SFA National Small Business Awards 2019

Small Firms Association, 84-86 Lower Baggot Street, Dublin 2. Tel: 01 605 1500; Email: [email protected]; Web: www.sfa.ie #SFAAwards2019

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CONTENTS

Introduction from Sven Spollen-Behrens, SFA director 4 Paul Healy, chief executive, Skillnet Ireland 4 INSIGHTS Comment from the chair Michael Dawson, founder and CEO, One4All 5 I am delighted to offer my congratulations to all the 2019 OUTSTANDING SMALL BUSINESS finalists in the SFA National Small Passion, drive and a keen focus on innovation 6 Business Awards programme. Now in their fifteenth year, these awards INSIGHTS celebrate achievement, innovation and Gillian Willis, small business manager, Bord Bia 9 excellence amongst small firms. It is these very qualities that are evident in the companies featured in this special FOOD AND DRINK awards supplement. Staying ahead of the curve with consumer trends 10 All the companies presented here are amongst the best in Irish small INSIGHTS business. These companies, each of Padraig Sheerin, head of SME at Three Ireland 13 which employs fewer than 50 people, represent a wide range of business sectors, right throughout Ireland. From SERVICES reading their success stories you will A relentless desire to put the customer first 14 no doubt be inspired by their drive, constant innovation and commitment INSIGHTS to growth. Patrick Farrell, retail banking director at Permanent TSB 17 The people involved here are truly representative of the diversity of entrepreneurship in Ireland, from new INNOVATOR OF THE YEAR high-tech companies to established and Identifying problems and unmet needs 18 traditional, family-run businesses. Given the right environment, these companies INSIGHTS will play a significant part in delivering and services in the Awards Village at Colin Bebbington, retail director at Bord Gáis Energy 21 the additional 25,500 jobs that the SFA Business Connect at the Aviva Small Firms Association expects Stadium, which brought together over to be created by small businesses 350 companies at a networking event MANUFACTURING in 2019. These companies will also between large and small businesses. New product development at its best 22 provide much encouragement to others In conclusion, I would like to thank who are thinking about taking the our sponsors and judges for their INSIGHTS entrepreneurial leap. continued support in making the Andrea Carroll, SME programme manager, SEAI 24 As we face into uncertainty and entire awards programme possible. unknown challenges it is encouraging Our sponsors are: Three, Bord Bia, SUSTAINABLE ENERGY to see such innovation in our Permanent TSB, One4All, Enterprise Taking the environment into account 25 small businesses. Innovation will Ireland, IE Domain Registry, Skillnet be a key contributor to achieving Ireland, the Sustainable Energy competitiveness post Brexit, when Authority of Ireland, and Bord Gáis INSIGHTS potentially we will be competing on Energy. David Curtin, chief executive, IE Domain Registry 27 a very different stage. It will be so Our very hard-working judges include: important to harness the energy, agility Mairead Cirillo of Environmental EMERGING NEW BUSINESS and determination of the businesses Business Advice; Paula Fitzsimons of Five small businesses with great ideas 28 we read about in this supplement. They Fitzsimons Consulting; Barry McCleary need to be supported by creating a of Megazyme International; Donal business environment that values small O’Donovan from the Irish Independent; INSIGHTS business, fosters entrepreneurship and Brian O’Kane of Oaktree Press; Fergus McMahon, department manager for exporter rewards risk takers. Professor Frank Roche, chairman of development at Enterprise Ireland 30 The businesses profiled here have Dublin Business Innovation Centre; availed of a fantastic programme to Tara Lillywhite-Torpey, EY Ireland, EXPORTER OF THE YEAR date as part of the SFA National Small Geraldine Lavin, 3rd i and Ken Going the extra mile internationally 31 Business Awards. As well as receiving Germaine, Germaine Business Planning. extensive media and PR benefits I wish all the finalist companies the from becoming a finalist, all of these best of luck tonight at the Gala Final companies have availed of a subsidised and in the future. Editor: Sorcha Corcoran training package and a strategic Design: Robert Armstrong, INM Design Studio, Belfast Telegraph House, management masterclass weekend. Sue O’Neill Clarendon Dock, 33 Clarendon Road, Belfast, BT1 3BG They have all showcased their products SFA chair Published by Independent Newspapers Ltd, 27-32 Talbot Street, Dublin 1

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WWW.SFA.IE/AWARDS SFA NATIONAL SMALL BUSINESS AWARDS | 3 INTRODUCTION DRIVE AND PERSEVERANCE The importance of small businesses to the Irish economy continues to be reflected in the SFA National Small Business Awards, writes Sven Spollen- Behrens, director of the Small Firms Association

reland is a nation of small businesses final relationship between the EU and UK and small firms with fewer than 50 will look like. employees account for 98% of the Despite ongoing uncertainty, two thirds Itotal number of businesses in Ireland of SFA member companies plan to take employing one in every two private sector on additional staff and we estimate that workers. They are present in every village, together small businesses will create town and city in the country. We have 25,500 jobs in 2019. These jobs will be in a seen this through the SFA National Small wide variety of sectors, giving a boost to Business Awards this year, with entrants villages, towns and cities across Ireland. from all over the country competing in the awards and showing what a range of diverse and interesting businesses can be “Despite ongoing found all across Ireland. 2018 was a challenging but successful uncertainty, two year for small businesses. According to the latest Small Business Sentiment thirds of SFA Sven Spollen-Behrens, director of the Small Firms Association Survey, difficulties attracting staff, Brexit member companies and increasing business costs are the Concrete steps are needed from wide variety of backgrounds, sectors and main obstacles affecting small firms plan to take on government to realise the potential of our parts of the country. They all demonstrate in 2019. Our members see domestic small business sector and enhance job that with a clear business vision, a economic growth, which is forecasted additional staff creation permanently. The SFA is calling sense of optimism, passion, drive and to be close to 4.1% in 2019, as the biggest for the introduction and implementation perseverance, success is possible. opportunity for their business in the and we estimate of a national Small Business Strategy I want to congratulate all the finalists coming year. for Ireland. This initiative is calling on today. Regardless of the outcome this However, small business owners’ that together small government to target the development of evening, you are all winners and deserve intention to invest in their businesses businesses will small business across all regions with just every success; the quality and standard of declined over recent months. In the as much energy and strategic focus as it all finalists is really second to none. run-up to Brexit it is to be expected create 25,500 jobs has put on attracting FDI from the 1950s that small firms will be more cautious to the present day. To find out who the winners are and to regarding investment decisions until in 2019” The finalists in this year’s SFA National view highlights from the Gala Final, log on there is more certainty about what the Small Business Awards come from a to www.sfa.ie/awards. PROMOTING PRODUCTIVITY Paul Healy, chief executive of Skillnet Ireland, “Training or on- highlights the vital need for small businesses to focus the-job learning is on training and development in the face of rapid vital for smaller technological change businesses reating a culture of up-skilling dedicated to the promotion and in readying and lifelong learning is an facilitation of workforce learning in themselves for important part of the solution Ireland. We believe that maintaining a Cto stagnating productivity highly skilled workforce is essential to our the changes and within small firms. Responsible for 70% national competitiveness. Our business is of all employment, small businesses to ensure that your business has the skills having the ability are the backbone of the Irish economy, it needs to thrive. and management development and The most important aspect of Skillnet to embrace new up-skilling are key to helping them to Ireland is that it is a bottom-up, industry- remain competitive. led programme. The 17,000 companies technologies” Some core competencies and skills nationwide that we support are taking every business should have include control of the skills agenda themselves. membership base and distilling those strategic planning and efficient They are deciding on the challenges and into a compelling skills offering. operational management – both of which opportunities they face and using Skillnet The main message we want to give to are critical in terms of enabling digital Ireland funding to allow them to embrace Paul Healy, chief executive, Skillnet owners of small firms is to engage with transformation. Technological disruption these fully through the training and Ireland their Skillnet. This will give them the is happening at a pace never seen before up-skilling of their employees. opportunity to shape the skills agenda in areas such as automation and artificial Through our 65-plus Skillnet Learning the first-ever dedicated SFA Skillnet in and avail of subsidised training for their intelligence. Training or on-the-job Networks, Skillnet Ireland allocates the first quarter of this year. Under the staff – which at the end of the day are the learning is vital for smaller businesses funding to groups of companies in the leadership of SFA director Sven Spollen- most important asset of any business. in readying themselves for the changes same industry sector (or region) and with Behrens, the SFA is making the skills and having the ability to embrace new similar training needs, so they can deliver and talent agenda a priority through More details about the work of technologies. subsidised training for their teams. this initiative. Together, we are currently Skillnet Ireland can be found at www. Skillnet Ireland is a national agency We are delighted to be establishing gathering requirements from the SFA skillnetireland.ie. 4 | SFA NATIONAL SMALL BUSINESS AWARDS WWW.SFA.IE/AWARDS INSIGHTS GIFTING GOES MOBILE One4All will soon be launching a groundbreaking new digital product which represents the next step in the evolution of staff gifting and rewards

ue on the market in April, the grown from 10 to over 70. One4All’s new One4all Digital Gift Card branch selling outlets have increased will allow businesses and from 1,000 to over 13,500 and accepting Dindividuals to buy, customise, retail outlets from a few hundred to over send and spend a One4all Gift Card, all 50,000. from their mobile phone. A new One4all “We have continually updated our Payment app on iOS and Android will product and product offering to meet mean customers can spend their digital the changing needs of the market, gift card directly from their phone via introducing, for example, card contactless terminals in store or online. personalisation for individual customers The digital card offers all the and card customisation [such as branded functionality of a physical One4all Gift gift cards] for businesses,” says Dawson. Card with the added benefits of instant “As online shopping became more delivery, complete end-to-end security and more important to our customers, and full card and message customisation. we brought our card online, allowing “For the first time, businesses will customers the choice of whether to be able to reward five to 5,000 staff spend their gift cards in store or online members in an instant with a digital gift with hundreds of different brands. Now, card they can spend in over 8,500 stores with mobile wallets, instant gifting and nationwide,” says Michael Dawson, contactless payments becoming the norm founder and CEO of One4All. in daily life, the One4all Digital Gift Card “The technology behind this product is is being introduced to provide an instant, the first of its kind in the world, offering convenient and exciting way to buy, market-leading functionality that has been customise, send and spend your One4all built from the ground up by One4all with Gift Card.” B2B gifting in mind. Whether a business wishes to provide an annual ‘thank you’ Meeting expectations to its staff or regular bonuses throughout Dawson has seen a lot of changes in the year, the digital gift card provides the relation to gift cards generally since ultimate flexibility to suit their needs.” he first started the business. As the popularity of gift cards has grown, so has Adapting to change the spotlight on and level of expectation One4All started as The Gift Voucher Shop from gift card providers. in 2002, from which the One4all brand “When we started The Gift Voucher (and paper multi-store voucher) quickly Shop, it was a novel and innovative grew. When Dawson started the business, concept to go to your local Post Office he developed a strategic distribution to get a gift voucher for many different partnership with An Post. The company’s stores. That became a single voucher for core offering, that of “convenient gifting many stores, then a plastic gift card [with and reward”, has maintained throughout improved acceptance levels in retailers],” its history. he explains. “We’re very proud to have led The company has expanded the charge on what a gift card can and geographically to Malta and the UK and should offer the gifter and recipient, and product-wise from paper vouchers to we continue to do so in 2019 with this plastic gift cards in 2006 and now to new digital product.” digital gifting. Employee numbers have One4All’s growth and development

Michael Dawson, founder and CEO, One4All

has happened in the context of a rapidly wallet-based contactless payments evolving payments industry landscape. driving transaction volumes through “Only two decades ago as consumers we convenience at retail outlets and were just falling in love with ATMs. Cash simplified online shopping checkouts. remained king up to the noughties when This development will continue to drive card-based payments began to eat into more commerce online and mobile. cash payments,” Dawson notes. Hence One4All is aiming to be a leader “Today we are finally witnessing, after in this space for the gift and reward a few false dawns, the emergence of industry.” “The technology behind this product is the first of its kind in the world, offering market-leading functionality that has been built from the ground up by One4all with

One4All’s new digital gift card B2B gifting in mind” WWW.SFA.IE/AWARDS SFA NATIONAL SMALL BUSINESS AWARDS | 5 OUTSTANDING SMALL BUSINESS

Automate to accumulate From its base in Thurles, Co Tipperary, Horan Automation and Consulting is at the cutting edge of the latest developments in global manufacturing oran Automation and Consulting solutions for our customers to solve specialises in industrial their problems,” explains commercial automation, including the director Emma Lacy. “This can be in the Hdesign, machine construction, form of automated machines and often PLC (programmable logic controller) and includes robots. Our machines solve machine integration and maintenance of issues with health and safety, such as automation systems. heavy lifting or repetitive stress injury. With a staff of six and over 20 years’ Often our customers either cannot get experience in robotics and factory staff, for example in the meat industry, or industrial automation, the company they cannot meet speed and accuracy of has expertise in the food, healthcare, demand and need to automate.” David Byrne, business development manager and Professor Gerry Byrne, pharmaceutical and manufacturing Describing itself as “a one-stop shop CEO of GB Innovation industries in Ireland. Further to tripling for automation”, Horan Automation and sales since 2016, it expects to recruit ten Consulting designs and specifies its new staff this year. machines in Ireland and uses an original Using its in-depth knowledge of equipment manufacturer in China to industrial automation systems, robotic build them. “This is to our specification arms and manufacturing, Horan using our parts such as Kuka robots so Ready for research Automation and Consulting aims to our machines are top quality. We can increase clients’ production and improve provide bespoke solutions that are CE The bespoke platform launched by GB Innovation their manufacturing efficiency. It has marked to EU quality standards,” says designed automation systems and Lacy. “This means we can pass a saving of last November reduces the cost and uncertainty installed customised automation systems about 20% on to our customers compared for many of the top manufacturing to our competition in Europe.” of research, development and innovation activities companies in Ireland, including Despite the ongoing issue of Brexit, Glaxosmythkline, Boston Scientific, Horan Automation and Consulting is for companies Abbott, Serosep, Glanbia, Stryker and looking at overseas expansion. “That ounded by Professor Gerry Byrne that captures all activities and projects Saint Gobain. is proving a big challenge for us, more in 2014, GB Innovation has created and puts them on a single platform to “We build bespoke automation indirectly as it is affecting our customers. ReaDI-Watch, a software platform digitise, manage and partially automate Our lead time from consultation to order Fthat brings all of the elements the RD&I process,” explains Byrne. “Often our can be as long as two years, which in itself involved in the research, development “We have developed clear metrics for proves challenging. Brexit is elongating and innovation (RD&I) value stream companies to guide them along the customers either an already challenging timeline,” notes together in one place. research and innovation journey. This Lacy. A former dean of engineering in allows them to achieve excellence in cannot get staff, for Horan Automation and Consulting University College Dublin, Byrne started research and development, enhance their recently embarked on its export journey the company to address the gaps he competitiveness and grow in value.” example in the meat with the support of Enterprise Ireland. identified in this space. The six people currently employed by It has already met potential clients in “Senior managers tasked with steering GB Innovation all have a wealth of RD&I industry, or they the UK, Poland, the Czech Republic and research and development projects expertise and commercial acumen. Saudi Arabia. Lacy is optimistic about quickly find they lack clear metrics, Byrne plans to double the team within cannot meet speed where this will lead: “We really pride outputs or key performance indicators,” 14 months. He also wants the company and accuracy of ourselves on our customer service and he explains. “This is because research to become an Enterprise Ireland client quality focus throughout the business. projects are inherently different to this year to facilitate an international demand and need to We are punching well above our weight regular projects and are difficult to presence and export sales in the near with our customer profile for a small manage. The support schemes available future. automate” company.” for RD&I in Ireland and abroad are “As the company grows and takes on diverse, yet in practice are not easy to both new personnel and clients, the avail of. Companies struggle to derive platform will evolve to facilitate this benefit from the research and innovation growth. ReaDI-Watch is the first of its network and ecosystem.” kind in the area of RD&I and, as such, Byrne spent ten years in industry will require continuous development working on research and innovation to explore the full potential of its projects. His role as expert on the Irish applicability,” adds Byrne. Revenue Panel for R&D Tax Credits and on the Research, Development and Innovation Board of Enterprise Ireland “ReaDI-Watch is a gave the GB Innovation team a unique complete solution that insight into the complexities of RD&I. GB Innovation started out by providing captures all activities a service to companies to support them and projects and in the management of their research and innovation processes. Having grown both puts them on a single in terms of client base and resources, platform to digitise, the company launched ReaDI-Watch last November. It is a simple to use, cloud- manage and partially based, cost-effective platform and service automate the RD&I to meet all of a company’s RD&I needs. Gerry Horan, managing director and Emma Lacy, commercial director, Horan “ReaDI-Watch is a complete solution process” Automation and Consulting

www.gbinnovation.ie www.horan.ie

6 | SFA NATIONAL SMALL BUSINESS AWARDS WWW.SFA.IE/AWARDS OUTSTANDING SMALL BUSINESS Clever coating Based in Co Wexford, NP Liquid Glass Systems is a family-run business specialising in providing long-lasting and environmentally-friendly solutions for surface protection

David O’ Connor, head of aftersales, Kia Motors Ireland and Brian Conroy, managing director, Pop Up Races (centre) with Irish Olympians Mick Clohisey and Kerry O’ Flaherty A winning formula Pop Up Races is focussed on ensuring race organisers are guaranteed an accurate and efficient racing environment, while also providing an accurate time for every participant Rachel and John Murphy, co-founders, NP Liquid Glass Systems articipation in world-class events Enterprise Office, they undertook a Lean achel Murphy and her father are unique in the sense that they are such as the London Marathon, for Micro initiative and introduced Lean John were looking for a solution all based on liquid glass and, unlike the Berlin Marathon and Ironman standards across the organisation. for damp issues in an old stone traditional products, all of our coatings PAustria has given the team at Pop “A key area for improvement was how Rcottage, but needed a coating that are completely environmentally-friendly Up Races a keen appreciation of what we manage our customers’ data. As a wouldn’t affect the colour and remained and toxin-free, making them child, pet their end customers truly want. result of this process we’ve implemented fully breathable. and food safe,” she explains. Founded by brothers Brian and David a bespoke customer relationship They researched a number of options “We can coat virtually any surface to Conroy, Pop Up Races offers a range of management [CRM] solution to alleviate and learned about nano coatings, then prevent damp, staining and algae growth. tiered services to help race organisers manual processing and to protect our found a supplier in Germany. “I left my We also have a unique offering in terms of promote and event manage their races. customers’ personal data,” Brian explains. job in the financial sector to set up the our coatings for fabrics, rugs and carpets, This includes management of online “We also wanted to ensure that our staff business in 2014 and thankfully have which prevent staining without changing entry, chip timing and providing have instant access to the information never looked back,” says Rachel. “It was a the colour or texture of the materials.” experiential extras. they need at any given time so customers’ risk bringing a brand new product to the NP Liquid Glass Systems plans to “We ensure that everyone counts needs are always met.” market but we are going from strength launch its retail options later this year, – every race organiser and every Pop Up Races’ long-term strategy is to to strength and have worked on some which will include a bathroom kit for participant, making it ‘Your race from expand into the UK and Europe within fantastic projects with brilliant customers the protection of tiles and grout from start to finish’,” explains managing five years. “Our plan for 2019 was to in the past few years.” staining. This is a completely eco-friendly director Brian, who is a chartered aggressively target the UK market, but This has included working with Henry option that is easy to apply in the home. accountant. “Our target market is this has been put on hold with Brexit. J Lyons on the Royal College of Surgeons This year will also see it looking to business race organisers, charities, clubs Over the next 12 months, we are focussed Ireland and Central Bank of Ireland expand the business. “At the moment it’s and event companies.” on continuing to deliver for our existing projects, as well as counting the Office just the two of us – my father and I. We In 2018 Pop up Races hosted over 160 customers,” says Brian. of Public Works, Powerscourt Hotel, plan to grow our team in 2019/2020 and events, with over 100,000 participants, “Recent investment allows us to now Ceadogán Rugs and Matt Britton Carpets ideally would like to expand our services resulting in around €1.5m being raised cater for up to four events daily. With this among its clients. in the UK in the coming months.” for local businesses and charities. It increased capacity we are working on Having introduced the products for currently has a staff of 14, which includes creating partnerships in new, previously stone and brick to the Irish market, four office staff and 10 operations staff, unexplored markets, including canoeing, Rachel and her father found there was “We now provide who look after events on a part-time basis. equestrian and open water swimming.” also a demand for protection of other “Our team are predominately runners. surfaces. a full service of When it comes to the live timing of “We ensure that “We now provide a full service of races, everyone is focussed on ensuring surface protection options, from fabrics surface protection we exceed the expectations of the race everyone counts and carpets to anti-graffiti and anti-algae director as well as the individual athletes,” coatings for stone and brick. The variety options, from says Brian. “We may be a small company, – every race of our work means we are working on but we’re making a big impact.” different projects every day and with fabrics and carpets In the past few months, the brothers organiser and every different clients all year round,” she says. to anti-graffiti and decided to completely revisit the participant, making The flexibility and range of NP Liquid company’s business model to ensure it is Glass Systems’ products and offerings anti-algae coatings as efficient as possible, while consistently it ‘Your race from give the company a competitive edge, improving on service. Working with according to Rachel. “Our coatings for stone and brick” Jigsaw Consulting and Kildare Local start to finish’”

www.npliquidglass.ie www.popupraces.ie

WWW.SFA.IE/AWARDS SFA NATIONAL SMALL BUSINESS AWARDS | 7 OUTSTANDING SMALL BUSINESS Fitting right in With 40 years’ experience supplying the heating/ plumbing, DIY and hardware markets with bathroom accessories, SME Sales is always on the lookout for new and trending products to solve everyday problems

Claire and Willie McMahon, co-founders, Trefoil Controls Instrumental influence Trefoil Controls’ paperless calibration management process is helping it to stand out from the crowd and will drive continued growth in 2019 illie McMahon set up Trefoil For example, in 2015 Trefoil Controls Controls with his wife Claire began supplying instrumentation and in 2015 after amassing over reference calibration equipment to W20 years’ experience in Alvotech, a biopharmaceutical company Michael Sweeney, director, SME Sales calibration services across sectors such in Reykjavik, Iceland. More recently, as food and dairy, manufacturing and Bio-Marine Ingredients Ireland engaged he Sta-Tite Toilet Seats introduced use it, but it future-proofs our business for pharmaceuticals. Trefoil Controls as its calibration by SME Sales in the past two expansion for many years to come,” says “Primarily we focus on delivering management provider for the building years solve one of the main issues Sweeney. specific calibration management of a state-of-the-art €12m research and Tin the bathroom area of the SME Sales currently has a staff of solutions to clients, especially SMEs development facility in Co Monaghan. house. “This is a new patented system five, some of whom have been with the not catered for by the large calibration “Sales have grown year on year and that ensures when the toilet seats are company for 15 years now. “With the providers,” he explains. “Our size allows we have a very strong, loyal relationship fitted they don’t come loose on the pan, nature of a small business, it is important us to offer flexible, bespoke solutions. All with successive managers on sites. which makes this a simple solution to an that your staff have a ‘can-do’ attitude. of our clients have access to a dedicated Our collaboration with similar-sized age-old problem,” says director of SME Customer service remains the focus of customer portal for the safe, secure calibration houses in Ireland has allowed Sales Michael Sweeney, whose parents our business and we strive to resolve storage of all documentation. us to scale up in terms of engineering set up the business in 1979. issues as soon as they may arise. We act as “We have a growing client base in resources for projects where clients “We are also offering a solution to distributors and agents for the suppliers Ireland and abroad for instrumentation would have a maintenance shutdown for another huge problem, which is fitting we deal with,” says Sweeney. product sales. The supply of a few days,” says McMahon. bathroom accessories onto porcelain “Generally we offer next-day delivery instrumentation specific to the clients’ tiles that are extremely hard to drill. We so our customers can keep stock levels needs and the calibration service we offer “Our size allows us to are introducing a self-adhesive range of to a minimum, which helps with cash complement each other and support our offer flexible, bespoke accessories that can be fitted in less than flow. This has been critical over the past clients’ operations.” a minute with no drill required.” 10 years. Credit control is crucial for a McMahon believes that his company’s solutions. All of our clients Operating out of a purpose-built small business. We ensure our customers presentation of calibration records is have access to a dedicated warehouse in Collooney, Co Sligo since operate within their terms and review its unique selling point. Each time it customer portal for the 2005, SME Sales also owns a similar sized this on an ongoing basis.” conducts a calibration, the results are warehouse next door. “We don’t currently Over the past few years SME Sales has entered electronically into the calibration safe, secure storage of all invested heavily in its marketing strategy. software package. The certificate is documentation” It has introduced an online store as created and then placed onto the secure “Customer service well as the ‘Mercedes Sprinter Mobile online dedicated customer portal. Trefoil Controls’ engineering team is Bathroom Showroom’. This customised Authorised client representatives can made up of two and a further two staff remains the focus service allows customers to view and then view the calibration results as they look after administration. “Due to the of our business and have products demonstrated at their wish from their phone or PC. growth and expansion of our business, we own location. “It has been a tremendous Also stored on the customer portal are are in the process of employing two more we strive to resolve success,” says Sweeney. all the quality, health and safety, and engineers for our team. There are some SME Sales is hoping to grow its external procedural documents that are required very interesting instrumentation projects issues as soon as they sales team in the short term, with a to back up the contracts the company has coming in 2019,” says McMahon. may arise. We act as view to having each province covered by with its clients. In McMahon’s view, this “Our client base is growing across individual sales reps. “This would help paperless solution combined with the all business sectors within Ireland. distributors and agents increase our market share and drive sales way staff actively manage and schedule Equally, existing clients are scheduling for the suppliers we growth. We are constantly on the lookout the calibrations give Trefoil Controls a process improvements, which will create for new and innovative products and reputation of quality in the market. requirements for both instrumentation deal with” also new agencies to expand our product This reputation has translated into sales and calibrations during the coming portfolio,” notes Sweeney. increased sales both at home and abroad. year.”

www.smesales.ie www.trefoilcontrols.ie

8 | SFA NATIONAL SMALL BUSINESS AWARDS WWW.SFA.IE/AWARDS INSIGHTS

FEEDING INTO SUCCESS At the end of 2018, Bord Bia launched its Small Business commercial marketing strategy 2019 - 2021, which is giving it a clearer view on how to support the growth of small food businesses n important aspect of Bord and new stallholders. “The farmers’ Bia’s new strategy is that it market channel is an important route to segments small business into market for both start-up food businesses Aartisan, established, start-ups and established producers. It provides a and in-growth companies, and highlights source of direct consumer feedback as the need to provide tailored supports for well as a revenue stream,” notes Willis. each. The Bloom Food Market also provides “Small food and drink businesses an excellent opportunity for small food are important contributors to the and drink companies to build their brand sustainability and future prosperity of the among consumers and to meet with Irish economy. They underpin the wider buyers at a trade breakfast. Over 65 food local community and the image of Ireland companies participate in the Food Market as a provider of high quality, innovative at the annual Bord Bia event. and sustainable food excellence,” says Every year a number of organic Gillian Willis, small business manager, companies attend BioFach, the world’s Bord Bia. leading organic trade fair. This show “In Bord Bia we define the small provides organic companies the business sector as businesses with an opportunity to showcase their products annual turnover of less than €3.5m. and meet with prospective buyers in the Estimated to be worth between industry. Nine Irish companies took part €300m-€450m in Ireland, it is a diverse this year in February. sector encompassing meat, craft beer, Regarding financial supports, the Bord dairy, prepared consumer foods, and Bia Marketing Assistance Programme seafood.” (MAP) is open to companies with a turnover greater than €100,000 and Gillian Willis, small business manager, Bord Bia (right) with Minister of State for Food, Specific support programmes less than €3.5m in the year prior to Forestry and Horticulture Andrew Doyle TD and Margaret Hoctor of Kilmullen Farm Bord Bia runs various programmes to support small businesses, which are designed to be closely aligned with their needs going forward. Consumer trends Foodworks, run by Bord Bia, Enterprise Small businesses operate in the same Ireland and Teagasc, is an accelerator space as all other food and drink programme helping to develop the next businesses so they need to be aware generation of scale-able and export- of consumer trends. Bord Bia’s 2018 driven Irish food businesses. The Consumer Lifestyle Trends study programme gives companies the unique examines the trends that are shaping opportunity to work with the three people’s lives which in turn affects their agencies to gain a greater understanding choices as consumers. of their consumers, their market viability “The major global trends include a and the technical support needed to shift towards sustainable living with develop their product. consumers becoming more focused on Bord Bia partners with a number of waste and the environment. They expect Irish supermarket chains on their retailer environmentally-friendly alternatives programmes Grow with Aldi, KickStart with increased pressure being placed (Lidl) and Food Academy (SuperValu). on brands to operate ethically and These programmes give small food and transparently,” says Gillian Willis, small drink businesses the opportunity to sell business manager, Bord Bia. their products on supermarket shelves as “We are also witnessing growing well as receive training and mentorship connectivity impacting consumers’ along the way. choices. As consumers are now ‘living This month Bord Bia is launching its in the cloud’ more and more, there is a third series of farmers’ market skills Bord Bia CEO Tara McCarthy with companies participating in the Food Works trend towards fluid eating and drinking training, designed to support established programme at last year’s Marketplace International in the RDS resulting in the blurring of mealtimes.” The health and wellness trend is also application. Companies can apply for evolving with a growing awareness of the funding across a wide range of marketing individual components of foods and their “Small food and drink businesses activities such as attendance at trade potential benefits. The study also found fairs, market visits, packaging design and an increasing desire for age-targeted are important contributors to the in-store tastings. solutions for consumers. Bord Bia introduced the Step Change “These trends should be taken into sustainability and future prosperity of the Programme (SCP) in 2015 as an additional consideration by small businesses when Irish economy. They underpin the wider fund to support companies with turnover working on new product development,” greater than €100,000 and less than says Willis. local community and the image of Ireland €10m in the year prior to application. Irish food and drinks businesses can Finally, small businesses have the learn more about these global trends by as a provider of high quality, innovative opportunity to receive regular industry contacting Bord Bia’s consumer insights updates from Bord Bia in the form of Food team at [email protected]. Full details of and sustainable food excellence” Alerts as well as retail and foodservice the study can be found at monthly updates. www.bordbiaconsumerlifestyletrends.ie

WWW.SFA.IE/AWARDS SFA NATIONAL SMALL BUSINESS AWARDS | 9 FOOD AND DRINK No stone unturned A passion for food and the ability to spot new trends have meant growth and success for specialist artisan ice cream brand Arctic Stone in the space of two years hile travelling around South “We tailor-make our menu for every East Asia after finishing client so they receive a bespoke culinary college, Caolan Cullen came experience.” Wacross street food vendors Examples of this have included ice using a technique to make ice cream that cream made with a shot of Jameson he had never seen before. Calling it ‘hand- and ginger and a squeeze of lime and a rolled ice cream’, he has perfected the signature blend made from papaya and technique and turned it into a thriving mango for a tropical-themed event run by business, which is now one of the best Lidl. One of the reasons a lot of corporate known ice cream brands in Ireland. clients like to go with Arctic Stone is Each serving of Arctic Stone’s ice cream its plastic-free ethos. All of the pots and is tailor-made from scratch in front spoons it uses are 100% compostable. Members of the team at Airport View Hotel with owners Gerry Butterly and Annie Beggs of the customer in about 60 seconds. Arctic Stone has also featured at several (far right) Cullen has worked with chefs to develop festivals, including Electric Picnic and recipes, including one of the world’s only The Big Grill BBQ & Craft Beer Festival. vegan blends. Arctic Stone can cater “We were the only ice cream vendors for anybody’s dietary requirements, at The Big Grill and had queues of 80 including nut allergies and palm-oil people,” notes Cullen. “Last summer, we intolerance. were operating from five locations a day Cullen started off with a food stall in and employing 18-20 staff during peak Room with a view Blackrock Market in Dublin in May 2016; times.” The business currently employs A hands-on approach and dedication to quality and then opened a shop in Blackrock with nine people. “Not everyone can do this another one due to open in Bray, Co job as it is quite strenuous and labour local produce are behind the popularity of the food Wicklow in April. intensive and everything is hand-made One of the key drivers of Arctic Stone’s fresh to order,” notes Cullen. and drink offering at Airport View Hotel rising popularity has been its foray into Having qualified with a degree in social private catering for corporate events. science from University College Dublin, he beef served at the Airport is the Ardbeg Galileo, so called because “We work with some of Ireland’s biggest Cullen has always been keen to give back View Hotel’s Winters Restaurant small quantities of this whiskey were sent companies such as Google, Facebook, to the local community. To date, Arctic in Skerries, Co Dublin is 35-day into space. and Amazon, which want something Stone has helped to raised €42,000 for Told and dry cured in Himalayan Last year the whiskey room was different for their private events. This LauraLynn Children’s Hospice. “My end Sea Salt – something which owner enhanced with a gin selection of 150 is an important driver for our business goal is to empower disadvantaged people, Gerry Butterly believes is unique for a different bottles. “We get small parties off-season in November, December and bring them into the business and involve restaurant in the Republic of Ireland. that want to do group whiskey tastings January,” explains Cullen. them with the brand,” says Cullen. Sourcing fresh fish and seafood locally and lots of Americans and Germans in Skerries and Balbriggan, Airport who are interested in trying different View Hotel is also famous for its sizzling whiskeys,” says Beggs. “They can pick a “We work with some of Ireland’s prawns and spring rolls, which have been whiskey or gin and enjoy it in front of the handmade on-site for the past 19 years. fire in a nice lounge or go to our outdoor biggest companies such as Google, Butterly was originally a tomato grower log cabin and smoke cigars.” Facebook and Amazon, which want and farmer and he and his wife Annie Despite making a massive investment to Beggs were involved in the nightclub and expand the business right in the middle something different for their private cocktail bar scene in the area. In 2000, of the economic downturn, Airport View they went about building a 10-bedroom Hotel has consistently attracted both local events” hotel in an empty field. This has since and tourist business. grown to a 30,000 sq ft premises “We have grown through word of mouth incorporating ten additional bedrooms, a and because of our efforts with our 90-seater restaurant and a spa. website and social media,” notes Butterly. The couple designed everything “We recently made a video to promote the themselves, right down to the curtains business which received 58,000 hits in and colours on the walls. Initially, they seven days. The spa brings a lot of people did all the cooking, but now employ three here and once they’re here they stay chefs and 12 other staff. Food is served because we have it all.” from 7am to 9.30pm Monday to Friday and from 8.30am to 9.30pm on Saturday and 8.30am to 7pm on Sunday. “Our food “We retain our staff because we work directly with them on a daily basis. I have philosophy has been doing breakfasts for the past 19 years,” says Butterly. “Our food philosophy always been to have has always been to have the highest standard ingredients sourced from local the highest standard suppliers and farmers.” In response to increased tourism in ingredients sourced Ireland, Airport View Hotel opened a whiskey room in 2017, which stocks from local suppliers 300 different whiskeys, including the and farmers” full range from Midleton, Jameson and Teeling. One of its most unusual offerings Caolan Cullen, founder and owner, Arctic Stone

www.airportviewhotel.ie www.arcticstone.ie

10 | SFA NATIONAL SMALL BUSINESS AWARDS WWW.SFA.IE/AWARDS FOOD AND DRINK Tortilla triumph Building on its success making authentic Mexican corn tortillas at its facility in Clonmel, Co Tipperary, Blanco Niňo plans to launch a new range of premium tortilla chips in supermarkets t was the pursuit of taco perfection nixtamalisation, a traditional Mexican that sent Blanco Niňo founder and technique going back thousands of years. CEO Philip Martin on a road trip It makes us completely unique in the Iacross Mexico, where he discovered European market.” the ancient Aztec recipe that gives corn Blanco Niño is a member of Origin tortillas their unique flavour. Green, Ireland’s food and drink Visiting the milpas, molinos and sustainability programme run by tortillerias of Mexico, Martin learnt how Bord Bia. “We undergo independent to make proper corn tortillas like the ones accreditation and verification by found in the street markets of Oaxaca and international auditors to meet the Mexico City. high standards required. This covers Willie Parker, owner-manager of Fenit Fruit & Veg Returning to Ireland in 2014, everything from how we source our he launched what ended raw materials to our manufacturing up being Ireland’s most and how we treat our employees,” Blanco successful crowdfunding Nino is also says Martin. “This focus on campaign at the time. He shortlisted in the sustainability definitely gives then brought together a Manufacturing and us competitive advantage.” Cut to the chase team and found a home The next step for Blanco for the Blanco Niño Exporter of the Niňo is a plan to bring real Fenit Fruit & Veg has tapped into the scarcity of tortilleria in Conmel, Co Year categories corn tortillas chips into Tipperary. The company European homes. To this end commi chefs and the time pressures of chefs by now has a staff of 14 Martin returned to Mexico to and is working with chefs find unique ingredients, flavours filling a gap for them with freshly prepared fruit and and restaurateurs across 13 and aromas. vegetables just the way they want them European countries. “We are working closely with small- Blanco Niňo’s production process at its scale Mexican farmers who use ifteen years ago, Willie Parker come in up to midnight on any given day 14,000 sq ft facility opened in 2016 is what sustainable, traditional practices, decided to diversify part of his and staff start work at 5.30am to ensure makes it different, according to Martin. vertically integrating our supply chain potato growing and farming prompt and fresh delivery. “We make our tortillas and chips using from producer to retailer. The flavours Fbusiness near Tralee, Co Kerry “With some orders we can plan in non-genetically modified white and blue are truly innovative and unique and to provide prepared and non-prepared advance, for example conferences or sustainably grown corn, water, salt and the packaging will be a new paper-style fruit and vegetables to the foodservice weddings. One of our orders recently lime,” he explains. design with a window allowing customers industry. was for 1,100 potato fondants to cater for “The corn is cooked, then steeped to see the quality and beauty of the chips. This new business line evolved to two weddings. A lot of our output is pre- over 16 hours before grinding it into This format reflects and communicates become Fenit Fruit & Veg. It has grown ordered, but we also cater for restaurants a dough using hand-carved volcanic the premium position to the consumer.” to such an extent that Parker gave up which might ring in looking for standard stone grinders. This process is called Blanco Niňo has ambitious plans to farming and contracted out the potato products,” explains Parker. be the Mexican food brand that defines supply to a neighbour 12 months ago. the premium category on supermarket Fenit Fruit & Veg’s customer base is made shelves, adds Martin. “Starting with up of 150 hotels in counties Kerry, Cork tortilla chips we aim to disrupt the and Limerick, as well as restaurants and “We have developed market with products that offer a truer even butcher shops. representation of Mexican food and “We have developed a reputation for a reputation for culture. We hope to launch our chips working with chefs to develop bespoke, working with this summer following a crowdfunding hand-cut products tailored to their campaign.” specific requirements. In effect we are chefs to develop their commis chefs, using our expertise which saves time and money, reduces bespoke, hand-cut “We are working waste and allows chefs to focus on the creative side of things,” explains Parker. products tailored closely with small- “Each chef could be making the same dish but will have their own input into it to their specific scale Mexican using different ingredients. That is where we come in.” requirements” farmers who Fenit Fruit & Veg currently offers close to 300 different cuts for fruit and use sustainable, vegetables, mostly made with hand Fenit Fruit & Veg is currently traditional guillotines. It also contracted an engineer embarking on its expansion into retail. to design and make specialist equipment Already selling a 1kg bag of peeled practices, vertically for the company, which employs 30 potatoes in SuperValus in Co Kerry, it people. The 7,000 sq ft facility Fenit Fruit plans to launch bags of freshly cut chips integrating our & Veg operates from is soon to expand to on a wider scale in the coming months. 10,000 sq ft to facilitate expansion. “We want to get onto Bord Bia’s Food supply chain from The types of cuts available include Academy in association with SuperValu, heart-shaped cuts for Valentine’s Day and try to supply West Munster in 2020 and Philip Martin, CEO, Blanco Nino producer to retailer” shamrocks for St Patrick’s Day. Orders work from there,” says Parker.

www.blanco-nino.com www.fenitveg.ie

WWW.SFA.IE/AWARDS SFA NATIONAL SMALL BUSINESS AWARDS | 11 FOOD AND DRINK Natural progression Building on the success of its scientifically formulated super supplements, Revive Active has extended its product range and taken manufacturing in-house n February, Minister for Business by 50 or so retailers in the UK, as well as Enterprise and Innovation being sold online to customers in about Heather Humphreys TD officially 42 different countries. O’Connor thinks Iopened Revive Active’s 10,000 sq ft Brexit may be an opportunity for the manufacturing facility in Mullingar, Co company. “We plan to do an enormous Westmeath where the company is making push digitally in the UK. We will continue all of its products. to keep a contract manufacturer in Wales, It is the latest development in a busy because if there is a hard border this will 12 months for the maker of scientifically mean we’re still able to supply the UK on developed life enhancing supplements, a standalone basis from there.” which was founded in 2010 by Daithí Last November, O’Connor went to O’Connor. Currently employing 35 Los Angeles in the US with his head of people, he plans to take on a further 11 in production Colm Horton to look into the near future. production facilities there. “In 2018 we looked at our brand to “We are now doing a feasibility study Siobhán Lawless, owner, The Foods of Athenry see what we were missing. Using an on the US, with a view to launching Zest ingredient called Wellmune from Kerry Active there in the summer. Having Group, we brought out Junior Revive and a manufacturing base there would Teen Revive, which are focused on bone mean we could guarantee supply and development, cognitive function and circumvent the need for FDA approval,” protection,” he explains. These products says O’Connor. “The vitamin, mineral Fully baked come in flavourless sachets so can be and dietary supplement market is set to added to a child’s favourite drink or be worth about US$30bn in the US, so Specialising in supplying ‘free from’ baked goods cereal. there is a really big opportunity for quality The original Revive Active range was products.” with a long shelf life was a strategic decision that has designed for people over 35. “We had kids and older people covered, so the next paid dividends for The Foods of Athenry step was to cater specifically for people “The vitamin, hat started out as a sideline competition in the form of new small in their twenties and up to 35. We wanted in a converted bike shed home bakeries. I saw the future as being to provide a natural alternative to sugar mineral and dietary to supplement dairy farm in ‘free from’. So, we decided to become and caffeine.” Director of research and supplement market Wincome in 1999 has turned specialists in this area.” development Daniel Jones got on the case into a thriving gluten-free and ‘free-from’ The Foods of Athenry gluten-free, dairy- and the result was Zest Active, which was bakery business employing 26 people free and/or vegan range is now made launched in February this year. “Our first is set to be worth in rural Galway for Paul and Siobhán up of 30 different individual products, batch sold out,” says O’Connor. about US$30bn in Lawless. including mince pies, cookies, crackers, In terms of product promotion, Roz Describing herself as “an accidental cereals and bars; as well as the very Purcell has been an advocate of Revive the US, so there entrepreneur”, Siobhán began by baking popular Cookie Shots resealable bags - Active for five years and recently became bread, cakes, scones and tarts for local resealable packs of tiny biscuits geared a full-time ambassador, endorsing the is a really big shops and restaurants. By 2004 it became towards people who watch what they eat. range to her 255,000 Instagram followers. clear the bakery had the potential to Each one is only 18 calories. Four extra Irish rugby player James Ryan is also an opportunity for make more money than the farm and flavours were added to the range last year ambassador. the couple went about phasing out the – orange, raspberry, cinnamon and chilli Revive Active products are stocked in quality products” milking. brownie. about 1,000 outlets across Ireland and The Foods of Athenry grew organically “We are continually innovating, and from 2004 until 2010 supplying clean- have some new exciting products on label, wheat-baked products throughout the cards for 2019. With huge growth in Connacht. When the recession hit, the number of people choosing to eat a Siobhán felt introducing a premium, plant-based diet, we are well placed to great tasting gluten-free range would be a support that dietary choice,” says Siobhán. way to address it. “Having added extra space to our bakery Having already converted the milking in 2017 we are ready to grow our exports, parlour, Paul extended the operation and with the challenges of Brexit, we are into the cow house. Siobhán worked on spreading our wings, and have just signed developing products, deciding the best a deal to bring our products to New approach was to focus on those with a Zealand.” naturally extended shelf life – hence easier to export. It was a sensible move as the company “With huge growth now sells into 12 countries outside of Ireland and exports made up 30% of in the number of its turnover last year. In the domestic market, it has listings nationwide in all people choosing to the multiples as well as speciality stores and through foodservice outlets. eat a plant-based A fire at the premises in 2011 forced the diet, we are well couple to close down for nine months, and when they were ready to trade placed to support again the landscape had completely changed, says Siobhán. “There was more that dietary choice” Daithí O’Connor, founder and managinge director, Revive Active

www.foodsofathenry.ie www.reviveactive.com

12 | SFA NATIONAL SMALL BUSINESS AWARDS WWW.SFA.IE/AWARDS INSIGHTS EMBRACING THE ENABLER The idea that technology is a cost rather than an opportunity is fast being overtaken by a clear understanding of its role in creating successful SMEs, according to Three Ireland

hen it comes to investing in technology, business operations systems and Winfrastructure improvements continue to be the top priority for Irish SMEs. However, Three’s Irish Business Mindset Survey 2018/9 reveals that there has been a notable increase in the percentage of SMEs planning significant investment in improving customers’ interactions with their business. The research shows that 35% of respondents plan to invest to improve customer experience, up from 26% in the previous year. In addition, 86% now have a website (up 15% on 2017) and 9% more are selling online. “Irish SMEs have forever understood the importance of customer experience. It is the lifeblood of their business to keep customers happy on a personal level. Now, however, they are increasingly looking at how technology can add further value to this,” says Padraig Sheerin, head of SME at Three Ireland. “The use of technology – for example, opening up social media channels for customers or allowing them to self serve online – is now being seen more as enhancing rather than replacing the customer relationship.” Before any of us make a purchase decision nowadays, we will reach out to several sources before making a decision. This could include family, friends, business networks and online “The cloud is ever present now. It has 50% increase compared with 2017. reviews. Small businesses that have become the enabler in the background,” “We need to bust Tied in with the cloud trend is the incorporated an online community aspect says Sheerin. “The fundamental change fact that today’s SMEs expect seamless to their brand really see the benefits it has brought is to give small businesses the myth that connectivity at all times and in all places, of this in action. “Your customers are the ability to act and seem much larger. remote working making mobile communications key. The your advocates, and this is particularly There is no need for equipment on site number of respondents who say they are powerful online,” says Sheerin. and they can scale services up and down is less efficient or essential or important to their business, A key finding of the Irish Business on a monthly or seasonal basis. its productivity and efficiency has risen Mindset Survey 2018/19 is that the cloud “SME owners used to see technology productive. Once from 94% to 97% in the survey. In fact, is no longer the preserve of early adopters as a necessary evil and had the attitude 82% say mobile devices are essential, and among SMEs. Only 5% of respondents of ‘I don’t know how it works but I don’t you give people that they could not operate without them. say they’re not making any use of cloud want it to break’. Now their outlook is “Mobile devices combined with services, down from 15% in 2017. all about the benefits and advantages the right tools and collaboration tools and cloud services access to systems, allow people to have a better work-life balance. In the war for talent, every there is no reason employer has to have a flexible working option,” says Sheerin. “We need to bust for concern” the myth that remote working is less efficient or productive. Once you give it can bring and how it can drive the people the right tools and access to business forward. Because technology systems, there is no reason for concern. has become so pervasive, it has become The joy smart devices and connectivity increasingly vital to keep security in mind has brought is how much can be done – for example having the ability to wipe in real time. Invoices can be processed devices remotely if they’re lost or stolen.” in hours rather than days compared to a paper-based system, for example.” Use of the cloud In the context of the general discussion File storage and sharing (arguably the around digital transformation at the “entry-level” cloud services) still lead the moment, Sheerin has the following way in terms of what cloud services SMEs advice for small businesses: “Think about are availing of. But there appears to be a your strategy first – where do you want willingness to think beyond these most to go to, your growth ambitions – and obvious uses. For example, there has place that front and centre. Then look at been a 50% increase in the use of cloud- how technology can be an enabler to help based productivity tools and apps. Those you to achieve those plans. Your digital companies using the cloud to facilitate transformation journey has to align calls and messaging using applications with your business objectives – it is not Padraig Sheerin, head of SME, Three Ireland such as Skype and WhatsApp also saw a something to do just for the sake of it.” WWW.SFA.IE/AWARDS SFA NATIONAL SMALL BUSINESS AWARDS | 13 SERVICES Adding to accountancy Providing accountancy services and more for professional contractors, Contracting Plus is constantly looking at ways to improve its offering

Paula Horan, managing director and Andrew Lambe, commercial director, Company Bureau Perfectly formed From its office in a converted 19th Century church in Dublin, Company Bureau saves busy entrepreneurs time and money when they’re starting and running a business Jimmy Sheehan, commercial director, Contracting Plus potting a gap in the Irish market and international entrepreneurs and et up in 2002 to provide insurance and high-street stores.” for a streamlined company overseas professional intermediaries. accountancy services to Sheehan sees several areas for growth formation and corporate Company Bureau has also extended its independent professional in the short to medium-term, including Ssecretarial service, Paula Horan reach, expanding into the international Scontractors, Contracting Plus promoting contracting to parents set up Company Bureau in 1997 to cater formations business in 2008. Company has added a range of other aspects to its returning to work and to older people for small and mid-sized accountancy and registration services are now offered in offering over the years and now works who are not ready to retire. Another area solicitor firms looking to outsource this over 50 countries to new and existing with a customer base of almost 4,000 that is gaining traction, he says, is the side of their operations. clients, as well as ancillary services such people in Ireland, the UK, Belgium, service of independently auditing and Nearly 22 years later, the business as bank accounts, tax registration and Sweden, Poland, the Netherlands, correctly classifying workers as either has been involved in 30,000 company payroll services. Denmark and India. employees or contractors. registrations and has evolved into The company has also added to the The business was set up by current The company relaunched its website something of a one-stop-shop for start- range of services on offer in the company chairman Michael Dineen, who was at the end of 2018 on the back of user ups – as well as providing company secretarial department. “For example, joined shortly afterwards by now feedback, as well as a tax return portal secretarial and compliance services to we have gained expertise in advanced managing director Fergal Lennon. that allows clients to complete their tax established entities and servicing its transactions such as share buybacks, Employing a team of 45 people, information online. original client base. Summary Approval Procedures and Contracting Plus supports independent And there’s more to come on the A commissioner for oaths with a Section 343 district court applications to contractors working in sectors such as technology front. Having already company law background, Horan was retain lost audit exemption,” says Lambe. IT, pharma, engineering, medical and developed a number of contractor- joined in 2002 by sales and marketing According to Lambe, Company Bureau’s financial services. specific apps and a client portal that executive Andrew Lambe, who is now success to date is due to a range of According to commercial director allows for easy posting of expenses and commercial director and joint owner of factors. These include a strong focus on Jimmy Sheehan, the company offers time sheets, Contracting Plus is planning the business. speed of service and exceeding customer substantially more to its contractors than to enhance the user experience and Growth has been particularly strong expectations, excellent procedures and just accountancy services. functionality of these facilities in 2019. over the past seven or eight years with standards, as well as the calibre of its For example, it offers an umbrella “We are the only service of our kind with staff numbers increasing from six in people. “We think our staff give us an company option for contractors, as well software dedicated to the contractor,” says 2011 to a current total of 25. There is a edge over the competition. We focus on as setting up and managing private Sheehan. “Other competitors use off-the- recruitment drive on at present for three recruiting educated people who work in limited companies for those who want to shelf products that don’t fully match the additional people. an agile, friendly and efficient way. This build financially for the long term. “The requirements of a contractor.” Based in Dublin 7, the company has translates into high levels of customer service we provide enables independent around 2,000 customers, including service and client engagement.” professional contractors to be up and accountants, solicitors, tax advisors, Irish For 2019, Company Bureau will be running as self-employed company “Our in-house hoping to capitalise on the increased directors within a few hours,” Sheehan financial advisors “We focus on recruiting activity in its sector due to Brexit. “We says. believe that many Irish companies will “Our contractors invariably retain more are available year- educated people who be looking to expand internationally this of what they earn through dedicated and work in an agile, friendly year, which is good for our international personalised tax planning. Our in-house round to advise on formations department,” Lambe says. financial advisors are available year-round and efficient way. This The offering will also be expanding to advise on pensions, protection policies, pensions, protection translates into high further: new services to be rolled out this and tax efficient savings and investments. policies, and tax levels of customer year include trademark registrations, “And we organise group discount a website design service for start-ups, schemes with hundreds of well-known efficient savings and service and client and Shareholderagreements.ie, which brands, which helps our contractors will provide entrepreneurs with bespoke save money on everything from grocery investments” engagement” shareholder agreements. shopping, nights out and holidays to

www.companyformations.ie www.contractingplus.com

14 | SFA NATIONAL SMALL BUSINESS AWARDS WWW.SFA.IE/AWARDS SERVICES Class act Identifying gaps in the market for work and career- related learning programmes has helped grow FRS Training’s business to a nationwide operation that delivered courses to 50,000 people last year New legislation requiring farmers to be has been strategic in positioning itself trained up in the safe use of pesticides to take advantage of new legislative was the catalyst for FRS Training developments, as well as looking at skills setting up in 2008. Last year it provided gaps in key sectors, such as construction, employment and employability-related agriculture and forestry. Construction education programmes to around 50,000 courses, in particular, have seen big people across the country. demand in recent years. “There’s a huge The company is now an accredited requirement and we’d see further growth Gillian Free and Jim Dowdall, co-founders and directors of Enviroguide Consulting course provider with Quality and in this area. It’s about looking at gaps and Qualifications Ireland (QQI), City & filling them.” Guilds, Lantra (the awarding body for Malone says being in touch with local land-based industries) and the Pre- communities also sets the direction of the Hospital Emergency Care Centre, as well company’s programmes. “For example, as Solas, the State body responsible for our people would visit employers to ask further education and training in Ireland. them about their needs so we can try to A guiding hand FRS Training currently employs 32 full- fill those skills gaps.” time and two part-time staff and operates Of the 50,000 people who did courses Enviroguide Consulting takes the worry out of out of six bases around the country, with the company last year, Malone says including its head office in Roscrea, Co over 4,200 QQI awards and 4,700 Solas environmental compliance for its clients with its range Tipperary. “One of our unique selling Safe Pass tickets were awarded, while of services and practical and sustainable solutions points has always been that we’re a 32,000 long-term unemployed people relatively small business, but we’re local were trained as part of the JobPath recognition that many with this is difficult, expensive and to our learners nationwide through those programme. companies during the recession often confusing. Our team provides six centres,” says operations manager “Our quality approach to training has didn’t have the resources to uncomplicated solutions, tailored to Maeve Malone. “Most learners can attend led to achieving a three-year agreement Atake on or retain environmental our clients’ needs. We assist them to an FRS Training course within an hour of on the RTC [Responsible Trading compliance staff was one of the main minimise their environmental risk, avoid where they live. We are embedded in local Certificate] framework for training spurs for setting up Enviroguide litigation, achieve the necessary consents towns and communities around Ireland.” provision,” she says. “In addition, our Consulting in 2010. for their developments and manage their According to Malone, the company commitment to providing employer-led “Companies still had to comply but compliance obligations.” training has resulted in ETB [Education couldn’t afford full-time staff and the fees Enviroguide’s core environmental, and Training Boards] framework charged by multinational consultancies planning and waste management “One of our unique agreements in five regions.” were too expensive,” explains Enviroguide services have expanded over the past nine selling points has Malone sees the future as exciting co-founder and director Gillian Free. “We years to include ecological, contaminated for FRS Training. “We’re looking at the recognised the need for a broad-based, land and site investigation services, always been that we’re blended learning platform. We launched multi-disciplinary consultancy offering hydrology and hydrogeology, engineering a new website in the past year and are a range of expertise in one place that can and surveying. a relatively small looking at new learners coming into the provide high quality work and represent Looking to the future, Free says business, but we’re market who want to do smaller bites added value to our clients.” Enviroguide is planning to develop of training. That might be through a Another core objective from the outset, its team and expertise in the coming local to our learners combination of classroom and online she says, was to create employment in an months. It will be focusing in particular nationwide through our training. We hope to expand that out quite area where jobs were incredibly scarce at on developing its south-east and south- quickly and if it works maybe outside the time. west regional teams to service a growing six centres” Ireland to other areas.” Since 2002, the team has grown from nationwide client base. two – Free and fellow co-founder and Free also sees the drive towards a circular director Jim Dowdall – to 17. The company economy as providing an opportunity operates from a head office in Park West to advise clients in the areas of waste in Dublin 12 and has regional offices in minimisation, waste reduction and waste Waterford, Kerry and Cavan. prevention. “We will also be providing Enviroguide provides a range of advice and guidance to our clients in the environmental compliance services to areas of end-of-waste and by-product public bodies, corporate entities, SMEs legislation. One of the key mechanisms and sole traders. Through practical and for promoting a circular economy is the sustainable solutions, the company aims provision of training to our clients at all to help clients achieve environmental levels within their structure.” compliance, minimise their exposure to Meanwhile, the ongoing requirement environmental risks and liabilities and for housing development coupled with develop their businesses. complex legislative requirements around “Private sector companies and public planning, environmental and ecological bodies face a raft of environmental impact assessments is seen as another legislation,” says Free. “Complying area of potential growth for the company. “Companies still had to comply but couldn’t afford full-time staff and the fees charged by multinational consultancies were too expensive” Maeve Malone, Jane Marks and Geradline Carroll of FRS Training

www.enviroguide.ie www.frstraining.com

WWW.SFA.IE/AWARDS SFA NATIONAL SMALL BUSINESS AWARDS | 15 SERVICES Chain reaction Responding quickly to evolving trends and changing customer requirements has been just what the doctor ordered for Ryan’s Pharmacy chain ince setting up his first pharmacy like Nicholas Mosse and Max Benjamin, in Rathangan, Co Kildare in as well as high-end make-up products. 1996, Shane Ryan has focused “The reaction to them was fantastic,” says Son responding to – and in many Ryan. cases anticipating – the changing needs Ryan’s is the only pharmacy in Ireland of his local customer base. It’s a strategy registered with the Design and Craft that’s helped grow the business to five Council of Ireland. Through this shops across counties Kildare and Offaly affiliation it stocks at least 10 Irish craft and resulted in a product range that and design brands at any one time. Gerard Kiernan, founder and managing director and Claire Fagan, operations director, includes everything from ceramics and “Through years of trial and error, we Icon Accounting perfumes to clothing and furniture. have found our niche and have become an The Rathangan shop was the first exciting retail store,” says Ryan. “We are pharmacy in the town and initial conscious that to stand out and compete, emphasis was very much on the local we need to be different and bring community’s medicinal needs. Over the something fresh to the table. Our stores Contractor supporter next 10 years, as he opened branches flow seamlessly from gifts to pharmacy.” in Edenderry, Derrinturn, Rhode and However, it’s not all about products. “I A one-stop shop for accountancy, tax and Daingean, Ryan also widened the scope believe our success lies in the value we put of his offering to include a selection on our customers,” Ryan says. “From the compliance services for independent professional of jewellery, cameras and gifts after beginning to now, our focus has always securing accounts with Pilgrim, Canon been on service – how best can we serve contractors, Icon Accounting is growing fast and and Newbridge. our community? This question is what has During the course of a full business driven our business and our team and all extending its reach into various sectors rebrand all five shops were relocated decisions are based around it.” fter leaving a secure job to start accommodation.” to new units in their respective towns. his own accountancy practice Icon also provides a free advisory “We were always keeping a close eye on in 2007, Gerard Kiernan soon service to potential contractors on the what was current and when we relocated “We are conscious Atapped into what he says pros and cons and process of self- in 2006 we decided to dedicate a huge was a growing trend at the time for employment and contracting. “Through amount of space to gifts and homewares,” that to stand out IT professionals opting to work on a changes in lifestyles, jobs and workplaces, says Ryan. contract-to-contract basis. thousands of people around the country It was soon time for a rethink. “The and compete, we Recognising that a primary – and are finding contracting works for them,” recession brought with it a change in often challenging – responsibility for Kiernan says. “We can help people to shopping habits and again we moved with need to be different such individuals is managing taxes and decide whether making their professional what our customers needed from us and accounting duties, Kiernan decided to services available independently is the replaced giftware with low-cost goods.” and bring something set up Icon Accounting a year later to right option for them.” Sourced from the UK, the products fresh to the table. provide practical advice on setting up He attributes the company’s success were sold at bargain basement prices, and working under umbrella or personal to date to its own team. “We have a according to Ryan. “Our customers loved Our stores flow limited companies in Ireland. diverse workforce and the dynamic it and we loved that we knew our target “Using bespoke packages, we provide of our staff has led us to being the market and what they expected of us.” seamlessly from professional contractors with the fastest growing provider of one-stop- When the economy began to recover, it assurance they need that tax, accounts shop accountancy, tax and compliance was back to the more premium end of the gifts to pharmacy” and compliance requirements are services for independent professional market and the introduction of brands fulfilled, which often seem like the most contractors in Ireland,” he says. “By daunting steps into the world of self- constantly reinvesting in our staff they employment,” Kiernan says. have the ability to deliver an outstanding Since 2008, Icon has grown from a one- service in a positive and supportive work man operation to a staff of 30 operating environment.” out of the company headquarters in Icon Accounting currently provides its Swords, Co Dublin. So far it has worked services to over 1,800 contractors and is with over 3,500 contractors. The target planning to double this customer base market has also expanded – having over the next three years, with growth established itself in the IT space, Kiernan targeted in the pharma, engineering and says the company is now experiencing life sciences sectors, particularly in the significant growth in several other Munster region. sectors, including pharma, engineering and life sciences. The company’s offering goes beyond “We have a dedicated the traditional remit of an accounting practice, says Kiernan. “We have a contractor support dedicated contractor support team team on hand to on hand to manage the set-up for all contracts, invoicing, Revenue registration manage the set-up for and compliance. For those working in Ireland for the first time, we offer help all contracts, invoicing, and guidance on how to obtain a PPS Revenue registration number, open a bank account, set up an online Revenue account and hunt for and compliance” Shane Ryan, pharmacy director, Ryan’s Pharmacy

www.iconaccounting.ie www.ryanspharmacy.ie

16 | SFA NATIONAL SMALL BUSINESS AWARDS WWW.SFA.IE/AWARDS INSIGHTS ACTIVE LISTENER With deep roots in Irish communities, Permanent TSB takes a personal approach to SME lending and is there to support Irish SMEs concerned about the impact of Brexit on their business and sector n business now for over 200 years, Permanent TSB is one of Ireland’s “There’s no doubt longest-serving financial service business has Iinstitutions. Since entering the SME lending market in 2015, its focus has been evolved over the on providing a personal service to small businesses that serve local communities past decade, but nationwide. “We offer a personal touch, supported by the principles digital technology,” says Patrick Farrell, retail banking director at Permanent TSB. of providing a “There’s no doubt business has evolved over the past decade, but the principles of personal, quality providing a personal, quality and efficient and efficient service service still apply. We have spent many years supporting businesses across the still apply” local communities of Ireland, helping them with what they need to succeed.” Permanent TSB also seeks to TSB’s field-based consultants, business differentiate its customer value managers and branch teams nationwide proposition. “We focus on quality, in are on hand to help and will be happy to particular the quality of relationships with discuss how best to satisfy the banking our customers,” says Farrell. “We have needs of the business. the decision makers in the room when All businesses must adapt to changing needed. We pride ourselves in getting to market conditions and customer know our customers and understanding preferences. Brexit is the latest in a their needs.” series of external events that have threatened to destabilise Irish business Be Brexit ready over recent years. It is important in that One such need, which is applicable for any context not to lose sight of the positive business, is to face the impending impact economic indicators that continue to of Brexit. Farrell advises businesses large support economic activity in Ireland, and small to be Brexit ready, taking action including high employment and foreign now to identify and assess the most likely direct investment. “Small businesses and most significant risks facing their tend to display particular resilience and particular operations. innovation when faced with turbulent The first step in understanding the market conditions,” says Farrell. risks facing your business is to consider The Permanent TSB Grafton Street team pictured outside their newly the vulnerability of your industry. “The Support available refurbished branch UK is a significant market for primary There are many Brexit preparatory agricultural produce and manufactured supports available to small business Ireland offer readiness and response “Small businesses foodstuffs. Hotels and other hospitality owners, including those published by guidance for vulnerable sectors such segments often benefit from significant a range of Government departments as food manufacture and hospitality. tend to display UK custom,” he says. “The transportation and agencies. Enterprise Ireland InterTradeIreland provides cross-border sector handles many types of goods offers a Brexit Scorecard to help assess advisory services. particular resilience crossing land, sea or air borders, all of risks. Local Enterprise Offices offer “Here at Permanent TSB we offer which are vulnerable to some degree technical assistance and mentoring. a human touch and a willingness to and innovation when from the expected change. Indeed many Agencies such as Bord Bia and Fáilte listen, whether your needs are driven by goods sourced elsewhere may be routed faced with turbulent through the UK, creating an indirect market conditions” vulnerability.” The next step is to consider the specific risk factors that may impact the opportunity or threat,” says Farrell. “We individual business. These include the believe in communities, the people that level of direct trade with the UK, potential bond them and the businesses that serve disruption to supply chains, sensitivity them. The Permanent TSB team focuses to fluctuations in exchange rates and the on identifying the most suitable lending nature of goods handled – perishable products to satisfy a customer’s financial goods are particularly threatened by needs and will guide customers through border delays. “It is even possible that the application process to increase the cross-border licensing or qualification chances of a successful outcome.” may be impacted. Where there is a Permanent TSB offers a range of particular dependence on the UK financial services to business owners market, consideration should be given to through 77 branches nationwide, developing new or alternative markets,” including lending, savings, investment, notes Farrell. financial planning and current accounts. Farrell also advises businesses to consider how these potential risks might Lending products are subject to lending impact business cash flows and what criteria and assessment. Security may be alternative arrangement may be needed required. Permanent TSB p.l.c. is regulated from a banking perspective. Permanent Patrick Farrell, retail banking director at Permanent TSB by the Central Bank of Ireland. WWW.SFA.IE/AWARDS SFA NATIONAL SMALL BUSINESS AWARDS | 17 INNOVATOR OF THE YEAR Waste not, want not The revolutionary solution developed by NVP Energy substantially reduces wastewater treatment costs while also generating energy NVP Energy is also shortlisted in the Sustainable Energy category

Gerard Joyce and Paul O’Brien, co-founders of CalQRisk Play by the rules Staying on top of regulatory obligations has become a whole lot easier for businesses thanks to the integrated solution developed by CalQRisk The NVP Energy team winning the Energy Globe Award with Minister Seán Canney (left) henever new regulations says Hanlon. are introduced, there is an The most challenging aspect of the VP Energy’s origins can be its technology, NVP started to really almost audible groan from business has been the rate of change on traced back to NUI Galway’s get noticed. It has since worked with Wbusinesses as they add the regulations front, with a plethora of department of biotechnology Heineken in the UK on its largest project another item to their compliance to-do new rules introduced in a short space of Nwhere the initial idea for a highly to date, and there are other UK projects in list. But for some, the ever-increasing time across various sectors. By the same energy-efficient commercial wastewater the pipeline. array of regulations in recent years has token, this is exactly why CalQRisk’s treatment technology was tested. According to Shinkwin, the toughest represented a golden opportunity to service is so valuable; it keeps customers The result was a fine-tuned, effective aspect of the journey to date has been innovate. CalQRisk is one of these. up to date on the lot. system whereby – in stark contrast to getting market traction with a brand new “Following the financial crisis, there Based in Shannon, 60-70% of CalQRisk’s existing systems – wastewater can be technology. was a shift from principles-based business is in or around Dublin. This treated using very little energy while “Even though it was proven before we regulation to rules-based regulation,” distance could be considered less than simultaneously producing biogas. went commercial, there is a perception says CalQRisk’s product manager Chris ideal, but in practice it is fairly easily “Previously this process was very that you need 10 or 15 projects under your Hanlon. “We developed software that managed thanks to technology and some energy intensive, and would cost huge belt before some companies will consider helps manage those rules, saving clients smart planning. amounts of both electricity and time,” you,” he says. “But each project we deliver money and time.” “We use tools to do online training, says the company’s business development makes this a bit easier.” The idea for CalQRisk came about so that rather than driving to Dublin to manager Joe Shinkwin. when founders Paul O’Brien and Gerard meet someone for an hour, our clients In contrast, the highly innovative Joyce identified a lack of integrated can do online training sessions. This suits NVP system has very low running costs governance, risk and compliance everyone,” says Hanlon. and the resultant biogas can be used to “Previously this solutions on the market. While there was Looking ahead, CalQRisk plans to get produce heat and electricity. process was very software that tackled these piecemeal, more of the public sector on board. It While the ordinary consumer doesn’t there was no catch-all. They came up recently won an award for work it did give it much thought, many businesses energy intensive, with just such a product, the need for with Cork County Council. Meanwhile, it have to put huge amounts of time, effort which was highlighted even more with is close to signing several new partners in and money into dealing with wastewater. and would cost huge the advent of the General Data Protection the UK which, says Hanlon, would put it Dairy processing plants, for example, Regulation. Now a range of businesses, in touch with some very large clients. produce huge amounts of wastewater that amounts of both from legal firms to county councils, use it has to be treated before being released. to stay on top of their obligations. Given that wastewater treatment is electricity and time” Hanlon came on board in early 2012, not the core business of any of these and the company is now on version 5 of companies, this is no small task – which its software, developing a new feature “Following the financial is where NVP comes in. NVP’s technology is unique and patent- “whenever the market thinks something The Galway-based company was formed approved in the US and Europe. Its clients else is needed”. crisis, there was a shift in 2013, with the next two years spent are understandably impressed with the CalQRisk’s clients in Ireland include from principles-based taking the technology from its laboratory savings they make on what was once an over 90 credit unions, dozens of home to full-scale commercial set-ups. onerous task. For example, Arrabawn insurance brokers, several large local regulation to rules- The first big break came via ABP Food Dairies was able to double the capacity of authorities, and institutions such as based regulation. We Group in Northern Ireland. “That was its water treatment plant while halving Limerick Institute of Technology. It also developed software that the first commercial site that proved the its energy usage – and producing biogas has clients in the UK and US. With a total technology was viable on that scale,” says to boot. of 14 staff, CalQRisk opened a London helps manage those Shinkwin. The future looks promising; NVP is office last year. “There are only so many rules, saving clients The second set-up was with Arrabawn working to secure several projects in companies here in Ireland, so despite Dairies in Co Galway in 2017. With mainland Europe and the US over the Brexit the next logical move is the UK,” money and time” two major customers happily using next six to 12 months.

www.calqrisk.com www.nvpenergy.com

18 | SFA NATIONAL SMALL BUSINESS AWARDS WWW.SFA.IE/AWARDS INNOVATOR OF THE YEAR Clicking into place From its base in Dundalk, Co Louth, OVVO has come up with a revolutionary new way to join furniture which has the potential to disrupt the global market VVO co-founder Sean Phillips solutions that have the potential to had been searching for many completely disrupt the market. years for a product that would “By putting the end-user experience at Otake the frustration out of the heart of our product design process, assembling flat-packed furniture. As and working from that starting point, a manufacturer of high-end bespoke customers are assured that integrating furniture himself, he was looking for our product into their manufacturing something that would simply ‘click’ the processes will deliver a compelling pieces into place in a fraction of the time. point of difference for them in the When the economic downturn hit marketplace.” in 2008, a drop in demand for his own With a staff of six and a number of Brian Fitzpatrick, co-founder, Oriel Marine Extracts furniture gave him time and space to awards behind them, the perennial focus on his invention. He joined forces challenge the cousins face is convincing with his cousin Brendan Phillips, who’d large manufacturers to take the leap spent 17 years with Xerox. with them and this is where the scalable “I’d been a senior director and picked business lies. up considerable experience in all aspects “Converting an entire production Mineral magic of engineering, product launches, and process is a huge undertaking for any sales and marketing, as well as business company,” says Brendan. “We need Supported by years of scientific research and globally strategy and team leadership. So when manufacturers to be brave and have the the prototypes were ready we took a stand appetite to really disrupt the market – but patented technology, Oriel Marine Extracts has at a furniture trade show in the RDS, first they have to be prepared to disrupt Dublin in order to test the commercial their own established processes.” evolved from purely being a sea salt company to appetite for the product,” Brendan OVVO has already shipped samples explains. to more than 70 countries worldwide one which can offer sea minerals to a wide range of “The response from manufacturers and and has begun trading in a number of distributors was overwhelmingly positive. European markets such as Germany, business customers to enhance their products Having spent two years developing Belgium, France, Spain, Poland and riel Marine Extracts started life minerals into their products as a magic the product and filing the application Eastern Europe. as a sea salt company, extracting ingredient. We have also secured some for the patent, we launched the OVVO and harvesting salt from the big clients in the wound-care category. Connection System in 2014 at W14, the “There had been Oseawater taken from the bay of The bottom line is that our products make largest furniture accessory trade show in Port Oriel, north of Drogheda, Co Louth. our clients’ products work better.” the UK.” no revolutionary Its salt, which has an intense taste profile, As the only company in Europe to The OVVO Connection System is a goes into products such as crisps and be granted ‘Protected Designation of unique solution that allows two pieces changes in this sauces and is used by chefs including Origin’ status for sea minerals by the of material, mostly furniture, to join Ross Lewis and Ed Cooney. European Commission, Oriel Marine together invisibly without the use of tools, space for 30 or 40 The proprietary technology Oriel Extracts expects to export 60-70% of glues or screws. As Brendan agrees, it’s a Marine Extracts developed and patented what it produces this year. Employee bit like “Lego for furniture”. years. Our products globally extracts the sea water, which is numbers are likely to grow from a team “There had been no revolutionary are designed with then harvested through an organic and of six to at least ten people within a year. changes in this space for 30 or 40 years,” sustainable process certified by Organic “Our growth is going to be more in sales, he notes. “Our products are designed with the needs and wants Trust and Origin Green. Up to 20,000 marketing and research than headcount,” the needs and wants of people in mind. litres of water a day is pumped out of the says Fitzpatrick. The process is fundamentally focused on of people in mind.” ocean into the high-tech, computerised While most of its attention will making people’s lives easier by delivering plant in Clogherhead. be focused on minerals, interesting “We need to take the salt out in order developments continue to happen on the to go after the minerals in the sea water sea salt side of the business. “Our salt is – which is what our innovation is all going into lots of new things including about,” explains Brian Fitzpatrick, who products made with Irish whiskey and OVVO is also established the company in 2010 with beer and it is also being used to cure shortlisted in the John Delany. “Our magnesium product is salmon.” Manufacturing in ‘free ion’ liquid form. What makes this category special is that this is almost identical to the way it exists inside the human body.” Oriel Marine Extracts outsources all of “Our magnesium its research and development to Dublin City University, which over the past five product is in ‘free years has carried out scientific studies proving the benefits of its minerals to ion’ liquid form. What the cardiovascular system, respiratory makes this special system, neurological system and skin and hair health. is that this is almost “We knew our minerals would be great from a nutrition point of view, but identical to the way what we didn’t expect to come out of it exists inside the the research was the impact they have on skin,” says Fitzpatrick. “Skincare and human body.” cosmetics companies are putting our Brendan Phillips, co-founder and CEO, OVVO

www.orielmarineextracts.com www.ovvotech.com

WWW.SFA.IE/AWARDS SFA NATIONAL SMALL BUSINESS AWARDS | 19 INNOVATOR OF THE YEAR Following leads Described by its founder and CEO Liz Fulham as akin to “a marriage broker between businesses and retailers”, SalesOptimize is bridging an important gap in the market hen businesses miss out on has hit its first million euro in revenue, sales leads, they miss out on and growth is accelerating. Some 95% potentially lucrative deals. of its sales are international. Currently WAnd some are doing so on a employing 15 people, the firm intends to very large scale indeed. hire a further seven to 10 people over the Data science company SalesOptimize next two months. set out to solve this problem. Specialising According to Fulham, one of the biggest in market intelligence and sales lead hurdles has been getting the right generation, its data – unlike other data technical team to build the product. The Alan Hickey and Sean Murray, co-founders of WeDispatch providers – is refreshed directly from the company has had to look much further internet. Its web-bots scan millions of afield than Ireland to do so; only one websites and social media pages every member of its tech team is Irish. day, extracting valuable contact data On the upside, she says, Ireland has which is then converted into sales leads. a speedy visa approval system. “We got Driving better delivery As CEO Liz Fulham explains, the approval for our critical skills visas in less innovative service opens up a massive than six weeks, and they came through untapped resource for businesses. in less than three months,” she says. “In Recently rebranded company WeDispatch provides “The first big game changer in the sales some countries you would wait twice as and marketing industry was Salesforce long, so that gives Ireland a competitive technology which digitises and improves the delivery and its CRM, and then HubSpot nailed it edge.” for inbound marketing. The problem for Fulham says the plan is to double the process for restaurants and retail businesses businesses is that only 5% of marketing is company’s revenue this year, and expand ood delivery is big business, yet no physical receipts floating around with inbound, so where’s the other 95%?” into new markets. There will also be a the vast majority of those in the customers’ details on them. And it keeps SalesOptimize’s clients include the likes huge focus on localisation. “I have major sector are still scraping by using the end user happy – no more wondering of courier firm DPD Ireland, and Bank clients saying that they love our data, but Fclunky, paper-based methods to when your pizza is going to arrive. of Ireland. For DPD, it identified various asking when we will be covering the rest manage deliveries. “Once the driver leaves, the customer retailers that could use its services but of the non-English speaking world.” It’s a market WeDispatch is tapping gets an SMS with a link so they can see hadn’t done so to date. into with its innovative software. where the driver is and how long they will “For example, Dunnes Stores was on Having started out as a crowd-sourced, be,” says Murray. the Buy4Now platform, but wasn’t doing “The problem e-commerce delivery company called This means the business doesn’t have great,” says Fulham. “They got DPD in, WeBringg, it now provides delivery to deal with phone calls, and the weblink and now you can order a product on a for businesses companies with software to help them is a golden opportunity for marketing to Sunday and have it delivered on a Monday manage their on-demand business. engaged customers. by DPD.” is that only 5% At the moment, says CEO Sean Murray started the business with Alan Bank of Ireland, meanwhile, was keen to Murray, of all the takeaways and similar Hickey in 2016; at that stage it was a basic find more customers for its e-commerce of marketing is businesses doing deliveries in Ireland, system for deliveries. “Over time we payment product; SalesOptimize helped the UK, the US and Australia, only added more features, and last year we it do that. inbound, so where’s about 5% use software. acquired a company in Australia However you frame it, it’s a service the other 95%?” “It’s a case of a receipt that had a far better software that is going down well; although only being printed out and WeDispatch is platform,” he explains. entering its third year, the company handed to a driver, and also shortlisted in With 38 employees, then the driver either the Exporter of the WeDispatch has customers in knows the area or has Ireland, the UK, Australia, the to search,” he says. “It’s Year category US and elsewhere. Its bigger all a bit old school and clients include Burger King, cumbersome.” Just Eat (and its Australian WeDispatch digitises subsidiary Menulog), and Papa the process. Orders that go John’s Pizza. through the till come through One of the biggest challenges to to its platform from where they are date has been recruiting the right staff. sent to the closest driver’s app. It also “This is consistently difficult as we’re up neatly covers General Data Protection against Goliaths with endless budgets,” Regulation requirements, as there are says Murray. “We’ve had to come up with creative ways of attracting and retaining the right talent.” So far this has taken “Once the driver the form of a stock option plan, flexible working hours and the subsidisation of leaves, the customer up-skilling/college fees etc. gets an SMS with a The company is gaining traction in the US and plans to focus heavily on this link so they can see market. Another item high on the agenda is leveraging its global network of clients. where the driver is “If we have a contract with a global company we want to be able to say ‘we and how long they have delivery companies in countries x, will be” y and z so you can use their networks to Liz Fulham, founder and CEO, SalesOptimize deliver your product’.”

www.salesoptimize.com www.wedispatch.io

20 | SFA NATIONAL SMALL BUSINESS AWARDS WWW.SFA.IE/AWARDS INSIGHTS THE SMART DIRECTION Energy management is certainly becoming more of a priority amongst small businesses in recent years. This is only set to continue with the advent of smart technologies, according to Bord Gáis Energy

ast year Bord Gáis Energy conducted some research with Irish businesses which Lhighlighted that energy efficiency is a top three priority for the majority of them. The research found that 55% of small businesses would consider reducing energy usage in order to save money in favour of other cost saving measures. These included supply chain savings (22%), reducing marketing spend (10%); outsourcing staff (9%) and cutting corporate social responsibility programmes (4%). “Turning a commodity cost such as energy into a value-adding resource has never mattered more, and Irish businesses are becoming more and more proactive in how they are going about this,” says Colin Bebbington, retail director at Bord Gáis Energy. “We are finding that our small business customers are placing operational efficiency, cost- reduction and sustainability at the top of their corporate agendas.” There have been some exciting developments in the area of smart energy solutions that empower our small “Energy analytics technology can energy bills, according to Bebbington. management recently which will drive business customers to take control of provide an invaluable granular view Irish businesses need to be aware of the this trend going forward. Businesses their energy usage.” into a small business’s energy usage, importance of implementing energy now have access to tools that give them how it’s supplied and how an energy- efficiency practices in the workplace both complete visibility of energy usage, right Practical progress related failure would impact on various from a commercial and environmental down to individual equipment or device Over one quarter of Irish businesses have processes,” Bebbington explains. “The perspective, he notes. level, at the touch of a button. experienced unscheduled energy failures, intelligence driven by this kind of data “These changes bring inspiring new according to Bord Gáis Energy. Ageing can help optimise performance, deal Understanding energy ways of working to life. This depth of and poorly-maintained equipment with potential equipment failures before With this in mind it is no longer enough knowledge can lead to increased energy are among the most common causes they happen and thus reduce energy for Bord Gáis Energy to merely focus and cost efficiencies, allowing small of energy-related failures. However, inefficiencies and waste.” on supply. “We are constantly working businesses to optimise operations and maintaining every piece of equipment A more efficient approach to how to develop digital solutions that will processes which can transform their and machinery so that they remain in a small business sources, uses and help small business customers better energy footprint,” says Bebbington. peak working order is an inefficient manages energy can drive cost savings understand their energy consumption, way for a small business to prevent that can actually fund growth. In fact, a thus enabling them to use energy in ways Appetite for advancement breakdowns. 20% cut in energy costs can represent the which meet their specific needs,” says The Bord Gáis Energy research suggests same bottom-line benefit as a 5% increase Bebbington. that there is an appetite among Irish in sales, according to Carbon Trust in the “The real and tangible benefit to smart businesses for innovative and insightful UK. energy management technology is energy technologies. Companies want Last year’s Bord Gáis Energy research that small businesses can now be more to not only stay in control of their energy has provided interesting insights into aware of their energy usage, consume usage, but also turn their energy footprint how businesses view energy usage and less and in doing so improve their into a source of competitive advantage. carbon footprint while increasing cost Through Centrica Business Solutions, efficiencies.” Bord Gáis Energy can now offer new “Turning a Advances in technology, expert advisory technologies such as Panoramic Power services, and flexible financing options to help small business owners monitor commodity cost mean that energy transformation is now energy usage through a cloud-based more possible than ever, in his view. In solution on a tablet or iPhone. The such as energy the longer term businesses will look to solution offers real-time visibility with strengthen brand reputation through device-level energy data. This can lead to into a value-adding sustainable approaches to energy cost reductions and improve operational management. and business performance. resource has never “A sustainable approach to energy does “We are getting great feedback from mattered more, and more than improve a small business’s customers currently using the system. bottom line – it can also improve They are particularly happy with the live Irish businesses are brand reputation. At a time when reporting and alerts. This allows greater consumers are becoming more and more insight into business energy usage and becoming more and environmentally conscious, this can bring in turn has a huge positive impact on significant advantages when it comes to performance efficiencies and predictive more proactive in attracting and retaining customers,” says maintenance,” says Bebbington. Bebbington. “Energy efficiency is about small how they are going “It can also apply to attracting talent; businesses being practical – becoming about this” like consumers, employees are more less energy reliant and more energy Colin Bebbington, retail director at Bord drawn to brands that are seen to be resilient. We’re committed to providing Gáis Energy environmentally aware.” WWW.SFA.IE/AWARDS SFA NATIONAL SMALL BUSINESS AWARDS | 21 MANUFACTURING Laser vision Blueacre Technology’s expertise in micromachining along with a strong R&D culture continue to drive its impressive growth trajectory

Donal Byrne, managing director, Big Red Barn Structural solutions Having initially spotted a gap in the market for modular structures for events, Big Red Barn has branched out into offering a range of products including affordable homes anaging director of Big Red insulated steel fabricated framing Barn Donal Byrne worked his system and have a unique design and Dr David Gillen, founder, Blueacre Technology way up in the construction interlocking construction system. They Mindustry until the economic are built to the highest standard, but ounded in 2006 by Dr David have always prioritised R&D investment downturn when he turned his attention our design allows us to manufacture Gillen, Blueacre Technology as we believe this is what will enable us to large-scale event management and affordable homes that are significantly provides specialist laser to grow in global markets. We were part formed EBB Events with two partners. better overall in terms of value for Fmicromachining to the of one of the EU’s biggest Horizon 2020 He went on to become operations money.” medical devices and other advanced projects, working with partners right manager of the Common Domain at the Big Red Barn can supply a variety of manufacturing industries. across Europe.” 2012 London Olympics and during that internal and external wall finishes that After completing a PhD in physics, In the past two years, the business period was inspired to design the concept meet all Irish and international building Gillen worked in semi-conductor has focused on providing contract of Big Red Barn as an alternative modular regulations. Its next development will manufacturing companies. Observing manufacturing for global medical device event structure. “My motivation was be a two-storey modular home structure. how laser technology was companies. Turnover has trebled driven by the endless issues experienced “Based on our experience of the US being applied to semi- in that time, and the business with the thousands of tented/marquee factory manufactured housing industry, conductors, he saw an Blueacre predicts continued fast growth. structures in the Olympic Park before, we plan to establish a similar organisation opportunity to apply this Technology is Blueacre Technology was during and after the games,” he says. in Ireland to ensure that all factory-built technology to medical also shortlisted in recently awarded a grant Originally established in 2014 to homes are manufactured to an agreed device manufacturing. the Exporter of the under the Government’s provide modular structures to the event specification and standard,” notes Byrne. “We supply the global Disruptive Technologies industry, Big Red Barn has diversified Staff numbers at Big Red Barn currently medical device industry, Year category Innovation Fund and plans and developed new innovative products stand at 28 and this is set to increase to 40 processing thousands to double turnover, profit and each year. Key business relationships over the next three years. “All of our team of high-value parts daily staff employed from 15 to 30 in have been established with international operate on the principle of ‘We don’t do from our 24/seven facility the next two years. companies such as Lidl, Skanska and problems, only solutions’. This ensures we in Dundalk, Co Louth,” There are always challenges, notes Balfour Beatty (UK) and with event can offer our customers more than what he explains. “We machine the Gillen, as the company keeps pace with management companies such as they need in all situations, whether that smallest of holes and features to precise the ever-changing needs of its customers. Grooveyard and Catapult in Ireland. is in the event industry or with modular specifications at industrial scale.” “The market is dominated by large US As well as servicing events such as homes,” says Byrne. Always at the forefront of innovation, companies with much larger marketing the National Ploughing Championships Gillen says that at the moment the budgets. We are always striving to and Electric Picnic, modular structures company is developing some exciting improve and offer more to our clients have also been provided to companies “All of our team new capabilities. “Right now we are one without additional cost. We plan to grow requiring additional warehousing space. operate on the of the only companies in the world that our customer base and work closely Big Red Barn relocated to premises can manufacture microneedles. These with them as they develop new medical outside Swinford, Co Mayo early in 2018 principle of ‘We are the next generation of drug delivery devices.” and this year will see the addition of – needles so small that you can’t even feel 15,000 sq ft of manufacturing and office don’t do problems, them. space. only solutions’. This “Researchers around the world are “We have always The Modular Home product was looking at how these can be used to launched in 2018 with strong sales since ensures we can offer deliver vaccines to children for example, prioritised R&D across Ireland and initial sales secured our customers more and they are looking to us to help in the UK and US. “We already have them make the needles to the right investment as we unique event structures, including the than what they need specification.” only modular two-storey event structure in all situations, The technology used by Blueacre believe this is what available anywhere in the world. We Technology is highly advanced and provide a modular chapel called the ‘Little whether that is in the specialised, with all of its own machines will enable us to White Chapel’ that allows couples to built in-house. “This means that we grow in global marry in their preferred location,” says event industry or with can meet a customer’s exact needs and Byrne. modular homes” also that it is virtually impossible for markets” “Our homes are based around a full competitors to copy us,” says Gillen. “We

www.bigredbarn.ie www.blueacretechnology.com

22 | SFA NATIONAL SMALL BUSINESS AWARDS WWW.SFA.IE/AWARDS MANUFACTURING Window of opportunity With a strong focus on research and development, Mahon Windows anticipates increased growth and expansion from its new base in Athlone, Co Westmeath ounded more than 30 years ago, “Our recent relocation to Blyry Industrial Mahon Windows is a family-run Estate in Athlone has opened many business that is among the largest avenues for continued expansion and Fmanufacturers of energy-efficient gives us easy access to the country’s main windows and doors in Ireland. cities and towns,” notes Mahon. “This will Using uPVC and aluminium materials, allow us to undertake many new projects it provides for both the domestic and expand our target market, which in Founder and CEO of Connexicon Medical Padraig Leamy and commercial markets from the recent years has moved towards large- initial consultation/design to the scale commercial projects. These have manufacturing of every product in its proven to be highly successful and we purpose-built factory in Athlone, Co aim to pursue similar-scale projects going Westmeath to the on-site installation of forward.” the goods. It has a second premises in The company also plans to invest in the An idea that sticks Birr, Co Offaly. most up-to-date technology, which will be Connexicon Medical is making things easier for The team of 25 is made up of several achievable with its larger purpose-built family members and employees who have premises. “To achieve our anticipated clinicians and patients in hospital emergency and a diverse range of roles in sales, fitting, growth, we will be maintaining our installation, manufacturing, accounting current skilled workforce and also operating rooms with its innovative alternative to and administration. attracting new talent to our business in The company puts particular emphasis order to meet demands,” says Mahon. stitching or suturing on innovation and has a dedicated “At present we are in the process of ounded in 2014 and based in Leamy says that the company has research and development programme recruiting administration staff, sales the Synergy Centre, Institute been very lucky to find great investors that is overseen by director Trevor Mahon. representatives and window installers.” of Technology, Tallaght in in the Irrus syndicate, Dublin Business “Evidence of the success of this FDublin, Connexicon Medical is Innovation Centre and Enterprise programme can be clearly seen in some a medical device company specialising Ireland. “Where possible, we’ve worked of our recent projects, which have covered in the manufacture of tissue adhesives with the Enterprise Ireland network a vast range of products including toggle “To achieve and sealants for topical and internal to develop potential customers and, glazing, spider glazing and extensive our anticipated applications on hospital patients. together with an excellent product and curtain wall systems,” he says. The company’s flagship product approachable technical support, more “We have also been involved in the growth, we will be INDERMIL flexifuze is a tissue adhesive and more contracts have been won,” notes design process of several bespoke which is used for the closure of skin Leamy. products that were used in these recent maintaining our wounds in hospital emergency and Connexicon currently has seven projects. We thrive on new challenges and operating rooms. employees and is selling INDERMIL feel that continued growth and upskilling current skilled “In layman’s terms, we manufacture a flexifuze into about 40 countries is essential to maintain our position medical glue that can be used instead worldwide, covering Europe, Asia, the as one of the market leaders in the workforce and of stitching or suturing, which Middle East, Australia and Africa. manufacturing of windows and doors.” also attracting ultimately saves time for “The vision is for the company The installation of new hi-tech the clinician and improves Connexicon to be a specialist world-class machinery has allowed for product new talent to our patient comfort and Medical is also wound care provider in the diversification and the company has state- satisfaction,” explains shortlisted in the next five to 10 years. Phase of-the-art showrooms where customers business in order to founder and CEO Padraig Exporter of the one of this is already well can view the product range. Leamy. underway. Further sales Over the next five years, Mahon meet demands” “The last thing a child in Year category growth will happen in 2019 Windows plans to grow its business an emergency room wants and 2020 as we expand further and increase sales and profits. to see is a sharp needle into new countries in the heading in their direction. Asia Pacific region and South With our tissue adhesive the America.” wound can be closed without the Meanwhile, planning for phase two requirement for an anaesthetic or has commenced with the development stitches. There is also the advantage of of new products customised for the US reduced scarring to the wound site and market, which represents about 50% of preventing infection as the adhesive also the tissue adhesive global market. acts as a microbial barrier.” “Breaking into this market will substantially grow Connexicon’s revenues in a short timeframe,” says Leamy. “It will “With our tissue allow us to generate organic profit to fund the development of a range of adhesives adhesive the and sealants to be used inside the body of the patient. Although this class of device wound can be carries more regulatory controls, it also allows for a higher profit margin for each closed without the device sold, with margins in the region of 80% expected.” requirement for Following on from this, Connexicon has an anaesthetic or a more ambitious plan to participate in the global wound-care market, which was stitches” valued at about US$19bn in 2018, Leamy adds. Son and father Trevor and Michael Mahon of Mahon Windows

www.connexiconmedical.com www.mahonwindows.ie

WWW.SFA.IE/AWARDS SFA NATIONAL SMALL BUSINESS AWARDS | 23 INSIGHTS SHINING A LIGHT ON ENERGY Andrea Carroll, SME programme manager, Sustainable Energy Authority of Ireland outlines how the organisation can support SMEs as the economy moves towards more sustainable energy activities MEs play a vital role in the Irish economy, providing over 90% of national employment and Scontributing significantly to GDP and export income. While individually SMEs consume only small to moderate amounts of energy, collectively they account for a significant portion of national and indeed global energy demand. In 2017, 90% of Ireland’s energy came from fossil fuels. In the coming years, Ireland must use less energy, move to clean energy, and innovate to create new solutions to meet our energy needs. SEAI is leading the transition to smarter and more sustainable energy activities. We can support you in this transition. Implementing energy efficiency measures helps SMEs to cut costs, frees up resources that can be invested in more Andrea Carroll, SME programme productive activities, and makes them manager, SEAI more resilient and competitive. For any businesses interested in considering energy efficiency measures, SEAI offers supports including: Other SEAI Supports • Financial supports and grants of 30%-40% of the cost of specific energy for SMEs efficient technologies Dairy upgrade scheme • Training and advisory services Dairy farmers can avail of support for • Business events and supports. upgrading milking equipment (including “New developments in lighting technology, variable speed drives and milk pump Lighting grant technology), which can provide up to Lighting is a significant cost for many particularly LED technology, mean that 60% energy savings. This grant is open in SMEs, and is the second highest cost for March 2019. many businesses after staff costs. New businesses can reduce their lighting bills developments in lighting technology, SEAI EXEED certified grant particularly light emitting diode (LED) by up to 60% or more.” The SEAI EXEED grant scheme is technology, mean that businesses can designed for organisations which are reduce their lighting bills by up to 60% Galway that availed of the SEAI lighting replaced with 250 new LED commercial planning an energy investment project. or more. A Government-funded grant grant. high-bays. One of the main benefits is The scheme provides grant support offers up to 30% towards the cost of the Like many Irish businesses, energy better quality illumination for office of up to €500,000 per year. Projects upgrade. SEAI will announce details of costs keep rising, and in 2018 Greaney and warehouse staff. It is a brighter and that implement the EXEED process can its latest lighting support scheme this Glass Products decided to upgrade its more pleasant work environment. Good save up to 30% in energy use as well as month. lighting. It took a holistic approach and lighting is essential for quality control in saving on capital expenditure for new Greaney Glass Products is a family-run, reviewed where lighting was needed. the glass produced, and better lighting investments. commercial glazing company based in Over 500 fluorescent lamps were makes employees’ jobs easier. Loading commercial vehicles in the yard is also Training and advisory services safer as a result of the new lighting. SEAI regularly offers training and Greaney Glass Products is saving 60% on advisory services to SMEs, particularly its lighting costs every year. through business networks and other enterprise agencies. For 2019 it is working Top energy saving tips on more ways to support businesses on Saving energy makes business sense for their energy journey and to help achieve you and contributes to a better, cleaner savings to benefit everyone – through environment for our future. online and offline solutions. We would • You know your own business – look love to hear your ideas. around, if energy is wasted then so is your profit! To find out more about SEAI supports • Get to know your energy bills, talk to visit www.seai.ie or register your interest your energy supplier and make sure to at [email protected]. measure your energy use. If you don’t measure you can’t manage. • Attend a short training session on • Contact SEAI about availing of understanding your energy bills from an energy audit for your business SEAI – In January 2019 one company ([email protected]). saved €6,000 on the spot. • Switch off your lights and electrical • Lower your thermostat by 1 degree to equipment when not in use. save on heating costs. • Consider availing of a grant to change • Save up to 30% by setting timers on over to LED lights. Some companies heating and cooling systems. see less than a two-year payback period. • Ensure you properly maintain your Find out more here: https://www.seai. heating and cooling systems to keep ie/grants/business-grants/lighting- Greaney Glass Products’ warehouse them working at maximum efficiency. support-scheme/ 24 | SFA NATIONAL SMALL BUSINESS AWARDS WWW.SFA.IE/AWARDS SUSTAINABLE ENERGY Taking the high road Reducing carbon emissions is high on the agenda for M50 Concession, a company focused on ensuring Ireland’s busiest motorway is open and safe public-private partnership “The project has gone somewhat under company awarded a 35-year the radar since its implementation as the contract in 2007 to operate dimming effect on the lights is barely Aand maintain Dublin’s M50 noticeable to the naked eye,” Santamaria motorway, M50 Concession is responsible says. “This was the real beauty of for all aspects of keeping the road moving. the project for us: we reduced our This includes traffic management, streetlighting electricity consumption upkeep of surfaces, street lighting, safety by 3GWh without our road users even barriers and fences, as well as everything noticing.” from grass cutting to litter picking. Other projects that have been The company, which employs 28 people, implemented include upgrading lighting also provides 24/seven emergency in the M50 Concession offices to LED. Michael and Carmel Smith, co-founders of M&C Hybrid Energy response, comprising an incident support The dry salt gritting process used during unit and a number of recovery vehicles to winter maintenance was also changed help keep traffic free flowing. to a pre-wet system. This uses 16% less “We are currently experiencing over salt, thus reducing CO2 emissions and 400,000 individual journeys every day pollution. Energising change and ensuring the M50 is open and safe Major road resurfacing works due to for road users is our top priority,” says start this year will have a sustainability M50 Concession general manager Borja element. “We are exploring the use of Celebrating ten years in business this year, M&C Santamaria. “To achieve this, we carry low-carbon alternatives such as the out all of our functions to the highest introduction to Ireland of rubber additive Hybrid Energy has grown to become one of Ireland’s standard.” pavements which use recycled car tyres,” leading green, renewable energy solution providers According to Santamaria, sustainability says Santamaria. “A trial section has is the cornerstone of the current company already been installed in the M50 to test ack in 2006, with almost 15 years’ Sustainable Energy Community (SEC) strategy. The Carbon Disclosure Project the solution.” experience as a plumber in to identify where cost effective solutions (CDP), which M50 Concession joined in Ireland and the US and a great can be rolled out in community halls and 2014, is being used as the main driver “In order to achieve Bpersonal passion for renewable schools to bring about energy savings. to manage this. “In order to achieve our energy, Michael Smith felt the time was “We helped to achieve a grant for a local climate change targets we have been right to boost his skills and knowledge in hall a few months ago. It meant they implementing a number of energy our climate change the green arena. were able to change all the old inefficient efficiency programmes during the past targets we have Over the course of the following three lighting to LED lighting fixtures, insulate few years and are currently working on years spent researching new technologies the whole building and replace all the new actions,” he says. been implementing across Europe, he became increasingly old windows with new triple-glazed The most significant scheme to date has aware of how Ireland was lagging behind windows.” been a streetlight dimming project, which a number of in terms of renewable energy trends and Smith believes the company’s success has resulted in a 43% reduction in energy understanding. This led to his decision to to date is due to consistently reacting consumption. Before implementation energy efficiency launch M&C Hybrid Energy in 2009. to changes in the industry – whether in 2017, over 4,000 high wattage lamps The aim of the Co Cavan-based it’s new legislation or technologies – to along the road were consuming 7GWh programmes during company – which Smith runs with his ensure it delivers first class, state-of-the- per year and accounted for 82% of the the past few years wife Carmel – is to effect positive change art solutions. company’s carbon footprint. The project by supporting and educating Irish “We listen to the needs of our customers involved installing power control units at and are currently homeowners and businesses to become intently. We use the information provided each of the 106 electricity supply points more energy efficient and to help them to by our customers to better adapt to their on the motorway. This reduces the output working on new understand the benefits of doing so. needs and bridge the gap between Ireland voltage to the lights during the night The business was somewhat ahead of becoming more green and potential in accordance with relevant lighting actions” the curve and mass consumer demand customers responding positively to that standards when traffic volumes are low. at the start, according to Smith. “It’s aim,” says Smith. “We are passionate and only in the past five years or so that Irish believe entirely in the future of green consumers have become more conscious energy and really want to see Ireland of energy efficiency. This is as a result of a become a leader in this area.” more concerted effort from Government and the growing understanding of the real risks of climate change,” he explains. “We use the “Now, our business is growing exponentially and we expect that to information provided continue throughout 2019 and beyond.” by our customers to Working with a team of sub-contractors across Ireland, the company installs a better adapt to their range of systems, including solar panels, biomass boilers, heat pumps and LED needs and bridge the lighting. gap between Ireland “We work on a variety of projects – both assessment-based and installation-based becoming more – for consumer and corporate customers. green and potential These include homeowners, property developers, governmental bodies and customers responding construction companies,” says Smith. Borja Santamaria, general manager and Sean Hollywood, technical M&C Hybrid also works with its local positively to that aim” engineer, M50 Concession

www.mchybridenergy.com www.m50concession.com

WWW.SFA.IE/AWARDS SFA NATIONAL SMALL BUSINESS AWARDS | 25 SUSTAINABLE ENERGY Future proofing Products and processes are at the heart of Cavan-based Kore Insulation’s commitment to sustainability and the environment focus on the future and ensuring been implemented at its own premises, that its energy-saving products including lean manufacturing, LED are meeting the building lighting upgrades, a heat pump for office Aregulations of today – and will space heating, a high-efficiency boiler continue to do so for many years to come for the manufacturing process, EcoDrive – are key components of Kore Insulation’s training for all drivers and insulation strategy for growth and innovation. upgrades. Kore was set up in Kilnaleck, Co Cavan “We’ve reduced our waste by 50% by in 1997 after founders – husband-and- diverting it back into the manufacturing wife team Thomas and Helen Brady and process and various recycling their friend Jimmy Macken – saw a gap programmes, and have implemented in the Irish market for high-quality and water savings that amounted to over 1.3m long-lasting EPS (expanded polystyrene) litres of water savings in 2018 alone,” says insulation products. Ashe Brady. Initially manufacturing EPS for floor The company is also aware of its insulation, the company added wall responsibility towards the local and roof applications to the mix within community, she says, and participates in Roseanne Donegan, owner, Monasterboice Inn two years. The suite of products has the SEAI’s Better Energy Warmer Homes since been expanded again to include Scheme, the Better Energy Communities cavity wall insulation and an insulated Scheme and the new Deep Retrofit Pilot foundation system, as well as some Programme. non-insulation applications for use in the “Between our upgrades at the factory packaging, civil engineering, marine and and office and our participation in these Stream of energy art and design sectors. schemes we’ve saved the local community Marketed to construction industry over 2.5m kWh in energy savings over the A major expansion two years ago was the catalyst professionals and self-builders, the past 18 months. We will continue with our insulation products – all of which are participation in 2019 and beyond,” Ashe for Monasterboice Inn to embark on a range of Part L 2018 and nZEB (nearly zero energy Brady says. renewable energy and energy efficient initiatives building) ready – are used in new-build and retrofit projects, both domestic and favourite stop-off point use it to heat our water. In addition, commercial. “We’ve reduced our between Belfast and Dublin, we designed the new building to take Strong growth in the past five years has waste by 50% by Monasterboice Inn in Drogheda, advantage of sunlight and then installed seen Kore’s staff numbers increase from ACo Louth placed an increased LED lighting as well as superior 17 to 46. Recent years have also seen a diverting it back into emphasis on sustainable energy in 2017 insulation throughout,” notes Donegan. change in leadership, with the business while building its new conference centre. Originally a coach house where horses now being run by Thomas and Helen’s the manufacturing “During the works it was necessary to were changed, Monasterboice Inn has son Noel Brady as managing director, process and various redirect our stream. So, while doing this been in the Donegan family for over commercial director Caroline Ashe Brady we decided to harness it for aquatherm 200 years. It is rich in history and forms and Pauric Kavanagh, who was appointed recycling programmes, energy to provide heating in winter and the cornerstone of the Monasterboice operations director last year. cooling in summer,” explains owner of Heritage Trail. At the time of the Battle In addition to its product offering, Kore and have implemented Monasterboice Inn Roseanne Donegan. of the Boyne, it was the home of Thomas, is committed to sustainability and the water savings that “We then replaced our gas-fired boilers brother of General Patrick Sarsfield. environment in the way it does business. with heat pumps.” Over the years, Monasterboice Inn has The company is certified to ISO 14001: amounted to over 1.3m The business has an intelligent system expanded to incorporate a 150-seater Environmental Management Systems litres of water savings from EuroSmart, which determines restaurant famed for its steak and scampi and was the first in Ireland to achieve the the most efficient method of heating with the conference centre catering for latest revision. in 2018 alone” or cooling on a given day – depending 350 people theatre-style, or 200 for dining. A number of measures and policies have on ambient temperature and business With every development it has strived to demands. “We also capture the hot air retain much of the character of the past from our kitchen extractor fans and but will all the comforts of modern living. “As the M1 was being upgraded, we “During the works started serving food to the men working on the road. Food service made its way it was necessary to into the private house, eventually taking it over, and has been growing ever since,” redirect our stream. says Donegan. “We employ 79 people, a lot of whom are part-time to cover So, while doing weekends and functions.” When it comes to sustainable energy, this we decided Donegan feels Monasterboice Inn’s to harness it for efforts are special because although it extended its building by 41% and aquatherm energy increased the business, it succeeded in reducing its overall energy use by 1.3%. to provide heating in “It is important for every business to be environmentally aware. With global winter and cooling warming causing catastrophic climate change, we all need to reduce our carbon Pauric Kavanagh, operations director, Caroline Ashe Brady, commercial director and in summer.” emissions and using renewable energy is Noel Brady, managing director, Kore Insulation vital,” she says.

www.kore-system.com www.monasterboice-inn.ie

26 | SFA NATIONAL SMALL BUSINESS AWARDS WWW.SFA.IE/AWARDS INSIGHTS DIGITAL DISCONNECT Irish SMEs are good at communicating with their customers online and have made their websites mobile optimised, but they need to do more in terms of functionality and e-commerce

wo thirds of Irish consumers would buy more from their local shops if these shops had some Tform of click-and-collect service, which would allow them to order a product online and pick it up in-store. This is a compelling finding from the IE Domain Registry’s (IEDR) Digital Trends in Ireland 2018 survey, highlighting the need for SMEs to up their game in terms of keeping pace with what consumers want. “During the week particularly people are looking for convenience and the ability to rush into a store and pick up what they ordered online,” says David Curtin, chief executive, IEDR. “At weekends, people want the experience of shopping and are more likely to spend time browsing in a physical store.” In tandem with such habits, Irish people are buying more and more goods and services online. The research shows that 63% of Irish citizens buy consumer items such as clothes and electronics online at least once a month. Nearly half (49%) order food online at least monthly. It is an opportunity being missed by Irish businesses. The majority (68%) of Irish consumers believe their local main street is not equipped for the digital age. When asked why, 40% said their local shops are not online and 22% said that recently have made regional broadband “During the week particularly people booking appointments or reservations very topical and interesting,” says Curtin. online was not a priority for their local “The National Broadband Strategy has are looking for convenience and the community. to prioritise towns and villages to serve In total, 46% of people can’t book SMEs and small businesses. Consumers ability to rush into a store and pick up appointments online for services in their seem to be finding a way to access high local town. This figure drops to 33% in speed broadband; they will go to where what they ordered online” Dublin, but rises to more than half (51%) the WiFi is good. But business owners in areas outside the capital. In areas can’t really do that.” before (72%). Crucially, almost three- positive user experience that is in line outside Dublin, 19% of respondents said quarters of these websites are optimised with their browsing habits.” their local town’s Internet quality was too Digital Skills Assessment for smartphone viewing. “When Google However, just three in 10 SMEs can poor to facilitate e-commerce. In the IEDR’s latest SME Digital Health decided to changed its algorithms so that take sales orders through their websites, “So many SMEs have premises that Index it introduced a new approach companies would be lower on a search despite e-commerce spend being worth are in a fixed location which doesn’t to analysing SMEs’ digital skills. The list if not mobile optimised, this was the €12.3bn a year. “SMEs need to respond have high-speed broadband. The Digital Skills Assessment framework prompt businesses needed,” says Curtin. urgently. Consumers will shop with rival announcements by Imagine and Eir awards an overall grade for SMEs’ ability “Most early inquiries are made from businesses or foreign retailers to find the to communicate with their customers mobile devices. Consumers demand a goods they want,” warns Curtin. online, facilitate transactions and enhance or ‘boost’ their online presence. Record-breaking “Previous studies showed that small business owners didn’t know where to year start in relation to their online presence. In 2018, 51,040 new .ie domains were There was a fear of starting in the wrong registered, representing an increase of place or making the wrong decisions. So 29% compared with 2017. The total .ie we decided to ask SMEs about their own domain database recorded 262,140 active digital skills,” says Curtin. “The findings domains at the end of 2018, up 10% on the were very interesting. They showed previous year. that business owners are pretty good at The large year-on-year growth is communicating online, but not great for due to the registration rule change transacting.” implemented in March last year. It is Only one third of the SMEs surveyed now easier and faster to register a .ie achieved an A or B grade for transacting doman. Applicants only need to provide online and less than two in 10 SMEs are one document to prove identity and a boosting their online presence. “These connection to Ireland. This ensures the grades demonstrate that SMEs need .ie namespace remains authentically assistance in getting digitally up-skilled Irish. Returning customers don’t need to in order to compete in the global re-submit any documents and can avail of marketplace,” notes Curtin. a new ‘FastPass’ stystem. The SME Digital Health Index shows that more SMEs have websites than ever David Curtin, chief executive, IE Domain Registry WWW.SFA.IE/AWARDS SFA NATIONAL SMALL BUSINESS AWARDS | 27 EMERGING NEW BUSINESS PROBLEMS SOLVED The five winners of the Emerging New Business category in this year’s SFA National Small Business Awards care about what their customers really need and are being innovative in delivering on that

GET THE SHIFTS Everyone with a profile on the Get Based in Shannon, Co Clare, Get the the Shifts platform has gone through Shifts matches temporary hospitality a recruitment procedure and bespoke workers with relevant employers across training programme. In addition, Ireland using an on-demand web and the Superstars have the opportunity mobile platform. to up-skill by availing of e-learning The start-up’s disruptive technology programmes provided by Waterford- helps clients not only in the sourcing of based company Dulann at about 10% of staff, but also in the managing of those the standard cost. they hire. A business can browse through Get the Shifts is on track to secure about 600 trained, pre-screened Get the 60% of the casual hospitality market in Shifts employees (known as Superstars) Ireland, further to filling over 1,500 roles and offer a shift from an app on their since it was founded. It services hotels phone. Superstars accept the shifts they and bars throughout the country, but want up to three hours beforehand and most of its activity is in Dublin, Cork, check in and out through GPS. Limerick and Galway. Its clients include Hannah Wrixon founded the company Aviva Stadium, Thomond Park, Workers in 2016 further to spotting the need Beer Company, Aiken Promotions, The for such a service while working in the Right Catering Company and Dynamic hospitality sector. “Effective staffing Events. is a historic problem for hospitality businesses, from trying to forecast the www.gettheshifts.com right number of staff on any given day to combating no-show employees and talent Niall Horgan, Diarmuid McSweeney and Karl Swaine, co-founders of Gym + Coffee shortages. The reality is that businesses GYM + COFFEE are in constant need of reliable, trained Friends Diarmuid McSweeney, Niall of 45,000 people and each year running the next few years.” staff,” she says. Horgan and Karl Swaine decided to start about 24 free exercise events. “These In the longer term, McSweeney sees an online business together in Dublin in could be a morning run, a yoga class, just an opportunity to use the Gym + Coffee 2017 after identifying different lifestyle everyday healthy activities. People come platform and brand for various things “Since starting trends while living in Australia and the together around those activities. We are connected with its message, including US. looking at doing bigger adventures too possibly through collaboration with other out, what we are “We are first and foremost a from now on,” says McSweeney. companies. consistently tapping predominantly online, Irish-designed The Gym + Coffee team has designed and owned athleisure wear company. all of the clothing and manufacturing www.gympluscoffee.com into is the trend of Athleisure wear is a category of clothing is outsourced to partners in China and that can be worn anywhere from the Singapore. Last summer, an opportunity socialising around office to the gym and when going for a arose to have a pop-up store in Dundrum PEACHY LEAN coffee,” says McSweeney. “Since starting Shopping Centre for two weeks. This has Sharon Keegan has designed special exercise. And so we out, what we are consistently tapping into since become a permanent outlet. leggings that offer support to women, is the trend of socialising around exercise. “We found that we acquired a lot inspired by her own need to look and came up with the And so we came up with the brand idea of new customers and there was no feel good in the gym after having a baby ‘Make Life Richer’. The clothing is now cannibalisation of our online sales,” and suffering post-natal depression brand idea ‘Make one element of an overall concept.” says McSweeney. “We are proud of our in 2015. Having previously run a food Life Richer’” In practice, this translates into Gym + products. The athleisure category is business called Pieminister, Keegan went Coffee having built an online community booming and will continue to globally for to University College Dublin to study

Hannah Wrixon, founder, Get the Shifts Sharon Keegan, founder, Peachy Lean 28 | SFA NATIONAL SMALL BUSINESS AWARDS WWW.SFA.IE/AWARDS EMERGING NEW BUSINESS

and the problems they had. One was the fact they didn’t have time to upload property listings on different platforms. We looked at how their users want to absorb information and found they had a short attention span and preferred to watch rather than read. The solution we came up with allows the firm to upload photos and a video for each property on multiple platforms.”

www.theuxstudio.ie

ZARRDIA With over 20 years’ experience between them working in IT companies, Finn Killeen and Martin Davis set up Zarddia in 2016 because they are “fundamentally passionate about helping people”, according to Killeen. “What we found was that the IT industry is predicated on sales vendors and the agendas of the larger vendors in the world which provide software and hardware. We felt there was nobody sitting on the side of the customer in these conversations,” he says. “We can sit with a customer and help them to make very strategic and tactical IT decisions, whether it is in relation to the management of their existing IT legacy estate, moving into the Devops and Rachel O’Donnell, founder, The Ux Studio cloud native environments or a hybrid solution thereof.” ambassadors.” One of these is Trisha interfaces from different vendors was Lewis, who lost 100lb in a year and was on not intuitive to the users’ needs. This was “I wanted to create The Late Late Show in January. getting in the way of Medtronic’s two something that was core goals – that of reducing downtime “We already have www.peachylean.com and maintaining quality,” says O’Donnell. made of high quality “We spoke to operators, engineers, R&D 11 major clients people as well as maintenance staff who can see we material but was THE UX STUDIO actually doing the job on a day-to-day Established in Galway two years ago basis and defined a set of requirements.” are helping them to soft enough so you by Rachel O’Donnell, The UX Studio The team highlighted to Medtronic specialises in building digital products management that they needed to make decisions that can bend and work and interfaces by focusing on both user consider colour blindness, for example, out while wearing needs and the business objectives of its and got around this problem by using aren’t based on our clients. icons and words instead of colours. them” “Instead of sitting at a boardroom The UX Studio’s proof of concept with own sales agendas” table deciding what end users want, Medtronic has led to referrals in the we ask them directly and involve them med-tech sector. Now employing seven innovation and product design to set her throughout the process,” O’Donnell people, it also works with SMEs in Dublin, The backbone of Zarrdia’s business is on the right path. explains. helping them with e-commerce solutions. to focus on areas that will give clients the “I wanted to create something that was One of The UX Studio’s key projects to “We don’t design run-of-the-mill standard most competitive advantage and how made of high quality material but was soft date which illustrates this has been with websites; it is more about functionality,” to use IT to enable that. “Technology is enough so you can bend and work out med-tech multinational Medtronic. In says O’Donnell. changing at such a pace and we’re the while wearing them. The leggings are like the clean rooms at its Galway facility, “An auctioneering firm came to us worst industry in the world for following a combination of tights and Spanx – soft there are multiple machines with saying they wanted a website, but we buzzwords. We call it ambulance chasing like tights, but with enough hold to give different interfaces. “Having numerous asked them to tell us about their business when customers feel scared to spend you a streamlined shape,” she explains. money on different types of solutions,” Now women of all shapes and sizes, says Killeen. including celebrities such as Vogue “This is wrong because every business Williams, are backing the brand with is at a different maturity level. For some it its distinctive heart shape on the bum. is the right decision to leave the IT estate Within a year, Peachy Lean has built they have as it is, while others should up 14,000 followers on Instagram and jump at new technologies. sold around 4,000 units in Ireland and “What we try to do is develop small 24 other countries. Keegan works from pieces of work to demonstrate what her kitchen table and outsources the we’re about. From there, things have manufacturing to China. snowballed. A ten-day piece of work The community aspect of the brand has becomes an 80-day engagement, for been central to its popularity. A campaign example. We already have 11 major clients called ‘I am Peachy Lean’ called out to who can see we are helping them to make women on Instagram to get involved decisions that aren’t based on our own in a photo shoot. Nearly 650 women sales agendas.” registered their interest and Keegan Zarrdia generated over €1.5m in decided to turn it into an event at the revenues in its first full year (2018). It DCU Ryan Academy in Citywest, Dublin. employs 11 people and also uses up to “We took women in groups of ten into a 30 contractors on a flexible basis when room and asked them to tell their stories required. as well as put compliments on stickers on each other. Twelve winners were picked www.zarrdia.com for their unique stories and are now brand Finn Killeen and Martin Davis, co-founders of Zarrdia WWW.SFA.IE/AWARDS SFA NATIONAL SMALL BUSINESS AWARDS | 29 INSIGHTS PATHWAY TO EXPORTING At a time when a lot of questions are being asked about selling into the UK, Enterprise Ireland is providing practical support to Irish companies that want to explore new markets for their products and services

new workshop series of seven masterclasses from Enterprise Ireland called Essentials of AExporting kicked off in February as part of the agency’s range of supports to Irish businesses keen to scale up internationally. Run in partnership with the Local Enterprise Office network, Essentials of Exporting is aimed at unearthing the latent potential that could drive even greater exporting success. “These half-day masterclasses will help companies to identify the steps involved in becoming export-ready and will equip them with the necessary skills to evaluate and identify potential market opportunities for their products and services,” explains Fergus McMahon, head of exporter development, Enterprise Ireland. “Participating firms will hear from existing exporters and meet with the Enterprise Ireland exporter development team who will assist them to shape their export proposition, ensuring that they have a clear understanding of the actions to take. “These are not general, informational events. They are active workshops during which participants work on their own business, using tools to help them make informed decisions about export potential.” Formed in 2011, the Exporter Development Department in Enterprise Ireland actively supports between 150 standard in Ireland, for example in the and 200 companies a year on a one-to- building of data centres. Others have “Participating firms one basis and through larger group and fantastic skills and products that are very will hear from Support on the national events. These companies range exportable. For all types of businesses, in size from 10 employees right up to 100. we guide them on the best place to start, existing exporters exporting journey “Our mission is to work with companies understanding whether exporting is right Enterprise Ireland works with Ireland’s which are domestically focused and try for them and how their product or service and meet with most ambitious entrepreneurs and to get them to look at exporting. We give can compete on an international stage.” businesses to help them scale and them a pathway on that journey,” says the Enterprise reach new export markets. Whether it’s McMahon. “A lot of Irish companies are Interest in new markets funding, market insight or access to an supplying multinationals to a very high As an island nation with a dynamic Ireland exporter international network, it has the supports open economy, Ireland enjoys exporting development team to help companies to achieve their global success around the world. That success is ambition. These include: growing, with more than 215,000 people who will assist • Prepare to Export Scorecard – allows now employed by Enterprise Ireland – a potential exporters to test their record high. them to shape their readiness Brexit has raised awareness of the • EILearn.ie – an online learning portal implications of exporting among Irish export proposition, for SMEs on an exporting journey SMEs. Those which might be exporting • Essentials of Exporting workshops to the UK in a small way are increasingly ensuring that (being held in six locations around looking at what diversifying beyond this Ireland until November 2019) market might entail. they have a clear • Market Discovery Fund – funding to “We have seen a lot of interest in understanding of validate your go-to market plan this. Successful domestic companies • Agile Innovation – support to get your which have developed good IT the actions to take” product export-ready solutions, processes or services are • Operational Excellence – support for looking at whether they can market established companies (SME and large) them elsewhere,” says McMahon. “The and ensure you have proper funding to to address their competitive challenges domestic economy has topped out for see that through. You need to commit and growth opportunities through a them and their only way to grow is by sufficient time to grow in a market – once transformation project. exporting.” you have established through market • A national network of nine regional Companies considering exporting for research that it is the right fit for your offices throughout Ireland and over the first time face a number of challenges, business. Choosing the right route to 30 international locations, facilitating which Enterprise Ireland can help them market is a big challenge. Sometimes it access to more than 60 countries with. McMahon has the following advice: is best to go direct into a market, while worldwide. Fergus McMahon, head of exporter “The first thing is to validate your product in other cases a distributor or partner is development, Enterprise Ireland or service in the market you’re targeting needed.” 30 | SFA NATIONAL SMALL BUSINESS AWARDS WWW.SFA.IE/AWARDS EXPORTER OF THE YEAR

Health kick With a vision of becoming the world’s most loved and trusted health food brand, Good4U has expanded beyond the UK and Ireland in recent years to service other European markets n introduction to the sprouting phenomenon compelled managing director of family Abusiness Good4U Bernie Butler Andrew Flood, CEO, Prodigy Learning to learn more about these superfoods. On the back of published research from the University of Ulster on the inherent cancer-protective compounds found in a bespoke mix of sprouted seeds, Good4U was ready to launch its hero product Rising edtech star Super Sprouts in 2004. “We were first to market with this exciting new health food and are now As well as building on existing operations in Ireland, market leaders in this space in the the UK and Europe, 2018 was Prodigy Learning’s UK and Ireland,” says Bulter. Good4U sprouted seeds and pulses can be found first year of trading in the Asia-Pacific region in the produce section of most retailers including Tesco, Sainsbury’s, Waitrose, et up in 2000, Prodigy Learning company launching the Microsoft Ocado and Supervalu. is an education technology Australia National Skills Program in Four members of the Butler family are (edtech) company that provides February 2018, delivering a project to involved in the business, each bringing Sdigital skills certifications and retain ex-automotive workers in South unique skills and expertise to the table. learning solutions for some of the largest Australia. A second programme aligning Bernie and her husband Paul Butler’s technology companies in the world, curriculums and embedding digital daughter Laura is the sales and marketing including Microsoft, Adobe, EC-Council skills certifications in a National Cloud director while another daughter Michelle and Autodesk. Traineeship alongside Microsoft Australia is a registered dietician and head of The company has about 3,000 and TAFE NSW was announced in product development. Son Karol is the customers in the education, training, November 2018. financial controller. corporate and public sectors in Ireland, Sligo is the company headquarters and the UK, Europe and now the Asia Pacific home to an ever-expanding healthy snack region. It employs 20 full-time staff across “We expect UK and ingredient portfolio. This includes its three offices in Dublin, London and revenues to quadruple Roasted Seed Pots and Doy Bags, Super Sydney. Shots, Veggie Protein Shots/Trays, Adult High profile customers to date have by 2021 through Energy & Protein Balls and Kids Nutri included the NHS, London School of increasing our Balls – many of which have received Economics and University of St Andrews both national and international awards. Karol Butler, Michelle Butler, Laura in the UK, Solas and the Association of market share and Employing a total of 48 people, Good4U O’Sullivan and Bernie Butler of Good4U Chartered Certified Accountants (ACCA) also has a dedicated sprouted seed facility in Ireland, and TAFE (Technical and establishing more local in Cookstown, Co Tyrone. and trends of a dynamic and exploding Further Education) New South Wales in awarding organisation “Making health foods and snacks market.” Australia. that are honest, tasty and functional Having invested in factory expansion Exports currently represent over 70% partnerships” are the prerequisites that ensure and technological advancements in 2018, of the business and are the key driver of product integrity remains at the heart Good4U is poised to leverage this with an growth for the company. In addition to geographic expansion, the of everything we do,” says Butler. array of product innovations while always CEO Andrew Flood says that despite company launched ‘Coding in Minecraft’ “Continuous innovation is key. The maintaining its strict product credentials: the political and economic uncertainty – the world’s first computer science product development and marketing 100% natural, no added sugar, plant-based within the UK market, the company is credentials delivered through Minecraft team are constantly challenging and functional. continuing to experience accelerated for primary school children. It aims to themselves to meet the shifting demands A dedicated team of nutritionists growth there. “We have continued develop coding skills alongside Microsoft and dieticians share expert advice on to invest in the UK based on current and London Grid for Learning in the UK Good4U’s website and social media levels of activity and the overall level in April 2018. channels to enable people to make of opportunity,” he says. “We expect “A key aspect to our global footprint “We now export better food and lifestyle choices. These UK revenues to quadruple by 2021 has always been to allow the company 90% of goods to professionals also offer nutrition services through increasing our market share to launch new products across multiple to sports teams, schools and corporate and establishing more local awarding regions while using our Dublin base seven international businesses. organisation partnerships.” to drive operational synergies across “Good4U is revolutionising the health Prodigy branched into mainland Europe the group. We are in conversations in markets with food and snacking space with a no in 2016 and plans to continue to grow multiple other geographies where we compromise approach,” says Butler. its presence there. “In December 2018 are experiencing demand for our latest several new “We now export 90% of goods to seven we secured a strategic agreement to edtech products and platform,” says international markets with several new further embed and expand our European Flood. markets in the markets in the pipeline by 2020. Our operations which we aim to do through Going forward, as well as continuing pipeline by 2020” mission is simple: to empower people of channel and direct business,” says Flood. to expand its reach, Prodigy intends to all ages to live a healthier life by making Initial achievements in Australia build out a wider range of assessment and healthy eating accessible to everyone.” have exceeded expectations, with the learning-as-a-service product offerings.

www.good4u.com www.prodigylearning.com

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