Dealer's Manual

Introduction and General Rules

1. ONESAILS' MISSION
• To build High-Tech race and cruising sails
• To promote the continuous fibre technology and the exclusivity of the Onesails' membranes and laminates (4T FORTE™, M3™ e Vektor2™)
• To act with a different approach to the client and to the market
2. THE KEY TO SUCCESS
• Qualified and professional employees, coworkers and dealers
• The strength of an international organization and brand
• Patented continuous fibre technology: 4T FORTE™, M3™ e Vektor2™
3. THE DEALER'S ROLE
• To promote and sell the Onesails' technology, services and products
• To provide the best possible customer support to the Onesails' clients
• To enhance the OneSails' “Know how”
• To help improve the Onesails' products and service to the clients
4. SELLING STRATEGY
• To interpret and understand the personality of the client and his real needs
• To advise the client on the type of sail and material that best suit his/her needs
• To present the offer in the most appropriate manner and according to the Onesails' standards
• To describe in a clear and simple way the construction details and the accessories included in the sails, as well as the T&Cs of the offer
• To clarify the level of service and assistance included in the offer
5. ROLE AND TASK OF THE DEALER
• The dealer is essentially the link between the Licensee/Loft and the client
• The dealer can have two levels of involvement in the relationship between the client and the Licensee/Loft:
• INFORMER – lets the Loft know about a possible sale and limits his involvement to a marginal role in the negotiation (as a result the percentage on the sale will be minimum)
• SALE MANAGER – takes care of the quotation, relationship with the client, measurements, delivery and collection of the unsettled payments
• For the S/Y above 60’ the percentage allocated to the Dealer has to be defined and agreed upon on a case-by-case basis
• The online quoting system makes reliable quotations for S/Y that have a P no greater than 25m. Therefore, for larger S/Y, it is required to request a custom quotation to the Licensee/Loft providing as many details as possible
• In case of a conflict on the same client, the history of the online database determines who that client belongs to
• The delivery terms start from the moment the Loft has received the downpayment and the measurements
• It is compulsory for all Licensees (and Dealers who have been give access to it) to prepare the quotes using the online system
• The Dealer has to report monthly to his Licensee/Loft of reference about the market in his area, listing the contacts and the ongoing negotiations
• The Dealer has to provide information about the promotional strategy and the market prices of the competitors
• The Dealer has to be equipped with all the tools required to take measurements onboard and is responsible for the material that is provided to him. The Dealer has to take responsibility for the information that he/she provides to the Licensee/Loft related to both the sails' design phase and the accounting side (client details, payment method, etc.)
• The Dealer has to report the successful outcome of a delivery and to document is with photographs. Even more so this has to be done every time there are problems to flag, defects and details not corresponding to what was agreed upon in writing with the Licensee/Loft
6. TERRITORIALITY
• The Dealers are free to promote the OneSails products over the whole national territory
• There are some areas (harbours, counties, etc. ) that are assigned to a specific person that has to be informed before carrying out any activity and to whom a commission fee is due
• In order to be assigned a specific area, it is necessary for the Dealer to achieve the minimum turnover predetermined by the Licensee/Loft and to guarantee an adequate standard of customer service

COMMISSIONS AND DISCOUNTS - ONEDESIGN AND BOATS UP TO 60’

1. The Dealer is entitled to:
• 20% on the sale of onedesign sails
• 30% on the sale of “standard” sails
• 35% on the sale of 4T FORTE and M3 sails

The percentages are calculated on the price proposed by the Licensee/Loft

COMMISSIONS AND DISCOUNTS - ABOVE 60’ AND SPECIAL PROJECTS

1. Since the mega yachts market is not subject to the normale sale rules and price list, the commission is to be defined on a case-by-case basis at the quoting stage
2. The term “Special Project’ refers to boas that have peculiar characteristics from the point of view of both the program and the image and in which a stricter cooperation between the Loft and external advisors. Some examples are the TP52, Volvo, IRC top, boat of a famous person.

DOWNPAYMENT AND BALANCE

1. Orders up to € 40.000,00
• Downpayment of 50% at the order stage
• Settlement before delivery when the sails are finished
2. Orders above € 40,000,00
• Downpayment of 40% at the order stage
• Second downpayment of 45% when the sails are finished
• Settlement after delivery and sea trials

DELIVERY

1. The delivery time is calculated starting from the order confirmation, which means:
• the signed order form has been received by the Dealer or by the Licensee/Loft
• The downpayment has been received
• The measurements to start the design have been taken
2. From September until January: 3/4 weeks
3. From January until July: 4/5 weeks
4. Requests for shorter delivery times have to be agreed upon with the Licensee/Loft

STANDARD QUOTES

1. For boats up to 60’ the online system is used. The system is accessed via a login which is provided to the Dealer that commits in writing to a collaboration period longer than two years and that can reasonably collect more than 30 contacts yearly
2. In case there is no direct access to the online quoting system, the Licensee/Loft will provide the the Dealer with the offer within two working days from the receipt of all the necessary information (i.e. name, surname, boat model, harbour)
3. The quotes for boats over 60’ or special projects could take a few days longer due to the large amount of information needed to formulate an accurate offer

SPECIAL QUOTES FOR IMPORTANT PROJECTS

1. Additional information can be added to the standard quote. Such information includes a FSI study, fluid-structure interaction analysis of the sails and optimization with the CFD software, optimization of ORC certificate, etc. This kind of studies entails additional costs that will have to be included or listed as optional in the quote and that will have to be notified to the client.
2. The preparation of a special quote for boats over 60’ requires the collection of extremely detailed information:
• sail plan of the boat and type of rig
• type of sail/sails to quote (cruise or race), materials to propose, sail details (reefs, fullbatten, furling boom, battens' type, UV protection, bowsprit arrangement, equipment that may entail additional reinforcements on the membrane)

COLLECTION OF INFORMATION

1. PRELIMINARY INFORMATION
• Detailed recap of the data and and client's requests
• Boat model and home harbour
• Measurement certificate
• Competitors' quotes (possibly before issuing ours)
• Forms with production information
• Order form signed by the client
• Measurement form + pictures (see detailed description below)
• The order confirmation form can be generated through the online quoting system by transforming the quote (see online system description)

4T FORTE™ FAQ

D. What type of fibres are used in the FORTE?
R. the primary structure is composed of either Ultra-High Molecular Weight Polyethylene fibres (STRHM) or black high-modulus aramidic fibres (Twaron HM). The former type of fibres are an evolution of Dyneema, whereas the second ones are of the Kevlar family but with superior mechanical properties

D. Does the FORTE delaminate?
R. Delamination is the loss of adhesion between the layers of a composite. It occurs when the glue or resin used for bonding the layers loose their properties due to polymerisation, ageing, etc. There is no glue nor resing in 4T FORTE™  since the adhesion between the different layers is achieved through the fusion of a thermoplastic layer under heat an pressure. For this reason, delamination cannot occur

How many layers make up a 4T FORTE™ sail?
R. The MMS (Multi Micro Structure) patent on which the 4T FORTE construction is based, has been devised and designed to suits various applications. In general, the number of layers varies between 12 and 19.

D. What is the MMS (Multi Micro Structure)?
R. The MMS™ (Multi Micro Structure) patent of the 4T FORTE™ can be defined as a flexible composite structure in which every component contributes to supporting the primary structure of the sail. In the MMS™ there are components which act ad adhesives, sealants, multiaxial micro-nets, protective screens and structural elements.

D. How can the 4T FORTE™ be recycled?
R. The 4T FORTE™ is by far the sail construction method with the highest level of recyclability defined as the possibility of restoring all the components to their original state at the end fo the production cycle. This result is achieved by carefully selecting recyclable constituent components. The 4T FORTE™ has gotten the ISO certification ad the sail production method with the lowest CO2 emission in the world.

D. Come viene data la forma tridimensionale alle vele?
R. Nella maniera più classica ed accurata, attraverso la giuntura dei pannelli orizzontali (crosscut) dello strato di base nella fase iniziale della produzione.

D. Il FORTE è costruito su uno stampo?
R. Si e no. Nella fase di laminazione viene utilizzato uno stampo flessibile termo attivabile per garantirne la perfetta coincidenza con la forma tridimensionale della vela mentre tutti i vari componenti strutturali vengono “fusi” tra loro in maniera permanente.

D. Come vengono messi assieme i vari strati?
R. I molteplici componenti strutturali del 4T FORTE™, dalle fibre che reggono i carichi primari, alle reti multiassiali per i carichi secondari, agli strati esterni di protezione contro l’abrasione, sono tutti “fusi” assieme attraverso il processo di infusione sotto vuoto ad alta temperatura.

D. Qual’è la garanzia sul 4T FORTE™?
R. Tutte le vele 4T FORTE™ hanno una garanzia di tre anni contro la delaminazione. (vedere il documento della garanzia per le condizioni di applicazione)

D. Com’è possibile che il 4T FORTE™ sia così leggero e robusto allo stesso tempo?
R. Perchè, grazie al sistema MMS™, tutti i componenti contribuiscono all’integrità strutturale e non ci sono elementi che aumentano il peso ma non contribuiscono alla robustezza come I film di mylar, il taffeta le colle o le resine.

EQUIPAGGIAMENTO NECESSARIO

1. Cordella 30mt min d’acciaio
2. Metro rigido
3. Calibro
4. Campioni gratile
5. Moduli misurazione
6. Macchina fotografica digitale
7. Cavo di recupero metro

RILIEVI E DOCUMENTAZIONE FOTOGRAFICA

1. Compilare dettagliatamente i moduli misurazione (che seguono)
2. Fare più foto possibile riguardanti le misurazioni e i dettagli dell’imbarcazione

FEEDBACK VELE IN NAVIGAZIONE

1. Foto delle vele in navigazione (vedi esempio) con indicazione delle condizioni in cui sono state effettuate. Non utilizzare obiettivi con grandangolo superiore al 28 mm (consigliato da 30 a 32 mm).
2. Segnalazione di eventuali difetti documentati fotograficamente (tassativo)
3. Per la corretta esecuzione della documentazione fotografica, fare riferimento alla guida consultabile a questo link: FOTOGRAFARE LA FORMA DELLA VELE

ANALISI DEI RATING

1. Per imbarcazioni “racing” le velerie possono fornire un servizio di analisi ed ottimizzazione del rating per quanto riguarda la parte vele.
2. Tale servizio generalmente si intende incluso nel prezzo delle vele qualora venga acquistato l’intero set da regata altrimenti andrà pattuito un costo per il cliente commisurato al tempo necessario (€ 50 ora)
3. Nel servizio non è assolutamente considerata l’emissione di certificati anche se di prova.

SIMULAZIONI CFD/FSI

1. Onesails dispone di un sofisticato ed avanzato software di simulazione aerodinamica e strutturale.
2. Flavio Formosa è il responsabile della simulazione per conto di tutto il network internazionale.
3. La progettazione di tutte le vele FORTE 4T prevede la verifica strutturale dei layout
4. E’ possibile offrire ai clienti il servizio di ulteriore simulazione aero strutturale che ha un costo dipendente dalla complicazione ed accuratezza dello studio richiesto. Contattare direttamente Flavio per la quantificazione.