ThinkBusiness spoke with Simon McKeever, CEO of the Irish Exporters’ Association about the first steps to exporting and his thoughts on Brexit.
The first steps to exporting can be daunting for Irish SMEs. It is not simply a case of jumping on a plane and flying to another country to knock on a few doors. You need to be prepared.
“If I were to give one piece of advice to an SME thinking about exporting, it would be to do their research,” says Simon McKeever, CEO of the Irish Exporters’ Association (IEA).
“Ask yourself, is there a market for your product in the country you want to enter?” he asks.
“Also, is your company ready to scale? Do you have what it takes to grow, the financial resources, the legal resources and the people?”
You should also examine the target market in very close detail.
“Remember, if you are entering a much bigger market, it will be a lot more competitive,” says McKeever.
“The UK is a good case in point. While it may have a similar regulatory environment, the British are very price conscious, they are value driven, especially when it comes to food and drink.
“In the UK they are also straight talkers. If someone gives you a chance, it’s important that you deliver on their expectations.”
This is where organisations like the IEA and Enterprise Ireland can assist Irish SMEs.
“We can help close the deal. We have market access people in the UK specialising in this area. It’s about practical support, expert knowledge and opening doors.”
For markets further afield, the IEA can also help with visa and export documents.
“Obviously, it’s easier to do business in the UK and Europe, not just from a legal perspective but a geographical standpoint. It’s quicker and cheaper to hop on a plane and fly to England, Portugal or Italy.
