Better Business Q1 2016 by Ashville Media Group

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FRIENDS WITH BENEFITS PARTNERING WITH MULTINATIONALS

BUSINESS

EASY AS 1,2,3

THE PEERTO-PEER LENDING OPTION MR ENTREPRENEUR Seรกn Gallagher on the small business landscape

THIRD DIMENSION

MAKING WAVES IN 3D PRINTING

ON TOPFORM

GORT-BASED FIRM SHARES ITS SECRETS OF SUCCESS

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Better S U P P O R T I N G E N T R E P R E N E U R S | VA L U I N G S M A L L B U S I N E S S | R E W A R D I N G R I S K TA K E R S | S P R I N G 2 0 1 6

WELCOME SPRING 2016

BUSINESS

FRIENDS WITH BENEFITS PARTNERING WITH MULTINATIONALS

Welcome to the first edition of Better Business, a magazine dedicated to the small business community.

EASY AS 1,2,3

THE PEERTO-PEER LENDING OPTION

MR ENTREPRENEUR Sean Gallagher on the small business landscape

THIRD DIMENSION

MAKING WAVES IN 3D PRINTING

Ireland is a nation of small businesses. Of over 185,000 businesses in the

ON TOPFORM

country, 98 per cent have less than 50 employees (small) and 84 per cent have less than 10 (micro). These companies

GORT-BASED FIRM SHARES ITS SECRETS OF SUCCESS

can be seen in every city, town and village in the country and together they

On the cover: John Flannery, Managing Director, Topform Photograph: Conor McCabe

provide employment to over half of the private sector workforce. If you are involved in or have an interest in small business, this magazine is for you. It will showcase and celebrate the achievements of small companies, provide advice to help you in your business and keep you up to date on the latest

Editor: Joseph O’Connor

trends at home and abroad. Throughout its pages you will find stories that

Managing Editor: Mary Connaughton

inform, inspire and entertain. You will discover the often-hidden stories

Creative Director: Jane Matthews

of Ireland’s small businesses – the highs, the lows, the perseverance and

Commercial Editor: Conor Forrest

the innovation. In this first edition you can explore whether peer-to-peer

Editorial Contributors: Jonathan Callan,

lending may be a good fit for your business finance needs, learn about the

Orla Connolly, Conor Forrest, Valerie

3D printing phenomenon and hear the experiences of small companies that

Jordan, Ian Maleney, Dean Van Nguyen

partner with multinational corporations. The Small Firms Association has

Production Manager: Mary Connaughton

been the voice of small business for over 40 years. We are a trusted partner to

Production Executive: Nicole Ennis

over 8,500 member companies, spanning every sector and county. We want

Account Director: Shane Kelly

to make Ireland the most vibrant small business community in the world –

Sales Director: Paul Clemenson

an environment that supports entrepreneurship, values small business and

Managing Director: Gerry Tynan

rewards risk takers. Better Business is the magazine of the small business

Chairman: Diarmaid Lennon

community. I am delighted to introduce this first edition. We welcome your feedback, suggestions and ideas to info@sfa.ie or on Twitter @SFA_Irl

Email info@ashville.com or write to Better Business, Ashville Media, Old Stone Building, Blackhall Green,

Patricia Callan

Dublin 7. Tel: (01) 432 2200 All rights reserved. Every care has been taken to ensure that the information contained in this magazine is accurate. The publishers cannot, however, accept responsibility for errors or omissions. Reproduction by any means in whole or in part without the permission of the publisher is prohibited. © Ashville Media Group 2016. All discounts, promotions and competitions contained in this magazine are run independently of Better Business. The promoter/advertiser is responsible for honouring the prize. ISSN 2009-9118

Director, Small Firms Association

Way I interview  Sean Gallagher

Sean Gallagher  Interview

THE

Feature  Peer to peer

P2P

SEE IT

EASY

BUSINESSMAN SEÁN GALLAGHER WEIGHS IN ON THE SMALL BUSINESS LANDSCAPE IN IRELAND AND OFFERS SOME ADVICE FOR ENTREPRENEURS AND BUSINESS OWNERS. “The thing that really sets entrepreneurs apart from other people is courage and their attitude to risk. To be successful you have to leave the safety of the shore. Entrepreneurs have to be comfortable with risk and prepared to change,” says Seán Gallagher, businessman, entrepreneur and investor – among other things. Gallagher certainly differs from the masses, but he took a winding career path before becoming an entrepreneur in his own right. Raised in Ballyhaise, Co Cavan, the small rural community instilled in him a strong work ethic, belief in innovation and the attitude of doing the best with what you have. After school, he attended the local agricultural college. His first job was working with the college and he had a small farm for a while. Then

in 1983, he was in a car accident which took him on a bit of a detour. He went back to college in Maynooth University, trained as a youth worker and spent the next several years in the public sector. “You might think that’s totally unrelated to business but I spent time working with young people who came from very disadvantaged backgrounds,” explains Gallagher. “I discovered what was impacting on them was they had no expectation of a career for themselves. Coming from first and secondgeneration unemployment, they had fallen through the education system.” Gallagher worked with young Travellers, offenders and young people with disabilities. He wrote Ireland’s first National Alcohol Education Programme for the government, aimed at reducing

Sean Gallagher  Interview

the misuse of alcohol among young people. He also experienced periods of unemployment himself (at those times there was limited funding for youth projects in Ireland) that ignited his entrepreneurial drive. “I realised that while interventions with young people were important, the only way to really address the issue of disadvantage was to ensure young people get, firstly, an education and secondly, an opportunity for a job. The only way for me to address this was to become an entrepreneur. For me, it’s about creating jobs to support individuals and to make sure there are opportunities for young people.” Not your typical entrepreneurial path, but that’s the point. Gallagher doesn’t come across as a shrewd

“WE PULL OUT THE LESSONS FROM EACH OF THE BUSINESSES: SUCCESS NEEDS CLUES.”

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SFA | BETTER BUSINESS 45

Culture  Film

Film  Culture

SILVER

“THE ONLINE P2P MODEL FACILITATES PEOPLE LENDING WHERE THERE ISN’T A PRE-EXISTING RELATIONSHIP.”

AS 123

PEER-TO-PEER LENDING HAS ONLY BEEN AROUND FOR A FEW YEARS, BUT THE CONCEPT HAS ALREADY HELPED THOUSANDS OF EXPANSION-HUNGRY SMALL BUSINESSES TO RAISE MILLIONS OF EURO.

For brewing equipment to help us grow. Working capital for an expanding organic farm. For the purchase of new equipment. To buy a new coffee machine and to upskill staff. Those are just a few of the reasons stated by some of the small companies seeking to raise funding on the Linked Finance website - one of two main peerto-peer platforms operating in the Irish market. Peer-to-peer lending, typically abbreviated to P2P lending, has become a popular option for small Irish firms who need access to cash over the past five years. As the recession bit and traditional funding wells (i.e. banks) ran dry, small businesses with eyes on expansion were forced to look for alternative sources of funding. P2P lending is a simple enough concept: P2P lenders such as Grid Finance and Linked Finance sit between investors with money to lend and companies who want to raise cash. The idea is that both benefit

from better rates than they could get from financial institutions. A company looking to raise finance applies to the likes of Grid or Linked outlining why they want to raise the money. A decision is then made by Linked and Grid as to whether the company is suitable to run an offer on their platform. For businesses, the maximum amount that can be borrowed varies between platform. Grid Finance lets firms raise up to €75,000 on an unsecured basis and up to €150,000 secured. Grid stipulates a minimum loan term of three months and a maximum term of 36 months. Over at Linked Finance, between €5,000 and €100,000 can be borrowed, with 36 months the only loan period available. For the business seeking to raise cash, P2P offers two big advantages. The first is speed, with Linked and Grid both promising to tell applicants whether they

Derek F. Butler, CEO, Grid Finance and

SFA FACT KC Peaches

Katie Cantwell, Owner, KC Peaches

have been given the green light to seek funding on the site within 24 to 48 hours. Secondly, P2P lending offers validation for small firms – with lenders typically investing in businesses they like and believe in. Andrea Linehan, Commercial Director at Grid Finance, says that while the term P2P lending is relatively new, the concept has been embedded in Irish culture for years.

“P2P lending has been happening offline with people lending to family and friends to start or grow their businesses,” she says. “The introduction of a service provider such as Grid is the natural progression of moving an offline sector to online. The new component is that these lending arrangements become formalised with a contract and are managed on behalf of both parties. Whereas the decision to lend to a family member or friend is often

times based anchored on a relationship, the online P2P model facilitates people lending where there isn’t a pre-existing relationship.” For investors, one of the beauties of P2P lending is that the amount of money they need to stump up can be small (from €50 up to €2,000 on a single investment via Linked Finance and from €5 to 50 per cent of the total loan amount being sought via Grid Finance).

12 SFA | BETTER BUSINESS

KC Peaches, a Dublin-based chain of wholefoods restaurants, raised €55,000 via Grid Finance at 8.27 per cent over 36 months to finance the purchase of new catering equipment. Owner Katie Cantwell and her team used the fundraising as an opportunity to engage their customers. Instead of offering a free coffee for every six they buy, Katie asked why not lend €1,000 to KC Peaches and earn an average of 7 per cent return. The uptake was significant, with many loyal customers jumping at the chance to invest in their favourite eatery. SFA | BETTER BUSINESS 13

SCREEN

GOES GREEN

CLOCKWISE FROM ABOVE: Paddy Breathnach’s Viva; John Crowley’s Brooklyn; John Carney’s Sing Street

DEAN VAN NGUYEN REFLECTS ON IRELAND’S RECENT ACADEMY AWARDS SUCCESS AND ASKS WHETHER IT HAS SEWN THE SEEDS FOR FUTURE ACHIEVEMENTS IN THE IRISH FILM INDUSTRY. The glitzy Hollywood award season is presented to us as an indicator of the best cinema of the previous 12 months. Movies that lap up nominations every spring are meant to represent the absolute zenith of the medium. They’re flicks supposedly cherry-picked by a group of experts scouring the cinematic landscape for the best of the best. If only the system was that just. The truth is that not all films are created equal. The major American studios bank on Oscar buzz to propel their prestige pictures each year. These are films groomed for golden gongs right from their inception – the projects where much of the money and talent goes, dropped into cinemas just in time to be on the radar of the Oscars judges. For any movie to claim a table at a high-profile award show without that kind of backing is a real achievement. All that considered, what Ireland did

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at this year’s Academy Awards was truly extraordinary. Both Lenny Abrahamson’s Room and John Crowley’s Brooklyn were nominated for Best Picture and Best Adaption Screenplay, with Abrahamson also picking up a Best Director nod. The bright young Saoirse Ronan was shortlisted for Best Actress for Brooklyn, while Michael Fassbender was nominated as Best Actor for his performance as the title character in Steve Jobs. Stutterer, by director Benjamin Cleary, trumped the lot by picking up the award for Best Live Action Short.

Surge of creativity

In a year dominated by the controversies surrounding the alleged lack of racial diversity at the Oscars – plus Leonardo DiCaprio putting to bed one of the internet’s longest-running memes – the story of Ireland’s slew of nominations

went largely untold on the international stage. Part of this was down to the films not actually being recognised as quintessentially Irish. Room – a moving piece about the relationship between a kidnapped mother and her born-in-captivity son that earned star Brie Larson a Best Actress Oscar – was produced by Dublin-based Element Pictures in cooperation with the Irish Film Board and boasted an Irish director in Abrahamson and writer in Emma Donoghue, who adapted the screenplay from her own novel (there was also British and Canadian interest through various production companies). But the all-American cast and setting had many filmgoers assuming it was a US movie. Still, Ireland’s triumphs were noted among circles of key Hollywood players. “Having talked to various people – for example Lenny Abrahamson and [Room

SFA | BETTER BUSINESS 1 “THERE WILL ALWAYS BE A THIRST FOR IRISH-SET STORIES. SING STREET IS A CASE IN POINT.” SFA | BETTER BUSINESS 57

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CONTENTS SPRING 2016

05 12 16

Big News for Small Business: News, views and profiles from SFA members and small businesses in Ireland

P2P - Easy As 123: A look at the option of peer-to-peer lending for expansion-hungry small businesses

Cover Story: Gort-based company Topform is something of a small business success story

Boost Your Presence: Top tips to getting your business online

Friends with Benefits: Partnering with a larger business can accelerate growth and create stability for a small firm

The Way I See It: Businessman Seรกn Gallagher weighs in on the small business landscape in Ireland

Making Waves in 3D: A catch-up with the Irish players at the forefront of 3D printing innovation

SFA Update: Policy, news and events from the Small Firms Association

19 20 22

26 28 32

Trading Places: The Galwegian entrepreneur making a mark in India

48 52 56

Arts/Culture: Irish film is punching above its weight on the international stage

Travel: Away on business in Berlin

A Day in the Life... of staff at Cork-based Eight Degrees Brewing

2 SFA | BETTER BUSINESS

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FROM TOP LEFT: Businessman Seรกn Gallagher on how he sees it, page 22 // A day with Scott Baigent and Cameron Wallace of Eight Degrees Brewing, page 56 // Derek F. Butler of Grid Finance and Katie Cantwell of KC Peaches, part of the peer-to-peer lending phenomenon, page 12 // The big news for small business in Ireland, page 05

SFA | BETTER BUSINESS 3

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Trinity Business School The Trinity MBA

Take your career to the next level with the Trinity MBA www.tcd.ie/business/mba or For further information on the Trinity MBA email MBA Admissions Manager, Eoghan O’Sullivan at eoghan.osullivan@tcd.ie or call +353 1 896 4867 Ad Template.indd 1 239293_1C_Trinity Business School_ALS_BB.indd 1

11/04/2016 06/04/2016 14:20 16:52

News  Updates

SPOTLIGHT SFA WINNERS: WHERE ARE THEY NOW?

BIG NEWS FOR SMALL BUSINESS

It was all glitz, glam and gongs at the 12th SFA National Small Business Awards on March 3rd and we have a roundup for readers on page 38. Winning the overall award at the annual event has helped many companies go from strength to strength. Here’s a glance at what some of the previous winners are at now:

NewsWhip Co-founders Andrew Mullaney and Paul Quigley

CLEVAMAMA Exporting 80 per cent of product KEOHANE’S OF BANTRY €18 million turnover MEGAZYME INTERNATIONAL Turnover increased by 38 per cent since 2013

BMS IRELAND R&D collaboration with the University of Limerick GLENISK Using 90 per cent of the organic milk produced on the island of Ireland CONNEMARA SEAFOODS Over 60 years’ experience in the seafood industry THE JELLY BEAN FACTORY Making 14 million jelly beans per day FIRST IRELAND SPIRITS Acquired in a multimillion euro deal MR. CRUMB 20 per cent market growth per annum

TECHNOLOGY

EUROFLEX Producing innovative packaging through major R&D investment

More Jobs and New Home for NewsWhip

NewsWhip, the Irish tech start-up company launched in 2012, has announced a move to new Dublin headquarters along with a 100 per cent expansion of its workforce. NewsWhip has relocated to Dublin’s prestigious Merrion Square, where a four-story 200-year old Georgian building will facilitate the expansion of the company’s workforce from 25 jobs in January to 50 jobs before June 2016. NewsWhip has built a global reputation for its technological platform, Spike, which monitors digital media and identifies important events and stories based on how many new interactions they get in real time. Along with its Dublin headquarters, the company also employs 12 people in its New York office. Further job announcements are expected later this year.

IRISH BUSINESSES BEING HELD TO RANSOM New research from IT solutions provider Data Solutions has found that 20 per cent of Irish businesses have fallen victim to ransomware attacks, a serious form of cybercrime that sees hackers hold a company’s sensitive and critical data for ransom. Despite the serious nature of such an attack, 93 per cent of respondents stated that they would never pay a ransom to hackers. The survey was carried out among 137 senior IT decision makers in Irish businesses during February and March 2016.

Michael O’Hara, Managing Director, Data Solutions, and David Keating, Security Sales Manager, Data Solutions

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Updates  News

TIME TO CHEQUE OUT In accordance with Government policy, the CRO is to phase out accepting cheques and other paper forms of payment. It is calling on customers that are filing documents online or at the public counter in Parnell House to pay fees by credit/debit card or by customer account, which can be topped up at core.ie. CRO requests all customers that currently make payments by cheque to begin the process of moving away from paper forms of payment. Visit www.cro.ie for more details.

RETURN ON INVESTMENT IN ARTS IRISH BUSINESSES CONTINUE to see measureable return of investment from their investment in the arts, according to latest data indicating that two million Irish adults engage with the arts. At the launch of the Allianz Business to Arts Awards 2016 nomination period, both Allianz and Business to Arts called on the business community to consider making more of their engagements with the artistic community, as economic conditions show sustained recovery. In its 25th year, the Allianz Business to Arts Awards recognise and celebrate businesses, artists and arts organisations that develop creative partnerships, working together on sponsorships, mentoring, training, staff development, commissioning and community-based cultural projects. Closing date for applications is Monday May 9th at 5pm. Go to www.businesstoarts.ie/awards for information on the application process and to complete the application form. Pictured above: Brendan Murphy, CEO of Allianz and Andrew Hetherington, CEO of Business to Arts Ireland at the launch of the Allianz Business to Arts Awards 2016.

Wheyhey founders Damien Kennedy and Greg Duggan

DISTRIBUTION BOOST FOR ICE-CREAM MAKERS Convenience retailer Musgrave Group has announced that it is doubling its distribution of Wheyhey ice-cream across stores in Ireland due to growing demand from its customers. Musgrave Group was one of the first retailers to stock Wheyhey, the award-winning high protein, sugar free ice-cream. Damien Kennedy, co-founder of Wheyhey commented: “Musgrave Group were early adopters of Wheyhey, and it is a pleasure to have this partnership continue as our businesses thrive.” Wheyhey is just one of many small businesses in Ireland to have successfully partnered with a multinational. For more on the trials and tribulations of partnering with an MNC see our feature on page 20.

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11/04/2016 13:38

News  Updates

TOURISM

NSAI SETTING HIGH STANDARDS IN TOURISM The National Standards Authority of Ireland (NSAI) has received a top international award for a new innovative standard for the tourism sector. I.S. 373:2013 ‘universal design for customer engagement in tourism services’ helps tourism providers to make their products or services more accessible by improving various types of communication, such as written, verbal and electronic. This Irish standard and free toolkit, the first of its kind in the world, was published by NSAI in 2013. It is a collaborative project between the National Disability Authority, the Equality Authority and Fáilte Ireland.

MEMBER SPOTLIGHT TOP TWEETS

Are you a small business who needs businessfocused advice and insights? Join the SFA today sfa.ie/ joinusnow

@SFA_Irl

FROM LEFT: Martin Essl, Essl Foundation; Gerald Craddock, National Disability Authority; Elizabeth O’Ferrall, NSAI; James Hubbard, National Disability Authority; Jakob von Uexkull, World Future Council

RECRUITMENT

RESERVISTS: A RELIABLE HIRE OPTION Members of the Reserve Defence Forces are proving to be an attractive prospect for employers. People who volunteer on a part-time basis as soldiers and sailors all possess civilian employment outside of the military. They come from a wide variety of employment backgrounds and thanks to their military training, are highly reliable employees possessing many skills and attributes, including goal orientated, task-focused work ethos; time management; self-confidence; public speaking skills and much more. These skills are also developed in reservists at a young age. What makes employing reservists such an attractive prospect for employers is that the skills obtained by reservists during training come at no cost to their civilian employer; everyone benefits. For further details see www.military.ie/reserve

CARLINGFORD

CARLINGFORD ADVENTURE CENTRE: 25 YEARS IN BUSINESS Carlingford Adventure Centre recently

celebrated its 25th anniversary with a special event for its staff. Company Director Tom McArdle reflected on how the company has developed over the last 25 years. The idea for the business was born in 1989 when his wife Mary visited Achill Island on a family holiday. The couple converted an old warehouse in Carlingford into 10 bedrooms and an office. The Adventure Centre was officially opened in 1990 offering windsurfing, sailing and kayaking. Reflecting on the success of the business, Tom Mc Ardle said: “Starting from one employee to running a successful adventure centre employing over 65 people, catering for 40,000 clients and providing such a wide scope of outdoor activities, I am very proud, grateful and thankful.” A full timeline of Carlingford Adventure Centre is available on its website www.carlingfordadventure.com

Brilliant presentation from Jennifer Casey about being a responsible business hosted by @ SFA_Irl & @ BordGaisEnergy

@ThreeQ

Our #sfaawards2016 experience is now live on our blog: www. jjotoole.ie/ general-news

@JJOToole_ie

No win at #sfaawards2016 but there was good beer! Congrats highly commended @CornucopiaRest & winners @ JavaRepublic

@8degreesbrewing

Ibec initiative makes it easier for small firms to partner up & access €7 billion fund for African project

@SFA_Irl

@SFA_IRL

Roisin McNamara, Deirdre Finnerty and Michelle Kilcar

CCP RECRUITMENT Established in 1997, CCP Recruitment, which has offices in both Galway and Cork, is a generalist agency that recruits technical engineers for the multinational sector. From Mayo but living in Galway, the firm’s principle consultant is Deirdre Finnerty. Having worked with CCP for over eight years, Finnerty manages the technical engineering desk, placing manufacturing/process engineers, automation engineers, project managers and packaging engineer type candidates into key positions around Ireland. CCP Recruitment is about more than just business with a focus on staff and team wellness. Its wellness programme allows flexi working time and a pathway to a better work-life balance with a focus on mindfulness through its in-house yoga programme. In December 2015, the firm was shortlisted in four categories at the National Recruitment Federation (NRF) in Ireland Awards, with Finnerty claiming the prestigious Recruiter of the Year Award. “We were honoured to be shortlisted for the 2015 awards,” commented Róisín McNamara of CCP Recruitment. “The entire team at CCP is passionate about recruitment and ensuring that we deliver the right candidates for our clients and also in placing our recruits into their field of expertise. We box above our weight by servicing Ireland’s blue chip accounts.”

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Updates  News

RETAIN AND INSPIRE:

3 KEY QUESTIONS

GIVEN THAT THE ‘WAR FOR TALENT’ IS A REALITY AGAIN, WHAT ARE THE KILLER QUESTIONS YOU NEED TO ASK YOURSELF IN ORDER TO RETAIN AND INSPIRE YOUR PEOPLE? IAN McCLEAN FILLS US IN.

DO YOUR PEOPLE FEEL VALUED?

There is a difference between valuing your people and making them feel valued. Valuing your people speaks solely about your good intentions, but whether they feel valued or not, is about your impact. And in manager terms, intentions are counterfeit - impact is the only currency. People tend to get hired for their technical ability and get promoted for their performance based on individual contribution. So, a taxation advisor or a super salesperson that gets promoted sooner or later finds themselves in a position of managing people. Most businesses cater very poorly for people making the transition, which is remarkable when you consider this person will go from 100 per cent achievement of results through their solo efforts to 70 per cent achievement of results through other people. It’s little wonder therefore that the ‘Peter Principle’ of being promoted to the level of their own incompetence rings so true. DO YOUR PEOPLE HAVE CLARITY?

Does your staff have clarity of purpose, objectives, roles and responsibilities and behavioural dos and don’ts? Fulfil clarity on these four items and you have gone a long way to inspiring better performance. A Harvard study reveals that employees

need only demonstrate 31 per cent of their true capability in order to keep their jobs, which means 69 per cent is up for grabs. A good manager or business owner taps into a great proportion of that discretionary effort – and it starts with creating clarity (or indeed removing ambiguity) around these four items. A study by Ferdinand Fournies asked 25,000 employees globally “why don’t employees do what they’re supposed to do?” The findings revealed the top four reasons to be: They don’t know what they’re supposed to do; They don’t know how to do it; They don’t know why they should do it; They think they are already doing it. Remarkably basic you would think. Or, just simply, remarkable. WHAT IS THE MOST IMPORTANT CONVERSATION YOU NEED TO HAVE?

Most business folk I meet admit that business, in and of itself, is easy – it’s the people that make it difficult. And in spite of the mechanics of business – strategies, structures, processes, policies, systems, plans and projects – it is the interactions between people that drive the business machine. After all, projects don’t deliver themselves. The reasons outlined as to why people don’t do what they’re supposed to do can only be resolved through one medium: a conversation. Yet, beyond the clarity conversations, most of us typically have a difficult conversation on the horizon we know we need to have and may be avoiding through either fear or lack of confidence. Whether it’s a poor performer or a peer, identifying it and tackling it is core to improving commitment and performance.

Ian is co-founder of GreenLine Conversations© a methodology based in the latest neuroscience for nurturing better relationships and performance through conversations (not systems!). For more information visit www.greenlineconversations.com

ONE IN FOUR APPEAL One in Four, the charity that provides support and resources for people who have experienced sexual abuse and violence in Ireland, is calling on generous businesses to donate one day. It costs One in Four €2,112 every single day to help the women and men who reach out to the charity for help. This €2,112 covers therapy sessions, courtroom visits, and all of the advice provided to clients. Essentially, everything the charity does. It allows One in Four to meet hundreds of people and families, and to answer thousands of calls. By donating €2,112 your company will be responsible for the full support a survivor receives for one day this year. You will be the reason One In Four opens on that day. For a limited time Better Business readers can receive the same benefits at a 50 per cent reduction: only €1,056 (or €88 monthly). And you can choose the date. If you’re happy for One in Four to do so, the charity would like to display your name (or your company’s name) in its reception area that day so that it’s visible to every visitor. As well as being eligible for tax relief, there are other benefits to your company, including: n Display in the One In Four offices n Optional plaque for display in your offices n Press release detailing the partnership n ‘Best in CSR’ nominations n Regular mentions through One In Four’s social media n Email signature template to use in your outgoing email n Logo and link on website n Acknowledgment in One In Four’s annual report n Staff training and support n Priority invitations to One In Four’s events For more information please contact Simon at simon@oneinfour.ie or (01) 662 4070

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What businesses can benefit from Standards? Small & medium sized businesses just like yours! Standards provide Irish businesses with tangible benefits that can increase the efficiency of operations and help them compete for opportunities on the global market.

NSAI supports and facilitates SME access to the national and international standardization process and provides an internationally recognised certiﬁcation service. Essential business supports include: • Information sessions on the key changes to international management system standards such as ISO 9001, ISO 14001 & OHSAS 18001 www.nsai.ie/Management-Systems • Opportunities to review and comment on the standards aﬀecting your business. Register on www.nsainep.ie • Providing SMEs with the opportunity to participate through consultation with industry peers on the development of standards www.nsai.ie/getinvolved

Find out what NSAI can do for your business and be part of the Standards story by connecting on:

Key beneﬁts from using standards that will help your business Streamlining internal operations - Innovating & scaling up operations Creating or entering new markets - Cost savings - Enhanced customer satisfaction - Increased market share - Environmental beneﬁts (www.iso.org)

NSAI and the NSAI Logo are registered trademarks of NSAI NSAI - 1 Swift Square, Northwood, Santry, Dublin 9 D09 A0E4 | T +353 1 807 3800 | E info@nsai.ie | @NSAI_Standards

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11/04/2016 14:21 11:40

Updates  News

MEMBER SPOTLIGHT THREE Q PERMS & TEMPS Three Q PERMS & TEMPS is the specialist provider of permanent and temporary recruitment solutions to companies in Ireland looking for ‘ in demand talent’. The company has a proven track record working with jobseekers and employers for over 16 years. The company, which is Irishowned and operated, focuses on ‘in demand professionals’ through the recruitment, screening and placement of the best qualified staff on the market. Three Q PERMS & TEMPS understands the importance of key personnel in small business and that not all general roles require recruitment support, but strongly believes that in business critical roles you need a recruitment partner you can trust in order to grow. “Three Q PERMS & TEMPS secures in demand

and hard to find talent by investing in and delivering an innovative search and selection process,” said Managing Director Cora Barnes. In recognising the value of the innovative search processes to not for profit companies, Three Q PERMS & TEMPS recently created a CSR programme to deliver results for Foodcloud. FoodCloud helps businesses redistribute their surplus food to people who need it. Within ten days, Three Q PERMS & TEMPS was able to present 20 high quality candidates to FoodCloud in which five candidates were shortlisted for their charity liaison and food safety officer position. Three Q PERMS & TEMPS’ vision is to be the quality partner of choice for companies that require professional staff in permanent, temporary and contract roles.

For further information, contact Cora Barnes on 01-8783335 or email cora@3qrecruitment.ie

He Said

“The biggest risk facing Irish business this year is loss of competitiveness. We must all work to ensure we deliver quality and pursue innovation while not losing competitive advantage.”

SFA Director Patricia Callan

responds to the release of the monthly unemployment figures in March.

SHe Said

“No resolution of the dispute is possible unless drivers bring their expectations in line with what is happening in the economy. On behalf of the thousands of small businesses whose employees and customers will be affected by the dispute, I call on SIPTU workers to call off the strikes.”

SFA Chairman AJ Noonan

reacting to the announcement of strikes by Luas drivers on Easter Sunday and Monday.

“Small firms do not have the same degree of mobility, flexibility and diversification that may help larger businesses to navigate the risks posed by a UK exit from the EU.”

Assistant SFA Director Linda Barry

speaking about the possible threat posed to small businesses in the event of Brexit

WAGE LEVELS

SFA CALLS FOR THE MINIMUM WAGE TO REMAIN UNCHANGED

On March 11th, the Small Firms Association made a written submission to the Low Pay Commission, the body tasked with making recommendations to Government on the level of the National Minimum Wage (NMW). The submission was based on member input, supported by economic analysis. It clearly demonstrated that there is no cause for the minimum wage to be further increased. The SFA drew attention in the submission to the lack of data available relating to the use of the minimum wage in Ireland. This creates challenges in making evidence-based policy decisions and must be addressed. In particular, it is too soon to make a comprehensive assessment of the impact of the increase in the NMW to €9.15 per hour on January 1st 2016, although initial reports from employers indicate that they are under pressure to increase pay rates across the board as a result. No further changes should be made until the effects of this latest increase are known. As it stands, profitability is very low in the sectors that employ the most minimum wage workers, meaning that higher wages are not affordable. These factors, combined with an inflation rate hovering around zero, demonstrate the lack of an economic rationale for any increase in the NMW. Examining the labour market, a number of different dynamics can be observed. There is a ‘war for talent’ for certain high-skilled workers in the cities. Meanwhile, unemployment is still high at 8.8 per cent and the majority still on the Live Register are low-skilled or long-term unemployed persons. In this environment, wage rates that are realistic for both the employer and the employee should be set in a competitive labour market. If wage rates are artificially inflated, job creation will be stymied and job losses will result. The Low Pay Commission will make its recommendation for the NMW for 2017 in mid-July.

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News  Updates

Firstly, the approach being taken by the funds generally involves the following three options: DISCOUNTED BUY OUT Under this option the borrower can put forward a proposal to buy the loan at a discount to its outstanding value. However, any offer would be expected to be at least in line with the market value of the security. SETTLEMENT AND SALE A voluntary sale of the assets plus a cash settlement towards any shortfall on the settlement figure. This settlement is required to be agreed in advance. ENFORCEMENT In the event of no agreement being possible under the above options the new loan owner may appoint a receiver to realise the security they hold and pursue the borrowers for any shortfall to the value of the loans outstanding.

The Consumer Protection (Regulation of Credit Servicing Firms) Bill 2015 was enacted in summer 2015. This Bill extends the protections of the Central Bank’s SME lending code, not directly to the activities of the new owners of the loan, but to their agents in Ireland which they have appointed to interact with borrowers on their behalf. At this stage, good advice is essential. Bad advice at this critical stage may result in terminal results for your business. If your accountant is sufficiently well informed, they should be the initial port of call. Alternatively, you may wish to engage a specialist regulated debt management services (DMS) firm. WHAT YOU SHOULD BE DOING NOW

At some point in time you will need to be talking with another bank to provide finance to meet the settlement figure demanded by the new loan owner, if you wish to continue trading. If you have not already done so, you should make some effort to value your security which is held by the new loan owner. It is likely that you will have your dayto-day business banking with one of the remaining banks which are still active in the SME market. If this account is operated well it will help you to secure the finance you will need. In any case, you should be talking with your daily ‘transactional bank’ to establish a good relationship, and letting them know that you may need refinancing in the foreseeable future. It is likely that the bank will not finance any assets by 100 per cent, or by multiples

ME AGE

UND

M NEW

DEALING WITH DEBT

UNDER A NEW LOAN OWNER HAS YOUR DEBT BEEN PART OF A LOAN PORTFOLIO SALE? JOHN TRETHOWAN, HEAD OF THE CREDIT REVIEW OFFICE, PROVIDES INFORMATION FOR BORROWERS WHOSE LOAN HAS BEEN SOLD ON TO ANOTHER LENDER. of your profits. You may need to get part of the settlement money from a non-bank source. If practicable you should also be talking with friends and family about the upcoming need for refinancing. As with any bank loan application, you will need up to date financial accounts – there is no point in seeking credit with financial accounts which are over a year old. The bank will want to see three years of accounts, and if past trading has been difficult you will need to be able to explain the past performance. You should also have a credible business plan for the next three to five years, together with cash-flow projections. Templates to produce these are available on the Banking and Payments Federation website. You will need your up-to-date tax clearance certificates, or the payment record for any arrangements for arrears with the Revenue Commissioners. It will also help if you have aged listings for your debtors and creditors, to help the bank understand your business working capital needs. The bank will likely check your business and personal credit history with the Irish Credit Bureau. Do you know what these credit records look like? If not,

find out. It is better to explain in advance the causes for any defaults. You will need security for the lending. This will likely be at least fixed charge over the assets being financed, and possibly floating charges on the business. If the assets are in the directors’ names on a limited company, be prepared to give a guarantee, backed by a charge on the assets, to secure the loan. SOME AVAILABLE HELP

Your Local Enterprise Office should provide a ‘one stop shop’ for small businesses in terms of advice on managing your new loan relationship. If your business has been refused credit, the Credit Review Office can help with loan appeals up to €3 million. If your business has less than ten employees, some of the refinancing up to €25,000 may be available from Microfinance Ireland. If lack of security is the issue, the State Credit Guarantee Scheme might be able to help. If you are a member of a trade body such as the SFA, let them know how you are getting on. They can lobby on the collective experience of their members.

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Feature  Peer to peer

P P 2

EASY

AS 123

PEER-TO-PEER LENDING HAS ONLY BEEN AROUND FOR A FEW YEARS, BUT THE CONCEPT HAS ALREADY HELPED THOUSANDS OF EXPANSION-HUNGRY SMALL BUSINESSES TO RAISE MILLIONS OF EURO. For brewing equipment to help us grow. Working capital for an expanding organic farm. For the purchase of new equipment. To buy a new coffee machine and to upskill staff. Those are just a few of the reasons stated by some of the small companies seeking to raise funding on the Linked Finance website - one of two main peerto-peer platforms operating in the Irish market. Peer-to-peer lending, typically abbreviated to P2P lending, has become a popular option for small Irish firms that need access to cash over the past five years. As the recession bit and traditional funding wells (i.e. banks) ran dry, small businesses with eyes on expansion were forced to look for alternative sources of funding. P2P lending is a simple enough concept: P2P lenders such as Grid Finance and Linked Finance sit between investors with money to lend and companies that want to raise cash. The idea is that both benefit

Derek F. Butler, CEO, Grid Finance and Katie Cantwell, Owner, KC Peaches

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Sean Gallagher  Interview

“THE ONLINE P2P MODEL FACILITATES PEOPLE LENDING WHERE THERE ISN’T A PRE-EXISTING RELATIONSHIP.”

SFA FACT KC Peaches

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Feature  Peer to peer

“BY LENDING THEIR MONEY TO LOCAL BUSINESSES, OUR LENDERS ARE SUPPORTING THE IRISH ECONOMY.”

Peter O’Mahony and Alan Fagan of Linked Finance

When an investor finds a firm they want to invest in, after scouring the live deal profiles on the Grid or Linked website, they submit how much they want to put in (i.e. €1,000) and pick the interest rate they want to receive. However, if the ‘auction’ ends up being oversubscribed (which typically happens) the investors with the highest interest rate demands risk being cut out as the company raising the money will go with the investors seeking a lower return. Linehan says that lenders using the Grid platform typically pocket a return of between 7-9 per cent. In Grid’s two years of trading, Linehan claims that no business has defaulted on a loan. Loans are repaid monthly. This means that if the loan term is 36 months, the investor will receive 1/36th of their total investment each month, plus whatever interest they are due. P2P lending remains unregulated in Ireland. But the sector has quickly established a strong reputation. The previous Government threw its weight behind P2P lending in the 2014 Action Plan for Jobs, in which it stated: “P2P lending can be a valuable source of funding to micro and small businesses, either as a complement to traditional bank funding or as an alternative to this funding channel in instances where the application for bank credit has been refused.” Although growing steadily, the Irish P2P market remains small - particularly compared to the UK, where P2P lending is tipped to exceed €3.5 billion this year, and the US, where $6.6 billion was lent via P2P

portals last year (the US market is tipped to exceed $350 billion by 2025). Linehan adds: “The migration from informal lending to formal lending between people in Ireland has been slow over the last three years but adoption of anything new takes time. It will eventually reach a tipping point and we expect this

SFA FACT Trouble Brewing One of the pioneers of the Irish craft beer revolution, Kildarebased Trouble Brewing used Linked Finance to raise money to expand its brewing facilities and to take on new staff. The firm says: “Since we’ve taken the loan with Linked Finance, we now employ six people, four full-time and two part time. We’ve also increased our production capacity with the addition of three new fermentation tanks that will allow the business to grow and increase the range of beers that we produce.”

to be triggered with the introduction of regulation in Ireland.” Alan Fagan, Head of Marketing, at Linked Finance says that the P2P lending industry’s biggest challenge remains awareness. “We still hear from business owners every day who are disillusioned with how difficult it is to access finance from traditional sources,” he says. “Many great local businesses are failing to realise their full potential due to a lack of readily available credit. Making business owners aware of P2P lending as a viable alternative is a challenge. Once a business owner has gone through our lending process, they’ll have no problem coming back to us every time they need a business loan. Drawing their attention to us and winning their trust the first time is the tough part.” Fagan says that Linked Finance has more than 11,000 registered lenders with the average interest rate on its loan book running at about 8.23 per cent. “Our lenders can only bid between 5 per cent and 15 per cent,” he adds. “Globally, there has been a downward trend in the average interest rate across P2P lending platforms. As big institutional investors take interest in the sector, competition to fund loans is driving the average rate lower.” To date, Linked Finance has facilitated loans for over 350 Irish small businesses, with bids from lenders totalling over €17m. The average loan value provided through the platform is €28,000, typically over a three-year term. The firm has big ambitions, with Fagan hoping to have helped 5,000 small firms to have raised money by the end of 2017. “By lending their money to local businesses, our lenders are supporting the Irish economy,” says Fagan. “Our lenders like that – they are not piling money into some anonymous global index fund that they don’t really understand. If it’s a shop, a café or a restaurant that they’ve invested in, they can walk into these businesses and see the difference they’ve made. That’s a great feeling.”

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Business  Cover story

A FIRM IN

FORM HAVING SCOOPED THE OVERALL AWARD FOR BEST SMALL BUSINESS AT THIS YEAR’S SFA AWARDS, AND SETTING ITS SIGHTS ON FURTHER EXPANSION, GORT-BASED COMPANY TOPFORM IS SOMETHING OF A SMALL BUSINESS SUCCESS STORY. Topform is a creative worktop solutions company based in Gort, Co Galway. Founded in Shannon, Co Clare as a subsidiary of Canadian company Amhurst in 1976, the company moved to Gort the following year and has spent the last 39 years building an impressive manufacturing base in the town. Current owner Paul Glynn bought the company in 1996, and has directed them as they’ve developed from a manufacturer of made-for-stock laminate worktops to an innovative, dynamic, export-led business. Topform employs 45 people in Ireland, with the vast majority based in Gort. John Flannery joined the company as managing director in 2015, making

him one of the newest faces around the factory. “The one great thing for us being in a small town is that we’ve developed an exceptional loyalty from the people who work in our business,” says Flannery. “When you go around our factory and talk to people, or even our offices, if you ask people how long they’ve been in the business, you don’t get three years and five years, you get 18 years and 26 years. A lot of our talent are very, very knowledgable because they’ve been in the business a long, long time. I think that offers us huge advantages in the market.” One of the biggest challenges facing Topform over the past ten years has

been keeping pace with changing tastes in the domestic market. A customer survey in 2008 resulted in the ‘Laminate Fights Back’ initiative to compete with the surge in interest in alternative materials for domestic worktops. ‘TopShape’, the product which developed out of that survey, has been the company’s strongest performing product for a number of years, offering the square-edge look and high-quality textures of expensive materials at a more affordable price-point. “The first impression from the survey was that customers didn’t want laminate worktops at all,” Flannery explains. “They wanted granite, they wanted stone, they wanted marble, they wanted

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Cover story  Business

“[THE AWARD WIN] REALLY SAYS TO OUR PEOPLE, ‘YES, WE KNOW WHAT WE’RE DOING AND WE’RE DOING A GOOD JOB’.” SFA | BETTER BUSINESS 17

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Business  Cover story

Topform’s new kitchen worktop range which launched in April 2016. It includes in-season rustic wood designs, the ever popular grey and neutral kitchen tones of Causeway, and a new take on black with the Raven Marble worktop

composite material - they wanted things that don’t look like what our products look like. We were finished in the marketplace if we didn’t change. “When we discussed it, we found out that our customers would like to have these products, but in a lot of cases they were unsuitable because they were so expensive or they didn’t fit the lifestyle - there were a number of reasons. A lot of those more expensive products were aspirational products rather than real ones. The ‘Laminate Fights Back’ campaign was designed to find materials that look similar to granites, stones, marbles and composite materials, but could be made from laminate and therefore offer people a choice that they could have something they really, really wanted or aspired to but now have it at a

price point that suited their budgets.” Flannery compares Topform’s situation to that of the fashion industry, with the team working a year or more ahead of time as they try to predict the latest trends in everything from luxury Italian homes to the colour of kitchen doors. He is keen to stress how Topform is aiming to become a “learning organisation”, where continual professional development and constant innovation are par for the course. “We visit companies, particularly companies that excel at something, and we look at what they do and how they do it, and we bring those ideas back to Topform,” says Flannery. “We’re constantly doing this. And it’s not just myself or the executive team, but we bring people from our admin team or our production team and say, have a look around, try and learn from what they’re doing. And they could be anyone from another local manufacturer to the Toyotas of this world.” While the downturn in the numbers of houses being built in Ireland over the last six or seven years has obviously had consequences for a business like Topform’s, Flannery says the company has been proactive in seeking out international markets which have strengthened their core customer base. One particularly important market is the UK’s mobile home manufacturers. “Worktops are not just in kitchens

“WE VISIT COMPANIES, PARTICULARLY COMPANIES THAT EXCEL AT SOMETHING, AND WE LOOK AT WHAT THEY DO AND HOW THEY DO IT, AND WE BRING THOSE IDEAS BACK TO TOPFORM.”

in houses - they’re in boats, they’re in ships, they’re in mobile homes, they’re in trains and schools,” says Flannery. “The mobile home sector, when you look at it and map it against the housing market in Ireland for example - I think the number of houses predicted to be built this year is around 8,000. The mobile home industry will manufacture between 16,000 and 18,000 mobile homes this year. So that one niche market in the UK is bigger than the entire Irish housing market. This is why we recently started to look at the French market, which is equally as big as the UK market. That gives us focus to look outside the traditional kinds of markets and say, where could we go next with this?” This international outlook helped Topform to win the Exporter of the Year award at this year’s SFA National Small Business Awards. They also took home the overall award for Best Small Business of the Year, something which Flannery says is a big boost for the whole company. “We’re very proud of it,” he says. “It’s many, many years of developing our business and being recognised in that way, it really says to our people, ‘Yes, we know what we’re doing and we’re doing a good job’. What’s coming out of that is that we’re actually growing out of being a small business. Probably by the end of this year, we’ll be a mediumsized business because we’ll be going over 50 employees. I think that’s a great success story for any small business that’s out there. It started small but it grew and grew over the last 40 years and we have plans to continue growing over the next few years.”

SFA FACT Did you know? Dressing up for blacktie events and picking up gongs is not new territory for Topform. In 2015, the firm won Best Small Business Exporter at the SFA Awards.

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how to ...  Tips

Donal O’Nuallain

IEDR @head of pr and Marketing

e c n e s e Pr r u o st Y

Boo

TIPS FOR GETTING YOUR BUSINESS ONLINE ....

DOMAINS & HOSTING You need to pick a good website (or domain) name. Choose one that’s short, memorable and reflective of your business or brand. To get your website online you need to host it somewhere. Hosting packages vary based on your needs and requirements. A lot of accredited .ie domain registrars provide hosting services along with domain registration and will sell them as a bundled package.

CONTENT & IMAGERY Content is king so try to write your content with your customers in mind. What do they want to hear? Remember that your website is the online representation of your business. Use a voice that is reflective of how you speak to customers. Keep it simple and straightforward. A picture tells a thousand words. Use professional images that help to best showcase your products or service. Many small (and even large) businesses take their own photographs and this is an option when getting started.

If you are already online

CONTENT MANAGEMENT SYSTEMS (CMS) A CMS lets you publish, edit, modify, organise, delete and maintain the content of your website. There is a huge number of options out there. Some are called website builders which is a basic self-build option. You will be able to get up and running even without technical skills.

ONLINE MARKETING & SOCIAL MEDIA Once you are online you need to drive people to your website. Tell people about it. Ask people to link to it from their sites. Spread your message online in places where your customers are. Are you on Facebook, Twitter, LinkedIn, Pinterest, Instagram, Snapchat etc.? You may not need to be on all of them but a strong and active presence on social media can help drive traffic to your website and engage your audiences.

with a .ie website and are looking to improve your e-commerce offering then visit www.iedr.ie/optimise to apply for our Optimise Fund. You could receive professional consultancy and development services to help your business to start selling online!

PLANNING & RESEARCH You wouldn’t build a house without a blueprint. The same applies for a website. Plan exactly what you want your website to say and how you want to say it. Sketch out your homepage on a piece of paper to get an idea of how it will look and where all the different elements should sit. Look at other brands and businesses you admire. See what they’re doing and how you can incorporate elements of it into your own website.

UPDATES Keep your website fresh and as up to date as possible. Set aside some time every day, week or month to think about how you can add content, make changes or improve your online presence.

SMALL BUSINESSES regularly cite a lack of know-how and resources as significant barriers to having an online presence. While making the move might seem daunting, it should not be an impossible task

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Feature  Partnerships

FRIENDS WITH

BENEFITS

PARTNERING WITH A LARGER BUSINESS CAN ACCELERATE GROWTH AND CREATE STABILITY FOR A SMALL FIRM, BUT IT’S NOT WITHOUT RISKS. BETTER BUSINESS CAUGHT UP WITH TWO BUSINESSES WITH EXPERIENCE OF WORKING WITH BIG COMPANIES TO FIND OUT THE MAIN FACTORS TO CONSIDER WHEN AGREEING A DEAL.

Striking a partnership with a multinational is the holy grail for many small businesses. For a burgeoning firm, with eyes firmly set on growth, securing a deal with a large and experienced company could be the move that opens the door to a world of new clients, increased turnover and - crucially - validation. That’s if you find the right deal, of course. Get it wrong, and a seemingly brilliant deal that promised to take your company to the next level could ultimately end up hurting or holding back your business. Eamon Moore, Founder and Managing Director of Dublin-based IT solutions provider Emit Solutions, is a man with considerable experience when it comes to dealing with the big guns in his sector. Indeed, they don’t come much bigger than the likes of Dell and Microsoft. “We appointed Dell and Microsoft as our exclusive tier one partners in 2014,” explains Moore. “As a result of

Aongus Hegarty, President of EMEA at Dell with Eamon Moore, MD of Emit Solutions

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Partnerships  Feature

“LONG HOURS CAME AS PART AND PARCEL OF SUCH AN ENGAGEMENT IN PARTICULAR WITH CONFERENCE CALLS AND TIME DIFFERENCES.”

these partnerships we now have access to a range of technology and business solutions that we can deliver to the Irish market.” Emit had started working with both companies a number of years earlier and Moore believes that securing the tier one deals was a result of Emit having proved themselves as a credible partner. He says: “Both our partnerships really started to gain traction once we differentiated ourselves with elevated partner certifications. From there I believe both Dell and Microsoft recognised us as an innovative company who wouldn’t be classed as a traditional IT provider. This then led to collaboration with both partners to launch various solutions to the Irish market.” A consideration for any small firm with the opportunity to partner with a larger peer is that any such deal will place new and increased demands on their structure. One of the most obvious would be that a firm might need to take on additional staff, while investment may also be required in existing employees and operations. Moore says that Emit had to scale up its own operations in order to accomodate the increased levels of business that the Dell and Microsoft deals brought in. “New staff were hired, new business units were formed and all team members went through training programmes to upskill on new technologies and solution selling techniques,” he says. “Long hours came as part and parcel of such an engagement in particular with conference calls and time differences. We are now a trainingled organisation and this will be an ongoing process as we continue to grow. All of this flux coincided with a fundamental change in our business model that saw us move away from outsourcing as our core offering to an IT as a Service model. A lot of hard work went into this across finance, sales, technical and operations.” Partnerships with multinationals offer a lot of potential for small firms. But remember that big firms will get a lot from any deal also. While a multinational may require sign-off from ten people for even a simple decision, small firms tend to be more creative and innovative. Emit’s decision to go down the partnership route has certainly paid off. Global recognition of that came late last year when Emit was awarded Dell Global Social Media Partner of the Year at Dell World in Austin, Texas. Emit was also used as a video case study by Microsoft, with the film showcased at the IT giant’s World Partner Conference in Orlando last July. Moore’s advice to any small business seeking to partner with a big firm is to ensure that you do not over-promise and underdeliver and to be up-front and honest. Another major challenge, he admits, can be getting through the door in the first place. Moore’s advice in this instance is to identify the correct people in the

Eamon Moore, Owner and MD, Emit Solutions

organisation who can help you - something he concedes can take some time given the scale and size of the likes of Dell or Microsoft. “When you find the right people and build a relationship, other doors will begin to open for you,” he says. “Your ability to scale is key because when success comes it will do so at a much faster rate when you are dealing with a large multinational. Being backed by two industry leaders in Dell and Microsoft has without a doubt propelled our position in the market. Creating relationships with global teams has changed the way we do business, how we deliver solutions to our clients and how we decide on the next range of solutions to bring to market. Being recognised by these partners at a global level has also hugely benefited our industry profile.” Francine O’Byrne, Owner and Managing Director of the Relocation Bureau - which provides relocation services for companies from its base in Dún Laoghaire - says that partnerships with big firms can be excellent for marketing. “I know of one international client company who recommended us to another American multinational who gave us business as a result of the introduction. You learn from them and in one case the multinational offered training to us, while we were working on a specific project with them. Another big advantage of dealing with multinationals is that they are also much more likely to pay on time.” O’Byrne says her company has contracts with a number of large multinational companies to deliver destination services to their employees relocating. She says that winning new contracts often means that the firm has to take on additional staff, typically on a contractual basis. She says: “If we did agree on a specific contract we would most likely know the timeframe/volume involved and manage the business accordingly. When a company asks me my number one tip when partnering with a multinational, my answer is quite simple: Don’t be afraid!” SFA | BETTER BUSINESS 21

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Way I interview  Seán Gallagher

THE

SEE IT

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Seán Gallagher  Interview

“WE PULL OUT THE LESSONS FROM EACH OF THE BUSINESSES: SUCCESS NEEDS CLUES.”

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interview  Seán Gallagher businessman, but a politically and socially minded figure too. In 2000, Gallagher cofounded Smarthomes with Derek Roddy, Ireland’s largest home technology company; he spent three years on the board of InterTradeIreland, supporting small businesses in developing north/ south trade; he was Board Director of FÁS for two years, developing education and training opportunities; and also appeared as a dragon on RTÉ’s Dragon’s Den. In 2011, Gallagher ran and came second in the Irish presidential election. Today, Gallagher is CEO of Clyde Real Estate, a new commercial property development company providing medium to large-scale offices and industrial facilities around the country. In recent years he identified the lack of space as a serious challenge for established firms looking to expand and for attracting FDI. By providing space for multinational companies and scaling indigenous Irish businesses, he hopes to create thousands of new jobs. For the past three years Gallagher has also written a column for the Irish Independent, profiling a different entrepreneur and their business each week. The project was originally supposed to cover just four projects, but now he’s covered about 160 small Irish businesses. This role gives him a unique vantage point of Ireland’s small business sector. “For me it’s about inspiring entrepreneurs to become role models with which ordinary people can identify. It’s not the Richard Bransons but real businesses in different sectors, of different sizes in different areas of the country. “It’s a story of the entrepreneur, their background, the challenges they overcome, any pivotal turning points and their plans for the future. We look at turnover and employment and I get their advice for other entrepreneurs. We pull out the lessons from each of the businesses: success needs clues.” “Success needs clues”. It’s a point that Gallagher is keen to drive home. “The challenge of being an entrepreneur is it’s often a very lonely road,” Gallagher admits. “You can’t share your burdens with your staff or the bank manager

SFA FACT Did you know? Seán Gallagher was winner of the Innovator of the Year award at the inaugural SFA National Small Business Awards in 2005.

or even your spouse sometimes. So it’s time for small business owners to come together in networks for shared learning. It’s important to learn from businesses that have exported or that have scaled or that have diversified or embraced technology.” In terms of the economy, Gallagher says he has seen a recent shift – a more positive sentiment and increase in confidence. And while that change hasn’t been felt throughout – particularly in rural areas and in non export-focused businesses – he believes many businesses are beginning to reinvest in their offering, and with that can, and should, refocus their strategy. “A lot of companies struggled with a strategy during the downturn,” he says. “Survival was the new success. Now businesses have survived and they need a strategy. How do they grow? How do they introduce new products or services? How do they find new channels or markets? These are the questions they need to be asking.” Gallagher identifies several other challenges for business, the first, expectedly, being access to finance in recent years. He also cites availability of talent as an issue, particularly for small businesses, and calls on the education system to ensure we produce the right skills for the available jobs. Technology, he says, is both a challenge and an opportunity for business: those that fail to

“BUSINESSES THAT WANT TO HANG ON AND DO THINGS THE WAY THEY’VE ALWAYS BEEN DONE WILL BE LEFT BEHIND. BUSINESSES TODAY HAVE TO CONTINUOUSLY REINVENT THEMSELVES.”

embrace and invest in technology now will be left behind. Growth and access to export markets are other challenges he regularly encounters in his dealings with small businesses. “The size of the market is a challenge,” says Gallagher. “If you want to launch a big ship you have to go where the water is deep. To grow a business you need to get to a stage where you can look at exporting. Scaling is an issue. The scaling-up mentality and skillset has to be brought to bear to help entrepreneurs scale and grow. “Organisations like the SFA and other representative bodies can be a voice for businesses. Small business owners don’t have the time or the platform to raise these issues. It’s important to lobby for funding, credit and for support with exports.” As well as profiling an Irish business owner each week, Gallagher has trained and mentored hundreds of emerging entrepreneurs. So what is his advice for small businesses? “Running a business involves a business skillset but the key success factor is the mindset,” he advises. “That’s about positivity, grounded optimism and the willingness to drive forward. With businesses that are succeeding, it’s not about intelligence but about psychology. It’s also about setting goals. Even during bad times, if you set small goals then every time you achieve a goal you’ll feel confidence.” Adaptability has been the buzzword for businesses for several years now. Those that thrive are quick to read and react to change, and Gallagher believes businesses that will be successful will embrace change. “Businesses that want to hang on and do things the way they’ve always been done will be left behind. Businesses today have to continuously reinvent themselves. Reinvention is key to sustainability. It’s about applying skills to meet the needs of a changing market.” Gallagher says every time he meets a successful entrepreneur or hears about a business doing great things it inspires him, and advises Irish entrepreneurs to get out there, to collaborate, share and keep the confidence up. Without a thriving entrepreneurial community, he says, we won’t have a successful economy. “We’re only beginning to get an understanding of why entrepreneurship is important. Entrepreneurs take the risk to create businesses and in doing so they create jobs and support their local communities. You won’t have a Facebook or a Google in every town in Ireland but you will have local businesses, grounded and rooted in their communities. They’re the glue that holds them together.”

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11/04/2016 15:35

interview  Trading places

HOME

AWAY

FROM DUBLIN TO DELHI

CONCEIVED IN DUBLIN AND DEVELOPED IN DELHI, ONLINE BOUTIQUE STORE IKKA DUKKA IS MAKING STRIDES WITHIN THE INDIAN E-COMMERCE MARKET. BETTER BUSINESS CAUGHT UP WITH GALWEGIAN CO-FOUNDER ENDA NOONE. Many new businesses conceived in Ireland tend to be local affairs – those involved are well acquainted with the local marketplace, customs, culture and even legal requirements. Some, however, have an eye on the international horizon. One of the latter is Ikka Dukka, an online lifestyle store based in Delhi, which sells everything from cufflinks and watches to jewellery and candles. The start-up is the brainchild of Enda Noone and Nilisha Kohli, who first met while undertaking a Masters degree in Dublin in the mid-2000s. The idea for a store selling quirky and interesting products in India was hatched several years ago in a Dublin pub, following a long and unproductive day of Christmas shopping. The search for original gifts in the city had proven unfruitful and so the thought occurred – why not provide such originality themselves? “In a nutshell, the reason we started

Ikka Dukka was that we wanted to make cool stuff and have lots of fun doing it,” Noone explains. “There are two parts to the business. One part is designing and manufacturing our own Ikka Dukka brand of products and selling them to stores and other websites that have a similar aesthetic, as well as on our own website – ikkadukka.com. The other side is sourcing and curating similar great products that complement our brand of products, and selling them through [our website].” With the idea sparked, the next decision revolved around the location for their start-up. Both Noone and Kohli were keen on India – satisfied that the country wasn’t as saturated as western markets, Noone identified an e-commerce niche, deciding that Ikka Dukka would occupy a space in between the discount online retailers, and those hawking luxury, high cost merchandise. Ikka Dukka was settled on as the brand

name, which means ‘one or two’ or ‘very rare’ in Hindi. Doing business in India is undoubtedly a vastly different experience – the culture, climate and business practices can bear little resemblance to the Irish experience. Noone notes that logistics often presents a particular challenge – once the product leaves their warehouse, there’s very little that can be done to influence its journey towards the consumer. “Our biggest fear is that it wouldn’t arrive in the same condition as when we’d shipped it,” he says. But such risks have been worthwhile and it’s certainly a lucrative market for any new business, combining the second largest online userbase in the world (around 354 million people) with low e-commerce penetration. By 2020, for example, revenues from online sales are predicted to hit $100bn. Ikka Dukka is following the trend, with continuous growth over the last few months. “We’ve also received some great recognition and acknowledgements from people in both the fashion and home décor industry,” Noone adds. “Architectural Digest called us the best curated website in India.” For now, although Ikka Dukka sells its eclectic product range across the world, including to customers in Ireland and the UK, its marketing focus remains on India as it attempts to solidify its foundations and grow the business. Noone does explain, however, that the next step will be developing partnerships with stores and websites in other markets, as well as the extension of their marketing endeavours aimed at international markets. His vision is both impressive and yet unsurprising, for a man who moved halfway around the world in pursuit of a business dream. When asked about where he would like to see Ikka Dukka in five years’ time, he says: “To be a truly global brand and have our products in the trendiest international stores and websites. For the Ikka Dukka brand to be known internationally as a premium brand with great design. Flagship stores in a number of major cities. And to have our main international operations based out of Dublin.” Watch this space.

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“IN A NUTSHELL, THE REASON WE STARTED IKKA DUKKA WAS THAT WE WANTED TO MAKE COOL STUFF AND HAVE LOTS OF FUN DOING IT.”

SFA FACT Indian Summers Noone cites the Indian weather as one of the major challenges he faces. While winters can be relatively mild, summers can see temperatures rising to an average of 45 degrees Celsius during heatwaves.

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Feature  Industry

Making Waves in

3D PRINTING SEEMS TO BE EVERYWHERE IN THE MEDIA THESE DAYS. BETTER BUSINESS CAUGHT UP WITH WITH SOME OF THE IRISH PLAYERS MAKING A SPLASH IN THIRD DIMENSION TO FIND OUT WHAT THE BUZZ IS ALL ABOUT. You’d be forgiven for thinking that 3D printing is a relatively new phenomenon. Truth is, the origins of 3D printing date back more than three decades to the early 1980s. The concept has matured at an exponential rate since the turn of the century, to the point that the Irish electronics chain Maplin now sells a handful of different models of 3D printer via its online store. 3D printing is similar to standard printing, with multiple layers printed on top of one another to create a solid object. Of course, conventional inks are much too thin, so the most common types of 3D printers use a form of plastic that is heated and then forced through a nozzle. Other more conventional 3D printers use a method called stereo-lithography, which sees a liquid plastic material called monomer hit with a UV light to create a solid object. As technology improves, those in the industry are also finding ways of printing with materials such as concrete, sand and a whole host of other materials.

The advent of 3D printers means that objects of virtually any shape can be made in a short space of time and relatively cheaply. During the 1990s and the first few years of the noughties, 3D printing technology was most commonly used to create prototypes. However, Tony Flanagan, Sales Manager of Schivo 3D - a Waterford-based company which provides 3D printing and rapid prototyping of everything from airplane and car parts to parts used in the oil and gas industry - says there has been a ‘transformation of the 3D printing industry over recent times. According to Flanagan: “In the past five years the change in the industry has been running equivalent to moving from a walking pace to a sprint. It is incredible to think where we will be in 20 years’ time. Being able to print protoypes of parts and products has been hugely beneficial for manufacturers. Consider a smallish company seeking to mass-produce something like a plastic chair using injection moulding. Using traditional methods they’d need to have created a

mould to generate a prototype. Injection moulds are expensive, so if the prototype showed up design flaws or health and safety risks and needed to be refined or altered, costs would quickly stack up. But with 3D printing, it’s much easier, quicker and, crucially, cheaper to make changes and re-print.” Flanagan says that the aerospace and medical industries are the two main ones that have latched on to the possibilities of 3D printing. “Most of us probably aren’t even aware of how much of an influence it’s already having on our lives. For example, pretty much every hearing aid produced today is done so via a 3D printer, at a much reduced cost,” he contends. We can also already see the influence of 3D printing above our heads, according to Flanagan. He says that Schivo 3D is alread heavily involved in the manufacture of airplane parts using 3D printers. Indeed, Flanagan predicts that 3D printing could provide the answer to notoriously long delays

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industry ď&#x20AC;Ş Feature

The kind of innovations 3D printing is bringing to life include tables, guitars, iPod speakers and artificial body parts

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Feature  industry

“WITHIN 15 YEARS IT IS DEFINITELY POSSIBLE THAT THERE WILL BE PLANES IN THE SKY THAT ARE FULLY 3D PRINTED.” Jemma Redmond and her team at Ourobotics collecting the top award at SVOD Europe

in the delivery of new airplanes. “If you walk in to the Airbus factory today with a bag of cash, you’re still looking at a nineyear waiting list for a new plane,” he says. “Using traditional manufacturing methods, production will never catch up. The advent of new 3D printing technologies is a gamechanger for industries like aviation. Within 15 years it is definitely possible that there will be planes in the sky that are fully 3D printed. 3D printing will not only speed up manufacturing, but will cut costs too.” Flanagan believes that 3D printing will transform the medical profession also. He notes that 3D printers have the capability to print 3D models of body parts and even entire humans, meaning that surgeons can practice operations on exact replicas. This, he contends, will lead to huge savings on things like medical insurance and the cost of operations. There are already companies out there who are using 3D printing technologies to create human body parts. Indeed, one of those leading the charge in this space is an Irish start-up called Ourobotics. Founded and headed up by Cork-based Jemma Redmond, Ourobotics has developed a 10-material bioprinter capable of printing items for use in the medical world. Ourobotics has already turned a number of industry heads and in January this year beat off competition from 25 other startups from across Europe to take top prize at SVOD Europe, a boutique conference held in Google’s Dublin HQ to give top European start-ups an opportunity to meet with senior investors from Silicon Valley. Redmond, who holds a Masters in Nanobioscience from UCD and who studied Physics in Aberdeen, explains: “I was looking to do something in biotech - something that would be the most ‘gamechanging’. During my Masters I’d come

across regenerative medicine and started to learn about printing stem cells. Around this time I also found out that I was infertile and, when I discovered why, I was pretty angry and so I wanted to find out about restoring tissue. To fix what could never be fixed before.” Ourobotics’ printer can print with just about any gel-like substance, including collagen, gelatin and alginates. This means that the machine can be used for all manner of applications, from human tissue through to pharmaceuticals and even food. Redmond has big plans for her own company too. “We are still developing the

ULTEM 1010 on Fortus 450mc

SFA FACT An exciting partnership Waterford-based Schivo has formed a partnership with Stratasys, the world’s largest 3D printing company, which has been at the forefront of 3D printing innovation since it was formed in 1989. Schivo’s Tony Flanagan says: “This partnership is good news for Irish manufacturing as a whole. Irish companies now have access to industrial 3D printing services and expertise on their doorstep.”

hardware and building out the team,” she says. “We are looking to start working on liver assays and have some unique ideas about bioprinting and robotics as well as tissue engineering. 2016 will be an exciting year for sure and we have some surprises up our sleeves. Technically you have seen nothing yet!” Redmond believes that there is still much development required in 3D printing. “A lot of the printers on the 3D side are not reliable enough,” she says. “They are super buggy and annoying and slow for users. They are getting better, but there is a long way to go. It’s a bit like the old commodores or spectrums with the tape drives that kept crashing. That’s kind of where we are with 3D printing.” Looking ahead, Redmond sees a big future for 3D printers and predicts that food printers will become as common as microwaves, while robotic surgeons will be able to print directly into a patient. She predicts also that scientists will soon be capable of ‘printing’ tumours outside of the human body, which will potentially make it easier for cures to be found for things like cancer and other diseases. However, with all this opportunity comes the potential for problems. Redmond warns that the rise of 3D printing will also bring about a number of challenges for society. She concludes: “I think there will be more controversies to arise from 3D and bioprinting. For example, cloning is a possibility, while the manufacture of medications or illicit drugs or substances or even weapons is also going to be a problem. I worry that technologies will end up moving faster than laws can adapt to them.” These are all issues that the Irish Government and society will need to respond to. It’s clear that for all the exciting possiblities offered up by 3D printing, the technology also promises to provide a number of challenges going forward. Either way, the 3D printing space promises to be a must-watch over the coming decade.

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11/04/2016 14:52 26/01/2016 26/01/2016 09:04 09:04

Feature  Roadmap

NEXT GENERATION

BUSINESS THE SMALL FIRMS ASSOCIATION HAS BEGUN WORK ON AN AMBITIOUS LONG-TERM PROJECT – CREATING A VISION FOR THE FUTURE OF SMALL BUSINESS IN IRELAND AND A ROADMAP OF HOW TO GET THERE.

Small businesses are the backbone of the Irish economy. Companies with less than 50 employees account for over 98 per cent of all businesses in Ireland and half of total private sector employment. Almost 14,000 new enterprises are established each year and they grow quickly – the second fastest in Europe in terms of numbers employed. Small firms are present in every single village, town and city in Ireland and this makes their social significance as great as their contribution to the economy. Despite these staggering figures, small business often does not get the recognition it deserves, in part because its contribution is based on thousands of smaller investments and jobs created every year rather than ‘big bang’ once-offs. Much of Government policy is based on

backing winners and attracting foreign multi-nationals, rather than creating an environment for more and more indigenous businesses to establish, create jobs, grow and succeed. This disparity prompted the Small Firms Association to begin work on an ambitious long-term project – creating a vision for the future of small business in Ireland and a roadmap of how to get there. In essence, the overarching vision is: Ireland – the most vibrant small business community in the world – supporting entrepreneurship, valuing small business and rewarding risk takers. This is an exciting, ambitious prospect and one that will be challenging to achieve. It will

take considerable efforts from Government, state agencies, educators, individual businesses (both large and small), representative organisations and the general public. Even with widespread buy-in, it will take time, which is all the more reason to start immediately. Three main areas need to be tackled on the way to achieving this vision: Fostering a strong, inclusive culture and positive recognition for small businesses Creating a highly educated and skilled population with the ethos and tools to succeed Building a dynamic and supportive business environment for small businesses

1 2 3

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Sean Gallagher  Interview

CULTURE AND RECOGNITION An Ireland that is ‘open for business’ must encompass enterprises of all sizes, sectors and levels of ambition. In a thriving business community, diversity is essential and a vibrant small business community, including lone sole traders up to high-tech exporting companies looking to scale, is a crucial dimension. No business owner should feel alienated by Government policy or public perception that they are not in the ‘right’ type of business, in the ‘right’ sector, with the ‘right’ ambitions. Culture can change. Changing the language around entrepreneurship to that of business owners, exploiting business opportunities with realistic risk assessment will make business setup less of a ‘rags to riches’ dreamworks. Successful business owners should embrace the role of mentor or non-executive director for other small business and should share their experience with local schools and community groups. Entrepreneurs whose businesses have failed should be supported to start again.

EDUCATION AND SKILLS The issue is not necessarily to have ‘entrepreneurship’ or ‘business studies’ classes taken by more students, but rather to introduce key skills such as resilience, critical thinking, risk assessment/intelligent risk taking and collaboration across the curriculum from primary to higher education. In primary and secondary schools, project work, student-led initiatives and interaction with local businesses should be mainstreamed. Entrepreneurship should be presented as a viable career choice. Later, in higher and further education, courses such as engineering, journalism and ICT should integrate entrepreneurial education. Students should also be educated to recognise what they don’t know and identify how they can fill the gaps by upskilling or collaboration. Management capacity also needs to be developed through training and upskilling. This is key to addressing the problem of 50 per cent of businesses failing in their first five years.

THE BUSINESS ENVIRONMENT Many people who have a potential business idea will be deterred from taking the plunge if the business environment creates unnecessary barriers. The practicalities of setting up a business are relatively straightforward in Ireland, but more can be done to communicate the government supports available and make it easier for new companies to win public and private contracts without a long track record. The Government must ensure it does not inflate the cost of doing business through red tape, statutory wage rates and commercial rates. It must eradicate discriminatory treatment of the self-employed in the tax system. Access to fit-for-purpose finance for small businesses must be improved by cultivating the alternative finance market. Initial successes have the potential to create a virtuous circle. If we establish an environment that encourages the best raw entrepreneurial talent from at home and abroad to establish their businesses, access the ecosystem and make a commitment to wealth creation here in Ireland, then a critical mass could be created to justify additional public and capital expenditure. The result would be a win-win situation for Government, businesses and society.

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So, why should you join the SFA? Businessfocused advice and insights

Connecting members in a thriving community

n 56,755 enquiries from members in 2015

n Quarterly printed magazine for members

n 83% employment law / HR management

n Online through www.sfa.ie – 2.9 million hits and on Twitter @SFA_Irl 4,500+ followers

n Weekly e-zine n Webinars and publications

n 60 events nationally

Voicing small business priorities to Government

Management training where it’s needed

n National Economic Dialogue

n Topics include: project management, performance management, customer service, employment law, foundations in management, credit management and tendering.

n Ministerial meetings n Presentations to Oireachtas Committees n Backbencher newsletter

n ‘Train to Gain’ – training programmes tailored to small firms at affordable prices

n Written submissions

Learn more about us at www.sfa.ie or telephone (01) 605 1664 SFA 269X171mm Ad ART.indd 1

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Complaints  HR By ensuring a fair investigative process in relation to internal complaints, those investigating can help build morale and trust among employees. On the other hand, a poorly conducted internal investigation can cost an employer financially and damage its reputation, not to mention the reputations of the persons involved in the investigation. Therefore conducting a thorough, impartial and prompt investigation is critical to mitigate against future risks. Conducting workplace investigations presents numerous challenges as often those investigating are not properly trained or often feel under pressure to resolve complaints too hastily. Conversely, employees are often very aware of their rights and fair procedures. Linked to this awareness there are a myriad of employment laws that regulate how investigations should be conducted. They include Unfair Dismissals Acts 1977-2007, Code of Practice on Disciplinary Procedures 1996, Code of Practice on Sexual Harassment and Harassment at Work 2012 under the Equality Acts 1998-2011 and the Health and Safety Authority 2007 Code of Practice for Employers and Employees on the Prevention and Resolution of Bullying at Work.

WORKPLACE INVESTIGATIONS

HAVING A WELL-DEFINED PROCEDURE IN PLACE FOR INTERNAL COMPLAINTS IS CRUCIAL FOR ANY SMALL BUSINESS.

PROCEDURE ...

The following ten steps should be followed if an employer is faced with a complaint it needs to investigate:

● Plan and prepare, gathering factual and documental evidence (decide who will investigate, who and what will be investigated, what evidence needs to be gathered) ● Communicate clearly and promptly - do not ignore any complaint/ complainant ● Confidentiality is critical, and not only with the parties involved ● Ensure objectivity and impartiality ● Be attentive during interviews and allow no distractions ● Ask open probing interview questions ● Investigate thoroughly and data record appropriately ● Do not make assumptions; act fairly and proportionately ● Document factual findings within a written report ● Follow-up with those involved

A well-written investigative report can help minimise liability risks. It should include:

● The matter being investigated with date(s) ● The people involved ● Applicable employer policies or guidelines ● Key factual findings and credibility determination ● Summaries of witness statements ● Specific findings and conclusions ● Issues that could not be determined/ resolved ● Employer actions taken ● The name of the investigator This article was written by Carol Ann Casey, Managing Director of CA Compliance. For further information on conducting effective workplace investigations and having a welldefined procedure in place visit www.cacompliance.ie

Once a written report is submitted to the decisionmaker (who is not the investigator), they will determine what, if any, disciplinary action will occur. Typically the decision-maker will: ● Notify the employee who made the complaint that action was taken ● Re-integrate the employee(s) involved back into the workplace, shifting focus from the complaint to the changes the investigation has brought about ● Where applicable, remind employee(s) that retaliation will not be tolerated, and check back within three months to ensure that there has been none ● Review the investigation to determine what could be done better the next time, should there be a next time ● Look for patterns in complaints that might suggest more training is needed to avoid similar problems in the future

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HR  Absenteeism

ABSENCE MANAGEMENT

ABSENTEEISM CREATES A SUBSTANTIAL COST FOR ANY BUSINESS, WITH SMALL FIRMS OFTEN FEELING THE IMPACT MORE ACUTELY THAN OTHERS. JONATHAN CALLAN LOOKS AT WHAT YOUR COMPANY SHOULD CONSIDER.

ABSENTEEISM & PRODUCTIVITY ..... Absence can have a direct impact on the productivity of your business and in turn, your bottom line. The recently established entitlement to annual leave accrual while on certified sick leave has once again brought a focus on longterm absenteeism and many small businesses are renewing their efforts to reduce or eliminate unnecessary levels of absence. Absenteeism can be

defined as the “unscheduled disruption due to days lost as a result of sickness or any other cause not excused through statutory entitlements or company benefits.” Absenteeism excludes statutory leave, for example: annual leave, public holidays, maternity leave, parental leave and carer’s leave. One main differentiator between these statutory leave entitlements and absence is that

statutory leave should be planned in advance and absence is unapproved or unscheduled. A recent SFA survey found that four million days could be lost per annum in Ireland due to absenteeism in small businesses. The table opposite shows that absenteeism is most prevalent in very large companies, although small businesses often feel the impact most acutely as they have limited staff to cover the functions of the absent worker.

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Absenteeism  HR

ABSENCE MANAGEMENT POLICY

MANAGING AN UNACCEPTABLE LEVEL OF ABSENCE

A key ingredient in effective absence management is an absence or attendance policy. An absence policy contains some key areas that set expectations with employees such as:

Recording attendance and working time is a requirement under the Organisation of Working Time Act and is essential to ensure an impartial and uniform identification of unacceptable absenteeism. Even where identification of the problem is easy and obvious, it is important to be able to show that one individual is not being treated more favourably than another and to be able to recall an employee’s absence records as part of the management process.

● A defined procedure for notifying employers of an employee’s absence ● Criteria for having absence certified by a doctor, e.g. after three consecutive days ● Criteria for availing of time for planned medical appointments ● Support available to employees struggling with an illness ● A definition of unacceptable levels of absence through sickness or lateness that warrants formal management, e.g. four occurrences within four months. ● Information on an employer’s sick pay scheme (if applicable) ● Rules for flexible working arrangements (if applicable) The purpose of an absence policy is to recognise that some absence occurs for genuine reasons. The focus is to reduce the level of absenteeism and the associated costs, managing unnecessary and unjustified absence and avoid having to take disciplinary action. An absence policy along with preventative measures will help to foster a culture of good attendance. A strong policy will also give employers a mechanism to manage the situation once an employee reaches an unacceptable level of absence.

Percentage rates of absence by company size, in our most recent absence survey

Less than 50 employees 50 - 99 employees 100 - 249 employees 250 - 499 employees Over 500 employees Total Average

2.06% 2.49% 2.05% 2.34% 3.39% 2.34%

These figures are a measurement of total absence, including both certified and uncertified absence

Type: Long- term absence:

This type of absence can be the most disruptive to a business, as it is unplanned. Each issue needs to be dealt with on a case by case basis. However, if an employee is absent repeatedly for short periods of time and is hitting an unacceptable level as defined by your absence policy, then you should manage each case with a consistent, formal approach, through your disciplinary procedure. The outcome of a disciplinary procedure for someone who is battling an illness and is taking steps to ensure they are recovering would be very different than for someone who is not taking responsibility for their health and wellbeing to ensure they are available for work. By managing absence consistently, it raises the severity of the issue with the employee and they should realise that a high level of absence is unsustainable.

This is usually where a staff member is on medically certified leave for a prolonged period of time. In this instance the employee should send in sick certificates from a doctor after each visit, outlining the nature of the illness and for how long they will be certified off work. Contact should be maintained with the staff member every couple of weeks. As well as helping to maintain good employee relations, this will also give you an indication of how long the staff member is likely to be absent from work and you can plan accordingly. Where the absence is tending towards longer term, you should ask the staff member to forward you a certificate outlining his/her “expected date of return to work” from his/her own medical practitioner. Where this is not forthcoming, you should request that the staff member attend your company doctor for a second medical opinion. It is important to establish a medical prognosis of the staff member’s fitness (or otherwise) to make a return to work and the consequences of not being able to do so. If an employee will not be available for work for the foreseeable future due to a long-term illness, you are not automatically obliged to keep their role open indefinitely. As per the Employment Equality Acts, however, employers can find that they have a responsibility to provide reasonable accommodation and flexible working options to someone unable to work through longer term absence or due to a disability. The SFA has produced a best practice approach on how to deal with both long term and short term absenteeism. For more, visit www.sfa. ie or members can call 01 6051500 for specific advice.

The introduction of flexible working arrangements, such as flexitime, job-sharing and part-time working has reduced absenteeism in some small businesses. With flexitime, employees have greater flexibility in arrival and departure times, which enables them to attend to personal matters and still do a full day’s work. Experience has shown that, where scheduling allows this, it has improved time and attendance at work. The real cause of an absence problem can often

be something other than the reason stated by employees. Difficulties outside work, health or other problems with close family members can be common causes. Remember there can be problems with addiction or dependency that are sometimes very well hidden. Problems may also be work-related and may be causing other difficulties for the organisation. It is always important to spend time getting to the root cause of the absence.

Type: Short-term and frequent/ intermittent absence:

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Events  Dates

SFA NATIONAL SMALL BUSINESS AWARDS GORT-BASED TOPFORM WAS THIS YEAR’S RECIPIENT OF THE OVERALL NATIONAL SMALL BUSINESS AWARD. LEFT TO RIGHT: John Flannery, Topform, AJ Noonan, SFA Chairman, Patricia Callan, SFA Director

Food and Drink LEFT TO RIGHT: Gerry Hughes and Tom Noonan from Java Republic with Patricia Callan, SFA Director

Services

LEFT TO RIGHT: AJ Noonan, SFA Chairman, Vicki O’Toole from JJ O’Toole with Richard Bruton, Minister for Jobs, Enterprise and Employment

n March 3rd, the six-month SFA National Small Business Awards programme culminated in a gala ceremony in the RDS, Dublin. The awards are in their 12th year of celebrating the best small businesses in Ireland. Last December, the original 500 entrants were whittled down to 35 finalist companies across seven categories. At the gala ceremony, Topform, a creative worktop solutions company from Gort, Co Galway was named the overall winner.

The seven category winners were: Manufacturing, sponsored by Energia: ................................................................................ EMCA, Cavan Food and Drink, sponsored by Bord Bia: ....................................................... Java Republic, Dublin Highly commended: ...........................................................................................................Cornucopia, Dublin Services, sponsored by 3: ...............................................................................................JJ O’Toole, Limerick Outstanding Small Business (<5 employees), sponsored by AIB: ............EireChrom, Cork Innovator of the Year, sponsored by Enterprise Ireland: .................... Ash Technologies, Kildare Highly commended: .......................................................................Wood Energy Solutions, Tipperary Sustainability, sponsored by SEAI: ..............................................................Gannon Eco, Westmeath Highly commended: ..........................................................................Killary Adventure Centre, Galway

Outstanding Small Business

Small Business Exporter of the Year, sponsored by DHL: ............................ Topform, Galway

LEFT TO RIGHT: PJ Moloney, EireChrom with Patricia Callan, SFA Director, and Richard Bruton, Minister for Jobs, Enterprise and Employment

Highly commended: .................................................................................................Adams & Butler, Dublin

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Dates  Events

Manufacturing LEFT TO RIGHT: AJ Noonan, Chairman, SFA, Paul Clarke and Linda McKiernan, EMCA with Jason Cassidy, Key Account Manager, Energia, sponsor of the Manufacturing Award

Sustainability LEFT TO RIGHT: AJ Noonan, Chairman, SFA, Niall Gannon, Gannon Eco with Majella Kelleher, Head of Energy Demand Management, Sustainable Energy Authority of Ireland, sponsor of the Sustainability Award

EMERGING NEW BUSINESSES Innovator of the Year LEFT TO RIGHT: Patricia Callan, SFA Director, Richard Bruton, Minister for Jobs, Enterprise and Innovation and Hugh Maguire from Ash Technologies

Five small companies that are less than two years in business were recognised as emerging new businesses (sponsored by IE Domain Registry): Able Table, Meath; DentPro, Kildare; THEYA, Dublin; VideoDoc, Dublin; WorldBOX.ie, Dublin

Small Business Exporter of the Year LEFT TO RIGHT: Donal O’Donovon, Irish Independent, AJ Noonan, SFA Chair, Minister Richard Bruton, John Flannery, Alan Wiseman and Paul Glynn from Topform and Patricia Callan, SFA Director

LEFT TO RIGHT: AJ Noonan, Chairman, SFA, Emerging New Business winners Bernie Kinsella from WorldBox.ie, Robert Kelly from VideoDoc, Claire Kelly from THEYA, Wayne O’Sullivan from DentPro, Cariosa Sullivan from Able Table with David Curtin, CEO, IE Domain Registry, sponsor of the Emerging New Business category

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Events  Dates

SFA EVENTS A ROUND-UP OF RECENT SFA EVENTS AND A GLANCE AT UPCOMING DATES FOR YOUR DIARY.

Meet your business match at SFA/ Vodafone Speed-networking

Train to Gain

The SFA, in partnership with Vodafone, hosted free speednetworking events in Limerick in January and in Galway in February. Speed-networking allows people to discover common areas of interest in a very short space of time, which can act as a basis for developing ongoing business relationships, be it finding new clients or meeting strategic business partners. The next event will be on June 22nd in the Alexander O’Callaghan Hotel in Dublin.

Half of Irish companies fail in their first five years. This is often a result of poor management – in fact, Irish firms rank second last internationally for management practices. Studies show that the business failure rate could be cut in half through development of management skills.

Investment in training and development can make the difference in terms of efficiency, sustainability and success for a small business. Ownermanagers must identify the skills needed in their business, and seek opportunities to upskill themselves and their employees.

DATES FOR YOUR DIARY

Business Bytes Seminar: New ways to finance your business SFA Business Bytes are free evening seminars for small business owners, supported by Bord Gáis Energy. In May, businesses in the Cork area will get practical advice on financing their business, with a particular focus on Microfinance Ireland, the Strategic Banking Corporation of Ireland and alternative sources of finance such as asset financing, peer-to-peer lending and invoice discounting. WHEN: May 11th, 6-8:30pm WHERE: River Lee Hotel, Cork DETAILS: www.sfa.ie/events

SFA Annual Conference 2016: Next Generation Business

The SFA Annual Conference is a key date in the small business calendar. This year’s theme is ‘Next Generation Business’. Speakers will include successful business owners, inspirational figures from the sports world, policy-makers and business gurus. They will provide ideas and advice for business people looking to sustain and grow their businesses in the coming years. WHEN: May 25th, 8:30am-2:30pm WHERE: O’Reilly Hall, UCD, Dublin DETAILS: www.sfa.ie/conf

In 2016 the SFA is offering ten courses tailored to small businesses. The courses are short and a choice of dates are available in Dublin, Cork, Limerick and Waterford. They are offered at special rates that make it realistic for small companies to participate. The Train to Gain suite of programmes overs a wide range of skills: • • • • • •

Management skills Employment law Performance management Project management Customer service Credit management (online course) • Tendering Bookings can be made on www.sfa.ie/events

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Commercial Profile

A POSITIVE OUTLOOK A RECENT REPORT FROM THE CREDIT REVIEW OFFICE OUTLINES THE LATEST CHALLENGES FOR IRISH BUSINESSES. The Credit Review Office (CRO), set up in 2010 after the financial crisis, provides an independent appeals process for SMEs, sole traders and farmers who have had credit facilities refused, reduced or withdrawn. John Trethowan, the credit reviewer, recently published his 16th report on the credit market in Ireland in which he notes the following points. Overall, the outlook is positive – economic conditions have remained favourable for small businesses over the last six months, and the firms that use the CRO service have generally seen improved trading. Banks on their part continue to approve the majority of the applications for credit being made to them.

However there are some emerging challenges for businesses: n Financial institutions may adopt a more proactive approach to dealing with distressed small business clients, in order to strengthen their own balance sheets. n This can include selling the business debt to investment/hedge funds at a significant discount as a quick balance sheet fix. While these funds will have paid significantly less than the ‘par’ value of the debt they will look to recover the maximum amount possible, over a relatively short time frame, which could have far-reaching consequences for small businesses.

More detailed information is available in the news section on page 11. When restructuring or refinancing, getting expert financial help could make a huge difference to the outcome for your business. This could be your accountant, if they are experienced in debt negotiation or, alternatively, a regulated debt management services (DMS) firm.

DMS firms are regulated by the Central Bank of Ireland and a list can be found at registers.centralbank.ie/ DownloadsPage.aspx.

“The Credit Review Office helped us get a loan. Now we're the largest organic retailer in Ireland.”

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Commercial Profile

THE BUSINESS ATHLETE SURVIVING AND THRIVING DAVID VAN DESSEL AND JAMES CONBOY-FISCHER CONSIDER THE THREE STRENGTHS OF BUSINESS LEADERS THAT CAN HELP OR HINDER A COMPANY’S SURVIVAL.

Financial crises can hit at any time, so quick reaction is vital. In 1990, the Irish government introduced emergency business rescue legislation called ‘examinership’ in response to a specific financial crisis in a large beef processing company. This rapid government reaction was successful in saving that company and many others since, but it has failed to save the vast majority of Irish companies encountering insolvency issues. In 2015, corporate insolvencies totalled 1,049. The positive news is that this represents a 10 per cent decrease on 2014. The more disappointing news is that, of these cases, just 19 examiners were appointed. This level of examinership take-up is consistent with prior years. In Ireland, 98 per cent of roughly 1,000 companies undergoing a formal insolvency process each

year enter liquidation (72 per cent) or receivership (26 per cent). One wonders why there has been such a low takeup of examinership, particularly when one considers that the outcome of a failed examinership is either liquidation or receivership, which is the current starting point for 98 per cent of Irish corporate failures. By contrast, statistics show that one in three business failures in the US is a restructure while our UK neighbours are at one in six. This is in sharp contrast to our dismal one in 50. Why are we so reluctant to use the examinership option? Possible reasons range from the overall cost and difficulties in raising necessary investment funds, to issues that would be faced in an examinership with significant secured debts. Alongside these considerations, there is also the ‘human factor’ and the pivotal

David Van Dessel is a Partner in Deloitte’s

James Conboy-Fischer is Managing Director of

Restructuring and Forensic department.

Psychological Consultancy Services Ltd.

importance of the type of leader at the helm when a financial crisis unfolds. Nowadays, business leaders are often developed using sports excellence models, leading to the concept of the ‘business athlete’. These leaders try to achieve the ideal performance state just like elite athletes, to deliver excellent business results. Some thinkers in this area advise leaders to get into a state of ‘flow’ where top-rate performance is almost unconscious. To achieve this state and to become business athletes, leaders need not only to master their business, but also themselves, paying attention to their physical, emotional, mental and spiritual capabilities. At the same time, they must guard against common traps and pitfalls which can be strengths in many scenarios, but if overused can become weaknesses. To investigate this concept further the authors David Van Dessel, an experienced insolvency professional and James Conboy-Fischer, a well-known business psychologist and author, together analysed an internationally recognised library of competencies of successful executives, which was developed at the world-renowned Centre for Creative Leadership. The objective was to identify executive competencies that enhance a company’s chances of survival when in financial difficulty and pinpoint those competencies that might hinder a company director’s endeavours to save their business amid financial crisis. We identified three key competencies, which normally would be strengths in a small business, but in a crisis, could be serious weaknesses.

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Commercial Profile

Dealing with ambiguity This is generally regarded as a positive trait in business leaders, whereby the leader is comfortable with the uncertainty inherent in running a business. They are used to juggling cash flows – the delicate balance between debtors and creditors – and they deal with this ambiguity day in, day out. They know that the future of their business depends on their leadership and they take that pressure on willingly. Over time, the ambiguity becomes normal. Leaders can become overly comfortable in dealing with ambiguity, however, when a financial crisis develops, they may fail to see the early warning signs. They may persist too long in seeing the issues as ‘normal’ and may react too late, failing to seek outside professional advice in sufficient time to save the company.

Standing alone When running a business, leaders must be able to stand alone, think independently and make tough calls. The better they are at standing alone, while keeping the

team with them, the more likely they are to lead the business into a bright future. This ability can be a hindrance in times of trouble, however, as business leaders tend to be more than able to stand alone in difficult times. It is something they are accustomed to. When financial troubles arise, they are slow to seek advice.

Perseverance The running of a business requires great perseverance. Leaders cannot give up, no matter how tough it gets. Perseverance is also related to stubbornness however, which can ultimately become a dangerous strategy when a company’s future is on a financial knife-edge. Persevering with the same business lines and services, and simply driving sales to overcome cash shortages may not be a good long-term strategy. Businesses need to evolve over time, otherwise they will become extinct. Perseverance, at its extremes, is an enemy of evolution and needs to be managed.

Competency factors There are three ways to look at these competencies: as a weakness; as a strength or skill; or as an overused skill. It is important to flag the danger of overuse when common sense dictates a different approach. In other words: ‘When the only tool you have is a hammer, everything can start to look like a nail’. With support and coaching, leaders can learn to deploy additional competencies either alongside, or indeed instead of, the three that may normally be strengths, but can become weaknesses if overused. This can help avoid the pitfall of doing the same thing repeatedly while hoping for a different result. This approach would ultimately result in examinership being used more frequently. The ultimate goal is fewer cases where, at the personal level, small business leaders blindly overuse certain strengths, contributing to ultimate business failure. Instead the leader of tomorrow may show the flexibility and resilience to seek examinership in a timely fashion.

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Commercial Profile

HIGHLIGHTING A REEL SUCCESS HAVING BEEN RECOGNISED BY THE RECENT ACADEMY AWARDS IN LOS ANGELES, HOW CAN IRELAND’S AUDIOVISUAL CONTENT PRODUCTION INDUSTRY BUILD UPON ITS CURRENT SUCCESS? BETTER BUSINESS SPOKE WITH THE IRISH FILM BOARD AND IDA IRELAND, PARTNERS IN THE FUTURE OF A THRIVING SECTOR.

Ireland’s audiovisual content production sector has a value of more than €500 million per annum, with an estimated 6,000 full time equivalent jobs, producing national and international hits that bring significant economic benefits to the country and create opportunities for Irish talent. Such success is the result of a number of factors – highly skilled Irish companies, a wide range of educational supports, a strong post production and visual effects sector, alongside stunning urban and rural locations, which have featured in productions as varied as Penny Dreadful and last year’s Star Wars film. Recent improvements to the tax incentive for film and television production have also dramatically improved Ireland’s competitive position. These continued achievements were highlighted most recently at the 88th

annual Academy Awards, with an unprecedented nine Irish nominations, seven of which were for projects funded by the Irish Film Board (IFB), an organisation that supports writers, directors and production companies by providing investment loans for the development, production and distribution of film, television and animation projects. The IFB also supports and promotes the Irish screen content industries at major international markets and festivals, and promotes Ireland as an international production location. The wonderful short film, Stutterer, was one of two successful Oscar winners for Irish endeavours, alongside actress Brie Larson who received the Academy Award for Actress in a Leading Role for her performance in Room, a film supported by the IFB.

Not only are these nominations and awards an impressive individual achievement for those involved, but they also shine a spotlight on Irish creative talent and innovation. In order to build on these achievements and to ensure continued prosperity for the sector, the Irish Film Board works with the IDA in promoting Ireland as an attractive destination for the film world. In the wake of the Oscar nominations, both agencies held a series of meetings with US studios, distributors, talent agents, content platforms, film financiers and entertainment technology companies to promote Ireland as a hub for creativity and innovation. “We believe that this partnership benefits both organisations, as we are both in the creativity and innovation business. Working together, we believe we can generate increased levels of activity in Ireland, which is

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Commercial Profile

ABOVE FROM LEFT: Irish animators have seen their stock rise in recent years, including Kilkenny-based Cartoon Saloon, whose animated feature film Song of the Sea was nominated for an Oscar. The Lobster, starring Colin Farrell and filmed on location in Kerry, was supported by the Irish Film Board and garnered five nominations at the European Film Awards. Attending ‘Irish Creativity and Innovation in the Limelight’, an event hosted by the Irish Film Board and IDA Ireland in Los Angeles in February 2016 to promote Ireland as a production and innovation destination, were actors Chris O’Dowd and Colin Farrell with Irish Film Board Chief Executive James Hickey.

important both for Irish culture and the Irish economy,” explains Irish Film Board CEO, James Hickey. The IFB has also called on the Government to continue to provide significant investment in the economy, which has declined from €20m in 2008 to €11m in 2015. Speaking before the Academy Awards earlier this year, Hickey noted that: “We must continue to invest in upcoming talent whose success we are celebrating...this type of international success does not happen overnight. We must continue to invest in upcoming talent.” Such funding has proven critical – in 2015, the IFB directly invested €10m in feature film and TV animation generating production expenditure of over €40m. That call was echoed at the recent Irish Film and Television Awards (IFTA), at which Room, Brooklyn and Vikings were among the successful nominations. Actor Liam Neeson, who was presented with the IFTA Outstanding Contribution to Cinema Award, called on further funding to

be allocated to the IFB. “We have to nurture this talent. It doesn’t happen by accident,” he said. Barry O’Dowd, SVP of IDA Emerging Business, notes that the success of the film and television sectors also has a knock-on effect for other industries, both indigenous and those outside organisations that invest in Ireland, including augmented reality, VFX and animation. Oscar-nominated film Brooklyn, for example, was actually shot in Montreal – transformed into New York City with the help of Dublinbased Windmill Lane Studios. The hugely popular Disney animated series, Doc McStuffins, is also made possible by Irish involvement – produced by Smithfield’s Brown Bag Films for Disney Junior. “The industry is very much moving in the direction of digitisation, which is playing to our strengths. The whole notion of digitisation, which has been very disruptive from the point of view of the industry, is creating a lot of

opportunities, particularly from an Irish perspective,” O’Dowd explains. Looking ahead, Hickey is confident about the ability of all stakeholders to continue to work together to attract inward investment for the industry, and to continue to grow the reputation of Ireland’s audiovisual sector’s on a global level. “We have created and will continue to create a strong screen content production sector,” he says. “Ireland, with a strong audiovisual sector, will expand in terms of employment and turnover, and will present an image of Ireland as a successful and exciting location for investment on the world stage.”

For more on the recent success of the Irish film industry go to our culture article on page 48 SFA | BETTER BUSINESS 45

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Commercial Profile

THE TRINITY MBA A DIFFERENT APPROACH

THE MBA AT TRINITY COLLEGE OFFERS AN UNRIVALLED AND IN-DEPTH EXPERIENCE, ENRICHING YOUR SKILLSET AND PROVIDING A SIGNIFICANT BOOST TO YOUR CAREER PROSPECTS.

Founded in 1964 with just ten students, today the Trinity MBA remains something of an intimate affair. With a maximum of 40 students selected each year for the full time and part time programmes, Trinity has strived to avoid the conveyor-belt style programmes that have become the norm for so many institutions, instead focusing on the creation of small class sizes in which everyone participates and engages fully, reinforcing their reputation for a well integrated and cohesive programme.

Taking a different tack

What differentiates the Trinity MBA from others is its practical focus on integrative management practice. It’s an opportunity to take classroom learning and apply it in the field, working on strategic issues in live organisations. This interactive element consists of three main projects - the Social Entrepreneurship project, SME Growth project and the Strategic Company project. The Social Entrepreneurship project sees students applying their strategic management skills with an

MBA Director Michael Flynn

NGO or social enterprise, where profits are not always monetary and resources are often scant. The SME Growth project, meanwhile, partners group consulting teams with upwardly mobile SMEs facing an issue which prevents them from scaling international growth. Within a set timeframe, students must add demonstrable commercial value by

identifying a solution and overseeing its implementation. The largest endeavour is the Strategic Company project, which marks the culmination of students’ learning – working with blue chip and multinational companies, MBA consultancy teams carry out a strategic audit of their assigned company, and select an issue for further analysis. The project culminates in a formal presentation of findings, recommendations and implementation plans to both company management and Trinity MBA tutors. “The Trinity MBA provides a deep understanding of the classic and new disciplines of business management, preparing you to walk into any business or function and add value,” explained Padraig Rushe, Trinity MBA alumnus. “What sets the Trinity MBA programme apart is how they partner you with industry, giving you access to companies at executive level. The programme develops your capacity to transform businesses and ensure you have real opportunities to test those skills with industry partners.” These three projects are complemented by a Leadership and Professional Development module, which assists students in developing their personal and organisational skills, focusing on personal insight, growth and development. Students also complete a European Residency Week in Belgium in their third term – aimed at developing negotiation and cross border management skills, as well as an understanding of regional and global drivers of change, candidates will spend part of this week in the European Commission and Parliament. Each element of the Trinity MBA has been designed and developed to stimulate students’ imaginations, initiative and innovation. It’s a catalytic effect – for so many of their students it has sparked a positive shift in their career path, or even changed it entirely, equipping graduates with the knowledge and skills to carve out a name for themselves within their chosen industries. It’s an invigorating and transformative journey, but don’t take their word for it – come see for yourself.

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Commercial Profile

TAXSAVER SAVINGS THE TAXSAVER SCHEME HAS BEEN AROUND FOR 16 YEARS, HELPING EMPLOYEES TO REDUCE THE COST OF THEIR COMMUTE, WITH BIG SAVINGS FOR BOTH EMPLOYER AND EMPLOYEE…SO HOW DOES IT WORK? IARNRÓD ÉIREANN IRISH RAIL’S GARY DUNPHY EXPLAINS.

Could you tell me about how the Taxsaver scheme with Iarnród Éireann Irish Rail, Dublin Bus and Bus Éireann works and how long it has been in operation?

How can employers assist employees in receiving a Taxsaver ticket? Registering for the Taxsaver scheme is easy, employers can simply log on to taxsaver.ie, complete a quick online registration form and set up for the scheme. We offer guidance, assistance and advice for employers through our dedicated Taxsaver email and phone helpline, and we can also arrange to visit companies and talk directly with staff, highlighting the benefits of the scheme, making them aware of the most economical way of travelling to work.

The Taxsaver scheme was introduced in 1999 by the Government as an incentive to encourage the use of public transport. The scheme has seen huge growth with over 6,000 companies now purchasing monthly and annual tickets for their employees. Employers can purchase Taxsaver tickets on behalf of the employees; the cost of the ticket is then deducted from the employee’s gross salary saving them from paying tax, PRSI, Universal Social Charge or benefit in kind on this amount. It is an easy to use, innovative, practical and green initiative encouraging people to utilise clean modern and reliable public transport whilst leaving the car at home.

How do employees benefit from the scheme?

Employees can avail of a monthly or annual ticket through the scheme, the cost of the ticket is deducted from the employee’s gross salary giving them a fantastic saving of up to 52 per cent off the cost of their commute to work! Employees can see exactly how much they can save by using the savings calculator on our website. Another great benefit of the scheme is the convenience of having a monthly or annual ticket delivered to your office, no more queuing at the station or looking for change on a Monday morning.

What types of companies are availing of the service?

How do employers benefit from the scheme?

The Taxsaver scheme is a win-win for the employer and commuter. The employee makes fantastic savings of up to 52 per cent off the cost of their ticket whilst the employer can also save up to 10.75 per cent through PRSI savings, as the employee’s gross income is reduced. It’s an employee perk that doesn’t cost you money. No more parking problems and the staff will love you!

The Taxsaver scheme is open and available to all companies from small firms to large multinationals. Our online registration and ordering process is quick and easy and our friendly and knowledgeable staff can guide new companies through the process with ease. We provide a complete information and support service to help you introduce the Taxsaver scheme in your company, including detailed information on all aspects of the programme, from ticket types to photo requirements. Employers and employees are welcome to contact our Taxsaver team on 1850 211 777 or visit our website www.taxsaver.ie. SFA | BETTER BUSINESS 47

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Culture  Film

SILVER

SCREEN

GOES

GREEN

Surge of creativity

In a year dominated by the controversies surrounding a lack of racial diversity at the Oscars – plus Leonardo DiCaprio putting to bed one of the internet’s longest-running memes – the story of Ireland’s slew of nominations went largely untold on the

international stage. Part of this was down to the films not actually being recognised as quintessentially Irish. Room – a moving piece about the relationship between a kidnapped mother and her born-in-captivity son that earned star Brie Larson a Best Actress Oscar – was produced by Dublin-based Element Pictures in cooperation with the Irish Film Board and boasted an Irish director in Abrahamson and writer in Emma Donoghue, who adapted the screenplay from her own novel (there was also British and Canadian interest through various production companies). But the all-American cast and setting had many filmgoers assuming it was a US movie. Still, Ireland’s triumphs were noted among circles of key Hollywood players. “Having talked to various people – for example Lenny Abrahamson and [Room producer] Ed Guiney – they would say

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Film  Culture

CLOCKWISE FROM ABOVE: Paddy Breathnach’s Viva; John Crowley’s Brooklyn; John Carney’s Sing Street

“THERE WILL ALWAYS BE A THIRST FOR IRISH-SET STORIES. SING STREET IS A CASE IN POINT.” SFA | BETTER BUSINESS 49

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Culture  Film

Lenny Abrahamson’s Room

“WHAT THE OSCARS THIS YEAR PROVED IS THAT IRISH FINGERTIPS CAN TOUCH THE HIGHEST PEAKS OF THE MOVIE INDUSTRY.”

A lasting legacy

that amongst producers in the industry, distributors and people who pay close attention to what’s going on, that progress in Irish film industry has been noted,” says Donald Clarke, film critic with the Irish Times who jetted off to Hollywood to cover the event. “It has been noticed in the business.” This tangible recognition reflects a momentum in Irish cinema that began a whole two decades ago with the reconstitution of the Irish Film Board in 1993. But contemporary Irish cinema stretches back to the organisation’s first iteration, which was formed in 1980. Backed by the new body, young filmmakers were at last able to counter much of Hollywood’s lazy and stereotypical portrayals of Ireland, making room for a new wave of gritty honest films that often focused on tough urban living and the Troubles up North. From Angel to Intermission, In The Name of the Father to The Commitments, we all have our own homegrown favourites that demand repeat viewings each time RTÉ decides to roll them out. The core tenets of what makes an Irish film, though, is evolving. As well as Room, this year saw the release of Paddy Breathnach’s Viva, a film set in Cuba that was long-listed for best foreign language film but unfortunately did not make the final cut. The Dubliner made his bones on more obvious Irish features like the crime caper I Went Down and comedy Man About Dog. Similarly, Abrahamson’s

filmography boasts the popular Dublin junkie drama Adam and Paul and rural meditation Garage. There will always be a thirst for Irish-set stories. The rock ‘n’ rollinspired musical Sing Street, released in March, is a case in point. But what both Breathnach and Abrahamson’s recent career choices prove is that there is no creative trappings that Irish talent needs to adhere to. This is reinforced by the number of A-listers we currently have working on-screen. More than ever, Irish natives are among the silver screen elite. Inversely, the recent trend of foreign productions filming on the island has had a knock-on effect in helping to produce a new generation of behind the camera talent. Everything from Star Wars to Game of Thrones has been shot here over the past couple of years, and with each mammoth project that arrives on our shores comes opportunities for locals to get the kind of training that would otherwise be unattainable. “That gives us extraordinary experience within the industry,” says Clarke. “The Tudors, for example, was important. An awful lot of people got experience when that was shooting here, and the various feature films that are shot here as well helps. Something even more dramatic is happening in Northern Ireland right now with Game of Thrones. That’s more important than having a national film school, in a way.”

It’s important to acknowledge that this year’s Oscars success could be perceived as something of a fluke. It would be unfair to expect that level of recognition to be the norm. But the legacy of this year’s awards could come in the form of young Irish filmmakers who see that success and want their own piece of the pie. Up-and-coming director Gerard Walsh has made two feature films, A Day Like Today, which follows a homeless Dubliner, and the forthcoming South, which tells the story of a young man grappling with his father’s recent passing. Walsh credits recent Irish accomplishments as encouraging him to believe that anything is possible. “As an independent filmmaker it is very tough to get your projects seen and distributed but after the success of films like Stutterer, Room and Brooklyn, it just sets a bar for myself and everyone to reach or even try surpass,” he says. “Even though these films have had budgets and support behind them it just goes to show that if you are adamant and persistent enough while you’re making low budget passion projects it could all pay off someday. But it’s not a given and I really think that’s the most important thing to remember — you’re not entitled to success, it’s earned.” Talent plus hard work is important, but the avenues need to be open to our filmmakers. What the Oscars this year proved is that Irish fingertips can touch the highest peaks of the movie industry – that the Hollywood glitterati can be infiltrated if the right script winds up in the hands of the right filmmaker, and the guys controlling the purse strings take the plunge. For us, the viewer, this year’s success might have sewn seeds that will grow into a lot more worthy big-screen work to enjoy. Bring it on!

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Health  Wellbeing

IT PAYS OFF Workplace Wellbeing is described as the efforts of employers, employees and society to improve the health and wellbeing of workers. Research shows companies that have implemented workplace wellbeing strategies have reported lower absenteeism, lower healthcare expenditures, improved productivity and improved staff morale. Employees in turn have expressed feeling more content in their positions, along with an added drive for success. “From a business owner perspective it’s the fact that employees feel that their employers care about them,” says Dr Muireann Cullen of the Nutrition and Health Foundation. “We spend so much of our time in work that it’s certainly the perfect location and opportunity to change behaviours and to have those behaviours supported.” W: www.nutritionandhealth.ie

MAKE A DAY OF IT April 8th 2016 marked the second annual Workplace Wellbeing Day. A variety of companies both public and private from small, medium to multinationals took strides to promote physical health and nutrition in the workplace. Aer Lingus, Bank of Ireland, Coca-Cola HBC, ESB, Intel and Three Ireland were among the hundreds of employers across Ireland that supported the event. These companies hosted group breakfasts, health checks, fitness classes and cookery demonstrations. They also participated in the lunchtime mile, an initiative where business owners encouraged their employees to walk, run or swim for one mile. Time to start planning for 2017! W: www.nhfireland.ie/wellbeing

SET A CHALLENGE According to Dr Cullen, getting involved in workplace wellbeing can be as simple as placing nutritious snack options in the office or organising group activities to boost workplace connections. With the added advantage of knowing their employees, small businesses will be more aware of which initiatives their staff will be receptive to. Even a basic weekly pedometer challenge among staff can be an effective way to promote active wellbeing and boost office morale. “Everybody owns a pair of runners and it’s not going to take a lot of time and it’s not going to take a lot of money,” says Dr Cullen. The Grant Thornton Corporate 5k Team Challenge is a good place to start. W: www.grantthorntoncorporatechallenge.ie

MINDING YOUR HEAD

THE MEASURE OF AN EMPLOYEE’S WELLBEING AT WORK IS A KEY DETERMINANT, NOT ONLY OF WHETHER THEY FEEL VALUED, BUT ALSO OF INDIVIDUAL HEALTH, PRODUCTIVITY AND A COMPANY’S BOTTOM LINE. SFA | BETTER BUSINESS 51

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Travel  Berlin

The Reichstag

Hackescher Hofe Newton Bar

AWAY ON

BUSINESS

BERLIN

GETTING THE MOST OUT OF YOUR BUSINESS TRIP CAN BE A CHALLENGE WHEN YOU DON’T KNOW THE LAY OF THE LAND. WITH A BIT OF INSIDE KNOWLEDGE, DOING BUSINESS IN BERLIN IS FAR FROM BORING.

Germany’s capital might be seen as Europe’s hippest city but it still packs a punch when it comes to business. Visit neighborhoods like Mitte and Kreuzberg and you are immediately submerged in a vibrant world of start-ups, with founders coming from near and far. Notable companies here include Soundcloud, 6Wunderkinder and Delivery Hero, to name just a few. Larger firms also have outposts in the capital, including Microsoft, Google, Lufthansa and Volkswagen. Such names, along with the city’s vibrant co-working space community, serve to bolster Berlin’s offering as a top business travel destination. So you’ve just about figured out how to use the U-Bahn and you’re in search of a laid-back venue to broker a deal. Look no further than the NEWTON BAR in the Mitte district. Paying homage to one of Germany’s most iconic photographers,

Helmut Newton, the venue indulges in all that is old-fashioned, from décor to drinks. Think sophisticated martinis or a fine single malt whiskey. The bar’s interior is furnished with plush red leather chairs and includes a wall size reproduction of Newton’s black and white nudes. It also boasts a second floor private cigar lounge that extends onto a private heated terrace overlooking the Gendarmenmarkt square. Situated in the first art nouveau courtyard of the Hackesche Höfe in the heart of Berlin, the 1920s saloon-style setting of the OXYMORON lounge, bar and restaurant offers a refined elegance that you’ll be pushed to find elsewhere in the city. The venue will work in your favour if you’re tasked with organising a memorable conference. It’s capable of seating 150 people for a dinner reception and 300 buffet style with a selection of French and Italian dining options.

The Spree

If you require a more elaborate set-up for business, then the SOFITEL BERLIN can accommodate. The core conference area holds up to 110 guests with the option of adding two smaller meeting rooms. The adjacent Delphinium conference room is given a near futuristic appearance with an illuminated floor that runs to the speaker’s podium. This state-of-the-art venue comes fully equipped with audiovisual technology,

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Berlin  Travel

g for Travellin Business

GETTING THE BEST DEAL

Oxymoron Pottsdamer Patz

FLIGHTS Tuesday and Wednesday departures to Berlin are generally the most inexpensive, with Ryanair and Aer Lingus’ direct flights to Schönefeld Airport being the obvious choice. Remember that researching the same flights repeatedly could drive up the price, so make sure you clear your cookies before you book!

HOTELS When booking a luxury stay in a Hilton or Hyatt it’s always best to avoid price comparison websites as hotels often pay a commission on these bookings. If you do find a good deal online, call the hotel directly to discuss possible upgrades before you make any commitments.

CARS When procuring a car for your business trip don’t fall into the trap of renting at the airport. Due to the high rates that companies have to pay to keep their lot there, the price can be considerably higher, even if you use the same car company once you’ve reached the city centre.

Lutter & Wegner

WiFi facilities, a floor length screen, video equipment and video-conferencing capabilities. For a more intimate client meeting, and a dining experience with a difference, LUTTER & WEGNER tops the list. Within a short walking distance from the Hilton hotel, this spot is ideal for a quiet but tasteful evening affair. The collection of prized artwork is known to cause a stir if conversation is lacking and the

concise but decidedly well selected menu, incorporating the best of German gourmet, won’t fail to tickle your tastebuds. Berlin’s hip image and growing tech start-up scene makes it an attractive location for entrepreneurs and an ideal hunting ground for opportunity-seeking venture capitalists. So whether you’re attempting to appease a difficult client or secure that lucrative deal, you’ll be right at home in a city that lives up to the hype.

MEALS Berlin is buzzing with choice when it comes to cuisine, but make sure to try currywurst, the idiosyncratic combination of pork sausage, cut into slices, smothered with a mixture of ketchup and curry powder and then served with a bread roll or fries.

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Travel  Berlin

STAY

HOURS IN

BERLIN

ONE DAY OFF? HERE’S HOW TO SPEND IT 9AM | KREUZBERG Explore Jewish History

The Jüdisches Museum is one of the largest Jewish museums in Europe and presents the story of Berlin’s Jewish population through the museum’s own architecture. Across Oranienburger Straße is the Neue Synagogue. Built in the late 19th century, this building survived World War II, and its golden dome stands out from afar. For more of an emotional insight into history, walk night or day through the Denkmal für die ermordeten Juden Europas – also known as the Holocaust Memorial.

city, the Berlin Wall Trail follows the entire 160km former route the Wall took to encircle West Berlin between 1961 and 1989. Many of the key stop-off points in the city itself feature handy listening posts, plaques, maps and explanatory information panels, whilst some of the many victims of failed escape attempts are remembered with 29 tributes along the way. There’s lively street art at the East Side Gallery near Kreuzberg as well as one of the longest stretches of surviving wall at almost 1.3km.

8PM | MITTE AND PRENZLAUER BERG Go on a Pub Crawl

Out on the streets you can take a unique tour of the city by renting a Trabant, the classic car produced in former East Germany, now painted in bright colours by many of the tour companies. Professional guides can accompany you via a modern radio communication system, providing information about the city along the way. The world famous sound of an original Trabi engine will awaken your spirit of adventure! Berlin City Tours offer a Trabi for 75 minutes for €60.

From typical grungy bars to funky cocktail lounges, from hidden basement discos to big dazzling clubs, a pub crawl in Berlin has it all. After a long day in a new city, it’s a perfect way to meet fellow travellers, sample the local weissbier and allow your pub crawl leaders to navigate you safely through Berlin’s night life. Try New Berlin Tours who meet on Oranienburger Straße in front of the old post office at 8pm seven days a week.

W: www.ackselhaus.de T: +49 (0) 3044337633 E: info@ackselhaus.de

THE WESTIN GRAND | MITTE The Westin Grand Berlin delivers all the qualities expected of a five-star hotel. It houses a fully equipped fitness lounge and provides a range of spa therapy services in its exclusive treatment rooms. W: www.westingrandberlin.com T: +49 (0) 3020270 E: info@westin-grand.com

SCHLOSSHOTEL IM GRUNEWALD | BRAHMSSTRASSE This hotel is classic luxury at its best. The suites feature marbled heated floors and opulent designs. Hotel services include specialised spa treatments and a limousine service.

3PM | KREUZBERG See the Wall

From the national memorial for the victims of the Berlin Wall, the Berlin Wall Memorial to the north of Rosenthaler Platz in Mitte at the former Bernauer Strasse crossing to the Wannsee lake to the southwest of the

This tastefully restored 19th century boutique hotel comprises five lounge styled apartments and is ideally located just two stops from Alexanderplatz. The area offers some great boutique shopping options.

5PM | PARISER PLATZ Stand Before the Gate

The Brandenburg Gate stands amongst the most important attractions in Berlin. Although it’s a ubiquitous image of Germany, few know of its complex significance as both a landmark and a symbol. Built in the borough of Mitte in the heart of Berlin, the Gate represents more than 200 years of prosperity, turmoil, and peace.

12PM | STARTING IN BALLONGARTEN Rent a Trabant

ACKSELHAUS BERLIN | PRENZLAUER

W: www.schlosshotelberlin.com T: + 49 (0) 308958430 E: info@schloss hotelberlin.com Mr Pongs, Prenzlauer Berg

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Profile  A Day in the Life

NAILING IT THE GUYS AT EIGHT DEGREES BREWING GIVE US THE LOWDOWN ON A STANDARD MORNING AT THEIR CORK-BASED BREWERY.

Eight Degrees Brewing owner brewers Scott Baigent and Cameron Wallace

6.00AM Mike, our head brewer, arrives early to start the brew. It’s not quite 6am on a dark and chilly winter morning. Mike is excited as we are brewing a beer to celebrate five years in existence, called ‘Nailed It’. It’s a cheeky name but we all have high hopes for the IPA. Before that he is preparing the first brew for the day, the flagship beer Howling Gale Pale Ale. He turns on the boiler and makes sure the water is the right temperature before getting the mill ready to crush the malted barley and deliver it into the mash tun. The mash in is warm and takes the chill out of the air. 7.00AM Meanwhile John, our packaging technician, has arrived. He checks the production plan before he starts to clean and sterilise the bottling machine. Dan and Brian arrive and begin making up cases for the bottles and readying the keg filler. Dan and Brian are upset that their beloved Arsenal have again lost in last night’s Champions League match! Oh well... 8.00AM Before long the packaging area is bustling with activity; bottles being filled, capped, labelled and put into cases whilst kegs are cleaned and filled with beer from the bright beer tank. It’s noisy work, earmuffs are a must, but it allows the boys to listen to their favourite tunes or podcasts whilst working. 9.00AM The rest of the crew has now arrived and a brew is on, coffee this time. It seems co-owner Scott is almost as particular about his coffee as the beer we produce. Paudy, our office manager, checks his emails, another five orders already - it’s a busy dispatch day too it seems! 10.00AM Mike has now cleaned the fermenter and conditioning tanks and arrives into the office, requesting a quick meeting; we need to go through the recipe for Nailed It one last time. Scott, Cam (co-owner) and Caroline review the recipe, Mike makes some last minute edits and we all agree it’s going to be a beer to look forward to. 10.30AM A truck arrives as the last of the coffee is downed, 52 pallets of empty bottles. Scott gets the forklift and spends the next hour taking the pallets carefully off the truck and into our warehouse. Almost 100,000 empty bottles are ready to be filled. 11.30AM The first brew is now being transferred into the kettle, hops are added and the boil commences. Mike now prepares for the ‘sensory analysis’ session (also known as beer tasting), the best part of our day. It’s not quite noon but Derek is already here. He’s in for the second brewing shift but doesn’t want to miss tasting some of the new beers. Mike, Derek, Cam, Scott and Caroline, our marketing guru, all sit in the conference room for our eight beer blind tasting and review. 1.00PM It’s tedious work (but with beer!) with lots of discussion about water chemistry and some suggestions to alter the dry hopping rate for our next limited release. “Good idea,” says Scott. But Cam is not so easily convinced, knowing the added cost of the prized hops. But, as always, quality wins out. Hoppy days ahead!

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