Taking advantage of close links | UK Ireland Trade

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Wednesday, April 4, 2012

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UK Ireland Trade | Brian O'Connell

http://www.irishtimes.com/business/uk-ireland-trade/taking-advantage-of-close-links.... 04/04/2012

Taking advantage of close links | UK Ireland Trade

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Taking advantage of close links

Business between the UK and Ireland has become easier with lower costs and better logistics, but there are many ways that companies can increase their business opportunities abroad

Freight plans: There are lots of options around transport logistics and companies are always looking at ways of maximising their efficiencies IT USED TO be that working between Ireland and the UK was a costly business. Currency variations made life difficult financially, while the costs and logistics of travel were both restrictive and uncompetitive. But in the past two decades, working between the Irish and the UK market has never been easier, with a range of transport options now available at competitive prices and much support and assistance on hand for companies wishing to gain a foothold in either country. Gone are the days when personal or freight travel made trading with the UK unfeasible. The growth of companies such as Ryanair and CityJet, as well as the expansion of Bus ireann, Irish Ferries and other private operators, has ensured that businesses now have a wider range of options when commuting between Ireland and the UK or moving their goods from one country to the other. Cheap air fares mean daily or weekly commutes are cost-effective, with one-way fares for as little as 30 including taxes. Ryanair estimates that the number of weekly or frequent commuters between Dublin and London has risen by 11 per cent in the past 12 months alone, and points to these figures as growing signs that more and more Irish businesses are looking to the UK market to do business. Giles ONeill, Enterprise Irelands regional director for both the UK and Europe, says that the type of physical presence a company may need in the UK very much depends on the level of their business. If it is an office you need, is it virtual or permanent? Do you just need a UK address with a phone number, or do you need a warehouse? In Enterprise Ireland we can help with any level of virtual or direct office space. You should be able to get a desk and access to a phone and computer for about 250 a month. For longer-term office space, the price ranges from 20 to 70 (23 to 79) per square foot, depending on where in the UK you are looking to locate. Generally, the south-east will be more expensive than other parts. But Enterprise Ireland does have clients with spare office space who may be willing to share their office with a noncompeting business, while the agency can also provide meeting rooms in London. The estimated weekly two-way trade between the UK and Ireland is about 1 billion, so there are thousands of freight trucks travelling each way on a weekly basis. The options depend on whether businesses are shipping high-value items, which can be easily packaged, or other types of goods. Freight costs depend hugely on whether you just want to get a load of goods back from the UK, or if you are paying for a driver both ways. Having one or the other option can often double the cost, says ONeill. There are lots of options around transport logistics and companies are always looking at ways of maximising their efficiencies. Enterprise Ireland is able to put people in touch with the right sort of solutions. ONeill says that while both markets are very similar, there are cultural differences in doing business in the UK that companies should be aware of.

http://www.irishtimes.com/business/uk-ireland-trade/taking-advantage-of-close-links.... 04/04/2012

Taking advantage of close links | UK Ireland Trade

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A mistake I think people often make is that they think business is done exactly the same way in the UK as in Ireland. One difference is if you have an appointment in the UK at whatever time, it is important you are there at that exact time. In Ireland, were getting much better at this, but companies should be aware there is no room for thinking it is okay to be 10 minutes late. You need to present as professional an image as possible. The vast majority get that immediately and respond accordingly. One company which has headquarters in Dublin but a large base in London, is CityJet, which has been expanding its operation since its foundation in 1993. The company works hard to maintain cultural contacts with both countries and it partners with the Irish International Business Network in London while staff attend many other networking events. It serves as a good example of how companies should build up contacts outside their strict business model in an effort to gain greater access into other markets. CityJet, for example, maintain links with Irish sports teams, in both Ireland and the UK, including Leinster rugby, London Irish rugby, and the GAA, and create charters for the teams. This weekend, CityJet will be carrying the Leinster rugby team to Cardiff for the Heineken Cup final, as well as two return flights for the event on the day of the match. CityJet chief executive Christine Ourmires also takes time to meet with many of the Irish officials across the board in Dublin. Our Dublin-London City route is one of our strongest routes, with six daily return flights, and this is strongly based on our outreach and ties to the business communities in both Ireland and the Irish community in London, says Ourmires. Each year we carry 180,000 passengers on this route, so maintaining these ties to our community is incredibly important. With London hosting the Olympics next summer, there is a renewed focus and drive from many Irish companies and agencies aiming to build on existing links with the UK market and forge new ones. Peter Byrne, acting chief executive of British Irish Chamber of Commerce (britishirishchamber.ie), says many of his members are keenly aware of the possibilities that exist, across many sectors from construction to tourism. He also underlines the fact that both markets, while similar, do differ from one another. When considering trade in the UK market, its important to realise that just because youre familiar with a country, doesnt mean you are familiar with business, taxation and employment law in that country. My advice would be to be aware there are some differences. There are state agencies who are really good on both sides in helping businesses navigate these differences. ADVERTISEMENT

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