There are more than 150,000 online retail businesses in the UK, with

a total market value of €78bn (IMRG). This results in a highly competitive market for vendors, and the need to establish credibility and differentiation is strong.

The Retailer Ready Programme has been designed by the New Market Entrants Team in Enterprise Ireland’s UK office in association with Conduit Consultancy to provide support for Irish retail technology suppliers to ensure they are as prepared as possible in advance of tackling the highly competitive UK retail sector. The New Market Entrants Team works with Irish companies that are new to exporting and has experience in guiding companies in their early stages to ensure a sustainable strategy as they enter the UK market. “Our role in the Market Entrants Team is about matching client capability to market opportunity. It is no secret that the UK eCommerce scene is booming; we want Irish companies to take advantage of this”, says Enterprise Ireland’s Allyson Stephen.

“The origins of the Retailer Ready Programme stem from the recognition that although the UK retail market is one of the most vibrant in the world and offers great opportunity to Irish retail technology companies, it is also one of the most competitive markets”, said Fergal O’Mullane of Conduit Consultancy. “We wanted to provide an incubator environment for a select number of Irish companies, who would be supported by an expert panel through the programme. Our hope is that they will provide an example for other companies to follow and increase the profile of the Irish retail tech cluster in the UK”.

Six Enterprise Ireland client companies (Actus Mobile Solutions, Worldnet TPS, Von Bismark, Touchpoint Interactive Media, Newsletter.ie and Zapa Technology) are currently receiving expert mentoring and support by a Retail Panel that includes representatives from the Dune Group, TK Maxx and global provider of multi-channel commerce solutions Venda. Will Byrne, CEO of online payment solutions provider Worldnet TPS, is enthusiastic about their participation. “As a small company, you can find it difficult to get access to retailers on a large scale. The programme offers us the opportunity to get feedback as to what exactly they are looking for. Enterprise Ireland is helping to give Irish companies that sense of credibility and lift brand awareness”.

The panel was assembled to represent a cross section of the retail technology sector, including leading retailers, solution providers and industry specialists. Eva Hoff, co-founder of Skywire, the Luxury and Lifestyle brand interactive agency, is excited to feature on the panel. “The UK online retail space is one of the biggest and most competitive in the world. I believe that Enterprise Ireland’s Retailer Ready Programme will offer participants unique insights, selling skills and access to this market place. Being involved in this important initiative and sharing the knowledge I have is a great honour.”

The perfect pitch will be delivered by the six participants to an audience including the Retail Panel in East Point at the end of November. For more information on the programme, contact Allyson Stephen or Aislinn Mahon in Enterprise Ireland’s London office. And keep up to date at www.retailer-solutions.com.

six irish companies are currently receiving expert mentoring and support by a retail panel that includes representatives from the dune group, tk maxx and Venda. aislinn mahon reports from london on enterprise ireland’s retail ready programme.

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WINTER 2012 | the market

Selling to UK Retailers