected to rise to more than 20 million by 2023.

This massive increase is creating difficulties not just for importers and exporters but is also puting pressure on the logistics sector, customs agents, and the ports, which are already working at capacity. Faced with this situation, many Irish companies have little option but to attempt to deal with the customs processes themselves.

 

Handling customs procedures in-house

And this will entail a rather steep learning curve. “There is a general lack of knowledge of the customs process,” says Derek Dunne, director of customs formalities and compliance specialist at Manifests Ireland. “We have been spoiled since the establishment of the Single Market in 1992 when didn’t have to make customs declarations for trade with other EU countries. A whole new generation of firms grew up with the advantage of the Single Market.”

“The other problem is that where the knowledge does exist in the logistics industry and customs brokers, the capacity simply doesn’t exist to deal with the anticipated increase in the volume of declarations,” he adds. “All the customs brokers are exceptionally busy already and they are not really able to take a chance on bringing new people in and training them up. SMEs can’t depend on brokers and logistics partners. As good and efficient as they are, they just don’t have the capacity.”

Taking control of the process themselves could be the way to go for many SMEs, he advises. He explains that this may well be the best course of action even if the company can find an external partner to handle the work. “If a broker or logistics company is already looking after 27,000 different products for a lot of other clients, they may find it quite difficult to pay adequate attention to a few products for an SME. In these cases, the SME may be more comfortable handling it themselves.”

 

EORI number

The procedures are very clear for companies who wish to make declarations directly to Revenue. “They have to know who you are, what you are importing or exporting, and you have to be able to make the declarations electronically,” Dunne explains. “This means companies need an EORI (Economic Operators Registration and Identification) number. This is a European Union registration and identification number for businesses which undertake the import or export of goods in or out of the EU. You can register for a number through Revenue’s EORI online registration service.”

 

Online customs declarations

Making declarations online is known as Direct Trader Input (DTI) and requires importers, exporters or their agents to have dedicated software making electronic declarations to the Automated Entry Processing system (AEP). “You also need to register with Revenue and get a digital certificate from them to make declarations to the system,” says Dunne.

Fortunately, there is a range of software products on the market to handle electronic declarations. “There are around half a dozen providers out there and it’s a bit like mobile phone offers: they all have different features and benefits, so it is best to weigh them up to see which package best suits the needs of an individual firm. Many of them also have the ability to integrate and interact with existing software systems such as ERP and management information and financial systems. They can export and import data to them – that’s an important thing to check.”

The software will make the process quite straightforward for the majority of firms. “Most companies will be importing or exporting the same products time and again,” he says. “You need to spend time setting up the system and entering the information, such as commodity codes. The software will make life much easier for that. The packages allow you to create templates which can be replicated time and again. All you need then is the information on when and where and how it’s moving. You might need the assistance of a customs expert when setting it up, but most firms should be able to manage it quite well.”

 

Customs declarations – outsource or complete internally?

He believes the decision on whether to outsource customs procedures should be based on a solid business case. “It’s quite a simple calculation really”, he says. “While the software providers have different pricing schemes it usually works out that you shouldn’t pay more than €7 to €8 per declaration when using their packages. On the other hand, you’ll pay €50 to €60 when using a broker.”

This may sound like a compelling case for carrying it out internally but that isn’t necessarily so. Dunne explains that a company with very small volumes of declarations may find the expense of training staff and the additional administrative burden mean that outsourcing is the better option.

“If you just deal in one or two products quite often you will get to know the processes involved quite quickly and it will be better to do it in-house”, he adds. “But with small volumes less often it is probably better to try to retain a broker. Also, if you are dealing in unusual products it could be hard to track down their commodity codes so it might be best to have an expert do that. In the end, it’s a fairly straightforward business decision based on available resources and the volume of declarations involved.”

 

Working with a broker

For those who see outsourcing as a necessity he says finding a broker will be the issue. “Revenue estimates that there are about 330 brokers in Ireland,” he notes. “These range from large logistics companies to very small brokers. There is no centralised database. You need to talk to them, assess their capacity to take on your business, and their commitment to your company. That’s really the way to go if you want to outsource.”

 

Preparing to do customs processes in-house

For those companies which wish to handle the process internally or haven’t decided yet, Dunne says training is key. For companies interested in building the capability internally, there are many customs training courses available to give an overview of customs procedures and train staff how to fill in customs documentation.

 

 

Update on the AMP7 spending cycle and Green Webinar title: UK Water Sector, Recovery Investment Plans

The UK Water Sector and the AMP7 spending cycle – Webinar

This webinar provides an update to the UK Water Sector and the AMP7 spending cycle and Green Recovery Investment Plans.

Hosted by Enterprise Ireland and British Water the webinar discusses the key topics facing the sector with insights provide by industry experts:

  • Lee Horrocks, Director, LCH Executive

  • Lila Thompson, Chief Executive, British Water

  • Matt Lewis, Water Innovation Portfolio Manager, Severn Trent

  • Paul Gardner, Managing Director, Glanagua (UK)

  • Mike Froom, BD Director, TE Tech solutions (part of the Trant Group)

Gain key business insights with our on-demand UK webinar series.

    Conor Fahy, Enterprise Ireland

    Market Watch – A view from the Middle East, India and Africa

    The Middle East is expected to return to business sooner than Africa and India with the tech industry being the first to recover.

    Key Takeaways

    • Companies need to closely monitor the changing business environment and be prepared to quickly pivot their offer or business model if the market demands.
    • Business is severely affected in the region even though the spread of the virus in Africa and India is weeks behind Europe.
    • Borders have been closed, international events cancelled, and most companies are looking to cut costs.
    • The Middle East is expected to return to business sooner than Africa and India with the tech industry being the first to recover.
    • Communication is vital for to maintain long term relationships.

    The global pandemic has indeed affected every corner of the world and according to Conor Fahy, Regional Director, Enterprise Ireland, India, the Middle East, and Africa is no different.

    “The area encompasses over 40% of the world population so lockdown and self-isolation presents many challenges,” says the regional director. “The situation in the Middle East is similar to Europe in timing and response and most companies are expecting a decrease in revenue and are looking to cut costs and consider cost containment and defer or pause investments.

    “The double whammy of an oil price war and Covid-19 will affect budgets and Dubai has introduced highly restrictive measures, including closing its airport, so there is a risk of a sharp increase in business defaults and liquidations in the travel and tourism industry. Also borders have closed across the region and major international events have been cancelled or delayed.

    “India and Africa are currently around three weeks behind in terms of cases and government response. But business is severely affected, while economic activity is suffering from the initial phases of lockdown. The medium-term impacts will be severe and combined with oil-price shock and reduced demand for commodities, the region is likely to tip into an economic contraction in 2020/21, in the absence of major fiscal stimulus.”

    There are eight Enterprise Ireland offices across the region which are helping Irish companies stay informed, connected and exporting. And Fahy says it’s crucial for people to avail of this support and keep communications lines open in order to survive the challenges.

    “We are providing in-depth customer engagement, virtual itineraries, bespoke buyer webinars and one-to-one advice and guidance,” he says. “Personal connection is vital to winning and retaining business so it’s essential to stay connected with existing customers. Be the trusted source of information: and proactively communicate with accurate market information and insights from your industry contacts, and from Enterprise Ireland’s Market Research Centre.”

    “When things get tough, the temptation is to become acutely focused on immediate problems but while these should be addressed, developing a strategy for recovery is just as vital. So extend your timeline assumptions and planning-against scenarios, even if it appears difficult. Now is the time to invest in strategic planning and to start thinking through decision criteria and conditions for return to business.”

    Many organisations are still dealing with immediate concerns around the availability of cash.

    While all sectors are being affected across the region, Tourism, Aviation, Construction, Industrial Manufacturing and Mining and Oil industries have been hardest hit but technology related businesses will be the first to make a recovery.

    “CFOs in the Middle East are expecting to get back to normal sooner rather than later; pausing or delaying investments instead of cancelling them altogether,” he says. “In fact, the majority expect to return to business as usual within three months if COVID-19 were to end today.

    “Investments in digital transformation, customer experience and cyber security are most likely to be protected as a result of Covid-19 and all indicators point to a technology-led recovery as AI is becoming pivotal in managing the huge amounts of data needed to deliver services and product.”

    While there are certainly challenges facing Irish exporters, Fahy says there are also some emerging opportunities, particularly for digital payments and cloud services.

    “The near collapse of many online grocery retail platforms is driving demand for process automation and intelligent self-service and Irish companies quickly recognize the changing market dynamics,” he says. “But while positivity may be in short supply, there is optimism in around returning to business and continuing to invest where it matters.

    “Business leaders need to invest time away from crisis management to show leadership and strategically look to future opportunities which will emerge when these economies rebound.”

    Conor Fahy is Enterprise Ireland’s Regional Director of the Middle East, India and Africa. To learn more about the steps companies can take to address the impact of Covid-19 visit our business supports page.

    happy employee

    Irish talent tech firms boost global engagement and productivity

    In this era of widespread remote working, employee engagement and wellbeing matter more than ever. Isolated workers need to feel a sense of community and get support from their employers in line with their company’s values.

    Companies around the world are looking to Irish talent tech companies for cutting-edge digital solutions to enable streamlined, effective work by HR departments, managers and employees. From wellbeing apps to performance management tools, Irish companies are exporting best-in-class products to businesses in dozens of countries.

    Most are also focused on integrating with the existing technologies used by companies, meaning those in charge of IT budgets can maximise their legacy investments. Discover how five of the best in Irish talent tech are meeting the needs of a global client base.

     

    1. Workvivo: Engaging employees with a highly social experience

    Cork-based Workvivo is an enterprise social network, designed to enable organisations to engage as well as communicate with their employee communities.

    “We took activities such as posting, liking and sharing content to an activity feed, which people are used to on social media apps outside the workplace, but developed them in a business context, enabling people to more easily engage with one another and with their company.” says Pete Rawlinson, Chief Marketing Officer at Workvivo.

     

    Describe your business

    “Disengagement was an issue for as many as 70% of businesses before the pandemic,” he adds. “One-to-one communication tools such as email or messaging facilitate communication but don’t do anything to provide that sense of community and culture.”

    “People  need to feel part of something, especially when they are working remotely.” Pete Rawlinson, CMO at Workvivo

    Since the pandemic spread, Workvivo has seen a significant increase in enquiries. “Companies are seeing that many remote workers can feel isolated. Our platform helps bring employees together through a highly social experience. We see customers using the platform to host activities such as quizzes and competitions that really help create that important sense of community….and fun!”

    Woodies found that its Workvivo activity went up when its workers were furloughed due to Covid-19. “These were mainly employees with no work email account or company device, but they wanted to stay engaged,” says Rawlinson.

    Workvivo has sought to ensure it can integrate with existing communication tools such as Slack, Zoom and Workday, and also includes built-in engagement analysis through pulse surveys, he says, adding that many customers report higher levels of employee satisfaction and engagement than before they implemented the platform. “Higher engagement typically leads to increases in talent retention and acquisition,” he said.

    Established three years ago, Workvivo now has customers in 35 countries with over 150,000 users on the platform. The company is headquartered in Cork, Ireland and has recently opened an office in Sacramento, California. Having recently secured $16m (€14.2m) in Series A funding, it is now focused on expanding its US client base and accelerating its product development plans.

     

    2. Frankli: automating continuous performance management

    While performance review cycles can strike dread into both managers and employees, Frankli aims to make performance management easier and more intuitive with its end-to-end platform.

    “Our product allows managers to have much more meaningful conversations with people and support their development,” says Noel Dykes, founder and CEO of Frankli. “This approach is transformative and agile — we don’t set out to be a once-a-year annual cycle of goal-setting and meetings.”

    A software engineer by background, Dykes worked as a consultancy practice manager in New Zealand and saw first-hand that younger employees were particularly keen on continuous feedback and recognition. “People want to be truly connected to the work,” he says. “They want to understand their purpose. Why are they there? What is the company they are working for trying to achieve?”

    He adds that purpose-driven organisations will thrive, especially as remote working opens up a global marketplace.

    “Managers are going to become coaches, rather than engaging in direct management in the office where they can see employees and know what they are working on. From now on, they will have to trust people and give them much more autonomy.”

    Within Frankli, managers can set up regular recurring one-to-one meetings with their team members, setting priorities, agreeing action items and supporting accountability on both sides. The software suggests recommended talking points, based on insights from organisational psychology. Employees can also contribute comments and suggestions.

    The product also enables businesses to offer more tailored learning and development opportunities, including a two-sided mentor marketplace tool.

    Frankli has customers of all sizes in Ireland, the UK, Poland and New Zealand. While its core focus is midsize companies looking to scale, it already supports workforces of as many as 70,000 employees.

     

    3. Empeal: personalised employee wellbeing at scale

    While many employee wellbeing platforms work on a one-to-many scale, says Sohini De, founder of data-driven start-up Empeal, her business aims to deliver 1:1 wellbeing support at scale.

    “If someone is having trouble with sleep, perhaps not doing too much exercise, eating unhealthy food or generally falling into bad habits, they can go through the programme on our system,” she explains.

    “They start by completing interactive questionnaires and we can also integrate data from their wearable devices. They could be given a personalised programme to improve their sleep hygiene, for example. If they continue to have problems, their case is escalated to a sleep expert.”

    With users in Ireland and India, Empeal is now focused on expanding those markets and pushing into both the UAE and the UK, So far, it has seen engagement rates of 60% on average, which De says is high for a wellbeing app. “We have also seen very encouraging results in terms of people achieving their health goals,” she says.

    In addition to helping employees improve their wellbeing, Empeal also provides anonymised aggregate data to employers to enable them make better decisions, improve staff retention rates and attract more talent.

    To help companies navigate the coronavirus crisis, Empeal produced a free toolkit of resources and also made its community-level module free. “We were finding a lot of employers were asking, ‘How can we take care of our people at this time?’ — they were very concerned about how everyone in remote locations was coping not in touch with their workplace or workmates,” says De.

     

    “The community engagement part of the platform, which includes fun challenges and community boards, helps employees feel connected and it’s very simple to roll out for HR teams.” Sohini De, Empeal founder

     

    4. Peptalk: building community through connection and wellbeing

    The three founders of workplace wellbeing platform Peptalk — all former sports stars — know more than most the value of wellbeing when it comes to performance.

    “We had all been involved in high performance sports,” says CEO James Brogan, an all-Ireland winner himself and a cousin of Dublin GAA legend Bernard Brogan, another of the co-founders along with Michelle Fogarty, who represented Ireland at taekwondo. “We had seen that to get the best out of people, their lives need to be in balance. What you do off the pitch is as important as what you do on it.”

    Peptalk aims to help companies build sustainable high performance cultures through its community-driven employee experience platform. The product includes an insights tool, management toolkits, an employee app and a real-time measurement dashboard.

    “We’re helping organisations with those off-the-pitch activities. We’re helping humans to be better at what they do, to have more energy, and to be more focused and resilient,” says Brogan.

    He adds that the Covid-19 crisis has exacerbated the issue of work-life balance: “Senior leaders have seen a different side to their staff. They’re now acutely aware that, unless people have proper support, they won’t be able to work to the best of their ability.”

    During the crisis, Peptalk has seen increased engagement from existing clients, while also doubling its usual number of demos to potential customers.

    Set up in late 2016, Peptalk has users in 10 countries, including Mondelez, McDonald’s and Paypal. “This is a global challenge faced by multinationals. We offer one solution that works across an organisation, so there is no sense of disconnection with different offices doing different things,” says Brogan.

    With serious plans to scale further, Peptalk expects to close out its current funding round later in 2020. “This is the time for us to get out and support as many organisations as we can,” says Brogan. “It’s a challenging time and the need has never been greater for the type of services we offer.”

     

    5. Wrkit: easy to implement and clinically-backed 

    Founded two decades ago, Wrkit was originally a group benefits scheme, which evolved into an employee discount scheme. While users can still access thousands of discounts on holidays, food, clothes and other products, Wrkit has expanded to offer other services, including a learning portal with 4,500 personal and professional courses, a recognition portal and a wellbeing portal called Powr.

    “POWR stands for Positive Occupational Wellness Resources, offering tools such as meditation, breathing exercises and reflective journaling” explains Jason Brennan, Wrkit’s Director of Wellbeing and Leadership.

    “The big differentiator between Powr and similar apps is that it offers 430 clinically based behavioural plans put together by psychologists,” says Brennan. “These are based on six paths — mind, sleep, work, life, food and active. When users answer the questionnaires for these paths, they are given a personalised plan.”

    “POWR users begin by finding out how they score clinically in the 6 areas of wellbeing and are instantly provided with personalised clinically based plans to improve engagement and growth in each area. During covid for example we saw a huge up take in the activity, work and life plans, helping not only users but employers by feeding back what is happening in real time with their anonymised and aggregated dashboard.”

    Wrkit is based in Dublin, but also has offices in London and Massachusetts. Its clients include multinationals such as KPMG, FedEx and Boston Scientific. Its internet-based application can be launched quickly as it requires no specific IT infrastructure, says Brennan.

    “All we need to launch is the list of employee ID numbers, and we provide lots of webinars and video tutorials to help staff engage with the tool, which is of course completely confidential.”

    When Covid-19 struck, Wrkit quickly found demand rose. “We launched to 60 companies in eight weeks,” says Brennan. “We also quickly created a Coping with Covid portal to help users.”

    Market Entry title and businesswoman image

    Export Journey: Step 5 – Market Entry

    Market Entry title and businesswoman image

    Your next priority is for the execution of your company’s vision within new export markets. Key to this will be preparing the company for this change and subsequent increased demand from and servicing of new export markets.

    Consideration for a successful market entry should include;

    1.Identify and allocate adequate resources such as:

      • Financial resources i.e. cash required to sufficiently support overseas exports
      • Additional equipment or fixed assets needed to increase volume or backup global sales
      • People, including staff, suppliers or other valuable relationships in Ireland or overseas

    2. Defining where your first sales will come from

    Will your customers be a distributor which imports in larger quantities, or an overseas agenct or representative acting on your behalf or will it be a separate trading company of your own business?

    3. Developing your lead generation strategy

    Supports will need to be assigned to generate business leads. Will they be predominantly offline, online or a hybrid?

    Offline: fairs, events, conferences, network meetings or

    Online: website, social media, blogs etc.

    You will need to qualify and validate the leads, managing them through a Customer Relationship Management (CMS) system such as Salesforce.

    4. Marketing and communications

    Implementing a successful marketing and communication plan is vital for sustained sales in export markets.

    When developing a plan, it is important not to do a ‘copy and paste’ of the same marketing strategy from your domestic market as these are likely completely disparate territories. While it is logical that you should retain your company values and purpose, you will need to adapt your marketing and communications strategy to your new export market

    5. Implementing a sales process

    By implementing a sales process, you are creating a set of logical, repeatable steps that your sales team goes through to bring a potential buyer from an early stage of awareness to closing the sale. There are various stages that need to be considered in developing an effective sales process, such as;

    a) How will your company cultivate your sales leads?

    b) What preparation will you commit to in order to be ready to capture an overseas sale?

    c) What will be your sales teams approach to a prospective buyer?

    d) How will you adequately present or pitch your sales in an overseas market?

    e) Is your team setup to deal with buyer objections or queries?

    f) Have you experience in closing a sale in an overseas market?

    g) What follow-up work will be done post buyer presentation?

    6. Relationship building

    Relationship building is a key factor in developing sustained sales in export markets. Any company considering to expand globally is undoubtedly looking for a return on their initial investment, and companies looking for better business returns are strongly encouraged to place an emphasis on relationship building.

    Companies can quite often focus on the transactional, revenue generation portion before they consider relationship building. However, as is the case in much of the world, relationships based on mutual respect and trust outplay singular transactions. Relationships need to be worked on and require different approaches for different markets.

    Take the next step in the Export Journey

    Market Watch – South East Asia

    Overview

    • Many countries in South East Asia have made a successful return to business
    • Travel restrictions had posed problems for businesses selling into the region, but goods are moving again.
    • Critical supply chain companies are ramping up production and capacity to meet increasing demand
    • Opportunities are continuing to arise, particularly in Digital technologies, Life Sciences, Telehealth, and Industrial sectors
    • Life is beginning to return to normal.

    Every industry across the world has been impacted by the effects of Covid-19. But while there is undoubtedly still a long way to go, business is beginning to return to some sort of normality and Kevin Ryan, Director of ASEAN, says much of South East Asia has made a cautious, but successful return.

    “Business is definitely getting back to some semblance of normality, but things are a little different,” says Ryan. “In Singapore, we are now in Phase 2 of the ‘Circuit-Breaker’ measures and most businesses are now allowed to return to office environments. But the message remains consistent and to work from home where possible.

    “Politically there is a history of stability and longevity here with governments making long-term plans which are carried on by successive ruling parties and this is very beneficial to the economy of the region.”

    With experience of the SARS epidemic in 2002-2004, the governments of SE Asia have been methodical in their management of the Covid outbreak and this has proved crucial in the successful reopening of business.

    “During the phased approach, the return to work was carefully managed,” says Ryan. “And around the region, key markets are opening up and demonstrating strong ownership in managing business and movement of goods.”

    So with the effects of Covid shaping how people work and interact, the ASEAN director says strong sectoral opportunities have emerged.

    “The Future of Work and the Digital Workplace is a very interesting development and client companies see big potential across the Asia market,” he says. “Here you have huge centres of populations, with Banks, Insurers and Tech companies all requiring teams to work remotely and embrace innovative solutions.

    “From the Life Sciences sector, there is significant interest and demand for services which offer innovative solutions to help eliminate the effects of Covid. And the crisis has shown how reliable technology can be and has forced governments to take a fresh look at implementing digital health solutions in their regions.

    “Consumer Retail is also playing out strongly with the likes of Water Wipes and Pestle & Mortar being two good examples of clients gaining traction in Asia.”

    But most businesses, regardless of sector, are focused on saving cost, generating additional ancillary revenue streams and using technology to help prevent Covid in the workplace.

    “Businesses are very keen to understand how technology can help them combat the pandemic and keep staff safe,” says Ryan. “We’ve had strong engagement with companies who see the value proposition, most notably with the likes of Novaerus who have a proven air and surface disinfection device. While companies such as Combilift have proven capabilities in an industrial space, helping to eliminate waste and enabling companies think more efficiently.

    “Our clients are constantly looking at new ways to offer unique solutions to companies, which are now struggling with their traditional business model. And we are seeing success and increased interest in companies such as Good Travel Software (GTS), which allows OEM car manufacturers and car companies opportunities to tap into additional ancillary revenue streams they wouldn’t have considered before.”

    But one of the real strengths of Enterprise Ireland is its network overseas.

    “We are the gatekeepers making sure clients are ready to make the leap,” says Ryan. “We also work with them to break down any barriers – geographically and culturally.

    “So on a positive note, we’re definitely seeing greater availability and access. Prospective buyers in the region are realising that unless they open their minds and are willing to think innovatively, they will face the prospect of losing opportunities to their competitors, and in this climate that could prove fatal. Irish companies have a long history of being innovative and entrepreneurial and business in Asia is very responsive to this.”

    The SE Asia region encompasses 10 countries with a population of circa. 650m people and Ryan says the market is very much open with he and his team engaging regularly with client companies to support a successful entry into the region.

    “Ireland, in comparison to some parts of Asia, is small, and our team works extremely hard on selling a consistent Irish message,” he says. “We have strong success in opening doors and creating opportunities and our reputation across the globe is superb with Ireland’s expertise in Asia shining through from the perspective of innovation and quality.

    “So there is light at the end of the tunnel, and we’re encouraging clients who have a product ready to go, to engage in Asia as we are laying the groundwork for opportunities to be realised in 2021 and beyond.”

    Get key insights on the supports available from Enterprise Ireland.

    Global Ambition – Industry Insights Agritech webinar

    Enterprise Ireland hosted a series of Global Ambition – Industry Insights sector focused webinars to deliver market intelligence on the evolving international export opportunities across global markets.

    Host and lead Market Advisor for the sector Brian Hourihane is joined by Robbie Walker, European Growth Officer at Alltech to discuss how Agritech and Smart Machinery solutions are promoting sustainable farming across the globe.

     

    Watch the webinar here.

    Offshore WInd farm

    For SMEs in the marine sector, the world is their oyster

    The Marine Ireland Industry Network (MIIN) is made up of companies and key stakeholders across this very broad sector. And coordinator, Liam Curran who is also a Senior Technologist with Enterprise Ireland and specialist in the industry, says despite the current global situation, the future for SMEs in this area is bright as development and investment continues.

    “The ocean economy in Ireland is resilient and where there are challenges there are also a wealth of opportunities,” says Curran. “This has been recognised by the current government which has made a commitment to develop a new integrated marine sustainable development plan, focusing on all aspects of the marine, with a greater focus on sustainability and stakeholder engagement.

    “One key area Enterprise Ireland is specifically interested in is the role of technology and SMEs and how we can collectively position Irish enterprises at the forefront of a digital revolution in the marine/blue economy.” says Curran 

    “This goes across all marine sectors, but Enterprise Ireland views the emerging Offshore Renewables sector as a key area of opportunity for Irish marine industry capability – and this sector, particularly Offshore Wind, will play a critical role in Ireland’s decarbonisation agenda.”

     

    A rapidly growing sector

    The MIIN co-ordinator says the industry as a whole has been growing steadily for a number of years and work has also focused on strengthening established marine industries such as fisheries, aquaculture, and tourism and the marinisation of existing industries such as ICT, food, clean/green and finance into a range of marine related markets.

    “There are some great examples of Irish companies identifying and targeting these opportunities, including Bio-Marine Ingredients in Monaghan who extract high value lipid and protein products from Blue Whiting, a fish which was previously considered low value by the seafood processing industry,” he says. “The production of high-end bio products from marine biological materials is an emerging growth area in the Blue Economy.

    Wicklow-based Voyager IP specialise in providing high end connectivity solutions to the superyacht industry, while Vilicom provide communications systems for the Offshore Wind industry. And because of Ireland’s location at the edge of the North Atlantic, we can benefit from one of the best offshore renewable energy resources in Europe.”

     

    A focus on sustainability

    According to the marine expert, developing this in a sustainable manner is going to be key in supporting our clean energy transition.

    “It has the potential to make a significant contribution to the decarbonisation of the Irish electricity system, as well as the potential for providing employment in small coastal communities which are unlikely to attract foreign direct investment,” he says.

    “Examples of MIIN companies in this area are Gavin and Doherty Geosolutions, who work globally for the offshore wind industry, while Inland and Coastal Marina Systems fabricate and install pontoon systems for harbours and have been winning work in the UK installing mooring systems for Crew Transfer Vessels.

    “Currently, the development of the offshore renewables sector in Ireland is high on the government’s agenda and much care is being put into developing the National Marine Planning Framework and new consenting regime to ensure this is done in a fair and sustainable way.”

     

    Ample opportunities

    Curran says that in order to take advantage of this, companies in the sector should consider how they might pivot capability to meet the needs of the offshore wind industry.

    “This is a huge area of opportunity for Irish marine SMEs, both at home and in export markets,” he says. “Galway based Bluewise Marine have done exactly that, offering experience in areas such as marine and fisheries science, engineering, health & safety management, and community engagement, as well as a range of technical and operational project management supports to assist companies to select and develop offshore renewable energy sites, coordinate marine surveys, engage with the local supply chain, and manage stakeholder relationships.

    “In Killybegs, the marine engineering capability has been built up around the pelagic fishing industry but is now also looking at how skillsets could be applied to the offshore wind sector – and marine fabrication companies like MMG Welding and Seaquest Systems, amongst others, have the capability to be part of this rapidly growing industry.”

     

    Research is vital

    The senior technologist recommends that companies which may be interested in entering this sector should join MIIN and attend events (currently online) to meet the best industry innovators – but says it is also important to research the sector beforehand.

    “The marine sector is very unforgiving of products or services which haven’t been properly ‘marinised’ and built to withstand everything the North Atlantic winter will throw at them,” he says.

    Curran confirms “We are fortunate to have a suite of testing facilities available for companies to trial and validate their products or services” 

    “These includethe Lir National Ocean Test Facility at UCC and the Galway Bay Marine & Renewable Energy Test Site. We also have an excellent maritime training facility at the National Maritime College of Ireland.

    “In addition, the marine research ecosystem in this country is very active nationally and internationally, while SFI has supported research centres, like MaREI, to help Ireland stay at the forefront of marine research.

    “So any SMEs who are interested should log onto the Marine Ireland website to get an insight into the vibrant marine ecosystem which exists in Ireland.”

    New Frontiers: Turning great ideas into promising businesses

    Great ideas are in the Irish DNA, but turning these ideas into viable businesses takes time, ambition, hard work and support.

    To help entrepreneurs turn their ideas into promising businesses, Ireland has built up a solid network of supports for early stage start-ups, with a high level of connectivity to ensure that businesses can access the right support at the right time.

    Many entrepreneurs begin their business journey at the Local Enterprise Office (LEO), which offers a wide range of experience, skills and services.

    Typical supports offered by the LEOs include training and mentoring programmes, access to financial support and microfinance loans, general business advice and help with business planning.  and with 31 LEOs nationwide, entrepreneurs don’t have to travel far to find business support.

    The LEOs are also the front door into other support services such as the local authorities, Enterprise Ireland and State agencies, including the Department of Social Protection, Skillnets, Education and Training Boards, Microfinance Ireland, Revenue and Fáilte Ireland.

    The beauty of the structure is that it’s inter-connected,” explains Teri Smith, manager at Enterprise Ireland’s High Potential Start-Up (HPSU) division. 

    “At the HPSU, we would communicate with the LEOs and other starter programmes like New Frontiers, so a suitable business can very readily come onto our radar if they’re going through those channels, which allows us to transition them at the right time.” 

    “From an Enterprise Ireland point of view, a lot of entrepreneurs would have started out with LEO supports or New Frontiers; when they have their business plan, their prototype and their market opportunities mapped out, and ready to raise seed investment, that’s generally when they transition to Enterprise Ireland.”

     

    New Frontiers

    The highly regarded New Frontiers programme is a popular starting point for many entrepreneurs. Like the LEO supports, New Frontiers is available nationwide and is delivered on behalf of Enterprise Ireland by Institutes of Technology and Technological Universities in 16 locations around Ireland. Since Enterprise Ireland began managing the programme in 2012, 4,700 individuals have participated in New Frontiers, with 1,430 going on to the immersive Phase 2 of the programme.

    “New Frontiers is a good starting point,” says Teri. “Phase 1 can be done while you’re still in your day job, so you don’t have to go ‘all in’ to progress your idea and see if it has the potential to turn into a business.” 

    The programme is aimed at early-stage entrepreneurs with business ideas from across all sectors including food & consumer products; information & communication technology; engineering & electronics; medical devices; biotechnology; pharma, digital media; cleantech/renewable energy;

    They could also be developing new solutions that would have export potential, or an innovative alternative to what is mainstream in the marketplace. Entrepreneurs would have to have qualified that there is market potential for their product in order to be eligible for a place on the programme.

    New Frontiers is delivered in three phases. Currently offered online due to the ongoing Covid-19 situation, Phase I consists of weekend and evening workshops to research and test the market potential of the idea. By the end of this phase, participants should have a good idea as to whether their idea can become a viable business – and be confident enough to leave their job or take a career break to immerse themselves in their fledgling business.

    Entrepreneurs who have successfully completed Phase 1 can apply for Phase 2, which is a full-time intensive programme that focuses on developing and validating the business proposition. Participants are supported throughout this phase with workshops, mentoring, regular milestone reviews, a free co-working space and guidance from the programme team.

    In addition, a tax-free stipend of €15,000 is paid directly to the entrepreneur over a six-month period, along with web hosting and support worth $15,000 from Amazon.  No equity is taken in your business in exchange for this support package.

    Upon successful completed of Phase 2, participants can also apply For Phase 3, which focuses on bringing the product/service to market and preparing to acquire further funding.

    Many New Frontiers participants have progressed on to Enterprise Ireland supports such as the Competitive Start Fund and the High Potential Start-Up Fund; these include Wellola, Video Sherpa, Swyft Energy, Snapfix, Examfly, LiveCosts, Positive Carbon and Safecility. And from there, great things can be achieved.

    For instance, Immersive VR Education in Waterford, one of the 2016 participants, raised €6.75 million following a successful IPO in 2018. In 2020, Cork ed-tech company and New Frontiers graduate TeachKloud raised €750,000, with investment led by Frontline Ventures and ed-tech investor Sean Tai. And in terms of creating employment, 2017 participants Xerotech has established an R&D centre in Claregalway with space for 40 engineers.

    The highly connected nature of Ireland’s supports for early-stage entrepreneurs means that the sky really is the limit for ambitious innovators. Great ideas with huge potential are quickly identified and given the right support to bring them as far as possible, furthering our island’s reputation as a hotbed of promising start-ups.

    For more information on New Frontiers, including a calendar of starting dates across the country, visit www.newfrontiers.ie

    The Future of UK Ports – Overview, trends and opportunities

    As the UK ports industry enters a time of significant transformation, we hear from leading market experts on the latest trends and opportunities for Irish suppliers in the sector.

    This webinar examines:

    • Ports for offshore wind

    • Freeports

    • Port decarbonisation

    • Smart ports and digitalisation

     

    Contact our UK Cleantech Market Executive or gain key business insights with our on-demand UK webinar series.

      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.