Regain market share in the world of ocean racing
The Cullenec brothers, ocean racers, created the Incidence sailmaker in the 80s. Until 2008, it supplied more than half of the ocean racing teams and ¾ of the Vendée Globe fleet. But the arrival of innovative technological sails, launched by the American giant and world leader, North Sails, made them lose market share.
After an overhaul in 2011, and the merger of two of the historical sites (Brest and La Rochelle), Incidence has become a group that now has 5 production entities: Brest, Lorient, La Rochelle, Toulon and Fial (in the Vendée) and hires 110 employees spread over the various sites. The brand is also present around the world such as the Canary Islands, the United States, Palma de Mallorca and New Caledonia.
In 2013, the group invested 2 million euros in research and development to develop a filamentary membrane: the DFi. In the Périgny (La Rochelle) entity, where engineers and design offices are located, the sailmaker is working on the development of highly technical, lighter, resistant and reliable fabrics.
It is thanks to these technological sails that the French No. 1 intends to re-enter the ocean racing market. And the bet is winning since six IMOCA will be equipped with Incidence sails.
"This filament membrane, released a year ago, allows us to come back in the offshore race, because North Sails, leader on the market, launched a similar product before us and recovered a lot of market share", explains Morgan Riou, director of the Brest site.
National leader and top 5 worldwide
Incidence is the number 1 sailmaker in France and is in the top 5 worldwide, alongside the Americans North Sails and Doyle or the French Quantum. But what makes its reputation is its French sails and its mastery of the entire design and manufacturing chain (from research and development to finishing)
In 2015, Incidence Sails achieved 12 million euros in sales per year and 15% in direct export (end customer). The turnover is broken down as follows: 50% of sails for boatyards, 15% for ocean racing yachts, 15% for superyachts and 20% for individuals. The site produces between 20 and 30 sails per week, i.e. about 1000 sails per year.
Prospects for the future
The French sailmaker has ambition and wishes to develop several axes of perspectives such as the development of new materials, aerodynamics (calculations) to develop different forms of sail or the work in wind tunnel to develop even faster forms of sail.
