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

2. 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

3. 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

4. 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

5. Indian population growth

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

7. 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

8. Competition

9. Competition
Michel Rolland

10. Questions?

11. Questions?

12. Questions?