Old tradition in an emerging market Sula Vineyards Old tradition in an emerging market

History and facts Samant: silicon valley engineer Started with 300 acres in 1999 1,800 acres now planted 75% of India’s wine production 35% of the Indian wine market Approx 300,000 cases 2 winery facilities + custom crush 35 other wineries followed Cabernet Sauvignon, Syrah, Zinfandel, Merlot, Viognier and Riesling. #1 Indian brand, consumer perception and sales

Timmons model of entrepreneurship Opportunity: India fastest growing market Proximity to Mumbai Team: Samant Kerry Damskey – CA winemaker Distributors Resources: 30 acre family farm Cool climate, no monsoons Financing: friends, family, father’s bank

SWOt Analysis Strengths Weaknesses Opportunities Threats Family farm (300 A) Winemaking novice Close to Mumbai (112 miles, 12M people) Inexpensive French wine Good climate for wine grapes Capital Fast growing middle class and wine consumption No reputation for Indian wines Open winery to all Winery capacity Limited competition India is not traditionally a wine consuming culture Entrepreneurial spirit State control of alcohol/importation duties

Indian population growth

Business strategy Partner with international winemaking consultants to produce excellent Indian wines for the rapidly expanding Indian wine market.

Customer segmentation Original customers Wealthy Indians, tourists, expats Now targeting more general population Emerging middle class But still not seeing growth in customers like China

Competition

Competition Michel Rolland

Questions?

Questions?

Questions?