PART IX BUSINESS TRAVEL Introduction There is a solid sales potential for U.S. goods and services in Ireland. However, it is a highly competitive and developed market, and the U.S. exporter must keep certain factors in mind to achieve maximum success. Business Courtesy Given the close business, political and cultural relations between Ireland and the United States, there are substantial opportunities for U.S. firms in Ireland. However, the principles of customary business courtesy, especially replying promptly to requests for price quotations and to orders, are a prerequisite for exporting success. In general, Irish business executives are less formal than their European counterparts and the use of first names at an early stage of a business relationship is acceptable. Friendship and mutual trust are highly valued and once an American has earned this trust a productive working relationship can usually be expected. Given Ireland's high level of international trade, Irish firms have a strong and increasing expertise in international business. Being a developed economy, Irish buyers appreciate quality and service and are willing to pay extra if they are convinced of a product's overall superiority. Care must be taken to ensure that delivery dates will be closely maintained and that after- sales service will be promptly honored. Irish buyers are concerned that after placing an order with an American supplier, the delivery date will not be honored. While there are numerous factors that may interfere with prompt shipment, the U.S. exporter must allow for additional shipping time and keep in close contact with the buyer. Meeting delivery schedules is of prime importance. It is much better to quote a later delivery date that can be guaranteed than an earlier one that is not completely certain. Since Irish wholesalers and retailers generally do a lower volume of business than their American counterparts, the U.S. exporter should be prepared to sell smaller lots than is the custom in the United States. U.S. distributors should maintain close liaison with distributors and customers to exchange information and ideas. In most instances, mail, fax, or telephone communications is sufficient, but the understanding developed through periodic personal visits is the best way to keep distributors appraised of new developments and to resolve problems quickly. Prompt acknowledgement of correspondence by air mail or fax is recommended. Furthermore, U.S. exporters should seriously consider warehousing in Ireland for speedy supply and service of customers. A vigorous and sustained promotion is often needed to launch products because of buying habits. Products must be adapted to both technical requirements and to consumer preferences. It is not sufficient to merely label a product in conformity to national requirements for the development of the full market potential. Consumers must also be attracted to the product by the label and packaging as well as ease of use. Travel Information (A) Passport and Visas Every U.S. traveler must have a valid passport. No visa is required of U.S. citizens visiting Ireland for less than 3 months, but one is required for longer periods. An American citizen entering Ireland for permanent residence must register with the Aliens Office of the Department of Justice as soon as possible after entering the country. U.S. citizens planning to work in the country must first obtain a work permit from the Department of Enterprise and Employment. The permit is presented to immigration upon arrival. Such permits must be obtained by the employer and are usually granted only for specialized work. Management and skilled workers have no difficulty in obtaining the required work permits, which are renewable every 12 months. (B) Currency The basic monetary unit is the Irish Pound (IR ) also known as the Punt. The pound comes in paper currency of 5, 10, 20, 50 and 100 notes. The pound is subdivided into units of 100 pence. Coins are issued in 1, 2, 5, 10, 20, and 50 pence and 1 pound units. The Irish Pound operates as a floating currency within the European Monetary System. Its value changes with respect to the U.S. dollar. Check the financial section of the daily newspaper for the current exchange rate. The average exchange rates for recent years are 1989: $1.42, 1990: $1.66, 1991: $1.61, 1992: $1.71, 1993: $1.47. U.S. credit cards are usually accepted with proper identification such as a passport. Travelers checks are usually accepted but visitors should inquire on the policy of the bank, hotel, or store before seeking to cash a personal check. (C) European Dates and Numbers In Ireland, as in the rest of Europe, dates are usually written in the sequence of day, month, and year. As an example, the date March 17, 1994 is usually found in written correspondence as 17 March 1994 or 17.3.1994. For currency or other numerical quantities, use commas to markoff the thousands position and a decimal point (period) to denote decimal amounts -- the same practice as followed in the United States; for example IR 1,234,456.78. (D) Other Useful Information Through the ease of telecommunications, international calls are frequently the best method of arranging appointments and maintaining solid commercial relations. The time zone for Ireland is Greenwich Mean Time (GMT) or 5 hours ahead of the U.S. Eastern Standard Time (EST + 5 hours). Fax machines have increased the speed and ease of international communications and should be used to maintain strong business ties. Medical services are excellent at major hospitals and compare with those in the United States. Common medical needs are readily obtained, and special supplies are normally available on short notice. An international certificate of vaccination is not required for travelers from the United States. Drinking water is excellent, most pharmaceuticals are available, and sanitation is at American standards. Rental automobiles are available at numerous locations, but rates are usually more expensive than in the U.S. An international or state driving license is acceptable. Traffic moves on the left-hand side of the road and it may take the American visitor some time to adjust to this. Tipping is as appropriate in Ireland as it is in the United States. Generally, for cabdrivers and waiters, 15 percent is the norm. Porters and bellhops receive 50 pence per piece of luggage. The electric current in Ireland is alternating current, 50 cycle, 220 volts. American appliances, such as electric shavers or hair dryers, do not work and will be damaged if used without a converter. Because of the moderating influence of the Gulf Stream, medium to heavyweight clothes may be worn most of the year. Wool jackets and hats are ideal. Rainwear and sturdy walking shoes should also be included in the wardrobe since there is occasional light rain ("liquid sunshine") and many "soft" days. Business Hours and Holidays A 39-hour, 5-day workweek is the norm for offices and factories. For offices, the customary working hours are 9:00 a.m. to 5:30 p.m. with lunch from 1:00 p.m. to 2:00 p.m.; banking hours are from 10:00 to 4:00 p.m. with banks having various evening hours posted. Most retail stores are open from 9:00 a.m. to 6:00 p.m., Monday through Saturday, although some have later hours to permit evening shopping. Because of vacations in July and August, many Irish business executives may not be available except by appointment. Most businesses also close from December 24 through January 2 during the Christmas festive period. Conservative business attire is recommended at all times. Suits, rather than blazers and slacks, are the norm. Business appointments are also required and visitors are expected to be punctual. The following are the official statutory holidays when most commercial offices are closed. Certain other days are celebrated as holidays within local jurisdictions. American holidays are observed by the U.S. Embassy and should be considered when telephoning the U.S. & Foreign Commercial staff (USFCS-Dublin) there. New Year's Day January 1 Saint Patrick's Day March 17 Easter Monday Variable (April 16, 1995) May Holiday First Monday in May June Holiday First Monday in June August Holiday First Monday in August October Holiday First Monday in October Christmas Day December 25 Saint Stephen's Day December 26 If New Year's Day, Saint Patrick's Day, Christmas Day, or Saint Stephen's Day fall on a weekend, the following Monday is a public holiday. Business Infrastructure (A) Telecommunications An investment of over 1.5 billion in the early 1980's has provided Ireland with a sophisticated digital telecommunications system (the second most modern in Europe) which includes a direct dialing telephone service connecting every part of Ireland with over 90 percent of the rest of the world. There are about one million telephone lines on the public network and the current level of digitalization is 70 percent. Telecom Eireann (TE), Ireland's telecommunications utility, offers a wide range of business services including point-to-multipoint data transmission, computer-to-computer file transfer networking, fax, telex, and video communications. U.S. calling cards such as MCI, AT&T, and Sprint may be used locally for making international calls. Both MCI and AT&T have local offices which can assist the U.S. visitor. (B) Transportation Ireland has four international airports (Dublin, Shannon, Cork, and Knock). In October 1993, the bilateral Air Transport Agreement between the U.S. and Ireland was amended to effectively end the mandatory transatlantic stopover at Shannon Airport. Both Irish and U.S. carriers can now operate both scheduled and charter air services directly to and from Dublin and to and from the U.S., provided they match these services on a one-for one basis with direct Shannon flights on a yearly average basis. Ireland also has six regional airports served by small aircraft and helicopters. These airports play an important role in meeting the tourism and transport needs of the regions. While Ireland has more paved road on a per capita basis than any other country in the EU, it lacks an efficient network of highways. Ninety six percent of all inland passenger transport and over 90 percent of inland freight transport is conveyed by road. The balance is carried by rail. A 3,000 kilometer rail system provides passenger and freight services to most cities and main towns, including those in Northern Ireland. EU structural funds will focus on developing a modern motorway network. (C) Accommodation Ireland has a wide range of accommodations from world class hotels to the more individualized and economical bed and breakfast (B&B) guesthouses. In view of the large number of visitors going to Ireland, business travelers are advised to make their hotel reservations well in advance, especially during the summer months in order to assure the needed accommodations. (D) Commercial Language There are two official languages in Ireland -- Irish and English. While English is used predominantly, the Irish language (Gaelic) is also used in the western part of the country. Language barriers pose no problems. While English is normally used in business contracts and correspondence, some expressions and terms may have different meanings from those in the United States. To assure complete understanding, it is well to define unfamiliar terms. Reference to INCOTERMS, the international set of rules for commercial terms, helps to reduce possible misunderstandings.