Whale of a time for firm

By ELLEN READ

Naivete and unrelenting enthusiasm may not sound a likely recipe for success, but it worked for former international triathlete Scott Unsworth.

Starting out part-time selling from the back of his car, Mr Unsworth has built his wetsuit company Orca into an international success.

At last year's Sydney Olympics, 64 of 104 triathletes wore Predator wetsuits designed by Orca.

When his promising triathlon career came to a halt at the age of 20 through back injury - he was New Zealand junior triathlon champion at 18 - Mr Unsworth needed a new career.

His passion was swimming so he decided to become a swimming coach, setting up a triathlon training squad at the Parnell Baths with another coach.

At the same time he approached the swimsuit company which used to sponsor him and asked if he could sell its swimsuits to his swim squads.

Within two years that suit - Aleeda - became the number two suit in the country. Mr Unsworth helped design them and, by 1993, 19 of the top 20 New Zealand triathletes wore the label.

In 1994 the World Triathlon championships were held in Wellington.

Mr Unsworth decided to change brand names because the wetsuit manufacturer was discounting the suits to the public, which he believed was confusing for the market. So he changed his brand name to Performance Speedsuits.

But a rival company went to his manufacturer and suggested it be allowed to market the wetsuit worldwide. Without his knowledge, Mr Unsworth's manufacturer gave this company the international rights to sell under a different name.

A dispute ensued. The manufacturer refused to make any more wetsuits for Mr Unsworth so he paid them a visit with his lawyer and a tape recorder.

"I just wanted to make a good wetsuit and sell it to as many people as possible. Suddenly, there were all these people trying to take my design," Mr Unsworth said.

He retrieved his wetsuits and sold them independently at a sports expo. Unable to reach agreement with his previous manufacturer, he decided to have his wetsuits made overseas and rebrand the range Orca.

"I just started the business again. I couldn't be bothered with anything from the past," Mr Unsworth said.

Orca - named after Orcinus Orca, the killer whale - was launched in 1995 at the World Cup Triathlon in Auckland. Mr Unsworth spoke to the race director the day before and said he would give free wetsuits to athletes who liked them.

After the race, his former manufacturer took out an injunction against Mr Unsworth and a court dispute followed, which he eventually won. The victory must have given the former triathlete some satisfaction - the case cost him $20,000 in legal fees, but the manufacturer went out of business.

Suddenly the Orca brand was free to be marketed all over the world. Mr Unsworth went straight to Mexico and launched it at the World Championships there. Over the past six years the company, which has a retail outlet in Newmarket, has developed a range of four wetsuits and 38 clothing products.

It claims the world number one spot for triathlon wetsuit sales from its New Zealand-owned, US-based rival Ironman Wetsuits.

All designs and international advertising campaigns are created at Orca's New Zealand headquarters. It has a major sponsorship programme that includes most leading triathletes. New Zealander Craig Watson, ranked number two in the world, wears Orca.

Mr Unsworth and his team of 15 believe that within five years, they will be leading designers and retailers of a wide range of leisure swimming and gym clothing, as well as triathlon gear.

"It's been really hard but I wouldn't change anything. I've learned from my mistakes."