Webinars – Brexit Customs Briefing Series

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As the Brexit transition period comes to an end on 31 December 2020, Irish businesses trading with the UK will need to operate in a new business environment.

To assist Irish companies with their final preparations, Enterprise Ireland in partnership with the Local Enterprise Offices will host a series of webinar briefings to advise on logistics, freight, customs clearance and the critical steps needed to avoid trading disruption on Jan 1st.

Register Below:

Evolve UK – Ready for Brexit: Meeting UK customer expectations

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The Evolve UK webinar series highlights the opportunities for Irish companies interested in doing business with the UK.

This webinar discuss how businesses are tackling customer communication and customer care during continued Brexit uncertainty with insights from:

Robert Rowlette, General Manager of Archway Products

Alan Croghan, Financial Director of EasyFix

The African opportunity for Irish firms

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There is a tendency among people in Europe and the rest of the Developed World to take a somewhat negative view of Africa. While the continent certainly does have its problems, the fact remains that Africa presents huge opportunities for Irish firms in a variety of sectors, including agritech, life sciences, education, fintech, construction, ICT and other digital technologies.

And the extent of the opportunity is vast. There are 46countries in Sub-Saharan Africa, with a total population of 1.2 billion. According to the World Bank, between 10% and 15% of those people are middle class. Furthermore, there are more people earning over $25,000 a year in Africa than in India.

Africa is the second-largest landmass in the world after Russia and has more cities with a population of over 1 million than the US.

Overall, the population of Sub-Saharan Africa is set to double to 2.5 billion by 2060. That will give the continent a very large cohort of young people. While the rest of the world is greying the African population is getting younger.

At an individual country level, Nigeria has a population of 200 million at present. That is set to grow to 400 million by 2060 when it will have overtaken the US in population terms. Ethiopia has more than 100 million people at present and that is also set to double by 2060 and has been the fastest-growing economy in the world over the last two years (10% annum).

Sub-Saharan Africa pre-Covid-19 was the second-fastest growing economic region in the world after South East Asia. English is widely spoken, while the time zones in Africa are similar to Ireland’s.

The middle-class proportion of the population is also set to continue to grow, further adding to the scale of the opportunity. That trend is largely being driven by increased urbanisation, with people moving from the land to the cities in increasing numbers.

Vast opportunities in Africa

Africa also possesses vast mineral wealth. Just about every mineral required by modern industry can be found in Africa. In fact, every mineral the world needs can be found in the Democratic Republic of Congo alone.

The continent is also rich in natural resources, with major gas finds off Mozambique being larger than many of those found in the Arabian Gulf. Meanwhile, companies such as Tullow Oil are active in Ghana, Kenya, and Uganda. Quite a few African countries are becoming oil producers and exporters, while others are growing wealthy from minerals and precious metals exports.

Agriculture will be a key driver of opportunities for Irish firms. Every country in the African Union has a stated ambition to become self-sufficient in food in the coming years. This is driven by the simple imperative that foreign exchange is not available to import food. Population growth will drive increasing demand for food and that in turn will provide openings for Irish agritech companies.

These companies can share their knowledge to help African farmers and food producers to increase yields. Irish farming can produce ten times what we consume as a nation and this capability can be transferred. For example, Irish know-how has helped Kenyan potato farmers produce yields of 60 tonnes per hectare, a sixfold increase on previous output.

Education is another zone of opportunity. Up until 2020, some 400,000 Africans left to study abroad each year. In the main, they are studying for undergraduate and postgraduate degrees. The biggest market is Nigeria at present, while Africa has the world’s fastest-growing third-level sector. Pre-Covid-19, Ireland was only attracting around 900 students from Africa each year. There is clearly room for improvement there.

The African healthcare system is different from our own in terms of the fact that all of the growth is in the private sector. These new hospitals and clinics are demanding the very best when it comes to healthcare technologies and other supplies, and they offer a potentially lucrative opening for life sciences and medtech firms.

In the years ahead, much of Africa’s economic growth will be driven by digitisation. Young Africans tend to be much earlier adopters of digital technology than their European counterparts. This is in part due to the poor state of older technology infrastructure in much of Africa. Digital Technologies Irish technology companies, involved in areas such as Fintech and Telecommunications find multiple opportunities in Africa in the years ahead.

Other digital technologies experiencing strong demand growth there include all forms of e-health and e-travel.

Construction is another major opportunity. Africa has rapidly increasing needs for housing, hospitals, roads, industrial infrastructure, water and sanitation, datacentres. All sectors are relevant, and Ireland’s well-travelled construction industry is ideally positioned to meet that demand.

At present, Enterprise Ireland is supporting more than 400 client companies to do business in Sub-Saharan Africa. Growth has been very strong in recent years, with Irish exports to sub-Saharan Africa growing to well over €500 million. Growth in the key markets of Nigeria, South Africa, and Kenya reached 16%, 9% and 7%, respectively, during 2019 against a backdrop of a global growth for Irish exports.

Enterprise Ireland supports

Enterprise Ireland has adopted a hub-and-spoke strategy to assist client companies in this hugely complex region. We have offices in South Africa, Nigeria, and Kenya to cover the south, west and east of the continent, and we use these bases to support client companies working in neighbouring companies.

There are challenges, of course. Africa is a very big place, with a huge variety of different languages and cultures. Companies need to be very committed to the market and understand that African purchasers are quite sophisticated. The best strategy for most Irish firms will be to work with local partners. That presents its own challenges in terms of maintaining and developing the relationship from a distance. Through our e-program of meet the buyer and presentations of sectoral opportunities, Enterprise Ireland helps client firms to find local partners as well as to sustain relationships with them.

On the other hand, Ireland does have some natural advantages. As a small country in Europe which has come through a period of rapid development only quite recently, there is a natural affinity with many African countries. Furthermore, coming from a multi-cultural, highly educated, entrepreneurial country, Irish firms are able to deal with cultural and other differences with a sensitivity that makes them the envy of other exporting nations around the world.

For these and other reasons, it is time for us to open our eyes to the African opportunity. If you want to know more about Africa contact us in Enterprise Ireland 

CEO Spearline

Spearline: Taking practical steps to promote gender balance in leadership roles

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A diverse staff to meet the diverse needs of their target audience – to Spearline, gender balance in every part of the business, particularly in senior roles, naturally makes sense. But for the Cork-headquartered company working in the field of telecommunication technology, getting good gender balance is much easier said than done.

“In the field we’re in, it’s hard to get a gender balance, particularly with regards to software development,” explains Spearline CEO Kevin Buckley. “But it’s important – we believe that the more diversity a company has, the better it performs – and countless studies have backed this up.

“I think most companies within our sector are aware of the importance of gender balance; we would hear this constantly referenced when on training courses or meetings. But achieving it can be tricky.”

 

People-focused business

Established in 2003, Spearline has developed a cloud-based platform that proactively monitors critical business telecommunication services, replicating the experience of a client’s customers and callers and allowing them to diagnose, escalate and resolve issues before they become noticeable problems. With clients including Zoom, Mastercard and Global Call Forwarding, Spearline is a problem solver with a diverse customer base – so having a diverse workforce to match is a must.

“I believe that the more diverse your thinking as a company, the better it will be,” says Kevin. “Men and women have slightly different ways of thinking, and I mean that in a positive way. Bringing these together can only improve our thinking as a business. And our users and clients would be both men and women, so I don’t understand why a company wouldn’t try and go for a 50-50 balance. Basically you’re trying to get a diversity of thought within your organisation, whether that’s gender, ethnic or more. A nice way of describing it is that we’re citizens of the world – we’re looking for a broad understanding of the world, and that is down to diversity.”

 

Practical steps

With teams based in Skibbereen, Waterford, Bucharest in Romania and Ahmedabad in India, Spearline is working hard to achieve a good gender balance in every part of its business. “We’re currently at 31.6% but by 2030, we’ll be setting a goal for ourselves to meet 40%,” says Kevin. “The software development side, which is about a third of our team, is very male oriented, but the other parts of the company tend to be less so – we would be pushing 40% in most of the other areas.

“We constantly look at the issue when hiring, especially in the last few years as we have matured as a company.” says Kevin

“Entry level positions for software development are dominated by men, but when hiring, we strive to identify people with strong leadership skills and support them as they progress their career with us. For instance, we interviewed one prospective candidate who was self-taught and had huge ambition and potential. She is now head of the QA team. We believe that this approach helps out gender balance policy in every area of our business – and in terms of leadership roles both our Chief Commercial Officer and our Chief People and Culture Officer (CPCO) are women.”

To attract more women into leadership roles, the company has put in a number of benefits to suit both women and men who are juggling work and family. “Two years ago, we brought in maternity, paternity and adoptive leave, and we’ve just introduced a hybrid model of working, which is two days in the office and three days at home. We also have flexible working hours, to accommodate school runs, and we offer career development opportunities through subsidised study. Our aim is to keep pushing the whole time, to create a workplace that is inclusive and diverse.”

Lorraine McCarthy, CPCO, adds, “I think it’s definitely working. We have a lot more women coming through in India, and that’s a growing team, we have 45 there now. Our country lead in India is female; we made her head when she came back from maternity leave, and to make someone head just after returning from maternity leave would be virtually unheard of in India. But she was the right person for the job, it’s as simple as that.”

Visibility of women in leadership roles also supports another important strategy in promoting gender balance which is role modelling. “Yes, we have 40% women in our Indian team now, which absolutely proves the point,” says Kevin.

 

Leading the way

Spearline is one of the progressive businesses that have seen the business benefits of gender balance in management teams, and have been working hard to attract more women into every aspect of their business. This strategy is aligned to The Level Project, a campaign by Enterprise Ireland to increase the number of women in senior management and leadership positions in Irish companies. This was a key aim highlighted in the 2020 Action Plan for Women in Business.

“I do see a difference in the world in terms of promoting gender balance; society has moved on and there are a lot of people doing a lot of good things in making that change.” says Kevin

Enterprise Ireland has great weight and clout, and by getting behind gender balance, it’s really putting a spotlight on the issue – we’re constantly bombarded by information, but when it comes from a heavyweight like Enterprise Ireland, people do listen.”

 

Start improving gender balance in your company with The Level Project Toolkit.

Recruiting in Germany

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Finding the right person to represent your company internationally is one of the most important decisions you will make. Your company is judged not only by the products and services you offer but by the people who are offering them. Finding the right people to do this at an excellent level is a constant challenge at home and overseas.

Enterprise Ireland has developed this recruitment guide to provide Irish businesses with expert insights on executive search and selection from one the leading executive search companies in Germany and internationally, Signium.

Our team of Düsseldorf-based market advisors are available to help you grow your businesses within Germany, Austria and Switzerland and to advise on the vital process of international recruitment.

Download our guide to recruiting in Germany and find the right people to grow your business overseas.

David Eccles Regional Director Australia and New Zealand

Market Watch – Australia and New Zealand

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Overview

•  Australia and New Zealand have amongst the lowest cases of Covid-19 in the world
•  There have been some second wave cases and local lockdowns
•  Most businesses still working remotely where possible
•  Australia is experiencing its first recession in three decades and the New Zealand economy has also been affected, but plans have been put in      place to mitigate this.
•  Government stimuli put into effect in March will begin to be phased out over the coming months.
•  There are business opportunities for Irish companies in the MedTech and Lifesciences sectors.

Nowhere has been left unscathed by the global pandemic but Australia and New Zealand have been fortunate to have some of the lowest case numbers in the world. However, regional Enterprise Ireland manager, David Eccles, says while the two countries have managed to escape the worst of the infections, there is still a note of caution about the future.

“Australia is 75th on W.H.O data table of cases and New Zealand is 153rd, but we are not out of the woods yet with some second wave cases across both countries,” he says. “Both countries have closed their borders to all except for citizens, residents and immediate family members and 14-day quarantine measures are strictly enforced.

“Australians had been slowly emerging from Covid-19 lockdowns since May but a recent second wave has seen the State of Victoria in stage 4 restrictions while the other seven States and Territories have lighter restrictions and there are some border closures between States, with each being in a very different position.

“And in New Zealand, which was COVID free for over 100 days, a recent wave had seen Auckland go into lockdown and Level 3 restrictions, but this week they have returned to Level 2 restrictions with the rest of the country. So, most companies are continuing to work remotely and enforce social distancing where possible.”

But while the cases of Covid-19 were noticeably less in the region, Eccles says economies in both countries have been affected.

“Australia is now experiencing its first recession in nearly 30 years, thanks to the economic fallout from coronavirus, bushfires and drought,” he says. “And the New Zealand economy is poised to contract severely for the first time in over a decade this year – again due to the coronavirus.

“In addition, they both also boast large tourism, hospitality, and education industries, and these have been severely impacted by the near elimination of international travel. But in other areas, business activity remains robust with construction and financial services leading the way.”

The area manager says Australian and New Zealand Governments invested in numerous cash-stimulus measures for business since March, but these will be withdrawn across three phases from September 2020 to March 2021.

And the Australian government has increased the instant asset write off from $30k to $150k for businesses making capital expenditures and this has given a boost to some Irish companies.

However he says, while there have certainly been an array of challenges and opportunities for exporters to the region, Irish companies have shown remarkable resilience and adaptability in the face of these challenges. And the Antipodean market is no exception.

“We have found multiple opportunities for Enterprise Ireland clients, as all sectors increase their digital transformation,” said Eccles. “In fact, some clients have brought forward their entry into our markets due to demand, particularly across digital health, EduTech and FinTech. And in MedTech and Lifesciences, Irish companies have scaled rapidly to meet new demand for product and have accelerated their market entry here.

“The most impactful of the COVID factors to our clients is the border closures and the cessation of international travel. The borders to international travellers will definitely not reopen this year but exemptions are possible, while very difficult to achieve.

“Interestingly, a key challenge for our clients in the past has been making the decision about when to invest in a local presence and the time and cost involved in flying to the region for important meetings – but with everyone now meeting virtually, this removes that pressure.”

Since March when the lockdown began, 20 Enterprise Ireland clients have established a presence in Australia and New Zealand, including WayFlyer, Vizor, Swoop and MagGrow and over 50 new contracts were won by Irish enterprises across Australia and New Zealand.

“This is as clear a sign as you can hope for, to show that Australia and New Zealand are still open for business, still the gateway into the wider AsiaPac region,” says Eccles. “And Irish companies are showing the strength, determination, adaptability and resilience to win business 17,000 kilometres from home.

“We, Enterprise Ireland Australia / New Zealand, have started new ideas and initiatives to try and help clients during the current situation. We have started a mentoring programme ‘Scale Up, Down Under’ with six companies taking part in a 6-month programme to accelerate their entry into market.

We have also run a series of sector specific Advisory Panels across Sydney, Melbourne and New Zealand, giving a range of Irish companies the opportunity to present their product to sector experts and often senior Irish diaspora in the market to seek guidance and advice.
“So there is light on the horizon for both companies doing business here currently and those planning their market entry.”

Anyone interested in learning more about Irish innovation and its application in the Australian market can visit www.irishadvantage.com.au

Get key insights on the supports available from Enterprise Ireland.

A View from International Markets – North America – Webinar

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In these unprecedented times knowledge and insights have never been more critical to business planning.

This On Demand webinar draws on Enterprise Ireland’s unique insight into key markets for Irish exporters and explores crucial issues such as sales and relationship strategies in the context of Covid-19, managing teams remotely and emerging market opportunities.

The webinar featured SoapBox Labs and Aerogen who gave their first-hand experience of selling internationally and maintaining and building relationships during the worldwide pandemic. This webinar also featured Sean Davis, Enterprise Ireland’s Regional Director for North America.

This webinar discussed:

  • Operation and business continuity during these unprecedented times.

  • Growing your business in the world’s largest economic region.

  • Lessons in leadership and using technology during the Covid-19 pandemic.

Evolve UK Podcast – Digital Technologies

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Enterprise Ireland’s Evolve UK podcast series shares market insights to help Irish businesses identify opportunities across the UK.

In this episode, senior market advisor Padraic Geraghty speaks with Eamonn Carey Managing Director of Techstars about remote working beyond COVID-19, key tips for Irish companies making the leap across the Irish Sea and the do’s and don’ts of seed funding. 

 

 

 

 

Hannah Fraser Nordics

Market Watch – Nordics

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“The Nordics is renowned for being one of the most progressive, open, and innovative regions in the world. Made up of Sweden, Denmark, Norway, Finland, and Iceland, it has not traditionally been the first choice for Irish exporters, but nonetheless the region presents opportunity for companies looking to expand their business internationally.

Over the last five years exports to the Nordics from Enterprise Ireland clients have grown 35% and there are now over 450 exporters to these markets. And despite Covid,  despite Covid, Hannah Fraser, Director Nordics Region, says opportunity exist for companies which bring innovation and something different to market.

The region is culturally and geographically close to Ireland and companies here are open to innovation and international partnerships. While negotiations often taken some time, once you secure a client, Nordic customers are committed, reliable and willing to pay a good price for solutions they can see value in.

In addition, Sweden, Norway and Denmark are in the top five countries for non-native English speakers, so language isn’t a barrier like other European markets – all of this adds up to a region which is lucrative and easy to do business in.

However, there is no denying that the pandemic has caused a lot of disruption to industry across the globe and in every sector – and the Nordic region is no different.

The response has differed country to country and while it remains to be seen how these measures will impact the economy in the long run, the Nordic economies were some of the strongest globally at the start of 2020 and look, so far, to be more resilient and set to recover faster than many of their European neighbours.

In the most recent figures, Sweden reported a GDP fall of 8.6% and Denmark of 7.4% during Q2. Norway’s GDP is estimated to have fallen around 7.1% between the months of March to May, while Finland, which undertook some of the stricter measures in the Nordics, reported a GDP fall of only 3.2%.

Irish companies working in the region have been affected in some ways. Travel restrictions, in particular, have proven challenging for staff travelling in and out of the region and also hindered Irish companies’ ability to meet customers, or potential customers, in person, which has affected the pipeline of new business for this year and into 2021.

But these issues are being addressed as firms have ramped up their digital presence to connect with customers in new ways and are now working more closely with local partners and suppliers. In addition, the supply chain across the Nordics is operational and the major construction sites, which many Irish companies are working on, have remained open throughout and business is now moving well in many areas.

Ultimately, the Nordics is a region of huge diversity and opportunities for companies differ from country to country and sector by sector. Well-established opportunities exist for Irish Engineering and Hi-Tech Construction companies, particularly around the construction and fit-out of the hyperscale data centres being built across the region.

There are also some emerging opportunities in areas like Fintech, Lifesciences, Telecoms and Energy and Irish firms have started to capitalise on these. In addition to this, one of the major themes for Nordic companies is around sustainability and building sustainable businesses.

Indeed the region has been at the forefront of sustainability for years and is considered to have some of the most ambitious climate action plans in the world – and this is an area in which Ireland can really learn from. Companies of all sizes here have a focus on building sustainable companies and integrating the UN Sustainable Development Goals into their business models.

This commitment to sustainability drives market demand for Irish products and services which in turn delivers solutions and innovation to areas such as renewable energy, electrification and energy efficiency.

There are a number of Irish companies which have successfully secured contracts in the Nordics in recent months including Mainline Power, CXIndex, Cambrist and XOcean – so the future does look bright for the region. Our team at Enterprise Ireland are on hand to support Irish companies to continue to grow and win business here.”

Get key insights on the supports available from Enterprise Ireland.

Evolve UK Podcast – Retail – in conversation with Validify’s CEO

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Enterprise Ireland’s Evolve UK podcast series shares market insights to help Irish businesses identify opportunities across the UK.

Allyson Stephen, Enterprise Ireland UK’s Market Advisor for Consumer Retail, sat down with Fergal O’Mullane, CEO of UK retail tech platform Validify, to discuss the impact of Covid-19 on the platform and where the sector might be in the coming months.

 

 

 

 

Evolve UK Podcast – Local Authorities

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Enterprise Ireland’s Evolve UK podcast series shares market insights to help Irish businesses identify opportunities across the UK.

This episode is hosted by Deirdre McPartlin, Enterprise Ireland UK manager in conversation with Brendan Barry, Director, EI Electronics and Steve Trafford, National Sales Manager, AICO.

EI Electronics, one of Ireland’s largest electronics manufacturers, acquired AICO, a market leader in domestic fire and Carbon Monoxide (CO) protection,  and now has almost 1000 employees globally with revenues in the hundreds of millions. EI electronics and AICO joined the podcast to discuss what makes the partnership work and their success over the last 30 years.

 

 

Horizon 2020 – MiniStor – supporting the development of clean and efficient energy

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“Taking part in a Horizon 2020 project is a good way to progress not only as a researcher but also personally in terms of management skills. I’ve found the whole experience to be very enriching.”

Dr Carlos Ochoa, Co-ordinator of the MiniStor Horizon 2020 project

 

Overview:

  • Tyndall National Institute in Cork is leading an international consortium that is developing an advanced, compact, integrated solar-powered system that stores heat in a novel way.
  • The project is being significantly funded by the European Union’s Horizon 2020 research and innovation programme.
  • The project is on course to achieve its first milestone of completing a preliminary design by July 2020.

 

MiniStor case study

If two heads are better than one then it goes without saying that multiple research centres, universities and specialist companies working together can achieve more than one. That’s the philosophy that underpins the Horizon 2020 programme. The European Union’s research and innovation instrument has an €80 billion funding pot and is supporting consortia across Europe to transition great ideas from the laboratory to the market.

One of those great ideas is the MiniStor project, the brainchild of Dr Carlos Ochoa of the International Energy Research Centre, which is based at Tyndall National Institute in University College Cork in partnership with Cork City Council.

“In basic terms the MiniStor project is about storing heat from the sun to use later. The heat is captured via renewable energy sources such as solar panels and then stored in special salts, making it much more energy efficient than water-based systems,” explains Ochoa.

The project aims to significantly decrease energy consumption in residential buildings, reducing their overall environmental impact.

 

Building the team

“When I read the Horizon 2020 call for technologies enabling energy-efficient systems and energy-efficient buildings, I made a preliminary sketch of my idea and then we considered what the scope of the project would be and started looking for scientific partners who could help us make the idea a reality,” says Ochoa.

“We needed particular expertise so we began contacting people via websites and LinkedIn to get them interested in the idea. We got help from Enterprise Ireland and the Tyndall European Office to find and contact some key partners.  

“In the end we found 17 other institutions across eight countries who were interested in working with us. Then we were ready to respond to the competitive call.”

 

Applying for Horizon 2020 support

The process of applying for Horizon 2020 support is sometimes perceived as being complex and onerous but, as Dr Ochoa explains, there is plenty of help available.

“It’s true that preparing the application is very time intensive but there are support services available. Nationally, Enterprise Ireland leads the Horizon 2020 support network and their support was excellent in terms of reviewing the main idea to determine if it had some potential; that’s like a reality check. They were also able to give advice on what’s required in the application documentation,” says Ochoa. “I also had a lot of support from within the Tyndall National Institute.”

The application was a success and the project received funding of over €7.5 million, some 87% of its total budget.

“Without Horizon 2020 support this project could not have gone ahead. We may have been able to do something at a much smaller scale but we wouldn’t have had access to the same amount of expertise,” says Ochoa.

 

The experience so far

Ochoa has been a participant in Horizon 2020 projects before but this is his first time as co-ordinator.

“Being the co-ordinator for an international project that has so many participants can be challenging because everyone has their own working style and their particular corporate culture so you have to balance the needs of the partners with the needs of the project. So far it has been working well and we’ve been able to iron out any small issues that have arisen,” says Ochoa.

Now six months into the project the team are closing in on achieving their first milestone – the preliminary design for the MiniStor system.

“It’s not a trivial achievement because all these components have not been combined before.”

Unfortunately the advent of the Covid-19 crisis and ensuing lockdown has impacted on the project. “We have slight delays because we have some demonstration sites, which are actual homes in different countries around Europe. The restrictions are preventing us from entering the houses to do monitoring. So that’s pushing back the timeline for a few months,” says Ochoa.

 

Advice to others

Dr Ochoa is keen to encourage other researchers to apply to Horizon 2020 or its successor Horizon Europe (2021–2027), an ambitious funding programme that will be larger than Horizon 2020 and will begin to roll out next year.

“It’s a good way to progress not only as a researcher but also personally in terms of management skills, which are required if you are aiming for more senior positions. I’ve found the whole experience to be very enriching. Of course it takes a lot of time and effort but it pays off,” says Ochoa.

“My experience of interacting with Enterprise Ireland has been very positive. If you have a question about Horizon 2020 or Horizon Europe they know very well what’s going on and can provide advice, and they are also very ready to give us talks explaining the scope and opportunities presented by EU programmes.”

 

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