Industry Bulletin – Automotive – Impact of Covid-19 on automotive technologies

 

Jens Altmann, Market Advisor, Automotive Industry, Enterprise Ireland Germany interviewed Robert Metzger CEO and publisher at eMove360°, a trade fair and community platform for Mobility 4.0 – electric – connected – autonomous in Munich.

eMove360° Europe is already now world’s biggest B2B trade fair for electric mobility and connected & autonomous driving.

The video interview discusses the effects of the current Covid-19 situation on new technologies, forecasts on the industry and alternative ways of connecting with stakeholder in the market.

  • Effects of Covid-19 on technological development in the automotive industry
  • Influence on regulations and Electromobility  and its related supply chain
  • How to counteract current contact restrictions e.g. alternatives for physical trade shows

 

ASINA: enabling safe-and sustainable-by-design nanotechnologies

Picture of male interviewee, Dt Ehtsham U.Haq

“One of the advantages of being involved in Horizon projects is the breadth of experience one gets by sharing expertise and access to new networks in partner countries.”


Dr Ehtsham U. Haq, University of Limerick, ASINA Horizon 2020 project

Key Takeouts:

  • The University of Limerick is taking part in a major project that is developing scientifically sound safe-by-design nanotechnologies.
  • The 42-month ASINA project has received €5.99m from the European Union’s Horizon 2020 Research and Innovation Programme.
  • The ASINA project will support the fast industrial uptake of nanotechnology by providing safe-by-design solutions and supporting tools.

H2020 Case Study: ASINA

    Nanotechnology impacts nearly every sector of the global economy from electronics to cosmetics, and from defence to the automotive sector and agriculture. It plays a part in everyday items such as antibacterial hand creams and coated textiles and it is anticipated that the market worth will exceed $120 billion by 2024.

    However, safety issues in relation to producing and disposing of nano-enabled products remain a concern.

    “Although previous EU-funded projects have defined tools and concepts to ensure the safety of nano-enabled products through design, the current state of the art indicates that industrial production is struggling to activate the safe-and sustainable-by-design (SSbD) approach and the fast industrial uptake of engineered nanomaterials (NMs) is missing or unsafely implemented,” explains Dr Ehtsham U Haq, Senior Research Fellow at the University of Limerick, one of the ASINA (Anticipating Safety Issues at the Design Stage of NAno Product Development) project partners.

    “The ASINA project aims to promote consistent, applicable and scientifically sound SSbD nanotechnologies by collecting information across all the design dimensions: functionality, production technologies, safety, environmental sustainability, cost effectiveness and regulatory requirements.”

    Led by the National Research Council of Italy, the Horizon 2020-funded ASINA project will use an approach modelled on six-sigma practices, that  focus on process improvement.

    One of the challenge that ASINA will address is how to distil existing methods into simple, robust, cost-effective methods for monitoring of physio-chemical properties and biological effect assessment of nanomaterials and address properties of concern like technical performance, hazard and exposure related issues in product-relevant matrices. ASINA will develop pilot facilities with a combination of digital technologies and artificial intelligence technologies (Digital Twins) under a SSbD framework,” adds Haq.

    In turn, this should help to accelerate the uptake of nanotechnology by industry and reassure end users of its safety, matching existing challenges summarised by the European Green Deal.” 

    Real-world applications

    One of 21 partners in the ASINA consortium, the six-strong University of Limerick team is tasked primarily with physical-chemical characterisation of the nanoparticles and developing information about their properties. Two spin-out companies from the university are also partners on the project.

    Focusing on two real-world product lines–antimicrobialcoatings for clean technology applications (textile and air filtration sector), and nanostructured capsules for applications in the cosmetic sector, ASINA has also had a part to play in tackling the Covid-19 pandemic.

    “The methodologies of physio-chemical characterization developed by us can be applied to other nano-enabled products as well. We are developing coatings for variously functionalized textiles for face masks, air filters for example in collaboration with other partners,” says Haq.

    “We’re enthusiastic about ASINA because what we’re doing will be used in real-life industrial applications,” explains Haq.

    “We’re using machine learning tools to generate response functions and obtain the full set of design solutions performance attributes. An expert system (ASINA- ES), easily adoptable by industries, will be developed for supporting the industrial product designers in identifying the suitable SSbD solutions better complying with the design constraints….There will be huge learning from this project.”

     

    The Horizon advantage

    Like all Horizon projects, ASINA is a multi-disciplinary, international project involving a range of players from large research institutes to small and medium-sized enterprises. The project is also collaborating with other Horizon 2020 funded projects focusing on safe-by design production of nano-enabled products. While ASINA is still very much in its infancy, having been held up by laboratory closures due to Covid-19, Haq has recently been involved in two other Horizon projects – OYSTER and M3DLOC.

    “One of the advantages of being involved in Horizon projects is the breadth of experience you get and the profile of your research in an international audience. The projects I’ve been involved with have all been very different. OYSTER  aims to develop standardized measurement protocol for surface free energy for quality control in nano-enabled and bioinspired products, while M3DLOC involved 3D printing for the fabrication of microfluidic MEMS for lab-on-a-chip and sensing applications.  ASINA is on the other hand is dealing with nanoparticles and nano-enabled products. That makes the work very interesting, challenging and in return it also extends your technical expertise,” says Haq.

    “Overall, the Horizon experience is beneficial for both your research and personal development. Because you are dealing with people from other professions who have a completely different perspective and experience, you become more multi-disciplinary and broaden your collaborations and skill level.” says Haq.

    For those considering getting involved in a Horizon proposal, perhaps for the first time, Haq highlights two issues.

    “In Horizon projects a great deal of time is spent on consortium building. You’re bringing together not only researchers but managers, Intellectual Property experts, SMEs and others, so that side of things is as important along the original idea, and it’s important to get it right.

    “Also, take advantage of any support that’s available if you are involved in producing the proposal. Enterprise Ireland has a range of supports and my experience of dealing with them has been very positive.”

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

    H2020 success stories banner link

    Data on mobile phone

    How Exertis is using blockchain to transform global tech supply chains

    The global supply chains for technology products like smartphones and laptop computers are now almost as complex as the products themselves.

    A typical smartphone, for example, is made up of components and materials sourced from up to a dozen suppliers on multiple continents, which are shipped to a manufacturer for final assembly before being sent onwards to distributors, retailers and ultimately sold to consumers.

    This presents two major problems for manufacturers and others involved in the chain – visibility and provenance. A new project led by Dublin-based Exertis Supply Chain Services, with funding from Ireland’s Disruptive Technologies Innovation Fund (DTIF), is aimed at solving both of them.

    A subsidiary of DCC, Exertis Supply Chain Services is a leader in materials supply chain design and operation. “Our focus is on technology and we provide global supply chain capability for the Exertis group and clients across the globe,” says Brian Cassidy, Head of IT and Director responsible for data protection with the company. “We are also a centre of excellence within the group for the use of blockchain technology.”

    The Disruptive Technologies Innovation Fund is a €500 million fund run by Ireland’s Department of Business, Enterprise and Innovation, as part of the National Development Plan under Project Ireland 2040. It is administered by Enterprise Ireland, the trade and innovation agency. An example of the country’s strong focus on developing some of the world’s most innovative companies, the initiative funds collaborations between research facilities and ambitious companies to develop innovative technologies that change the world in which we live.

     

    Exertis solves visibility problems in the supply chain

    The objective of Exertis’s DTIF-supported project, which also involves Dublin-based technology company Sonalake and the CeADAR Technology Centre located at University College Dublin, is to develop a blockchain-based platform, which will transform the technology product supply chain.

    “The two problems we are focusing on is the need for end-to-end visibility of products and components along the supply chain and the need to prove the authenticity of products once they reach the market,” says Cassidy.

    “We are using the blockchain to provide a peer-to-peer platform for authenticating provenance and we are providing visibility across the supply chain where multiple partners and a high volume of products are involved.”

    The current lack of visibility and difficulty with provenance result in a number of issues. “In terms of visibility, for any participant in the supply chain it is very difficult to know what is selling and what is not,” says Cassidy.

    This lack of visibility leads to problems with availability. “Typically, the retailer might know what the distributor has in stock but won’t know what the manufacturer has. Visibility is very much limited to one point up or down in the chain. A manufacturer may not know how much product distributors or retailers have because they usually don’t share that information.”

     

    Proving Authenticity

    Provenance is another issue. “When the item does arrive at the retailer, proving its authenticity can be a really interesting challenge. If a fake product comes into a customer’s hands, a manufacturer wants to be able to see how it got there.”

     

    Sharing information dynamically

    The Exertis project is highly innovative in that it will provide an open platform for multiple users in multiple supply chains, with each participant being able to decide which other members of the chain they wish to share information with. Furthermore, it will allow them to share selected pieces of information with selected participants.

    Once the data gets put on the blockchain it is immutable and cannot be deleted. “It is encrypted and decrypted at a granular level,” Cassidy adds. “A retailer might want to put a transaction on the platform but may not want competitors to know anything about it, whereas they do want the distributor and manufacturer to know. However, they may not be able to share with the manufacturer certain details such as the price they paid for it or what they sold it for. They can decrypt different parts of that dataset for different partners and their ERP system will be able to dynamically decide what information to share and who to share it with.”

    Manufacturers will be able to see what is selling and how much product is in the channel in real time. This is important for planning manufacturing output, as well as for managing warranty liabilities. “Manufacturers will usually know how many units were sold, but don’t know exactly when. They need to know that for when the warranty starts. This platform will address that issue. It provides a place where all participants in the chain can contribute, but everyone controls their own data.”

    Initial work on the project, began in 2018, with the DTIF-supported three-year project beginning in earnest in August 2019. “The DTIF funding has accelerated this project significantly and facilitated our collaboration with CeADAR and Sonalake. At Exertis, we have looked across our business and identified several exciting use cases, which we expect to roll out in several areas in the coming years”.

     

    For more information and call dates for the Disruptive Technologies Innovation Fund visit the Department of Business, Enterprise and Innovation website.

    Anne Lanigan Enterprise Ireland

    Market Watch – A view from Europe

    Key Takeaways

    • Business in Europe has been severely impacted by Covid-19, but many countries are now beginning to re-open and are determined to get industry and business moving again
    • Movement of products is improving while movement of people is still a challenge.
    • Opportunities are likely to emerge for example in digitisation across industries; or in the healthcare sector for non-Covid related health issues.
    • Preparation and planning is vital.
    • Enterprise Ireland offices around the region are on hand to offer support.

    There is no doubt that Europe has been heavily hit by the effects of the current pandemic, but regional director Anne Lanigan says many countries are beginning to move into recovery phase and countries across the Eurozone are determined to get their industries and businesses moving again. There is a general acceptance in Europe that we need to learn to live, as safely as possible, with the virus. Construction and manufacturing industries are gearing up while observing social distancing and using personal protective equipment; digital technology and office based businesses are for the most part still working remotely but increasingly effectively and in a number of countries e.g. in France and the Netherlands some services like hairdressing have re-opened under strict guidelines.

    “The numbers speak for themselves in terms of infections and fatalities, but most countries have passed their peak and are moving into exiting confinement and reopening – all at slightly different stages,” she says. “But there is alot of similarity in terms of the timing of countries coming out of lockdown at this point and what this is really saying is that Europe is opening up again.”

    Lanigan says while we are inclined to look at when schools, shops, and social outlets open, what is really important to the restarting of economies is when industry is recommencing.

    “Whether or not you can get a haircut isn’t relevant to most of our clients, what is really vital is the restarting of construction and manufacture and the returning to work in businesses. Of course movement of people and products is crucial to this” she says. “Movement of product is definitely improving but movement of people, particularly across borders, is still an issue which of course affects our clients.

    “Each country is different and even regions within countries can be at different stages and have different restrictions, so it’s important to get up to date and accurate information from your partners, customers and logistics providers.  For example most countries will have a requirement to use face masks in certain circumstances, and social distancing rules will differ between countries. So don’t assume that the Irish rules will work – it’s important to know the specifics of the country you are working in.” Enterprise Ireland offices across the Eurozone can also help clients with this.” Irish companies with personnel on the ground in Europe are in a lot of cases eligible for state support from the country they are operating in and again our offices can offer advice and direction on this.

    Thankfully many Enterprise Ireland client companies have maintained business in the Eurozone throughout the crisis and some have won new business. However while some clients have continued to do business in a similar fashion to pre-Covid days, most will need to get used to new requirements and many may also need to diversify.

    “Our clients will need to be creative in adjusting to the new normal” says Lanigan. “Digitisation will form a large part of this. Localising (not just translating) websites is more important than ever – ensuring that websites are easily found, are easy to navigate and provide all the necessary information in a clear format. Social media is also getting a lot of traction at the moment, so making sure to be ‘out there’ in terms of social media, will help to raise a company’s profile.”

    “As countries open up, travel will continue to be restricted so if companies can digitise their maintenance and servicing by providing online videos or some kind of instruction online or via a webinar in a sophisticated and professional manner, this will help them to hold on to business. Online shopping functionality may also be an important capability to add for some businesses.

    Understanding how each country works is vital for Irish exporters, but the regional director says keeping in touch is even more important.

    “Communicating with customers is still crucial whether business has slowed, stopped or continued during the current crisis,” she advises. “The communication lines must be kept open – and ear-to-ear or ideally face-to-face on a virtual platform is much better than an email. So virtual meetings, webinars and virtual distributor forums will all help to maintain communication and build strong relationships.

    “This will keep businesses up to speed on what is happening in the markets and what is happening with their customers and so position them to adjust more quickly and in the right direction to maximise potential.

    In every crisis there is opportunity and the current pandemic is no different with several sectors set to do well out of the situation. Lanigan says “Every industry is now seeing digital transformation at an accelerated pace and there are opportunities for businesses who digitise fast and opportunities for businesses who offer digital and tech solutions.”

    “Our clients and Irish people are typically good at spotting opportunities,” says Lanigan. “I would encourage companies to look at how they can pivot in the current crisis – anything which reduces human contact and allows remote operations will have opportunities i.e. digitisation. 

    “Another area likely to surge is non-Covid related healthcare. In most countries routine treatments have been put on hold or much reduced in order to deal with Covid 19 cases. As things move back to normal, there is likely to be a big demand for other med tech and pharma products. Now is the time to prepare for that.”

    Lanigan advises companies to be look toward the future, reset and get ready for the recovery. “There is a danger that we just focus on the immediate – we are advising clients to also look at the medium to long term and get plans in place” she says. Future business may be a continuation of current business but with added value or an adjusted value proposition; it may be with a repurposed product pivoting to a different sector; it may be exploiting brand new opportunities created by Covid 19; or it may be replacing global products with ‘made in the eurozone’ products. “We are nearing the end of the stabilise phase and moving into reset but we need our eyes on the recovery – so be prepared, be aware and look forward. Enterprise Ireland’s team across the Eurozone are here to help you reset, recover and build your business.”

    Anne Lanigan is Enterprise Ireland’s Regional Director for Europe. To learn more about the steps companies can take to address the impact of Covid-19 visit our business supports page.

    Market Watch Industry Bulletin – Automotive – European Manufacturers Structures, Operations & Plans

     

    Sean Long,  Enterprise Ireland, Senior Market Advisor UK for Automotive interviewed Ian Henry of Auto Analysis on the changing landscape of European Vehicle Manufacturers.

    The interview explores their

    ·         current organizational structures

    ·         plant operations

    ·         purchasing contacts

    ·         trade tariff considerations

    ·         developments around new vehicle platforms.

    The video interview took place on 10th March 2020, prior to Covid 19 restrictions.

    Supporting great people in difficult times

    Developing employee engagement now will pay dividends long into the future

    Up until the pandemic, the biggest challenge facing many firms was attracting and retaining talent. That hasn’t changed, says Ryan Williams, CEO of Conscia, a training provider which specialises in employee engagement.

    Conscia is the architect of a series of online modules designed to help companies maintain employee engagement throughout the Covid-19 crisis.

    Each provides practical steps to take, plus easy to use templates and frameworks, to help companies maintain their employee value proposition (EVP).

    Those that succeed in doing so will not only optimise productivity throughout this current, difficult time, but will be well placed to capture the opportunities of the post-pandemic surge.

    Those that neglect employee engagement, however, risk damaging their reputation as an employer of choice long into the future. “It’s about asking yourself, how you want your company to be remembered after this pandemic,” says Williams.

    Your EVP is an invaluable retention tool and should be robust enough to support employees in good times and in bad, he points out.

    “The market for talent will be equally as competitive when we come out the other side of this as it was when we went in,” says Williams.

    “Though some sectors will suffer more than others, the fact remains that if you needed a software developer before this, you will still need one after it, so it is important to get the best talent that is out there.”

    The top priority for employers right now is communication.

    By this stage new work practices will be established, either from home or, socially distanced, in the workplace.

    “The novelty of the early stages has well and truly worn off, the buzz of setting up meetings on MS Teams and Zoom has ebbed, and people are starting to feel this will never end. The risk is that employers stop communicating when in fact it is vital to over-communicate now and throughout this process.”

     

    Deliver your communications with confidence

    In a period characterised by uncertainty and anxiety, it’s important to display “honest confidence” he says.

    “Be honest and transparent and deliver your communications with confidence, even if it is bad news, such as, perhaps, having to take a pay cut to get through this. People can cope if they realise there is light at the end of the tunnel.”

    Empathetic leadership is essential.  “You need to communicate your company’s vision and mission with empathy. It’s about understanding that your people are going through challenging times.”

    Weekly ‘all hands’ meetings online are an opportunity to show that everybody is part of what is a communal effort.

    “Be very honest about what you do and don’t know. The rumour mill can be difficult to manage so share the good, the bad and the ugly with honest confidence.”

    Decision making in a time of crisis should be quick and decisive, with resources allocated speedily. Employee polls are a quick and effective tool for effecting change, offering maximum transparency and ‘buy in’.

    Regular, scheduled and consistent communications help keep fear and anxiety at bay. Use video as much as possible. “People want to see their leaders.”

    Be cognisant of the impact not just of your words, but of your tone and body language too. “Lean forward, be expressive, use your hands,” he says.

    As well as large town hall type, and team meetings, make sure to set aside time for one to ones, to check in with people and see how they are doing.

    Recognise and reward output. “Celebrate team wins and individual efforts more than in ordinary times. People are doing fantastic things right now so make time for shout outs in meetings and promote them on your social media too.”

    Fostering ‘water cooler’ moments online helps to replicate the everyday interaction of the traditional workplace. “Don’t lose your social cohesion.”

     

    Building trust and loyalty

    At every step, focus on building trust and loyalty. “Very many companies have spent years building up their culture. Don’t lose it. Find new ways of maintaining it instead.”

    Social distancing will likely continue for some time, as will working from home. “We are all living with uncertainty at present, so ‘What does this mean for me?’ is the key question people have. While you can’t control this, you can help by removing as much of the uncertainty for employees as possible.”

     

    Provide purpose and stay positive

    The current situation provides a great opportunity for learning and development. “This doesn’t have to cost you money,” he points out.

    “It could be online learning opportunities, or a situation where an experienced member of staff helps train up others on a new software tool, such as cucumber. It could be a buddy system, where someone experienced is matched with someone who may be feeling overwhelmed.”

    Spare capacity could be given over to executing planned projects that had previously been put off. “We have one client company, for example, who built an entire logistics platform in eight weeks, a project it had long wanted to do,” says Williams.  

    Such initiatives help provide purpose, an important component in employee engagement.

    Set short term goals for long term results. “Focus on bite sized projects to help people navigate through.”

    Finally, stay positive. “Remember, this is different from the financial crisis because it is the same for everybody. From Ireland to China to the US, the base line has lowered for everyone. So, while there is uncertainty, and a need to paint as honest a picture as possible, it’s also important to look to where the opportunities will be post-pandemic.”

     

    To find out more about building employee engagement during the Covid-19 restrictions see here.

    Market Watch Germany – Webinar – Enhance your digital presence for the German market

    Enterprise Ireland’s offices in Germany have launched a series of Webinars: Market Watch Germany. Every Wednesday at 14:00 BST/15:00 CET a new theme will be addressed to help Irish companies exporting to Germany navigate the challenges and opportunities presented by Covid 19.

    The third webinar in the series; Website Optimisation: Enhance your digital presence for the German market, took place on Wednesday 29th April

    The team was joined by consultant Suzanne Dirks, Ed ​Kelly, Creative Director and Emmet Dunne, Managing Director of Digital Agency Kooba providing expertise on:

    • how to leverage your website in terms of layout and localisation

    • how to increase traffic to your website by creating an enhanced user experience

    Finally, Eoin O Siochru from Enterprise Ireland’s Internet Marketing Unit discussed the supports available to Enterprise Ireland client companies to drive these activities.

     

    mADme technologies

    Irish software firm mAdme helping mobile giants through Covid-19 crisis

    The seismic fall-out from Covid-19 has created an unprecedented demand for Irish innovation, with our tech sector stepping up to aid the recovery of industries including health, travel and communications.

    As mobile operators provide customers with Covid-related updates – typically struggling to get beyond an engagement rate of 1-2% via standard SMS and push notifications – an Irish software firm is making waves with a proprietary messaging channel that is pushing engagement rates closer to 20%.

    Dublin-based mAdme provides a customer experience platform for mobile operators to engage with subscribers. The platform overlays rich content including images and video directly on phone screens, without the need for customers to go into an app or notification tray, delivering messages in real-time, triggered by customer usage.

     

    Engagement rates up to 20%

    “We’re seeing engagement rates up to around 20% for messages sent on our channel versus other channels like SMS and email,” says Dave Manzor, VP (Product) of mAdme Technologies. “Because of the scale and effectiveness of the platform, we can quickly disseminate important messages to huge numbers of people, which is proving hugely beneficial during the Covid-19 crisis.”

    In India, mobile giant Reliance Jio used the mAdme platform to issue a message to its subscribers that linked to Covid-19 awareness information including a symptoms-checker. The campaign was viewed a colossal 250 million times.

    “We’ve also seen operators use the software for Covid-related business messages including providing free data or removing data caps,” says mAdme’s Dave Manzor.

    “It’s also been deployed to help manage the load on under-pressure call centres, for example by encouraging people to use self-care channels for things like topping up credit.”

     

    mAdme software on 200 million phones

    Founded in 2013 by Triona Mullane, the mAdme platform is currently deployed in 28 countries, running on more than 200 million phones in key markets including Asia, North America and Europe.

    Mullane, who won the ‘Emerging’ category in last year’s EY Entrepreneur of the Year awards, has overseen rapid growth and a hatful of industry awards for mAdme including a 7th place ranking in the 2019 Deloitte Technology Fast 50, and 2018 winner of the Disruptive Technology Award in association with Facebook.

    The company has also overcome a few challenges along the way, the most notable of which was having to rapidly scale up to match the growth of Jio in India, going from zero to 100 million subscribers in the space of just five months.

    Working with some of the biggest mobile brands in the world, mAdme is now focussing on improving operators’ customer care offerings, especially around the calling experience.

    “We’ve developed a new experience in the phone dialler that directs callers to the information they’re looking for,” says Dave Manzor. “This is having a massively positive impact for operators because it reduces the number of calls they need to service in their call centres, but also benefits the caller who can get what they need without having to wait on hold.”

    The Dublin-based firm is also looking into the broader enterprise space with relevance for any company that wants to improve how it engages with customers.

     

    Disruption through innovation

    “Innovation and R&D are at the core of everything we do,” says Manzor. “When you’re a small player from Ireland selling to a global market, you need to be innovating in every aspect of the business. We’re disrupting some very well-established industries and we couldn’t do that without continuous innovation.”

    “From a R&D perspective, we’re building software to meet the needs of the market,” he goes on. “Every line of code we write, we make sure it’s adding value for all our customers and we have a really exciting technology roadmap that will enable us to continue adding value well into the future.”

    “We’re also active in the IP space with a number of patent applications on the go,” Manzor says. “The first of these was successfully granted just last month, which was very pleasing and further proof that what we’re doing is genuinely innovative.”

    Firmly established among the fastest-growing tech companies in Ireland, mAdme has its sights set on further international growth.

     

    Irish tech credentials

    “Irish companies have very strong history, credentials and reputation for delivering great innovation and it’s all the more impressive given that we’re coming from a small island on the edge of Europe,” says Dave Manzor. “I think it makes it all the more exciting to compete and win business in markets all over the world.”

    The company has had support and investment from a range of sources including Enterprise Ireland, the national export agency. “Enterprise Ireland has been a huge supporter from day one, they continue to support us to this day and we really appreciate that,” says Manzor:

    “On a global scale, Enterprise Ireland is so well-connected, they use the Irish network incredibly well and make it possible for companies like mAdme to make connections in countries where otherwise we’d be largely going it alone.” 

    “If you look at the trade shows Enterprise Ireland runs every year, without them it just wouldn’t be possible for small companies like ourselves to showcase our work but Enterprise Ireland makes that possible.”

    anam technologies covid

    Anam Technologies: Partnering to stay safely connected

    Anam Technologies, an Enterprise Ireland-supported company, is partnering with mobile operators across the world to secure networks against messaging fraud during the Covid-19 crisis.

    Working closely with Tier 1 network partners such as Orange, Deutsche Telekom, Digicel and Telenor in more than 85 countries, the aim is to identify and block fraudulent traffic while protecting messages from legitimate businesses and organisations. Such partnerships are essential in a time when fraudsters are primed to take advantage, according to Mary-Therese Fitzpatrick, Anam’s Marketing Director.

    Anam is equipping operators with firewalls that detect fraudulent traffic, block it and keep the networks clean. The system is a win-win for all parties involved. The operators benefit from a revenue-sharing model on increased business messaging traffic, and their subscribers are safe from any fraudulent activity.

     

    Partnering to stay safely connected during a crisis

    Anam has been recognised 3 years running in independent surveys as the world’s leading SMS Firewall and A2P (application-to-person) monetisation service provider. Anam’s technology helps mobile operators to increase revenue per user by reducing the amount of spam & fraudulent messaging on their networks.

    As the number of messages being sent increases, so too do the opportunities for fraud within the channel. While the Covid-19 pandemic contributes to a general relaxing of data protection rules, it may also be loosening our own digital defences. When this happens, fraudsters are at the ready.

    Fitzpatrick compares Anam’s firewall technology to a tolled road. There will always be those who try to find back ways to the destination:

     “Part of our solution is detecting that ‘grey route’ traffic; traffic that’s freeloading on an operator’s network,” Fitzpatrick says.

    Anam blocks this traffic and filters it through the paid route, making sure that all traffic is legitimate and clean. They then share the revenue with the operators.

     

    Phishing

    In the context of Covid-19, we see more messages from government services, health systems, e-commerce notifications and food delivery services. Some fraudsters are attempting to take advantage of this, sending texts containing key terms like ‘Covid’, ‘Coronavirus’ and even ‘testing’ that might mislead people into giving away sensitive information or clicking on fake links to legitimate-looking websites designed to do the same thing. This is known as phishing.

    The texts may look like they are coming from a bank or the government. Some fraudsters even use a tactic known as “spoofing” in which they can make a message appear in a chain of text alongside previous genuine messages. There have also been reports of fraud messages promising free devices or financial relief to cope with the Covid-19 lockdowns.

    “If the operator has a firewall installed on their network, they can protect themselves and their subscribers from this malicious messaging,” Fitzpatrick says.

    A crucial way to communicate

    During emergencies, SMS is an important method of communication due to its immediacy and reach. Most people in the world have a mobile device capable of receiving SMS, and 90% of the messages tend to be read within three minutes.

    The success of the channel, unfortunately, means that some vulnerable groups are misled. They may be isolated and not aware of the fraud risk. They may not be tech-savvy, but they most likely know how to read an SMS. Fraudulent texts have the potential to reach everyone, even those without sufficient access to high-speed internet.

    Fitzpatrick says that there has been an increase in fraudulent traffic. Although the process of detecting and blocking it is automated to a large extent using artificial intelligence and machine learning, there is still a manual element involved. The process itself benefits from the close partnership that now exists between Anam and international partners. “There are known addresses across international networks that can be identified and blocked once certain patterns of messaging are detected,” explains Fitzpatrick.

     

     

    An industry evolution

    Anam’s solution is a very clever evolution within the changing messaging landscape,” Fitzpatrick explains. And the fact that today Anam’s systems and services are being used in 85 countries to protect an estimated three-quarters of a billion subscribers is testament to this.

    Speaking on the success of the solution and the importance of partnership during the Covid-19 crisis, Fitzpatrick notes that Anam is a preferred partner because they are independent.

     “We work with the operator to secure the channel and make sure that all incoming and outgoing network traffic is clean,” she says. This makes them a trusted party, with no allegiances to middlemen.

    After an initial €350,000 investment from Enterprise Ireland in 2018 to aid global expansion and R&D, Anam is currently in a growth phase, expanding its worldwide presence. In November last year, they opened an Africa headquarters in Kenya on the back of significant local contract wins. The new office builds out on the company’s other regional HQ office in Kuala Lumpur, Malaysia, and a presence in Egypt, Jamaica, Nigeria,  Vietnam, Malta, United Kingdom, Czech Republic and Pakistan.

    jenny melia

    Support where it’s most needed for HPSUs

    The innovation and dynamism of Enterprise Ireland-supported high potential start-up (HPSU) firms are vital to future economic growth, and it is absolutely essential that HPSUs that were progressing prior to Covid-19 receive the support they require to get through the Covid-19 crisis.

    “These firms and their founders are the future leaders of the economy and our focus is on ensuring that they have sufficient fuel in the tank and the right resources in place to get through the next three to six months and be ready to take advantage of the upturn when it comes,” says Enterprise Ireland Divisional Manager for HPSUs Jenny Melia.

    HPSUs do face particular challenges in the current environment, mainly due to their early stage of development. “Many of them are not yet revenue generating and are continuing to fundraise to drive business development,” Melia explains. “This can mean that they do not qualify for some of the Covid-19 supports available at the moment. It can also be the case that they haven’t been in business long enough to have built up a relationship with a bank.”

    According to Melia, the three main problems faced by these fast-growing firms relate to cash flow, investment, and talent retention.

    “In a lot of cases sales have just stopped,” she says. “They have no cash coming in from that source and that can turn into a double whammy if investors back off. There is a softening of sentiment in the investment community at the moment and that is presenting problems. Holding onto key skills is another real pain point for a lot of companies. We were nearly at full employment in the economy just a few weeks ago and they had to work very hard to get the right people. They are in danger of losing them now and these skills will be critical to support future growth.”

    Support is available to deal with these issues, however. In the first instance, Melia advises firms to avail of the Enterprise Ireland Covid-19 Business Financial Planning Grant scheme, with supports of up to €5,000 to help companies prepare financial plans with the assistance of an expert.

    “We are asking start-ups if they have assessed the impact of Covid-19 on their business and if they need assistance and financial support to do that,” she points out. “We are already seeing a great deal of interest in the scheme. This will help start-ups develop a stabilisation plan, which should look at resetting their business plan e.g. reducing the cost base and lengthening the financial runway to tide them through the next 3-6 months and prepare for the upturn including raising new investment.”

    The next step is to work with existing investors and shareholders. “Companies should discuss the possibility of bridging finance with their investors,” says Melia.

    “Enterprise Ireland is also willing to co-invest as part of this investment. That is a new departure for us. Typically, when we invest in a company it’s to fund a growth plan for the next two or three years. In this case, we are absolutely willing to play our part alongside existing funders and investors in ensuring HPSUs get through the current financial crunch. Companies should speak to their Development Advisor about this.” advises Melia.

    There is also the loan scheme from Microfinance Ireland. “This is open to start-ups with fewer than 10 employees, and the amount on offer has been increased from €25,000 to €50,000. The interest rate has been reduced to 4.5%, with a moratorium on interest and repayments for the first six months. I would encourage start-ups to look at the scheme to see if it is suitable for their needs.”

    The Covid-19 Wage Subsidy Scheme is a valuable source of assistance in helping to hold onto talent. “The scheme was initially aimed at firms suffering a reduction in turnover but, recognising the particular circumstances of start-ups, Revenue introduced another criterion, which was a downturn in the level of investment companies had projected. Some companies are not aware of this.”

    Enterprise Ireland is also organising a series of webinars to provide advice and support to HPSUs. “We have a number of former HPSU founders that have come through a number of recessions and downturns and have very valuable advice to offer.”

    Companies should also leverage the advice available through their own networks, she adds. “They should contact their Enterprise Ireland Development Advisor, their investors, business angels, suppliers and customers out in the market and so on. These are the things that entrepreneurs do anyway, and they are more important than ever now. We firmly believe that there will be opportunities out there for firms when the crisis ends, and our focus is on helping our clients to be ready for these opportunities when they arise.”

     

    Market Watch – How Covid-19 is impacting the Asia Pacific region

    Just as it has affected every corner of the globe, Covid-19 has made its presence felt in the Asia Pacific region. But according to Enterprise Ireland’s regional director for Asia Pacific, Mary Kinnane, while there is no doubt that it has had a disruptive impact on economies, businesses and lives, the level and magnitude of the impact differs by country and even sector.

     

    • While countries have been impacted in different ways, there is no doubt that Covid-19 has disrupted business and lives across the region.
    • Providing solutions for clients and showing commitment is crucial for Irish exporters.
    • Many sectors have been badly hit but there are still signs of growth in a variety of areas including life sciences, health care and education solutions.
    • The region has shown resilience and is likely to be one of the first areas to emerge from Covid-19 restrictions.

     

    China and South Korea were amongst the first countries hit by Covid-19, and life there is slowly but cautiously getting back to normal,” Kinnane says. “More and more businesses are now operating as before with public facilities reopening, while other countries in the region are still undergoing lockdowns and strong containment measures.

    “Adverse economic impact, at least for this year, is evident as seen from the revised GDP growth projections from the IMF earlier this month.  And the world economy is now projected to contract by -3% from the previous year, with growth projections for China at 1.2%, Japan at -5.2%, Korea at -1.2%, ASEAN 5 at -0.6%, and Australia at -6.7%.”

    Although Irish exporters will undoubtedly be affected, Kinnane say showing unwavering, commitment during these challenging times to customers and partners is particularly important.

    “Saving face is an important aspect of business culture in Asia so carefully managing the knock-on effects for your customers and partners is advisable,” she says. “If your business is adversely impacted by Covid-19 and consequently if you cannot fulfil orders, contracts or deadlines, then be clear with your customers and suppliers, but also try to provide alternative options and support. This will be perceived as a measure of your seriousness and commitment for the long term.

    Enterprise Ireland has made available new funding and capacity support programmes to help companies through Covid-19. says Kinnane.

    “We are acutely aware that our support is ever more critical so our network of offices from Beijing to Sydney are providing virtual introductions to buyers and partners, market research on trends and emerging opportunities and challenges along with other in-market business continuity and development supports.says Kinnane

    “We also see that some Irish businesses are taking this time to develop market entry and expansion strategy for some Asian markets with a medium- to long-term view.  We are aiding those businesses to achieve the objective, using our market knowledge, insight and networks in local markets.  Customer targets in ANZ & the ASEAN region are proving quite receptive to remote new enquiries with this being somewhat more challenging in the north of the region where facetime and relationships really matter.”

    While travel restrictions have been problematic for tourism and many businesses have been heavily hit by uncertainty, the regional director says there is increasing attention on the life sciences/healthcare sector with more favourable government policies likely to underpin increased investment in the sector. Cloud based SaaS systems, teleworking tools, and paperless processes are also seeing an increasingly rapid roll-out with opportunities well suited to the innovative and agile solutions provided by many Irish businesses.

    In addition, various Asian companies have announced their intention to develop antibodies or vaccines to combat Covid-19, so Irish businesses with strong expertise in pharma servicing, regulatory consultation, clinical trials and supply chains are actively probing for new and enhanced opportunities in the region.

    “Many companies tended to take a conservative approach relative to their western peers to remote work, “says Kinnane. “But Covid-19 has prompted companies, particularly in China, South Korea and Japan, to re-assess the value of remote-working. And there is now more leniency and openness in corporate culture to embrace the practice with a more strategic and long-term view. Hence, it’s timely that Irish companies now look to the east to capture untapped opportunities. But they may need to be prepared to conduct business for a prolonged period under current conditions and be more creative and resourceful than ever in developing and maintaining customer intimacy.”

    The regional director says it’s projected to be one of the first regions to emerge from the Covid-19 challenge, with economies faring relatively well. So as economic and business activities begin returning to normal, it’s imperative for Irish businesses to provide best-in-class services and products to their existing and potential customers in order to exhibit commitment and capability to perform in times of crisis.

    “Companies are currently reviewing their supply chains so if there are prospective customers and partners that Irish businesses have wanted to work with, this can provide a context to approach or re-approach them,” she advises. 

    “The overarching message from APAC is that of a region demonstrating real resilience with economic fundamentals remaining strong, and the opportunities for world class Irish companies being very compelling.  Our teams, from Beijing to Sydney are fully operational, ensuring a continuity of service with clients and networks and have a range of business supports and funding options to support exporters.”

     

    Learn more about supports available to businesses impacted by Covid-19 at Enterprise Ireland’s business response.

     

    The funding landscape – surveying the options

    Funding Landscape

    With entire business sectors forced to either cease trading completely or go into a period of near hibernation as a result of the Covid-19 pandemic, many companies are faced with a situation where income has slowed to a trickle while outgoings cannot be eliminated entirely if the business is to survive and emerge from the crisis intact.

     

    Look Inside the Business First

    These factors make a company’s state of readiness for access to funding, from all sources, critically important. When surveying the funding landscape, John Power, director of specialist financial advisory firm SGL, says the best place for companies to start is internally. That potential source encompasses existing debtors and customers who may be willing to pay in advance for a discount and also maximising terms with creditors which may include payments to Revenue.

    “Firms must still submit their returns on time, but Revenue is not going to apply penalties and interest for late payment,” says Power. “Revenue has really stepped up to the plate here. Companies should appreciate that flexibility and use it while they can.”

     

    Investigate State Support Schemes

    He also points to the range of supports on offer from the State, including the €450 million Covid-19 Working Capital Loan and €200 million Future Growth Loan schemes available through the Strategic Banking Corporation of Ireland (SBCI) and the €180 million Sustaining Enterprise Fund through Enterprise Ireland to help companies in the manufacturing and internationally traded services sectors to adapt their business models and return to viability. A Rescue and Restructuring Fund for worst-case scenarios is also available.

    “The SBCI Working Capital Loan Scheme offers loans of between €25,000 and €1.5 million over three years with a maximum interest rate of 4%,” says Power. “The funding is available on an interest-only basis for the first three months, and that will help companies get through the initial period of the crisis. Also, the first €500,000 is unsecured. That’s very important for service-based companies who may have limited assets to use as security.”

    Enterprise Ireland also has a new €5,000 Covid-19 Business Financial Planning Grant to help companies prepare financial plans for their internal needs and to better prepared to present a strong lending proposal to banks and the SBCI. There are also a number of strategic consultancy grants and other supports available to help companies maintain and enhance their competitiveness.

    Smaller companies also have other options. “Microfinance Ireland has stepped up with loans of up to €50,000 over three to five years at an interest rate now reduced to 4.5%, with no repayments required and no interest charged in the first six months,” says Power.

     

    Engage with your Bank

    Bank finance is, of course, an option worth pursuing but can be difficult to get in the current environment. “Banks look principally at two things,” Power explains. “Capacity to repay and security. And they need both before they will advance a loan. I hope that banks take a forward-looking view or else look back on 2019 performance when assessing companies’ ability to repay loans. If they just look at the first quarter of 2020, it will make things very difficult.”

     

    Credit Guarantee Scheme

    Companies which can demonstrate capacity to repay, but fall down on security, can always utilise the Credit Guarantee Scheme, he adds. Managed through the SBCI, the scheme guarantees 80% of the value of the loan in return for a half a percent premium on the interest rate. “This gives the banks the security they require in many cases,” says Power.

     

    Sustaining Enterprise Fund

    For companies that have been unable to raise finance through either the SBCI or the banks there is the Enterprise Ireland Sustaining Enterprise Fund. The purpose of the €180 million fund is to sustain companies which have been impacted by a 15% or greater reduction in actual or projected turnover or profit, or which have seen significant increase in costs as a result of the Covid-19 outbreak.

    In order to qualify, businesses must provide a Business Sustainment Plan outlining how the company will be stabilised and return to viability. Qualifying businesses will be offered a repayable advance of up to €800,000 to support the implementation of the plan.

    Very importantly, there is a three-year grace period on repayments. The advance must be repaid by the end of year five.

    “I am pleased to say that the new Sustaining Enterprise Fund is now open for businesses who are unable to raise adequate funding from the market,” says Enterprise Ireland CEO Julie Sinnamon. “My strong advice to companies is, if you haven’t already done so, to prepare an assessment of your financial requirements and progress funding applications to the banks and the Strategic Banking Corporation of Ireland (SBCI) immediately. Enterprise Ireland’s new Business Financial Planning grant will help companies to prepare a Business Sustainment Plan.”

    Other supports available through Enterprise Ireland include the new €2 million Covid-19 Online Retail Scheme which offers grants of up to €40,000 to retailers employing over 10 people to develop a more competitive online offer. Companies can also avail of the new €2,500 LEAN Business Continuity Voucher to help them access the expertise to identify the key measures needed to ensure continued operations.