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SFA
National
Small
Business
Awards
2019
Small Firms Association, 84-86 Lower Baggot Street, Dublin 2. Tel: 01 605 1500; Email: info@sfa.ie; Web: www.sfa.ie #SFAAwards2019
SPONSORS PARTNERS
CONTENTS
Introduction from Sven Spollen-Behrens, SFA director 4
Comment from the chair
Paul Healy, chief executive, Skillnet Ireland 4
INSIGHTS
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
excellence amongst small firms. It is
Gillian Willis, small business manager, Bord Bia 9
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
MANUFACTURING to be created by small businesses
in 2019. These companies will also
350 companies at a networking event
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
small businesses. Innovation will
Permanent TSB, One4All, Enterprise
Ireland, IE Domain Registry, Skillnet
Taking the environment into account 25
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
SPONSORS PARTNERS
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
I
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
total 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
and increasing business costs are the
member companies 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
opportunity for their business in the and we estimate for the introduction and implementation
of a national Small Business Strategy
perseverance, success is possible.
I want to congratulate all the finalists
coming year.
However, small business owners’ that together small for Ireland. This initiative is calling on
government to target the development of
today. Regardless of the outcome this
evening, you are all winners and deserve
intention to invest in their businesses
declined over recent months. In the
businesses will small business across all regions with just
as much energy and strategic focus as it
every success; the quality and standard of
all finalists is really second to none.
run-up to Brexit it is to be expected
that small firms will be more cautious
create 25,500 jobs has put on attracting FDI from the 1950s
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
in readying
C
reating a culture of up-skilling dedicated to the promotion and
and lifelong learning is an
important part of the solution
facilitation of workforce learning in
Ireland. We believe that maintaining a
themselves for
to stagnating productivity
within small firms. Responsible for 70%
highly skilled workforce is essential to our
national competitiveness. Our business is
the changes and
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
remain competitive.
Ireland is that it is a bottom-up, industry-
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
D
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
individuals 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
H
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
design, 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
Ready for research
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
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
last November reduces the cost and uncertainty designed automation systems and
installed customised automation systems
Lacy. “This means we can pass a saving of
about 20% on to our customers compared
of research, development and innovation activities for many of the top manufacturing
companies in Ireland, including
to our competition in Europe.”
Despite the ongoing issue of Brexit,
for companies Glaxosmythkline, Boston Scientific, Horan Automation and Consulting is
F
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
that brings all of the elements
involved in the research, development
the RD&I process,” explains Byrne.
“We have developed clear metrics for
“Often our can be as long as two years, which in itself
proves challenging. Brexit is elongating
and innovation (RD&I) value stream
together in one place.
companies to guide them along the
research and innovation journey. This
customers either an already challenging timeline,” notes
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.
“Senior managers tasked with steering
The six people currently employed by
GB Innovation all have a wealth of RD&I industry, or they It has already met potential clients in
the UK, Poland, the Czech Republic and
research and development projects
quickly find they lack clear metrics,
expertise and commercial acumen.
Byrne plans to double the team within
cannot meet speed Saudi Arabia. Lacy is optimistic about
where this will lead: “We really pride
outputs or key performance indicators,”
he explains. “This is because research
14 months. He also wants the company
to become an Enterprise Ireland client
and accuracy of ourselves on our customer service and
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
insight into the complexities of RD&I.
complete solution that
GB Innovation started out by providing captures all activities
a service to companies to support them
in the management of their research and
and projects 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
P
Rachel and John Murphy, co-founders, NP Liquid Glass Systems
R
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 Austria has given the team at Pop “A key area for improvement was how
cottage, 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
also a demand for protection of other
“We now provide who look after events on a part-time basis.
“Our team are predominately runners.
equestrian and open water swimming.”
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
coatings for stone and brick. The variety options, from director as well as the individual athletes,”
says Brian. “We may be a small company, – every race
of our work means we are working on
different projects every day and with
fabrics and carpets but we’re making a big impact.”
In the past few months, the brothers organiser and every
different clients all year round,” she says.
The flexibility and range of NP Liquid
to anti-graffiti and decided to completely revisit the
company’s business model to ensure it is
participant, making
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
W
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
20 years’ experience in Alvotech, a biopharmaceutical company
Michael Sweeney, director, SME Sales calibration services across sectors such in Reykjavik, Iceland. More recently,
T
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
in 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
own location. “It has been a tremendous
wish from their phone or PC.
Also stored on the customer portal are
growth and expansion of our business, we
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
for new and innovative products and
the calibrations give Trefoil Controls a
reputation of quality in the market.
process improvements, which will create
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
A
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
artisan, 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
are important contributors to the fairs, market visits, packaging design and
in-store tastings.
an increasing desire for age-targeted
solutions for consumers.
sustainability and future prosperity of the Bord Bia introduced the Step Change
Programme (SCP) in 2015 as an additional
“These trends should be taken into
consideration by small businesses when
Irish economy. They underpin the wider fund to support companies with turnover
greater than €100,000 and less than
working on new product development,”
says Willis.
local community and the image of Ireland €10m in the year prior to application.
Finally, small businesses have the
Irish food and drinks businesses can
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 info@bordbia.ie. 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
W
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.”
across 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.
Room with a view
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
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
T
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
old 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
View Hotel is also famous for its sizzling
who are interested in trying different
whiskeys,” says Beggs. “They can pick a “We work with some of Ireland’s
prawns and spring rolls, which have been
handmade on-site for the past 19 years.
whiskey or gin and enjoy it in front of the
fire in a nice lounge or go to our outdoor biggest companies such as Google,
Butterly was originally a tomato grower
and farmer and he and his wife Annie
log cabin and smoke cigars.”
Despite making a massive investment to
Facebook and Amazon, which want
Beggs were involved in the nightclub and
cocktail bar scene in the area. In 2000,
expand the business right in the middle
of the economic downturn, Airport View
something different for their private
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.
“We retain our staff because we work
“Our food
directly with them on a daily basis. I have
been doing breakfasts for the past 19
philosophy has
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
full range from Midleton, Jameson and
and farmers”
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/AWARDSFOOD 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
I
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
across 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
Cut to the chase
he launched what ended raw materials to our manufacturing
up being Ireland’s most and how we treat our employees,”
successful crowdfunding Blan says Martin. “This focus on
N in c o
campaign at the time. He shor o is also sustainability definitely gives
then brought together a Manu t l i ste us competitive advantage.”
factu d in the
team and found a home
for the Blanco Niño Expo
r
ring
a n
The next step for Blanco
Niňo is a plan to bring real Fenit Fruit & Veg has tapped into the scarcity of
Year ter of th d
tortilleria in Conmel, Co
Tipperary. The company
cate
gorie
e corn tortillas chips into
European homes. To this end
commi chefs and the time pressures of chefs by
s
now has a staff of 14
and is working with chefs
Martin returned to Mexico to
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
F
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 business 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
representation of Mexican food and
even butcher shops.
“We have developed a reputation for a reputation for
culture. We hope to launch our chips
this summer following a crowdfunding
working with chefs to develop bespoke,
hand-cut products tailored to their
working with
campaign.” specific requirements. In effect we are
their commis chefs, using our expertise
chefs to develop
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 requirements”
we come in.”
farmers who Fenit Fruit & Veg currently offers
use sustainable, close to 300 different cuts for fruit and
vegetables, mostly made with hand Fenit Fruit & Veg is currently
traditional guillotines. It also contracted an engineer
to design and make specialist equipment
embarking on its expansion into retail.
Already selling a 1kg bag of peeled
practices, vertically for the company, which employs 30
people. The 7,000 sq ft facility Fenit Fruit
potatoes in SuperValus in Co Kerry, it
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,
Philip Martin, CEO, Blanco Nino producer to retailer” heart-shaped cuts for Valentine’s Day and
shamrocks for St Patrick’s Day. Orders
try to supply West Munster in 2020 and
work from there,” says Parker.
www.blanco-nino.com www.fenitveg.ie
WWW.SFA.IE/AWARDS SFA NATIONAL SMALL BUSINESS AWARDS | 11FOOD 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
I
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
opened 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
Fully baked
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
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
with a long shelf life was a strategic decision that has The original Revive Active range was
designed for people over 35. “We had kids
products.”
paid dividends for The Foods of Athenry and older people covered, so the next
“The vitamin,
W
step was to cater specifically for people
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
income in 1999 has turned
in ‘free from’. So, we decided to become
specialists in this area.”
and caffeine.” Director of research and
development Daniel Jones got on the case supplement market
into a thriving gluten-free and ‘free-from’
bakery business employing 26 people
The Foods of Athenry gluten-free, dairy-
free and/or vegan range is now made
and the result was Zest Active, which was
launched in February this year. “Our first
is set to be worth
in rural Galway for Paul and Siobhán
Lawless.
up of 30 different individual products,
including mince pies, cookies, crackers,
batch sold out,” says O’Connor.
In terms of product promotion, Roz
about US$30bn in
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
clear the bakery had the potential to
towards people who watch what they eat.
Each one is only 18 calories. Four extra
range to her 255,000 Instagram followers.
Irish rugby player James Ryan is also an opportunity for
make more money than the farm and
the couple went about phasing out the
flavours were added to the range last year
– orange, raspberry, cinnamon and chilli
ambassador.
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
now sells into 12 countries outside of
“With huge growth
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
couple to close down for nine months,
diet, we are well
and when they were ready to trade
again the landscape had completely
placed to support
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/AWARDSYou can also read
