- 1. EXPORT PLAN Rado Gegia, Niraj Patel, Maarten Sleegers,
MattiaTemporin ,Christine Peng
2. INTRODUCTION 3. INTRODUCTION Your company: Waziani Limited
Private Limited company Local ofce:Wroclaw, Poland Company address:
ulica Grunwaldzka 30 resources: exclusive source from Georgia
development plans: promotion of Manavis Mtsvane and afterwards
introduce other quality Georgian wines. organisation & staff
Waziani Limited Export & Import: Rado Gegia Legal Affairs:
Mattia Temporin Market and communication: Maarten Sleegers
Accounting: Christine Peng Logistic: Niraj Patel 4. PRODUCT 5.
PRODUCT: MANAVIS MTSVANE (!"#"$%& !'$"#()) Natural white dry ne
grape wine Light-straw to straw with greenish tint Intensely fruity
with notes of citruses and golden reections. 10.5-12.5 % alcohol,
5.5-7.0 g/l titrated acidity. One of the most popular white wines
in whole the Caucasus and Post-Soviet world. Exceptional drink for
special events, but also as an everyday celebration. 6. PRODUCT
LEVEL Core Benet: Pleasure of drinking Generic Product: Green grape
juice Expected Product: lovely fragrance and alcoholic beverage
Augmented Product: Delivery to customers address ! Potential
Product: ! True green wine with 38% alcohol 7. INTERNATIONAL
MODIFICATION Emphasising the positive health fact, similar to those
of red wine 8. FOREIGN MARKET 9. PEST ANALYSIS
Poli%cal(environment:! High!government! stability!
High!law!stability!! Custom!stability!! Becomes!increasingly!a!
mul8cultural!society! Limited!trade!restric8ons! Social1cultural(
environment:! Germanys!popula8on!is!ageing!
German!wine!consumers!are! older!and!more!involved!in!wine!
Germans!are!willing!to!pay! more!for!their!wine!than!in!the! past!
It!is!a!real!trend!in!Germany!to! try!out!new!food!and!drinks!
Economic(environment:! Fourth!biggest!wine!market!in! the!world!
Biggest!wine!importer!by! volume! 3rd!biggest!importer!by!value!
and!annual!growth!of!8!percent! German!economy!is!the!
strongest!in!Europe!and!GDP!is! expected!to!grow!
Technological(environment:! Wine!is!purchased!in!supermarkets,!
wine!shope!(vinotheks),!wine! retailers!and!online!
Wines!sold!online!are!more!famous! and!established!brands,!smaller!
upper!segment!wine!is!sold!in! vinotheks!
Good!communica8ons!with!retailer! is!indispensable!for!succes! We
can conclude that Germany offers good opportunities for our
Georgian wine, which is of good quality, not too expensive and
trendy 10. WAZIANI LIMITED AND COMPETITERS 11. SWOT ANALYSIS
Compe''on)from)other)new) world)wine)product)
Consumers)low)acceptance)to) Georgian)wine) A)weak)brand)name)
No)reputa'on) among)customers) Lack)of)experience)
Limited)ini'al)capital)) Exclusive)access)to) high)quality)
Georgian)wine) Cost)advantage)from) exible)organiza'on) Strengths)
Weaknesses) Threats)Opportuni'es) Georgian governments gaining
promotion Unfulfilled demand of Georgian wine Loosen regulation on
exporting to European Union from Georgia Termination of Russian
embargo s Protected Designa0onsofOrigin 12. COMPETITIVENESS
ANALYSIS Resources( Exclusive(access(to(high(quality(Georgian(wine(
Long(and(rich(tradi:on(of(wine(making(in(Georgia(
Unique(grape(variety( Capabili:es(
Cost(advantage(from(exible(organiza:on( No(inventory(pressure(
Dis:nc:ve( Competencies( Quality( Innova:on( Differentiation
Advantage 13. MARKET ENTRY STRATEGY Direct exporting Seeking for
future possibility of strategic alliance 14. PRICE AND PROMOTION
15. PRICE ) Price of our product: 9.37 Estimated annual prot:
$18480 11.7% of prot per bottle Estimated Annual Budget ($136000)
Financial buffer 20% Legal Cost (reg. CoC) 2% Ofce cost 6% Labor
budget 7% Wine budget 39% Distribution budget 3% Marketing budget
22% 16. PROMOTION Martketing budget Others 2% $10900 $1800 $2000
$3000 $3000 $9600 Fine. Das Weinmagazine(10 months) Google
Adwords(10 months) Youtube(10 months) The Gray Report(5 months)
Wine Spectator (5 months) 2000 sample bottles Others Total budget:
30900$ 17. Fine. Das Weinmagazine One of the most important wine
reviews. Over 4 million subscription in 6 languages in 85
countries, Germany included. 18. Kakheti region: nature and
vineyards Kakheti is a georgian region in the eastern part of the
country, surrounded by the Caucasic mountains and by a captivating
and enchanting nature.An increasing number of foreigners tourists
want visit the beauties of this place, between old monasteries and
untouched old villages. Here the foreigners can come in contact
with one of the excellencies of this land: the wine.The wine is an
essential element on the tables of georgian families, and in the
vineyards nearTelavi, the capital of Kekhati, we can nd a very good
quality of wine: Mtsvane Mtsvane is one of Georgias most exciting
and unique white grapes. Its name actually means green, and this
refers to the unusual green colour of the fruit when ripe.The
Waziani Ltd. want to know this excelent and unknown product at
german consumers, for give more result at a wine that deserve a
great degree of attenction in the german market. EXAMPLE 19. FUTURE
PROJECT) Collaboration with the best restaurants of the city
vernissage Wine tasting in the best wine shops 20. DISTRIBUTION 21.
DISTRIBUTION Hamburg Port to Berlin Hamburg Port to Hamburg Hamburg
Port to Munich Hamburg Port to Frankfurt Hamburg Port to Dusseldorf
By road (residential delivery) $595.77 $90 $547.08 $595.77 $595.77
Distance 289.77km 2.06km 776.73km 493.7km 402.3km Time traveled
2.78 hrs 0.10 hrs 6.83 hrs 4.52 hrs 3.71 hrs Total budget $2424.39
1. Georgian inland transport: 810.77 2. Georgian port to
Hamburg:1000.58 3. Local distribution: Total distribution budget:
$4235.74 22. EXPORT OFFER 23. EXPORT OFFER Export offer (in the
context of seller)- Pdf attachment Purchase agreement- Pdf
attachment 24. COME ANDTRY OUR WINE! thank you! 25. Teliani valley,
Tbilisi, Georgia Offer No 111 Yours import inquiry No 16/5/DS Date
22.05.2014 Waziani Private LTD., Wroclaw, Poland Germany Dear
Sir/Madam, We are pleased to offer you listed below products at
prices and other terms as below. Code of Product (HS code) 2204,
2205 Product description - Intensely fruity with notes of citruses
and golden reflections, 10.5-12.5% alcohol, 5.5-7.0 g/l titrated
acidity Quantity - single 20 container Price per unit USD
5.45/Bottle Value - USD 10000 Total Value - USD 10000 Total value
in words - Ten thousand US dollar Terms of delivery - Hamburg Port,
CIF, INCOTERMS 2000 Terms of payment - Letter of Credit,
irrevocable, confirmed by Deutsche Bank in Tbilisi Date of delivery
- Between 5th June 10 June, 2014 Offer is valid due to 30th May,
2014 with our General Sales Conditions Thank you very much for your
interest concerning our offer. We hope to receive as soon as
possible your order. Yours sincerely, Tbilisi, 25.05.2014 Peter
Gegia 26. PURCHASE AGREEMENT Date: 28.05.2014 PURCHASE CONTRACT FOR
THE SUPPLY OF White dry Wine (ITC/HS Code: 2204, 2205) BETWEEN:
Waziani Private LTD., Wroclaw, Poland AND Teliani valley, Tbilisi,
Georgia 1. Goods Purchased 1.1 Waziani Private LTD. agrees to
purchase, and Teliani valley agrees to sell, the following item:
White Dry Wine 1.2 Warranty: 45 days Item to be of good quality and
conform to international standards for like items. Waziani Private
LTD. reserves the right to reject any Goods which are defective in
material or workmanship, and may, in addition to any other legal
remedies, return such Goods to Teliani valley at Teliani valleys
expense or otherwise dispose of such Goods in a commercially
reasonable manner. 2. Price price includes freight and insurance
for delivery to Waziani Private LTD. 3. Shipment and Delivery Terms
3.1 Teliani valley will arrange for shipment of the Goods, at
Teliani valleys expense, to (Waziani Private LTD.) Operations in
Poti Sea Port , at the following delivery address: Hamburg Port,
Hamburg, Germany 3.2 Shipment will be via sea route by CMA CGM
Vessel 3.3 Teliani valley will provide appropriate notification to
Waziani Private LTD. prior to shipment to enable Waziani Private
LTD., or a third party inspection company of (International Marine
Survey) choice, to inspect the goods prior to shipment. If
required. 3.4 Teliani valley will arrange for insurance on the
goods, at Teliani valleys expense, up to the point of delivery to
(Hamburg Port) using a duly licensed and reputable insurance
company. 3.5 Teliani valley will retain title to, and risk of loss
for, the Goods until they are delivered to Waziani Private LTD. in
Hamburg Port 4. Delivery Schedule 4.1 Time is of the essence in
performing this Contract, and Teliani valley will ensure that the
Goods are delivered to the delivery address no later than the 10th
June, 2014 4.2 A penalty of 1% will be charged for every week
delayed 5. Packaging 27. Goods must be properly packed to prevent
damage of any kind and Packing List must accompany the shipment to
indicate contents of each shipment. Packages should be properly
labeled to indicate Shippers name, Consignee and Purchase Order
Number. 6. Payment Terms 6.1 Letter of Credit, irrevocable. 6.2 All
invoices and other necessary documents shall be sent to the
attention of the following Waziani Private LTD. representative: 7.
Duties, Taxes, Customs Clearance Teliani valley is responsible for
paying all applicable sales, export and import duties and taxes,
whether in country of origin or any transit country, and ensuring
that all necessary licenses or customs clearances are obtained. 8.
Termination 8.1 Waziani Private LTD. may terminate this Contract at
any time should the anticipated funding for this project from its
donor(s) be eliminated, or for any other reason. In the event of
such a termination, Teliani valley will be paid according to the
payment terms specified herein for any Goods actually shipped prior
to the termination date that conform to this Contract. 8.2 This
Contract may be terminated immediately by either party in the event
of a breach of the provisions herein by the other party, in
addition to whatever remedies or damages are provided under the
governing law. 8.3 This Contract may be terminated by either party
in the event of any intervening force majeure (natural disaster,
war, etc.) recognized under the governing law. 9. Miscellaneous 9.1
Teliani valley shall not assign its rights or obligations under
this Contract, in whole or in part, nor enter into any subcontract
to perform any portion of this Contract, without the written
consent of Waziani Private LTD. 9.2 This Contract supersedes any
and all other agreements, oral or written, between Waziani Private
LTD. and Teliani valley with respect to the subject matter hereof,
and no agreement, statement, or promise relating to the subject
matter of this Contract other than that which is contained herein
shall be binding upon the parties. This Contract may not be amended
except by written agreement of both parties. 9.3 This Contract
shall be governed by the laws of the State of Poland. Unless
otherwise agreed by the parties hereto, any controversy or claim
arising out of or relating to this Contract which remains
unresolved after negotiation shall be settled by binding
arbitration before the State Arbitration Association according to
its International Arbitration Rules. The arbitration shall be
conducted in Poland and shall be conducted in the English language.
Judgment upon the award rendered by the arbitrator(s) may be
entered in any court having jurisdiction thereof. 28. IN WITNESS
WHEREOF, the parties hereto have duly executed this Contract by
their authorized representatives below on this day of: 29th May,
2014 Waziani Private LTD. Teliani valley Radion Gegia Peter Gegia
Signature Signature Radion Gegia Peter Gegia Name Name Head of EXIM
Department Manager Title Title Date: 29.05.2014 Date:
29.05.2014
