Doing well in Ireland is a great start for many businesses. Taking the big leap into larger and, often, more lucrative export markets can be as daunting as it is alluring.
The rewards are obvious: gaining new customers, diversifying your market and the potential to accelerate business growth rapidly. However, these rewards come with hurdles before them; from needing capital to make the move to managing customs paperwork, the first sale outside of Ireland is often the toughest sale any business will ever make.
The process can feel overwhelming but, thanks in no small part to good supports and partners, more Irish firms are making the leap than ever before.
“The biggest hurdle is often navigating complex legal and customs requirements,” says Fergal Keenan, managing director of cargo-partner Ireland. “First-time exporters can feel overwhelmed by the paperwork, standards and regulations,”
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“Our in-house customs team works closely with Irish companies to guide them through every step, ensuring they have everything in place to pass through borders smoothly and legally.”
The regulatory burden is the one that proves most off-putting to small businesses, especially those considering exporting for the first time. Ensuring compliance isn’t easy, particularly when dealing with multiple jurisdictions. Getting this element right is as important, if not more so, than securing that first customer.
There’s also the cost to consider. Keenan says that “exporting requires upfront investment, but careful planning helps. Enterprise Ireland offers valuable supports, while logistics partners can help optimise costs through shipment consolidation and clear pricing.”
These supports are substantial and can make a real difference in the success of an export strategy. Enterprise Ireland’s Get Exporting programme provides funding and mentoring. More importantly it provides access to the expertise available from its 39 overseas offices.
This blend of support can help with market research and lead to customer introductions. Even for those earlier in the journey, the Local Enterprise Offices offer a real chance to learn, with supports such as the market explorer grant.
Getting this kind of help early can aid a business with market discovery and lower the overall cost of testing in new markets. It can be the difference between pursuing an opportunity and leaving it by the wayside.
Careful and smart planning is paramount to such a strategy succeeding. There’s no one-size-fits-all market for every Irish business to export to. That being said, the EU is a logical first step given the alignment in regulations. Starting here and understanding the nuances across its regions can prepare a company for greater logistical challenges.
“The EU is the most straightforward starting point thanks to proximity and aligned regulations,” says Keenan. “Beyond that, strong demand for safe, high-quality food is growing in the Middle East and Asia-Pacific, making them attractive next steps.”
For food and drink producers in particular, Bord Bia is a natural first port of call and a crucial partner. The agency’s Origin Green programme promotes Irish products as safe, sustainable, and trustworthy, helping even small producers to reach new markets.
That type of help reflects a core truth to exporting. It’s about more than money and logistics. Market knowledge is vital towards a successful export strategy. The Irish Exporters Association is a fine source of help in this regard.
It runs an export knowledge programme that provides help with contracts, finance, logistics, and ecommerce, while InterTradeIreland also provides help with its programmes targeted at first-time exporters. This includes, given its cross-Border remit, companies seeking to make their first moves into Northern Ireland.
Whatever route to market a company takes, preparation and research are vital to an export strategy succeeding. Starting out exporting may seem daunting, but support is there to help guide your business through those crucial first steps.
“Irish firms are well positioned globally, but success depends on preparation and resilience. Having worked in the industry for over 30 years, I recognise the importance of industry expertise, reliability and customer service and how all these factors can play into a decision,” says Keenan.
“If you’re a first-time exporter, take your time, understand the trade laws and regulations, and find a logistics partner that will not only help you export, but support you to scale your business internationally.”
