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INTERVELA D.O.O. KOPER-VICTORY SAILMAKERSGROUP MEMBERS Ashutosh Srivastava Ayushi Bhoopendra Tiwari Chandan Kumar Deb Malya Das Deepika Mishra Garima manchanda Gaurav Varshney Gaurav Sarin Gurdeep Singh 11A 12A 13A 14A 15A 16A 17A 18A 19A 20A

-: SAILING : Zvonko Bezic and Zeljko Perovic, both born in 1963, met each other in 1970s when they both started sailing with the GALEB SAILING CLUB in Rijeka, Croatia. Finished Degree in 1980s, Zvonko in Pedagogy and Zeljko in maritime Traffic Engineering. Zvonko started career in Journalist and Zeljko as sailing coach in GALEB. Zeljko here learned how to make the sails for large sailboats and started making sales on their own.The image cannot be displayed. Your computer may not have enough memory to open the image, or the image may have been corrupted. Restart your computer, and then open the file again. If the red x still appears, you may have to delete the image and then insert it again.

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-: THE AFFABLE ESTABLISHMENT OF A COMPANY : A friend from Rijeka persuaded Zvonko to start his own business and offered them a loan of SFR 2,000 and also provided them with business cards and promotional materials. In 1989, the two started manufacturing regatta sails for the youth optimist class. In 1990, the two went into full time sail business, collected information from books & magazines on material used, manufacturing process and other sail manufacturers. They learned about computer aided sail cutting, employed expert from New Zealand and decided to purchase a computer program later in 1990.

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-: STANDSTILL AND NEW START : In 1991 the market for sails shrank in Croatia and Slovania resulting in maintaining some resale business only rather manufacturing sails. They accepted positions of hired sailors in Italy and while making sails in Koper they launched an additional activity - making advertising signs. At the end of 1992, the company moved into larger premises in the marina and modernized their manufacturing process with the purchase of additional new sailing machines.

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-: MARKETING STRATEGY : In 1993 sales increased and company was obtaining customers from Italy, Germany and Austria Competitors -- Olimpic Trieste Ulmer Kolius Lignano Italy North Monfalcone Zadro Trieste Seaway Portorose Slovenia Report-University of Ljubljana, Slovenia, marketing strategy based on competition and current demand, set goal to increase sale by 58% by 1994-1996 along with increase in market share, promotion of the company and its product to potential customers and improvement in internal efficiency and the quality of its products.

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-: SWOT : Strengths - price and quality including the finishing of sails and a two years warranty Weaknesses - marketing communication, standardization, design Opportunities - selling larger series to companies, manufacturing sails for larger yachts Threats - market contraction, poor advertising for sells, essentials technological changes

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-: BUSINESS PLAN : Product - standardization, design improvement, the transfer of improvements from racing sails to other sails, following trend closely, the introduction and improvement of after sale services Price - competitive price with regard to individual customers Place - the extension of the distribution network Promotion - by means of first class sailboat-Gaia Cube in races, personal contacts, the distribution of the promotional materials to sailboats owners and advertising in the Slovenian nautical magazine Val, focused on the promotion of the Victory sail trademark

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-: A DECISION ON THE CUTTER AND THE SITUATION IN 1995 : Sales increase to USD 128,300 Expansion in business and increase in competitors Victory - 90% of total sales (65% alone regatta sails) other 10% (sail repairs, Advertising sign making and manufacture of Canvas Covers, Bags and Trapezes for sailboats) The Purchase of Sailcloth Material Cutter and two software packages (so now owning three total- SMSW, ProSail (both American) and Crain (French) The acquisition of Bankrupt KUTIN SAIL LOFT in 1996

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-: ELAN : Prior to bankruptcy Kutin made sails for ELAN, the biggest producer of sailboats in Slovenia. Poor relationship because of bad quality, ELAN tried to have Rado Pelajic manufacturers sails for small Zeta class sailboats. But after acquisition of Kutin by Intervela, ELAN made contract for Victory sail even at higher price since it was famous for higher quality. This would be some business to fill the gaps in winter time when market is flat Payment difficulties - compensated by Alen 36 sailboat in 1998 and later Alen 333 cruising boat in 2000. ELAN faced bankruptcy in 2000 and sent to Intervela a proposal for writing-off such receivable claims, but Intervela didn't agreed. It remained as supplier to ELAN which contributed 1/4th of total sales to Intervela

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-: PENETRATING THE GLOBAL MARKET WITH FINN CLASS SAIL : Karlo Kuret renowned Croatian sailor asked to make him Sobstadt sail but Intervela decided to develop completely new Victory sail that was great international success b/o Olympic win. Sail for Olympic champion of seven times Mateusz Kusnierewiez of Poland Finn class sail and analysis of University of Zagreb, Croatia helped the company to determine the quality of material and on the appropriateness of a material for the product. Reasons for penetration into Finn class sail market Development of sail Novelty in sail design technology analysis of sail quality

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-: EUROPE CLASS : Penetration into European Dinghy class market At the 2000 Olympic female representative of USA, Poland, Italy, Belarus raced with Victory sail At the Olympic in Sydney 18 of 25 sailor in Finn class used Victory sail, now being sold all over the world

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-: THE OPTIMIST CLASS : In 2001 Intervela started developing a sail for the optimist youth Dinghy and employed Karel Kuret, a top sailors among Croatian sailors who helped them the development of sale The company entered into the agreement with Sime Fantella, the 2000 world champion and with his father who was also his coach so that they can check their sale during the preparation Intervela enjoyed 50% of the market share in 2001 Olympic and set the goal of having 50% market share in Croatian market

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-: CLASS 470 : Another goal was to make it to the top in the 470 Olympic class, so developed sails in cooperation with the coach of Russias female sailors. In Slovenia they started to cooperate with the Olympian Vesna Dekleva and in Croatia with Bulaja who had participated in Sydney Olympic

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-: SAILS FOR CRUISING AND RACING YACHTS : As new market opportunity and also evaluated rivals products and how they were producing At the end of 20th century independent computer aided development and design for sails became important

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-: PROMOTION AND MARKETING IN 2000 AND 2001 : At the beginning it was only word of mouth but in 2000 and 2001 participated in nautical fairs in Slovenia and Croatia. Advertised in specialized nautical journals such as VAL and NAVTIKA in Slovenia and MORE in Croatia. Promoted in international sailing class, newspaper article Designed website in 1998, made sail covers and packaging uniform They enlarged the victory logo and decided on red-white combination of brand and background Company also created a clear identity for Victory brand by using special material. Lectures and presentation in sailing clubs and during sailing races Organizing training camps with Karel Kuret

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-: VISIT TO THE USA IN AUTUMN : Visit to sailcloth material factories on the East coast of USA Visit to Bainbridge International, biggest sailcloth producer in the world

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-: STAFF OUTSOURCING AND REORGANIZATION : Outsourcing in manufacturing of bags and reinforcement, to supplier in Koper, subcontract was given to two sewing machines. Plotter operator Improving production standard and organizational work-shop

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-: INTERNATIONAL PRODUCTION : Workshop in Rijeka for Croatian market, and also produced optimist sail Georgia as international business center because sales staff with 50% of the pay subsidized internet services at minimum rates assistance in getting loans and other form of financing Lower rent for business premises

In 2001 company purchased a local Italian company who provided machines and worker

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-: OTHER P