ALSO InSIdE AustrAliA bounces bAck Australia is benefiting from the strength of its Asian ...

60 Pages·2009·6.25 MB·English

ISSn 1649-7589 VOL 05 | ISSUE 05 | OCTOBER/NOVEMBER 2009
ALSO InSIdE
AustrAliA bounces bAck
Australia is benefiting from the strength of its Asian neighbours
thrift tips for exporters
Savings on management, travel and fleet costs
the soft sell
Software developer Equiendo on sales strategy
the nordics for newbies
Scandinavia offers opportunities for early reference sales in Europe
is ebAy A vAlid chAnnel for business?
Using the ‘world’s biggest flea market’ to enter untapped markets
IndIa
marches
on
034
026 022
041 038
018 030
contents 001
the MArket cover focus: indiA
Enterprise Ireland 015 banking on the third in the world
The Plaza
Eastpoint Business Park Fergus Murphy on India’s prospects in and beyond banking
Dublin 3
T: [phone]/2000 018 indian construction continues to roar
publicAtions MAnAGer Are there opportunities for Irish companies?
Duncan Black
E: [email protected]
editor sectors And reGions
Mary Sweetman 022 Australia bounces back
E: [email protected]
T: [phone] Australia is benefiting from the strength of its Asian neighbours
editoriAl AdMinistrAtion &
subscriptions 034 the nordics for newbies
Teresa Meagh
The Nordics are good destinations for early reference sales in Europe
E: [email protected]
T: + 353 1 727 2954
MArketinG & distribution MAnAGer
people
Maureen Egan
E: [email protected] 012 Antennas everywhere
T: [phone] Taoglas MD Dermot O’Shea on targeting the growth of wireless applications
desiGn & production
Boyle Design Group 028 the soft sell
proof reAdinG Equiendo COO Barry Cullen talks about the company’s sales strategy
Graham Smith
045 Meet the middle-men of the new software economy
printed by
Nicolson & Bass The CEOs of Research & Markets and CarTrawler talk about business models
The Market magazine is sold by
subscription ([phone])
business
Readers may email comments and suggestions to 026 better buying
[email protected]
Tips for smarter procurement
The views and opinions expressed in
The Market are not necessarily those of 030 perfect partners
Enterprise Ireland. Published by Enterprise
Ireland Corporate Marketing Team. Partnering advice for young software companies
038 is ebay a valid channel for business?
www.the-market.ie How eBay can offer consumer-oriented businesses a route into untapped markets
041 thrift tips for exporters
Savings on management, travel and fleet costs
reGulArs
002 noticeboard
News for and from the export community
010 diary
Guide to upcoming events
048 book reviews
Plain selling
050 Marketing intelligence
Market research plus trade regulation update
054 travel news
Flight and travel update
Enterprise Ireland is funded by the Irish
Government and part-financed by the European 056 the backpage
Union under the National Development Plan
2007-2013. The Cuba-ism movement
OCTOBER/nOVEMBER 2009 | the MArket
002 noticeboard Markets news
Preparing for
having crashed 13 per cent since last autumn, recent estimates
Export: UK Guide suggest that world trade may have stabilised or even started to
grow over the summer.
2009
OECd pinpoints where green
p
reparing for Export:
shoots are emerging
UK Guide 2009 has
been published
i
by Enterprise Ireland in nternational business confidence got a boost in and stronger competition.
association with the First September, with the OECD’s interim economic One of the few countries to get close to
Flight Programme as a assessment of Europe, the US and Japan what could be described as a ‘thumbs up’ was
indicating a bottoming out of the downturn. Poland, where the recession is expected to be
resource for exporters
At a press briefing, acting chief economist relatively shallow, due to relatively modest
looking to the UK.
Jorgen Elmeskov told journalists: “A recovery trade dependence, historically low interest rates,
The UK economy is
appears to be in hand for the OECD at large, but moderate indebtedness of the private sector,
currently in recession and it’s important not to get carried away. The green income tax cuts and the implementation of many
economic conditions are not shoots look likely to grow further in the near infrastructure projects as a result of EU funding
as favourable for conducting term, but they will still need nurturing by policy if and the 2012 football championships.
business. Regardless, the UK they are to become strong, self-sustaining plants.” Further indicating the ability of major sporting
Promising no further botanic references, he events to lift a country’s fortunes, outside the
remains Ireland’s largest
noted that world trade had collapsed as a result OECD, the interim assessment predicted that
trading partner and is
of the crisis “It is currently 13 per cent lower while growth would be likely to remain negative
increasingly important as
than autumn last year,” he said. “But most recent in South Africa in 2009, there would be an uplift
other key markets for Irish
estimates suggest that it may have stabilised in 2010, with policy stimulus, global recovery and
goods decline. or even started to grow over the summer. This the soccer World Cup. Likewise, although Russia
According to Enterprise will add some dynamism to the economies. We is currently in severe recession, the rebound in
Ireland’s UK team, there are already seeing firmer export orders in many commodity prices and the expected effects of
are a significant number countries.” policy stimulus point to some recovery through
This stabilisation is largely due to the fact 2009 and into 2010.
of opportunities for Irish
that non-OECD countries have recovered faster, Among the positive signals the OECD has
companies to expand
Elmeskov said. “That holds true in China, in noted in recent months include a fall in the cost of
their sales by entering the
particular, where growth in the second quarter money market funding, a narrowing of corporate
UK market. Many sectors
may have exceeded 14 per cent. But other regions bond spreads, a rebound in equity markets and
are still showing signs of in South East Asia grew rapidly also, and their a moderation in the tightening of bank lending
growth, and some UK firms imports grew faster than their exports, adding standards. Nonetheless, Elmeskov noted that bank
are using this opportunity demand pull to the OECD economies”. lending continues to decline and concerns about
of the ‘perfect storm’ to Of the G7, the OECD is predicting a return the health of the banking system remain.
to growth for the US, Germany and France in Another positive signal is the fact that the
rationalise and cut out
the third quarter of 2009. Canada and Italy are housing markets in the United Kingdom and
under-performing parts of
expected to follow them into positive territory in the United States have shown some signs of
their organisation. This will,
the fourth quarter, while Britain will stabilise at stabilisation, both in terms of prices and turnover.
in turn, create new business zero per cent growth in Q4. Nevertheless, Elmeskov warned “numerous
opportunities. The prognosis was less positive headwinds imply that the pace of the recovery is
The guide is available to for Ireland, with further contraction likely to be modest for some time to come”. Ample
download at www.enterprise- expected, before activity recovers at a spare capacity, low levels of profitability, high and
ireland.com/firstflight slow pace in 2010. The OECD noted that rising unemployment, anaemic growth in labour
substantial spending cuts and increases income and ongoing housing market corrections
in taxation are required in the coming would moderate any upturn in private demand.
years. Problems in the banking sector “At the same time,” he warned, “the need remains
must be resolved at a reasonable cost, it for households, businesses, financial institutions
said, and competitiveness and governments to repair the damage to their
could be restored balance sheets.”
by lower wages
the MArket | OCTOBER/nOVEMBER 2009
003
Venture capital availability Jfc buys into south African
holding up says IVCA joint venture
raised ranged from €50,000 to Galway company JFC Manufacturing Ltd. is opening a new factory
€18 million. First round funding in South Africa in a joint-venture with local plastics design
represented 22 per cent of funds company Accelerate Design Ltd.
raised. A family-owned business, JFC Manufacturing was set up in 1987
Some 17 Irish-based venture in Tuam, Co. Galway, to supply specialised plastic products to the
capital funds and private agricultural, civil, construction, recycling, marine and materials
investors were involved in 111 handling industries. JFC is a global organisation, exporting to over
investments, representing 67 per 40 countries and employing 200 people worldwide through its
cent of funds raised. In addition, production facilities in Ireland, UK and Poland.
17 international funds and private The announcement was made during the Enterprise Ireland trade
investors participated in 19 mission to South Africa this September.
investments and 33 per cent of Under the joint venture, JFC purchased 52 per cent or controlling
funds raised. “Irish tech firms interest in Accelerate Design and the new company will be known
continue to attract interest from as JFC Accelerate Design. When completed, JFC’s total investment
overseas investors,” Breheny said. will have been in the region of €2 million. Sales of €2.5 million or 27
She added that an analysis million Rand are expected to be generated under the new venture
of the investment revealed a over the next two years.
healthy diversity across a wide
range of technologies. In the Internet Growth Alliance to
reGinA breheny pharma/biotechnology sector,
dIRECTOR gEnERAL, IVCA six companies raised €28.6m. support Irish internet business
while bank lending remains Fourteen drug delivery and
gripped by the credit medical device companies raised the Internet growth Alliance can be supported.
crisis, the Irish Venture Capital €22.8m. In the telecoms sector,
is a new business-led One of the group’s ambitions
Association (IVCA) says that the four companies raised €5m.
initiative that aims to support the is to work with Enterprise
situation for venture capital is In the environmental
international growth ambitions of Ireland to create and run an
somewhat brighter. technology sector, five companies
Irish internet businesses. Internet growth Acceleration
According to the IVCA’s raised €17.4m, while 12
The alliance will bring Programme. This would centre
VenturePulse survey, Irish companies raised €17.8m in
together some of the key on a multi-module development
technology firms raised €110.7 other technology areas including
stakeholders in the Irish internet programme, running over several
million in the first half of 2009, nanotechnology, fibre optics,
industry - industry associations, weeks and covering everything
up 7 per cent on the previous photonics and semiconductor
public bodies, role models and from strategy to monetising
year. chips. In the business services
experts to form a common vision your web application, SEO, how
“The number of companies sector, 14 companies raised
for internet growth and agree to seek funding etc. For further
raising funds increased by 35 €11.2m and 11 other companies
ways in which these businesses details, see www.alliance.ie.
per cent to 66 compared to raised €7.9m. Meanwhile, in the
49 in the same period in 2008 first half of 2009, 24 seed or
and to 29 in 2007,” commented early stage companies raised
Regina Breheny, director general, €23.9m or 22 per cent of funds
IVCA. She added that amounts raised.
international Markets week
attracts record numbers
underscoring the need for Irish companies to internationalise
in the face of tough domestic conditions, a record number
of 620 Irish companies took part in this year’s International
Markets Week. This represented a 50 per cent increase in demand
compared with last year when 409 client companies took part in
the event.
Over 1,400 individual client meetings, focused on potential
opportunities and export strategies, were scheduled with
Enterprise Ireland’s market advisors from its 31 overseas offices.
OCTOBER/nOVEMBER 2009 | the MArket
004 noticeboard Business news
switzerland tops in global Global online
competitiveness population to
hit 2.2 billion
switzerland has topped attributable to continuing
the overall ranking of weakening of its financial markets. by 2013
130 countries in the global According to the report,
Competitiveness Report 2009- Ireland’s competitive
the number of people online
2010. The United States has performance has also
around the world will
fallen one place to second deteriorated, dropping three
grow more than 45 per cent to
position, with a weakening places to 25th of 130 countries. dr
2.2 billion users over the next
in its financial markets and Eleanor doyle of the Institute for
five years, according to a new
macroeconomic stability, while Competitiveness, Innovation and
report by Forrester Research,
Singapore, Sweden and denmark Entrepreneurship at UCC, who
Inc. Asia remains the biggest
round out the top five. leads the Irish contribution to the
wikipedia founder
global internet growth engine:
European economies Executive Opinion Survey for the
Jimmy wales to 43 per cent of the world’s online
continued to prevail in the top- gCR explains that a deterioration
population will reside in Asia
speak in dublin 10, with Finland, germany and in “efficiency enhancers” such as
by 2013, with 17 per cent of
the netherlands following suit. financial market sophistication
the global online population in
Jimmy Wales, founder Meanwhile, the United Kingdom and efficiency of both goods and
China. Meanwhile, growth rates
has continued its fall from last labour markets accounted for
of Wikipedia, will year, moving down one more most of the decline in Ireland’s in the US, Western Europe, and
deliver a public lecture place this year to 13th, mainly ranking. the major industrialised nations
in Asia Pacific such as Australia,
in Dublin on Friday
rank country score Japan and South Korea will
November 27.
slow to between 1 per cent and
In 2006, Time magazine 1 Switzerland 5.60
3 per cent.
named Wales as one 2 US 5.59 “While per capita online
3 Singapore 5.55
of the world’s most spending is likely to remain
4 Sweden 5.51
highest in north America,
influential people, and as
5 Denmark 5.46
Western Europe, and the
the most influential in the
6 Finland 5.43
developed markets of Asia
category of ‘Scientists and 7 Germany 5.37 throughout the next five years,
Thinkers’. He has been 8 Japan 5.37 the shifting online population
honoured by The World 9 Canada 5.33 and growing spending power
Economic Forum, spoken 10 Netherlands 5.32 among Asian consumers
means that Asian markets
at TED Talks and is the
will represent a far greater
founder of the Wikimedia
percentage of the total in
Foundation. 2013 than they do today,” said
Wales will be in Dublin Forrester Research Senior
to become an Honorary Analyst Zia daniell Wigder.
“Multinational organisations
Patron of the University
Mobile travel technologies secures must understand the dynamics
Philosophical Society of
hilton contract of the shifting global online
Trinity College Dubln. population to ensure that they
Wales follows in the hilton Hotels, one of the world’s largest hotel companies, are positioned to take advantage
footsteps of Archbishop has launched UK and Germany specific mobile services in of emerging international
conjunction with Dublin-based specialist Mobile Travel Technologies opportunities.”
Desmond Tutu, Senator
Ltd (MTT). The new solution, which includes a Web App version for
John McCain and Al
UK iPhone users, has full booking capability, offering travellers the
Pacino, who have all been convenience to select and book a hotel, access and change bookings
honoured at the university and view hotel images and information, whilst away from their PC.
in recent years. For details The solution has full integration with the hotel company’s HHonors
for the benefit of Hilton loyalty club members and includes a dedicated
about purchasing tickets,
version for iPhone users (Web App). A Hilton Downloadable App has
visit www.lecturesireland.
been submitted to the iTunes/iPhone App Store, and will be available
com to UK users soon for download following approval by Apple.
the MArket | OCTOBER/nOVEMBER 2009
005
A series of seminars took place this september with the
assistance of industry bodies in cork, Galway and dublin.
Seminars highlight opportunities
in the new software economy
t
he software world is evolving, as the internet changes the the Salesforce.com methodologies to SMEs and larger companies in
game plan for software companies. As highlighted in the last Ireland and abroad.
issue of The Market, Enterprise Ireland has prepared a new “You have to understand that you are now running a services
strategy for the software sector to take account of transformative company and customer satisfaction and retention is key,” he said.
developments such as software now being delivered as a service “A customer may be delighted to pay for your software as they use
rather than only as a licensed product. Moreover, value chains are it rather than a large up-front licence fee – it shows a great RoI. But
now distributed and networked rather than linear. Technologies unless they use it and value it, they won’t renew, and you’ve lost
based on Web 2.0 platforms predominate, and progressive software them.”
companies now use the development communities available through Salesforce.com put a huge effort into staying really close to the
Open Source. customer and ensuring that all the staff
The ‘New Software Economy’ is how knew that the customer is king – s/he pays
industry analysts IDC describe this rapidly the salaries. Everyone is accountable to the
evolving environment. And analysts estimate customer.
that the NSE-based software market is None of this NSE revolution would have
growing at over 20 per cent per annum been possible without the hot-bed of internet
worldwide, compared to the single digit technologies of the past 10 years – Open
growth of the conventional software market. Source, Web 2.0, SOA, and Cloud computing.
Highlighting the message, a series of Joe Drumgoole, entrepreneur, technology
seminars took place this September with pundit and CEO of PutPlace and CloudSplit
the assistance of the industry bodies in charted the dramatic emergence and growth
Cork, Galway and Dublin – IT@Cork, ITAG of these internet technologies. From the
and ISA. The keynote address was by Chris social networks of Web 2.0, he introduced
Hofmann, one of the founders of Mozilla Web 3.0 based on infrastructure and mobility
Corp., who explained the company’s Open with vast storage and computing capacity
Source approach to software development. of the Cloud and data centres, yielding
Hofmann described a community of “unbounded cheap computing and storage”.
software developers that have a passion for SaaS is now accompanied by Platform as a
Mozilla software. He highlighted the huge Service (PaaS) and Infrastructure as a Service
competitive advantage associated with (IaaS). Software economics dictate that a
unlocking the goodwill of concentric circles successful consumer play needs one million
of enthusiasts worldwide whose passion for users, and capital is still required to build
(l-r) Joe druMGole, ceo of cloudsplit;
software and for Mozilla’s business model chris hofMAnn, director of speciAl a global business. He advocated a “mix of
results in their contributing developments, proJects At MozillA foundAtion; weapons” in a company’s business strategy for
cAtherine wAll, it@cork, And ferGus
patches, testing, etc. all with a view towards market reach, technology and funding.
Gloster of sAlesforce.coM.
creating a better product. When Mozilla The call to arms was issued by Jim
sought to place an advert in the New York Times for its new software Cuddy of Enterprise Ireland with the challenge to double the size
release, the $250k per page price-tag was beyond the then struggling of the sector by 2013. That’s a revenue target of €3 billion annually
company. The team put the message out on the network, and from indigenous companies. The sector at that stage would be
someone suggested putting a PayPal facility on the site and inviting characterised by a steady flow of innovative start-ups, clusters of
$50 contributions. They raised $500k and took two pages! Then the companies collaborating in the different vertical markets and double
ripple effect took over, and media throughout the US reported on the number of companies in the >€10 million sales/50 employees
this amazing community of enthusiasts who wanted Mozilla and its category. “We will achieve this by driving the transition of companies
search engine to succeed. What price publicity? to SaaS, by stimulating the growth of internet companies and by
The big paradigm shift in this NSE business is the move to connecting the players of the software ecosystem so that the ‘Best
delivering software as a service (SaaS), and Fergus Gloster explained Connected’ whole is much greater than the sum of its parts,” he said.
the intricacies of moving your licensing model to the SaaS model. The seminar presentations, along with the software strategy and
Gloster was one of the founders of the European arm of Salesforce. company listings, are available on www.enterprise-ireland.com/nse
com and was in at the very start of the SaaS revolution. Now the MD while a blog and ‘Best Connected’ content are available on www.
of Thomond Technology, Fergus showed how his company applies americas.enterprise-ireland.com
OCTOBER/nOVEMBER 2009 | the MArket
006 noticeboard Emerging Markets
China to allow
Asia poised to lead recovery from
foreign enterprises
global slowdown: china and india to
to list on stock
see increased growth
markets
china is to allow qualified developing Asia is proving to be more resilient in the demand for their exports.
foreign enterprises to to the global downturn than was initially Prospects for South Asia are on the up, as the
list on China’s stock markets, thought, according to latest reports from the region’s limited reliance on trade partly shielded
according to Minister of Asian Development Outlook (ADO) 2009, released it from the adverse effects of the global slump.
Commerce Chen Deming. at the end of September. An increase in public spending, a quicker than
However, details have yet The ADO forecasts economic expansion in expected return of capital inflows, stronger
to be confirmed of the developing Asia to come in at 3.9 per cent in 2009, industrial production, and signs of improved
requirements that would up from the 3.4 per cent expected in March. In business confidence will lift economic growth to
2010, the growth projection is likewise upgraded 6 per cent in India this year, up from an earlier
have to be met by the
to 6.4 per cent from 6.0 per cent. estimate of 5 per cent. However, bleaker prospects
qualified foreign enterprises.
However, the improved regional outlook are projected for the Maldives, on account of weak
The Minister has also
should not make tourism receipts, and for
stated that China will
developing Asian Pakistan and Sri Lanka
gradually reduce the limits
economies complacent, due to tight domestic
on foreign investors’ equity
according to the Asian demand and the weak
holdings, and will continue to
Development Bank’s global economy.
open up the nation’s service
Chief Economist Jong- Less positively,
industry.
Wha Lee. A protracted aggregate growth
In advance, China’s main
global slowdown or the in Southeast Asia is
stock exchange – Shanghai
hasty withdrawal of projected to slow to
Stock Exchange – plans stimulus packages could 0.1 per cent this year,
to launch an international degrade the region’s with the more upbeat
board next year that would ongoing recovery, he outlook for Indonesia
allow foreign companies to warned. and Viet Nam failing to
sell shares denominated in Stronger growth in offset the deteriorating
Chinese currency for the East Asia and South Asia South Korea’s prospects for the more
first time, according to the underpin the region’s open (Malaysia and
economic contraction
Shanghai Daily newspaper . improved prospects, as Thailand) and smaller
A listing on a Chinese a result of firm action (Brunei, Darussalam and
has been shallower
stock exchange could by many governments Cambodia) economies in
help foreign companies by and central banks, the than expected on the the subregion.
allowing them to tap China’s relatively healthy state In addition,
of financial systems prior back of effective fiscal projections for
huge pool of savings and by
to the global crisis and Central Asia are much
raising their public profile.
stimulus measures.
the rapid turnaround in bleaker due to lower
Shanghai is the world’s best-
the region’s larger, less commodity prices, a
performing stock market
export-dependent economies. However, there deeper downturn in the Russian Federation (the
this year, with its benchmark
are notable divergences in the outlook across subregion’s main trade and financial partner),
index up nearly 90 per cent.
subregions and across economies, the report noted. and weaker capital inflows, investments and
In the People’s Republic of China, aggressive remittances. Growth is forecast to slow to 0.5 per
monetary easing and the massive fiscal stimulus cent this year, compared to the March forecast of
package rolled out by the Government bolstered 3.9 per cent. Kazakhstan’s economy is expected to
the region’s largest economy, which is now shrink to -1.0 per cent in 2009, as it grapples with a
expected to grow by 8.2 per cent in 2009 and 8.9 fallout from a banking crisis and lower oil prices.
per cent in 2010, up from the March forecast of 7 To develop more resilient economies,
per cent and 8 per cent, respectively. Also, in East developing Asia should broaden the scope
Asia, a shallower contraction in the Republic of and structure of its openness, according to the
Korea is expected on the back of effective fiscal ADO. Reducing its vulnerability to external
stimulus measures. However, the economies of shocks requires policy makers to tackle the
Hong Kong, China, and Taipei, China, are likely to geographically unbalanced structure of its trade,
shrink more sharply on account of the severe drop capital flows and movement of workers.
the MArket | OCTOBER/nOVEMBER 2009
007
OECD forecasts upturn for
Brazil and Mexico
According to latest forecasts exports and domestic demand Promoting the internationalisation
from the OECd, Brazil contracted in the wake of the of Irish companies – know-how on
appears to be on the path to crisis. The outbreak of swine the business of exporting, and
recovery. Following further flu and continued troubles for winning sales overseas.
deceleration in the first quarter auto manufacturers are likely
of 2009, activity now appears to have contributed further to
*Interviews with experienced exporters
to be rebounding. Industrial the downturn. growth is set to
*Overseas market opportunities, by sector
production is expanding, in part pick up during the second half
due to previous destocking, of 2009 and accelerate further *Legal briefings and trade regulations
especially in the sectors that through 2010, reaching quarterly *Analysis and advice
have benefitted from government growth rates of above 4 per cent *Enterprise Ireland’s support programmes
support, including the motor in annualised terms. However, *Events
industry. In addition, retail sales inflation has remained relatively
have been particularly resilient. high, despite the sharp drop in Subscribe to The Market for one year €54
domestic demand is poised to demand, and this has limited the plus vat (€61.29) for 6 issues.
gather strength in the second scope for monetary easing.
half of 2009 on the heels of Overall, Latin America’s total Subscribe online www.the-market.ie
ongoing policy easing, stimulating exports fell by 30.9 per cent Contact us on 01.727.2954 or email
real gdP growth of 4 per cent in the first half of 2009, while [email protected]
in 2010, up from -0.8 per cent in imports decline by 29.1 per cent,
2009. according to the Un Economic
Likewise, the outlook is Commission for Latin America
somewhat positive for Mexico. and the Caribbean (ECLAC). It
The country entered recession estimates that trade will pick up
in late 2008, and growth had in the second half, resulting in
turned highly negative by the an overall decline of 13 per cent
first quarter of 2009, as both this year.
US$12 billion Gulf rail project mooted
following the launch of the Dubai Metro, attention is turning
to various rail projects across the Gulf with a possible pan-Gulf
network to connect the major cities of the region, according to
reports from Gulf News. Last year, GCC transport ministers approved
a feasibility study for the US$12 billion GCC railway. Projects are
already on-track in Dubai, Oman, Qatar and Bahrain, with even more
ambitious plans being hatched in Saudi Arabia. When individual
projects are completed, the governments will work towards
connecting the numerous rail systems to complete the network
throughout the region, according to Gulf News. This network would
include one rail line of 1,970 km, connecting all GCC countries
and Qatar via a bridge. The second line, of 1,984 km, would stretch
between Kuwait, Saudi Arabia, the UAE and end in Oman.
OCTOBER/nOVEMBER 2009 | the MArket
008 noticeboard Company deals
zenith skypaq signs
east meets wexford:
technologies €2.25m finnair
clearstream ups its
wins automation
contract
profile in china
contract for
singapore skypaq, a specialist
enniscorthy-headquartered medical device developer consultancy and software
pharma plant
ClearStream Technologies has received notification that three group involved in designing and
key products (ReeKross, Bantam & LitePAC) within its peripheral implementing process solutions
vascular range have received registration in China. for the aviation industry, has
“We see China as a critical market for ClearStream – the signed a contract worth over
demographics, disease profiling and medical device pricing €2.25m with Finnair. Under the
all combine to make it central to our growth strategy. The terms of the contract, Skypaq will
ClearStream range of peripheral vascular devices – proven provide a completely integrated
so useful in treating ‘critical limb ischaemia’ which is linked maintenance and operational
to diabetes – indicates a huge potential in a market that solution for the entire Finnair
identifies up to 60 million diabetic patients” commented fleet of Airbus, Boeing and
Andy Jones, CEO. Embraer aircraft, bringing
ClearStream has exported to China since 2005; however, significant cost reduction and
one of the major barriers to the market is the length and operational efficiencies to the
complexity of the regulatory procedures – it can take up to Finnish carrier.
two years (and more in some cases) to gain a full product Skypaq, headquartered in
cork company registration with the SFDA (Chinese Regulatory Authority). Mullingar, Co. Westmeath, has
Zenith Technologies has won Having cleared this hurdle and with the three new peripheral designed and developed all of
a significant contract to supply vascular products registered after 23 months, ClearStream is now the software solutions within
turnkey automation solutions for upping its profile. Ireland and wholly
Alcon’s new manufacturing plant “Talking with our owns all IP rights.
in Tuas, Singapore. distributor Shanghai Micro Skypaq solutions
Established in 1998, Zenith Medical, we decided that enable clients to
is headquartered in Cork and we needed to organise a significantly reduce
employs over 300 people through suitably high-profile event operational costs
its offices in Ireland, UK, USA, in order to bring attention while at the same time
Europe, Singapore and India. to the availability of these providing management
Alcon Inc. is the world’s products – both to leading with timely and
leading eye care company, with clinicians and senior accurate data through
sales of approximately $6.3 procurement officials in the an enhanced electronic
billion in 2008. Ministry of Health” said Jonathan Akehurst, Commercial Manager, and paperless work flow process.
Under the new project for ClearStream. According to the company’s
Alcon, Zenith will design, supply, Working with Enterprise Ireland in China, this August, Sales Director, John Corrigan,
test and commission a large ClearStream hosted an Ireland -China Interventional Radiology Skypaq is also involved in
real-time process control system Workshop at the Irish embassy in Beijing, allowing the local contract negotiations with a
using PLC/SCAdA technology, distributor and EI team to invite Director Li, Central Purchasing, number of other large European
allowing for supervisory the Ministry of Health, and leading clinicians in the peripheral and global airlines and is in the
monitoring and automated vascular field –to the meeting, which was also attended by H.E. discussion stage with regard
control of the manufacturing Declan Kelleher, Ireland’s ambassador to China. to partnering with a global
process. According to ClearStream, the launch meeting was the “first solutions provider.
When complete in 2012, the step in the long march” to building new export sales growth and
new plant will be Alcon’s first positioning the company much higher on the Ministry of Health
pharmaceutical manufacturing agenda. “ It created a tremendous opportunity for ClearStream to
facility in Asia. It will produce introduce the newly registered products, demonstrate their efficacy
pharmaceutical products that and differentiate their product positioning compared to other
address serious eye diseases major competitors established in the market. We brought along Dr
and will supply Alcon’s rapidly Ian Kelly from Waterford [Regional Hospital] to talk to his Chinese
growing Asian markets. peers about various patient case-studies using ReeKross and the
rest of the products and have opened the door to explore further
PHOTO: brendAn o’reGAn clinician links with China,” commented Karl Hoffman, Marketing
CEO, ZEnITH TECHnOLOgIES Manager, ClearStream.
the MArket | OCTOBER/nOVEMBER 2009