shipping containers

Managing supply chain risk

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Global supply chains have been stretched to breaking point as a result of the COVID-19 pandemic. Enforced closures of companies, coupled with newly imposed border controls and other issues, have had a severe impact on many Irish businesses.

There are steps that can be taken to mitigate those effects, according to Shirlee Kelly, a strategic sourcing consultant with IDDEA, a strategic procurement consulting company.

“In Ireland, many companies rely on just-in-time delivery for the supply of goods and services, and the success of this strategy is dependent on highly integrated and efficient supply chains,” Kelly points out. “The availability of labour may impact on supply chains, while government actions may lead to delays in physically moving materials from location to location as well as at ports and across borders.”

As a first step, she advises businesses to assess their supply chain risks and identify those critical suppliers that can have a detrimental impact on the business. “Businesses should conduct a health check on their critical supply chains,” she says.

Start by looking at internal data.

  • Who are the high-spend, high-impact suppliers?

  • What are the immediate risks that you need to plan for?

  • How will you address any lack of supply?

  • What are the steps you need to take to ensure that you continue to meet your contractual obligations with customers?

Contingency Planning

The next step is contingency planning. “These plans may include, finding alternatives to normal supply routes, investing time in discovering and conditioning new suppliers,” Kelly advises. “Companies may need to change their sourcing strategies to include a more local approach. If companies are dependent on one supplier, they need to put measures in place to make sure they have sufficient stock and ensure business continuance. It is important for businesses of all sizes to build resilience across their supply channels and keep their key customers informed of the work they are doing to meet demand.”

Good supplier management is essential in order to reduce the potential impacts of supply chain disruption. “You may have 500 suppliers, so it is not possible to manage every supplier in the same way,” Kelly notes. “We use the Kraljic Matrix to categorise suppliers by the value you spend with them and the risk they pose to your ongoing operations.”

This matrix reveals those suppliers who are strategically important by evaluating them against their value to the bottom line and the risks of a disruption affecting their performance. High-value, high-risk suppliers clearly need careful management, as indeed do those in the low-value, high-risk quadrant who are defined as bottlenecks.

Supplier management begins with information.

“Capture all appropriate data about your critical suppliers, and use this information to drive value for your organisation.  Using tools such as Porters Five Forces and PESTEL analysis as part of your market research, will allow you to assess and evaluate the external factors which may affect your industry and business operations.” says Kelly.

The data analysed, and the knowledge gained, forms the basis of your supplier performance management. “Ensure you have a scorecard in place to allow you measure supplier performance? What metrics do you use and are they aligned with what you are trying to achieve in your overall business strategy?”

“It is important that strategic suppliers work with you on risk management strategies,” she adds.

Those risk management plans should be based on four key elements – awareness, impact, mitigation, and contingency planning.

“Awareness is about understanding the probability and potential impact of the risk,” Kelly explains. “The goal of risk management is to recognise, reduce or mitigate the likelihood of risk. The objective is to identify procedures for managing all stages of risk, this includes, disruption – interruption, response, recovery and restoration of service.

She concludes by pointing out that doing nothing is not an option.  “Companies need to act now, investigate the opportunities in your data, identify your key supply partners and work together on problem resolution.  Treat key suppliers as an extension of the business and find out how you can support each other. Irish businesses are very good at working together in difficult times.  Government bodies such as Enterprise Ireland are a great resource for information on the various supports available to Irish businesses.  The companies I am currently working with are sharing information with their supply base and this is helping to ease supply chain problems.”

man applying for funds

Support when it’s needed most

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The Department of Employment Affairs and Social Protection (DEASP) has launched a range of supports for employers and people who have lost work and income in order to support them during the COVID-19 crisis. These include the COVID-19 Pandemic Unemployment Payment and the Enhanced Illness Benefit Payment.

 

Pandemic Unemployment Support

The COVID-19 Pandemic Unemployment Payment is an emergency payment of €350 per week introduced by the Government in response to the numbers of people who have lost employment on foot of the pandemic. It is designed to quickly get thousands of people into payment.

According to the DEASP, all workers, including the self-employed, are eligible to apply for this emergency payment provided they are aged between 18 and 66 and have lost employment – or temporarily ceased trading if self-employed – due to the pandemic, and live in the Republic of Ireland.

To be eligible, workers must have been in employment or self-employment immediately before Friday 13 March and have been temporarily laid off from work, and are not in receipt of any employment income. For employees, their employer must not be in a position to retain them on the payroll.

 

Apply online for quick payment

The quickest and easiest way to apply for the emergency COVID-19 payment is to apply online at MyWelfare.ie All that is required is for the individual to have an email address, a bank account and a PPSN. Simply go onto the COVID-19 Services section of the website and apply for the payment. You will have to set up an account, but it is a simple and straightforward process.

The DEASP advises those with an adult dependent and one or more dependent children to apply for the Covid-19 Pandemic Unemployment Payment and then apply Jobseeker’s Benefit instead, as this will pay more than the €350 available under the COVID-19 scheme.

 

Enhanced Illness Benefit Payment

The Enhanced Illness Benefit Payment is available to workers who have been told to self-isolate by a doctor or the HSE, or have been diagnosed with COVID-19 by a doctor. To be eligible for this payment, a person must be confined to their home or a medical facility. The rate for this payment is €350, as compared with the normal Illness Benefit rate of €203. It will be paid for a maximum of two weeks where a person is self-isolating and for a maximum of 10 weeks if a person has been diagnosed with COVID-19.

A doctor will complete a medical certificate on the person’s behalf and send it directly to the DEASP. Alternatively, where the person has been advised by the HSE to self-isolate, they will need to submit a copy of the HSE notification with their Illness Benefit application form.

Once again, the quickest and easiest way to apply for the payment is by applying online at MyWelfare.ie

 

Short Time Work Support

Another payment available to workers is Short Time Work Support. This is a form of Jobseeker’s Benefit for people temporarily placed on a shorter working week. The payment is made in respect of the person’s regular salary for the days that they are no longer working. For example, if their working week has been reduced from a five-day work pattern to three days, they can receive support for the other two days. Payment is proportionate to the €203 Jobseeker’s Benefit rate.

People can apply for Short Time Work Support by applying at their local Intreo Centre or Social Welfare Branch Office.

 

Temporary Covid-19 Wage Subsidy Scheme

Operated by Revenue, the Temporary Covid-19 Wage Subsidy Scheme is an innovative initiative to support companies to retain employees and to re-employ employees who have been laid off due to the COVID-19 pandemic. Under the terms of the scheme, employers will be refunded 70% of an employee’s wages – up to a level of €410 per week.

The subsidy scheme applies both to employers who top up employees’ wages and those who aren’t in a position to do so. Employers make the support payment to their employees through their normal payroll process and will then be reimbursed by Revenue within two working days of receipt of the payroll submission.

The scheme is available to employers from all sectors (excluding the public service and non-commercial semi-state sector) whose business activities are being adversely impacted by the COVID-19 pandemic.

To qualify for the scheme, employers must be experiencing significant negative economic disruption due to the COVID-19 pandemic; be able to demonstrate, to the satisfaction of Revenue, a minimum of a 25% decline in turnover; be unable to pay normal wages and normal outgoings fully; and retain their employees on the payroll.

Revenue has made it clear that declarations made under the scheme are not declarations of insolvency.

Employers wishing to register for the scheme can apply to Revenue through ROS myEnquiries on the COVID-19: Temporary Covid-19 Wage Subsidy section.

Market Watch Germany – Webinar – Covid-19 challenges and market sentiment

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Market View Germany

Enterprise Ireland’s offices in Germany have launched a series of Webinars; Market Watch Germany, to help Irish companies exporting to Germany navigate the challenges and opportunities presented by Covid 19.

The first webinar on Friday April 3 looked at overall market sentiment and the German Government support package for companies facing acute difficulties in light of Covid-19. We were joined by market, legal and tax experts from Germany Trade & Invest, SHWP Tax & Law and MHL Law.

 

Marina Donohoe

Market Watch – A view from the UK, Central & Northern Europe

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There is no doubt that COVID-19 is making its presence felt with businesses across the globe feeling its impact and Marina Donohoe, Regional Director, UK, Central and Northern Europe, says Enterprise Ireland clients in the region are no different.

 

Key Takeaways:

  • Great uncertainty on how deep the recession might be and its length makes it a particularly challenging time for Irish industry. 
  • Restriction of movement is causing further issues for Irish exporters.
  • Prepare for the upturn – invest in client and partner relationships to secure existing business and research potential new opportunities to emerge now and post the crisis.

 

“Restrictions on movement of people is impacting on clients’ ability to respond to customer and partner needs,” says Donohoe. “Market confidence and demand has been eroded, and deals are being lost while fund raising plans have been curtailed or stalled. There is great uncertainty on how deep the recession will be and how long it will last, and this makes for a particularly challenging time for Irish industry.

“Enterprise Ireland has eight offices across the region which are working closely with clients on a one-to-one basis to support them throughout this difficult period focusing on sustaining existing and securing new business where possible.” says Donohoe.

 

Strengthening partnerships

Donohoe says it’s vital for companies to stay connected by keeping abreast of what is going on, exploring the possibilities of virtual business and continuing to invest in client/partner relationships.

“It’s a time to listen and learn about the problems your clients are experiencing and how together you may find potential solutions which strengthen your partnership,” she says. “But also, it’s important to exercise caution when extending credit, especially when your business partners are relatively new, and you’re not familiar with their current liquidity position.

“So, I would encourage companies to actively research the marketing issues their clients are facing, seek out information on the current situation from trusted sources like the WHO or local government departments. And continue to invest in marketing because while industries globally are in crisis mode, they are still seeking solutions to trade so with heavy restrictions on travel, focus on virtual meetings and as a means of engaging prospective new customers.”

 

Global supports for business

While it is undoubtedly a difficult time in business, the regional director says there have been many supports put in place across UK, Central & Northern Europe and Russia.

“A variety of measures have been adopted by the British and other European governments,” she says. “Each country is offering a range of specific supports including loans, wage subsidies or guarantees and these may be relevant for Irish companies with a presence overseas. OECD provides a regularly updated Country Policy Tracker to help navigate the global policy response and provides information on travel, border crossings and general health advice.

 

Key sectors facing challenges

“Many sectors are severely impacted such as the tourism and hospitality trade, personal and professional services and certain areas of the financial and manufacturing sectors.

“Transport is also a major concern and although some countries (e.g. UK and Sweden) have not closed their borders, many others have created temporary regimes which are causing problems for road deliveries – logistics details can be found here.

With all these added complications, doing business can be difficult for Irish exporters and Enterprise Ireland is currently preparing sectoral market insights which will be shared with clients and updated weekly to provide view on market conditions, government supports etc.  Details on public sector contracts and offers can be seen on this platform and also on the GOV.UK site.

 

Opportunities for growth

Donohoe also says there are still opportunities for growth but in a few core sectors:

“The healthcare, pharma, digital services and medical device sectors are still experiencing growth and Enterprise Ireland has been fielding requests for solutions in this area,” she says. “Similarly, solution providers for retail, BPOs, food production and office solutions may also see some growth.” 

“As markets and sectors emerge from this crisis with expected fundamental shifts in consumer/business needs it is a time to also prepare for these changes. Ireland’s SMEs have demonstrated resilience and flexibility by adapting to Brexit challenges and a global recession so remaining agile will be an advantage”.

No-one knows when the crisis will be over, but Donohoe says it’s vital for Irish exporters to stay connected and prepare for the reopening of markets.

“Utilise all digital tools to deepen relationships and promote your business,” she advises. “Prepare for the upturn to secure existing business and research potential new opportunities to emerge now and post the crisis.

“Business and consumer demand will change so investment in research, new idea validation, competitor analysis and the development of strong market development plans will all position Enterprise Ireland clients for the next global economic growth cycle.  Enterprise Ireland’s executives across the 8 offices in UK, Central & Northern Europe are on hand to support you through this exceptionally difficult and unprecedented period.”

Marina Donohoe is Enterprise Ireland’s Regional Director for the UK, Central and Northern Europe. To learn more about the steps companies can take to address the impact of Covid-19 visit our business supports page.

Anne Lanigan Enterprise Ireland

Market Watch – A view from the Eurozone

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Anne Lanigan, Director of the EurozoneThere is no doubt that the impact of COVID-19 on mainland Europe has been profound with most countries operating on a skeleton crew of essential businesses and services. However, Anne Lanigan, Regional Director, Eurozone, for Enterprise Ireland, says goods are still moving and it is possible to do business.

 

Key Takeaways:

  • The situation is evolving daily and the 45 strong Enterprise Ireland team on the ground in the Eurozone are working and available as normal, albeit remotely to be of assistance.
  • Business is still moving although slower, particularly in the Medtech, Pharma, Construction, Food, eCommerce and other services sectors.
  • The innovation, flexibility and commitment of Irish companies will help them survive this crisis.

 

“A lot of sectors have been very badly hit, particularly in the hospitality, aerospace and automotive sectors,” she says. “High tech construction of pharma facilities and data centres is still continuing, with some challenges in Germany and the Netherlands. Pharma, Medtech and Food still continue as best they can, and we have good examples of clients in the technology, eCommerce and employee engagement sectors who are experiencing growth. However, for many sectors things are likely to get worse before they get better.”

“I would encourage Irish exporters to make contact with customers, partners and distributors. Communication is crucial at this point. Getting an understanding of the situation your customers are in will help you in forward planning and may help you to deliver an immediate or different solution. In addition, the contact you make now will be appreciated and remembered once we are over this crisis.”

Speaking to customers over the telephone or in a virtual meeting, rather than by email, will offer a much better opportunity to engage and get insights into their situation, what their future plans are and how you might feature in those future plans.

Depending on staff availability and the level of slowdown, Lanigan says some businesses may be able to use this time to build their export capability.

“This could be an opportunity to do market research, a very important element of successful exporting” she advises. “This crisis is temporary so fundamentally it’s still important to validate markets and sectors for your products and services, carry out competitive analysis, build a pricing and communication strategy and develop a strong market development plan.

Doing an online language course for an hour every day might also be a welcome break away from home working while also building up a necessary skillset for exporting to Europe.”

The Eurozone director says there are many supports available to Enterprise Ireland clients as well as government supports available to all companies. These can be found on the Enterprise Ireland Covid-19 business response pages and new supports will be added as soon as they become available. Specific market supports such as the Market Discovery Fund are of course still all available. And Eurozone Market Advisors can provide specific information on supports available locally in their markets.

“Alongside the obvious market challenges, we are seeing a number of other challenges. Our clients are in some cases finding it difficult to engage with customers who are busy trying to resolve their own internal problems,” she says. “Movement of product is also more complicated as extra paperwork is required in some locations. It’s also difficult to get clarity regarding the movement of people as the situation is evolving. However, we continue to assist client companies in meeting buyers (virtually), and we are seeing business deals– it’s not anything close to normal but it is still moving.”

“In addition, in every crisis there are opportunities. Irish companies are typically highly innovative and are quick to pivot. Our clients are known for their flexibility and can change focus quite quickly so there is the possibility to adapt products and services to win business in new markets and new sectors.

Lanigan says the key to surviving this crisis is to stay close to customers, demonstrate flexibility, and be innovative:

“Markets will start to open again so we need to ensure that we are ready to get going when we come out of this crisis.”

“Enterprise Ireland Market Advisers are available to help. Our team across the Eurozone are working remotely and contactable by phone or email for one-to-one support. Our priorities are to respond to particular requests from clients and to proactively support clients to continue to do business. In addition to supporting contact with customers, distributors and partners, Market Advisors can also provide advice and help with local market knowledge on the evolving situation and help deal with particular issues as they arise. If you haven’t had recent contact with your Enterprise Ireland Market Advisers please get in touch with your Development Adviser who will make the introduction.”

“Irish companies are known across Europe for being innovative, flexible, easy to work with and committed. These characteristics will stand to us and help us through this difficult period.” says Lanigan.

 

How Payslip filled a gap in the multinational payroll market

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“Enterprise Ireland provided great support through its fintech network. They enabled us to leverage international channels and acquire clients.”


Payslip Founder & CEO Fidelma McGuirk

Overview:

  • Founded in 2015, Payslip empowers multinational companies to standardise global payroll processes and manage international data, resources and vendors on a single platform.
  • Began its seed funding process and applied for High Potential Start-Up support in February 2018.
  • Since then, Payslip has acquired 23 clients across Europe and the US, including LogMeIn, GetYourGuide and Airbus, and the company has plans to increase sales by 400% in 2020.

 

Case Study: Payslip

As CEO and Director of Operations for an international tax company, Fidelma McGuirk was in charge of company growth and management across 21 countries. At the time, her company was using a variety of payroll service vendors. Frustratingly, she found no existing technology that could automate, integrate, and streamline their global payroll operations. So, she decided to create a platform to deliver this.

Payslip provides automation and integration technology to multi-national employers to standardise their global payroll management. Payslip technology integrates with human capital management and accounting/ERP systems, automating payroll processes and standardising global payroll data and reporting. With Payslip, multinational clients can centrally manage their global payroll operations with visibility, control and governance as they expand operations across borders.

Pre-launch, McGuirk and her team conducted robust market testing. They spoke to over 470 multinational employers, payroll providers, and international payroll associations, including the Global Payroll Management Institute in the US and the Global Payroll Association in the UK. McGuirk’s instincts were correct: there was a strong need for a new global payroll model with a focus on automation and standardisation.

In February 2018, Payslip began its seed funding process and applied for HPSU support. The start-up found solid support in its Enterprise Ireland Development Advisor (DA), who helped to guide Payslip through the application process. Once HPSU status was gained, the goal was to seek a strong investor partnership that would help grow the business and open international channels to multinational companies.

“HPSU offered us established, structured support,” says McGuirk. “As an organisation, they have international market experience—they’ve been through this journey before. They were able to arrange the specific introductions needed in foreign markets.”

Over the past two years, Payslip has acquired 23 clients headquartered across Ireland, Germany, The Netherlands, Denmark, and the US. Clients like Airbus, Teamwork, AMCS Group, Argon Medical Devices, LogMeIn, Phorest and others use the Payslip platform to manage and control global payroll for employees in over 60 countries. Sales increased 500% after the first year and McGuirk says the company has plans to increase by another 400% in 2020.

 

Educating the marketplace on the need for payroll innovation

Initially, the greatest challenge was helping potential investors and clients to understand how Payslip technology could disrupt and transform the market.

“What we were doing was different than what was done before, Payslip is a technology solution for global payroll, not a service for payroll calculations,” McGuirk says. “We had to educate the market and help people understand that we don’t compete with payroll service providers—we collaborate with them.”

Payslip brought something entirely new to the table: a technology solution to automate and standardise the global payroll process in a way that delivers central governance, while accommodating local country payroll nuances . Previously, the established industry players were traditional global payroll service offerings like ADP, Ceridian, and CloudPay. These service firms focus on delivering in-country payroll calculation and compliance expertise. According to McGuirk, there is no other platform that provides a single, end-to-end global payroll management solution like Payslip.

Payslip began acquiring early-adopter clients and interest was high among high-growth, technology-based companies. McGuirk says the first client was naturally the hardest to land. After that, things took off quickly. Thanks to the growing number of multinational companies who are going digital to achieve central governance, Payslip is now the leader in the new Gartner industry category of digital payroll services.

 

More markets, more clients

Payslip closed its Series A fundraising in February 2020 and, so far, all its initial investors have followed their investment in Payslip. McGuirk says that being a HPSU company will help it achieve its goal of continued international growth pointing out that Enterprise Ireland has resources in the right foreign markets. Their international teams have a good understanding of what is happening locally, which is crucial for market penetration.

“We intend to extend our reach into more markets and acquire more clients,” McGuirk says. “Our single focus is to continue growing our client base internationally from our headquarters in Westport, Co. Mayo. Enterprise Ireland is very supportive of this objective.”

Part of Payslip’s growth plan includes the expansion of its sales and engineering teams here in Ireland to support those global aspirations. Working together with Enterprise Ireland and the HPSU team, McGuirk is confident that her company can optimise its commercial capabilities to capitalise on growth opportunities and gain market share.

Click here to learn more about becoming a HPSU or contact our Start-Up Enquiries Team to find out more.

From tech enthusiast to industry innovator – How Immersive VR is revolutionising education

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“It’s not just the money that HPSU provides. It’s the information, contacts, and the advice they give you.”
David Whelan, Founder, Immersive VR Education

Overview:

  • Immersive VR Education was founded in 2014 based on the belief that virtual reality has the power to transform how training and educational content is delivered and consumed globally.
  • The business was ushered into the New Frontiers Entrepreneurial Development programme before qualifying for High Potential Start-Up support, which was used for product development, talent acquisition, conference attendance and more.
  • Today, Immersive VR Education has a staff of 40 people and sales of its applications and education licenses are growing at an average of 50% each year.

 

Case Study: Immersive VR

David Whelan is a self-taught web developer and all-round tech enthusiast. When he came across the first model of the Oculus virtual reality headset on the fundraising website Kickstarter, he was intrigued. The recession had hit Ireland and money was tight, but Whelan still spent his last €300 to purchase the cutting-edge product.

Inspired by the new technology, Whelan built one of the very first review websites for virtual reality. He realised that, despite the potential power of this tech to impact learning, most existing VR content consisted of video games and entertainment. It’s true that NASA and several medical research facilities were using virtual reality for training, but access to these experiences was extremely expensive. He had identified a glaring gap in the VR market: educational material for the average consumer. That’s when Whelan decided to start his own virtual reality business: Immersive VR Education.

Whelan was convinced that his idea held merit for educators worldwide, but in order to make it happen, he needed funding. He paid a visit to his local Enterprise Ireland office in Waterford, bringing along the VR headset.

“When pitching my idea, the first thing I had to do was explain VR,” says Whelan. “Then I would let them try it. People were always blown away by the experience. They definitely thought I was crazy, but they could see I was committed. It’s hard to deny the power of VR once you’ve tried it.”

Enterprise Ireland agreed that the start-up had huge global potential. Immersive VR Education was ushered into the New Frontiers Entrepreneurial Development programme with the goal of eventually qualifying for High Potential Start-Up support. Its partnership with Enterprise Ireland generated funding used for product development and enabled Whelan to bring his wife and co-founder, Sandra, on staff. The start-up’s HPSU development advisor, who came from a similar business and technical background, suggested applying for grant funding, so it participated in the HPSU Feasibility Study, which contributed toward costs to attend conferences in relevant industries.

 

Enterprise Ireland introduced Immersive VR Education to their overseas offices in places like New York, Tokyo, and London. Whelan says these international teams were extremely helpful and happy to advise whether the new VR products would be well received within their respective markets.

Whelan says, “I couldn’t have started a business anywhere but here. Enterprise Ireland vetted us and vouched for us, which gave investors confidence in our business idea. This opened important doors to funding and helped us to no end.”

 

Shoot for the moon

Most of the early fundraising went toward building Immersive VR Education’s first application: the Apollo 11 virtual reality experience. Whelan describes the 1969 moon landing as “a shining beacon in history.” He and his team of developers worked hard to build a virtual reality experience that would transport viewers directly to the surface of the moon with the Apollo 11 crew. He believed that this type of immersive learning would mean much more to students than simply reading about the event in a textbook.

When the demo for Apollo 11 VR was launched, Facebook used it in conjunction with the release of its new Oculus headset. The partnership gave Immersive VR Education the remaining funds needed to complete the application. When all was said and done, Apollo 11 VR cost about $100,000 to build and went out as a top title on the Oculus Rift VR headset. Since then, the application has generated over $2 million.

 

Education for everyone

Following the roaring success of Immersive VR Education’s first application, it began to build out its business and hire more staff. Whelan took the education angle to a whole new level, creating a virtual university where educators can teach anyone in the world via its virtual classrooms.

“We want a future where education is accessible to everyone,” says Whelan. “I fully believe there is another young Einstein out there, missing his chance to change the world because he doesn’t have access to quality education. We’re here to change that.”

Immersive VR Education hopes that in the future, we will see virtual universities around the world. Whelan dreams of providing the opportunity for students to attend a physics class at MIT in the morning and literature at Oxford in the afternoon. He also sees potential for exposing home-schooled students to the social benefits of the classroom experience, helping to alleviate isolation for children who are not involved in traditional schooling. The possibilities, he says, are endless.

 

Exceptional growth with Enterprise Ireland

Today, Immersive VR Education has a staff of 40 people. Sales of its applications and education licenses are growing at an average of 50% each year. The company sells products online globally, with its highest numbers coming from the US, UK, and Korea.

Although Immersive VR Education flew through the official HPSU programme in just under three years, Whelan says that Enterprise Ireland is still very much part of their daily operations. They regularly send advisors to Waterford, provide advice and industry connections, and enable access to further support and grants.

The company’s latest goal is to expand and hire more staff. Recently, it availed of the Enterprise Ireland GradStart programme, which Whelan says is invaluable when it comes to sourcing new recruits. Immersive VR Education expects to see exponential growth over the next three to five years as the company continues its work of revolutionising education around the globe.

Is your business ready to take the next step towards becoming a HPSU? Contact our Start-Up Enquiries Team to find out more.

Click here to learn more about becoming a HPSU or contact our Start-Up Enquiries Team to find out more.

Is your business ready to take the next step to becoming a HPSU? Click here to learn more or contact our Start-Up Enquiries Team

How Manna Drone Delivery is changing the global delivery industry

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“Indigenous tech is at a huge disadvantage compared to FDI companies. Enterprise Ireland gives us policy support and the advantage we need in order to scale.”

Bobby Healy, Founder, Manna Drone Delivery

Overview:

  • Serial entrepreneur Bobby Healy of CarTrawler fame founded Manna Drone Delivery in 2017 to revolutionise food delivery.
  • The High Potential Start-Up team provided invaluable logistical support, training, and market access.
  • Healy plans to begin scaling the company globally in the next 18-24 months.

Case Study: Manna Drone Delivery

Bobby Healy is an experienced entrepreneur, but his latest idea is probably his most revolutionary yet. For the last three years, he’s been building Manna Drone Delivery, a service with which he plans to revolutionise the world of online food delivery. Healy says he noticed that major food platforms don’t deliver to suburban Ireland. The reason? It is nearly impossible to drive or deliver food profitably. The practice is cost-prohibitive but still needed in many areas. He saw an opportunity to use new technology as a solution to the problem: drones. Healy founded Manna and began hiring experts who could turn his idea into reality.

A computer programmer by trade, Healy began his career writing video games for Nintendo. Since then, he has founded and led two successful businesses, including CarTrawler, the world’s largest mobility marketplace for airlines. Healy’s programming expertise was also the foundation for his drone delivery idea. Over the last two years, the Manna team has built and tested custom software, hardware, and batteries. They are also working with aviation regulators in multiple markets about airspace law. The end goal is to “make a 3-minute, low-cost food delivery service as pervasive as running water in Europe and the USA.”

“Anywhere there’s an economy where food delivery is growing, we should be there. By 2021, we’ll begin to scale and then enter markets everywhere.” says Healy.

The entrepreneur’s last two businesses were supported by Enterprise Ireland, so it was only natural that Healy went to them with his newest idea. He says that onboarding with the High Potential Start-Up (HPSU) team was a straightforward process.

“The HPSU team were always available to meet and help us understand what they needed for us to qualify. It’s not a rigid organisation. They do everything they can to take care of formalities in the background as you get going on the work,” Healy says.

 

HPSU making headway on foreign soil

Currently, there are 23 people working for Manna. Healy says that with Enterprise Ireland’s guidance, he plans to begin commercially scaling the company in the next 18 to 24 months. He predicts HPSU will be invaluable when it comes to logistical support, training, and market access. He plans to lean on HPSU as he pushes Manna’s service into the global marketplace.

One of the biggest challenges to launching international drone operations is airspace regulation. Flight rules vary from country to country and Healy’s team will need to negotiate with lawmakers in each region where they hope to fly. The partnership with Enterprise Ireland will be crucial for gaining permission to operate in foreign airspace. The key to success is access to the people who control those regulations.

“Enterprise Ireland is there to help with introductions to regulators in foreign countries,” Healy says. “They offer an industrial international presence.”

Healy admits that his company is facing some inordinately large challenges, saying it is probably the most complex business you could build. Manna must find solutions for custom cloud services, market integration, new hardware, regulations, certification, and licensing. On top of everything else, there is the matter of finance. Healy says the first hurdle in fundraising was educating and convincing investors that his idea was viable. The scale and audacity of the plan can be hard to fathom for some.

Healy says, “Most businesses are predictable and believable. Ours is beyond cutting edge. We’re doing something totally new, but we’ve overcome disbelief and begun to successfully raise significant levels of capital.”

The international business community has shown faith in the fledgling company’s new ideas. In addition to regulatory access across borders, Enterprise Ireland has been working to assist Manna throughout the fundraising process.

“The team in San Francisco have been instrumental in opening doors for us as we raise funds,” says Healy. “They give us respectability and prominence in the industry.”

 

Sights set on more than just food

Manna is launching as a food delivery service, but Healy says the start-up won’t stop there. He decided to hone in on the food industry because the volume of potential deliveries is so high. Healy says this will allow the new business to be capital efficient. Once the infrastructure is in place, however, it plans to also roll out services for pharmacies, hardware stores, butcher shops, bookstores, and anything else that fuels a local economy.

In order to reach these goals, Healy says talent acquisition will be important. As drone technology continues to develop, Manna will need more high-quality technicians, designers, and programmers on board to keep up. He predicts that the company’s ongoing relationship with HPSU and Enterprise Ireland will once again be valuable as it scales.

“A small start-up company needs an endorsement that says, ‘These guys are a team to work with’. We’re competing with the big guys for talent, so HPSU helps address that imbalance.” says Healy.

 

Is your business ready to take the next step to becoming a HPSU? Click here to learn more or contact our Start-Up Enquiries Team.

Dmac Media Director of Sales

Dmac Media – attracting new talent with GradStart

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“Tech graduates are highly desirable and form a key part of our growth plans.  We had issues competing for that talent and GradStart allowed us to offer a much more attractive package to graduates.”

Dave McEvoy, Sales Director, Dmac Media

Overview:

  • Dmac Media is a web design agency offering a full suite of web solutions including web design, eCommerce platforms, content management and digital marketing.
  • With offices in Dublin, Sligo and Cork the company used Enterprise Ireland’s GradStart initiative to attract fresh graduate talent and drive business activity.
  • The GradStart programme offers salary support of up to 70% for the employment of graduate talent to assist companies when expanding into new markets.

1. What attracted you to get involved in GradStart?

Tech graduates are highly desirable and form a key part of our growth plans.  We had issues competing for that talent and Enterprise Ireland‘s GradStart allowed us to offer a much more attractive package to graduates.

 

2. What did GradStart allow you to do that you wouldn’t have done otherwise?

Bringing in fresh talent to our business allowed us to focus more heavily on business development as a daily activity rather than a paper based plan.

 

3. What challenges and/or opportunities did GradStart help you address?

With qualified personnel we had lower training and induction costs this allowed us to keep up in a fast paced sector in a sustainable way.  The challenge (as always) was finding the right graduates.

 

4. Which areas of the business did the graduate contribute to?

Our graduates have broadened both our technical skillset as well as our graphic design and process management skills.  The impact was noticeable from day one.

 

5. How did participating in GradStart impact your business positively?

GradStart gave us a headstart on developing new products which in turn has brought our entry into new markets considerably closer.

 

6. Were there any learnings from your participation in GradStart that you have taken forward into your business?

We have evolved from a company with very standard and fixed methodologies to one that is now willing to experiment and develop better strategies.

 

7. Would you recommend GradStart to your business peers? If so, why?

Yes, it gives you time to focus on the business rather than just working in the business.

Learn more about GradStart and how it can support your business growth.

Why ‘no’ is the most common word used in French business

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France is the most visited tourist destination in the world. Almost 83 million visitors a year make the trip to one of the most culturally rich and diverse countries in the world – and it’s easy to see why.

But visiting as a tourist, as many Irish people do, only scrapes the surface of the French psyche. How France deals with visitors is not always the same as how French business is conducted and it is important to discern the difference.

Irish business culture has evolved into an open, often informal and flexible solution-based environment, driven both by Irish innovation and the requirements of multinational partners. Given that we are an export-driven economy, we are outward facing by default and used to finding bespoke solutions.

 

How French business culture differs from Ireland

It could not be a more contrasting picture in France. French business culture can appear formal to the point of excess, governed by layered hierarchy and tiered bureaucracy.

Combined with French pride in putting their native tongue foremost, it may appear, at first, a difficult cultural barrier to overcome.

At Enterprise Ireland’s most recent Ambition France event, Irish exporters shared first-hand experience of French business culture.

By following the well-trod path to the UK, the US and the English-language friendly Benelux regions, Irish firms could be missing out on opportunities to break into one of the world’s richest countries. France remains a €2.5trn economy, with consistent growth. It is the world’s seventh-largest economy and the third biggest in the Eurozone.

However, for an Irish business keen to enter France, who has done its market research and established its product fit, it will soon become clear why the formality and ‘red tape’ exists.

France loves detail. Bureaucracy is there to establish – and protect – quality. Rather than act as a barrier for entry to the market, it levels the playing field for all competitors. It also means negotiations can be lengthy, and unlike the transactional price-based nature of, for example, the Netherlands, quality and attention to detail will be weighted highly in French business.

“It can seem bewildering,” Michael Stack, Managing Director of Tricel, the Killarney-based composites manufacturer told the conference. 

“But the rules are applied fairly and squarely. No-one is trading within our market outside of the regulatory system. It’s not just a rules-based country, it’s a rules-based country where rules are enforced. That makes it fair for everyone.” says Stack.

 

How to do business in France

It’s why, when doing business in France, one of the most common words heard in meetings will be “Non”. This is not a negative but actually the first step on the road to “Oui”. “Non” forms the basis of a discussion with your intended partner or client that will deal heavily with specifics and navigating French regulatory compliance.

“No doesn’t always mean ‘no’,” Nicola-Marie O’Donovan, Senior Agile Coach from BlaBlaCar, told delegates. “It will likely be the start of a conversation. In Ireland, we tend to say ‘yes’ too quickly. In France, an argument is usually the precursor to a discussion.”

 Formality must not be disregarded, even in looser cultural environments, such as the tech sector. Resist the urge for small talk and never ask personal questions unless invited to do so.

Within French organisations, it would be expected to inform senior figures ahead of team members of developments, even if it would seem to be non-essential information. Protocol matters.

Language skills will be mandatory if an Irish firm is to deal successfully in France or deal with French business partners. French is preferred and having a native French speaker on staff sends a very strong signal of your intent. It is quite normal to have a presentation deck in English but the discussion in French.

Do not underestimate French pride in their language. Make the effort to have marketing and web material accurately translated, preferably by a native French speaker.

“We went to a trade show early on in our venture in France and set up our display with our banner in French but it contained a grammatical error. Every single person who walked by our stand stopped and pointed it out,” Stack told the conference.

 

Get support from Enterprise Ireland

Language can be resolved, of course, with key hires and outsourced translation. Enterprise Ireland’s own GradStart programme will part-fund salaries of individual graduates with a language qualification in the key market helping to get your own boots on the ground in-country, something the French value highly.

Being there matters, agreed Eoin Licken, the Grenoble-based Commercial Manager of Tekelek:

“There is often surprise when a prospect sees me ringing on a French mobile, in French, and you can see the change of tone in the conversation as a result.” Eoin Licken explains.

If your product fit is right for France and you are prepared to adapt to French culture, be prepared for a rewarding foray into the market, said Stack. He added: “If you a want a market where you can compete, where quality is valued rather than cost, then you should seriously consider doing business in France.”

team discussing market research plan

Access premium business intelligence reports with the Market Research Centre

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The main ways client companies can utilise the Enterprise Ireland Market Research Centre

 

If you are interested in entering a new market or diversifying into a new sector, Enterprise Ireland’s Market Research Centre can help. Read how you can best use this Enterprise Ireland support.

Conducting market research can help to reduce business risks and assist your company to map out its journey to growing exports. To support client companies, Enterprise Ireland has invested in access to premium business intelligence databases in Market Research Centres in Dublin and eight regional hubs.

But how can you best access the Market Research Centre? Follow these five steps to make the most of your time there.

 

  1. Create your research objective

First, consider what the information you need will be used for and in what type of resource it is likely to be found. Resources provided by the Market Research Centre include:

  • Market reports
  • Country reports
  • Industry and sector reports
  • Company listings for lead generation
  • Trend forecasts
  • Journal articles

All of this information and research is provided by respected publishers and can only be accessed by clients within the Market Research Centre. The Centre’s information specialists work with a range of providers to ensure your company has access to the most up-to-date knowledge available. Once your research objectives are clear, then you are ready to take the next step.

 

  1. Explore the databases online

Get a sense of the databases you would most like to access at the Market Research Centre online before you make an appointment. You can even search for specific report titles here. By preparing in advance, and checking in with the Market Research Centre before your visit, you can ensure that relevant material is available when you need it and that your time is spent efficiently.

 

  1. Book an appointment

Contact the Market Research Centre to discuss your research request and to arrange a visit to the main centre in Dublin or to any of the eight regional office hubs. Currently there are facilities in the following Enterprise Ireland regional offices: Athlone, Cork, Dundalk, Galway, Shannon, Sligo, Tralee and Waterford.

To book your appointment, contact:

Phone: (01) 727 2324

Email: market.research@enterprise-ireland.com

Opening Hours: Monday-Friday, 9am-5pm.

 

  1. Stay up-to-date and social

The Market Research Centre blog is the best place to find the latest information about resources. This includes the most recent reports available to Enterprise Ireland clients, arranged into categories that are easy to search. From country-specific reports to individual sector research and Brexit-focused news, visiting the blog regularly will give you a sense of the breadth and depth of research and information available to consult during your visit.

You can also follow the Market Research Centre on Twitter to stay up-to-date with its latest news.

 

 

  1. Get guidance from information specialists

One big advantage of using the Market Research Centre is that you’re no longer alone. The Centre’s knowledgeable information specialists are readily available to guide you towards the most relevant reports and databases for your needs. The Market Research Centre’s information specialists can also help you to determine which reports are most relevant to your needs, or assist you with developing a plan of action on which sector or country you should start researching.

Conducting the right market research is vital for businesses to maintain their competitive edge and enjoy successful export growth. With Brexit a reminder of the importance of diversifying and discovering exciting new export opportunities, get the right support from Enterprise Ireland’s Market Research Centre.

GradStart

5 ways GradStart can help you to attract and retain graduates

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Talent is one of the business world’s most valuable resources. The ability to attract, recruit and retain, ambitious, highly skilled employees is a must for every Irish company aiming for success in exporting markets.

Irish companies with the ambition to grow exports, will benefit from developing a competitive edge to attract the motivated and highly skilled talent they need. Enterprise Ireland’s GradStart offers just that. In addition to financial support, GradStart provides invaluable guidance on how to attract, retain and build long-term relationships with graduates.

Here are five ways GradStart can help you.

 

1. Know your strengths

Competing for top talent can be difficult for SMEs, due to competition for skills in the marketplace. In some cases, smaller businesses can also lack a dedicated department to focus on skills attraction and promoting the company brand. However, it’s important for Irish companies to develop a talent attraction strategy and articulate the strengths that make them attractive employers for many graduates.

Helen McMahon, senior executive for Client Skills with Enterprise Ireland, comments:

“There’s something really exciting about working for an SME. Employees have access to more business areas than they might in large multinationals, where roles are often strictly defined. Graduates get the opportunity to work with senior management teams, have more exposure to a range of processes and systems, and the potential for more responsibility at an earlier stage in their career development. Above all, there’s a chance to really make a difference in a smaller company.”

Accessing GradStart helps companies to gain confidence and expertise in these benefits in order to market them to the highly skilled people that can help their business to reach the next level.

 

2. Define the role

Be clear about the skills your company needs and remember that it should include both hard and soft skills. Hard skills include technical expertise and knowledge of a particular system or a way of working. Soft skills, such as the ability to build relationships; work as part of a team, manage people effectively, and creative problem solving, are just as important.

Helen explains: “To apply for GradStart, a company needs to have defined a specific role for a graduate, and there must be an underlying business case for the role.”

For example, a company may want to attract a graduate with specific skills attached to a particular project. Not only must the company be clear in their GradStart application about why those skills are needed, but it should also be clear on the importance of the project to the company’s overall development and export growth. Clarity on the job role and project will make your company more attractive to discerning potential employees.

 

3. Build a career path

Bright ambitious candidates are interested in more than salary and perks. Particularly at the outset of their career, good candidates want to know that a job will enable them to develop their skills and expertise.

Helen adds: “It’s vital to show graduates that you are thinking of their career path as much as they are. You’re looking to build a long-term relationship and you need to show them that you are committed to helping them grow and develop.”

Investing in a good employee’s development is one of the best ways of ensuring they stay with your company. Research indicates one common reason people leave companies is that they feel they have stopped learning and developing. Very often, they go in search of new challenges, rather than more money.

As part of the GradStart programme, you are required to plan a career path for your potential recruit, the focus on which can also be attractive to potential candidates.

 

4. Think long term

If a graduate employee eventually leaves your company, it is often wise to maintain a strong relationship with them. Opportunities to collaborate may appear later, or a role that suits them perfectly may be created within your company in the future. A strong relationship with previous graduate employees can also be an on-going source of valuable industry intelligence.

Helen comments: “When you’re recruiting a graduate, you aren’t just selling the idea of joining your company, you’re selling the idea of becoming part of an industry or sector. You want them to feel that this is an exciting industry with lots of opportunities. Even if they do someday move on from your company, it can be very beneficial if they stay within your industry.”

 

5. Use recruitment tools

As part of GradStart, you will be supported through the graduate recruitment process. You will be encouraged to advertise your new position on Enterprise Ireland’s dedicated website for graduate offers and initiatives – gradhub.ie.  This site is directly linked to GradIreland, which has access to 80,000 graduates approximately. You can, of course, source a graduate yourself. It is important to remember that, to qualify for GradStart, the employee can’t have previously worked with the company or be working there currently.

 

What does GradStart offer?

GradStart provides financial support for a company to recruit up to three graduates for a duration of two years each. The support covers 50% of a graduate’s yearly salary, up to a maximum of €15,000 a year in grant aid (ie a salary of €30,000) for two years.

For graduates with proficiency in a language relevant to the business role, the grant increases to 70% of the salary, up to a maximum of €21,000 a year for two years.

It is available for Irish graduates or for overseas graduates, based either in Ireland or overseas. The graduate must be paid by an Irish company to access GradStart funding.

Get the support you need to step into new markets.  Check your company’s eligibility on this link below.

Apply for GradStart now.