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T R U T H • O P I N I O N K N O W L E D G E • I D E A S A N D E X P E R T I N D U S T R Y A N A L Y S I S

ISSUE 153MAY 2014

HOME GROWN TALENT Sunseeker are winning business the old-fashioned way: first to market with a desirable product that’s priced right.Page 22

THE LEGACY LIVES ON Royal Huisman’s 80m DART sail and power concepts inspired by Ethereal’s technological innovations.Page 38

SERVICE WITH A SMILECaptains’ experiences of the best and worst of the services offered by yachting agents worldwide.Page 55

UPPING THE ANTE Marinas evaluate their position within the market and offer their opinionson clients’ changing expectations.Page 76

EditorMartin H Redmayne [email protected]

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News EditorWill Mathieson [email protected]

Brokerage Editor Rebecca [email protected]

Charter & Travel Editor Angela [email protected]

Editorial AssistantMaxine [email protected]

Designer & Production ManagerFelicity Salmon [email protected]

Special Correspondent Paul Duncan Contributors Kurt Fraser and Aeneas Hollins

Cover image Courtesy of Marina Genova Aeroporto. Photo credit: © Leandro Malavasi

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Contents

38 / The Legacy Lives OnRoyal Huisman’s 80m DART sail and power concepts have provided the occasion to reintroduce some of the technological innovation that owes much to the legacy of Bill Joy’s 58m ketch Ethereal. However, the systems architecture being developed by the yard is not just conceptual: project no. 392, due for launch later this year, integrates technologies that combine to reduce weight, fuel consumption and emissions, and improve operational flexibility and efficiency, while enhancing comfort in terms of noise and vibration. Justin Ratcliffe travelled to the Dutch shipyard in Vollenhove to find out more.

ISSUE 153 / Contents

48 / If It Ain’t Broke

In 2013 the Yachting Partners International Group’s parent company, global shipbroker Barry Rogliano Salles, decided to appoint one of its own directors, Philippe Hetland Brault, as the group’s new CEO, chargedwith the prime objective of building more bridges between the yachting world and the commercial sector. TSR caught up with Hetland Brault one year on to find out exactly how the shipping DNA has taken within the world of yachting.

22 /Home Grown TalentDon Hoyt Gorman reports how Sunseeker’s current order book reveals a company that’s winning business the old-fashioned way: first to market with a desirable product that’s priced right.


11

ContentsCOLUMNS12 / Editor’s CommentRebecca Dark explores how fi nding the right luxury yacht to charter can be a bit of a lottery, unless you have in-depth knowledge of the market.

14 / We’re Our Own Worst EnemyIf we are to encourage the next generation of socially responsible owners we need to educate the public about the economic value of our industry, says Will Mathieson.

16 / Little and OftenWhile strength is returning to the larger yacht charter market, competition for business is still fi erce among the 25m to 40m yacht sector. Angela Audretsch investigates how the smaller end of the market is faring.

18 / Pushing the Boat OutAeneas Hollins, marina development business manager of Christophe Harbour, St Kitts, Caribbean, discusses the rise of the ‘destination marina’ and the intensifying quest for more from the current regional offerings.

20 / Sharing the StoryAs charter agencies and captains are looking to add value by having interesting destinations and attractions at their fi ngertips, Kurt Fraser, sales and marketing director of Camper & Nicholsons Marinas, talks about the role of the ‘story’ in the marketing of yachting experiences.

REPORTS31 / Stepping StonesMany owners’ love affair withsuperyachts begins with owning a smaller yacht before making steps up in size. Although these ‘starter’ yachts represent an ideal entry point to the superyacht industry, their comparatively small size means their importance in the scheme of things can often be overlooked. Ellie Brade speaks with some of the yards buildingthese yachts and to two owners to gain insight into how owners progress upwards through yacht size brackets.

94/ Drowning in aSea of ‘Yes’The average size of yachts has increased every year, are manned by larger crews and pose greater potential loss of life and threat to the environment. Coupled with a movement towards securing seafarers’ rights, and the ongoing effort to lower the environmental impact of the maritime industry, have all led to something of a storm surge in regulation arriving in a wave. Paul Duncan asks whether the industry will continue to make ‘yes’ the majority answer in the face of increasing regulations that dictate ‘no’?

EVENT REVIEW 112 / Reviewing the Italian Refi t MarketOn 4 February in Viareggio, a group of captains, owners’ representatives, shipyards and industry professionals joinedtogether for the Italian Superyacht Forum and Superyacht Captains’Forum, in association with the Yachting After Sales & Refi t Experience (YARE). RebeccaCurran reports on the event and what the future holds for Italy.

THE OWNERS’ & GUESTS’ ISSUE – CHARTERING, DESTINATIONS,MARINAS & AGENTS55 / Professional Service With a SmileWe’ve asked captains to share their experiences of the agents they have used, and here their opinions – both good and bad – about this fundamental support network are aired openly and honestly.

76 / Upping the AnteMarinas evaluate their position within the market and how they are seeing clients’ expectations change.

100 / A Charter Yacht in Every Port(al)With charter being for many the entry into yachting, Rebeccca Dark looks at how this vital sector of the industry is reacting to the ever-changing world of digital marketing.

REGULARS107 / Business NewsSuperyacht news and updates fromacross the global industry. PlusWill’s Worldwide Web, a selectionof online offerings of interest tothe industry. For daily updates onindustry news, visit SuperyachtNews.com.

114 / Fleet News and BrokerageUp-to-date launches, deliveriesand data on the global superyachtfl eet. For more information on fl eet intelligence and superyacht market data, visit SuperyachtIntelligence.com.

PLEASE VISIT WWW.THE SUPERYACHTREPORT.COM TO COMMENT ON ANY COLUMNS AND OPINIONS

ISSUE 153 / Contents


12 ISSUE 153 / Editor’s Comment

CHARTER – A BIT OF A LOTTERY?

While sitting at home one Saturday, grasping my lottery ticket in the

hope that my winning numbers would come up, one of my flatmates turned to me and said, “If we win, we’re going to go on one of those yachts you write about”. After we had shaken hands, sealing the promise that we indeed would, I thought about how easy it would be for me to be able to charter a yacht.

As superyacht journalists, my colleagues and I at The Superyacht Group are probably more market savvy than, say, a newly minted Silicon Valley millionaire or, after the sale of Whatsapp to Facebook, even billionaire. While some wealth grows gradually, sometimes wealth just happens to people, as was the case with the WhatsApp founders, college drop-out Jan Koum and Stanford graduate Brian Acton, after their messaging app sold for $19bn.

So, imagining that my new-found wealth dream actually came true I thought about what kind of yacht I would charter and where I would go. Knowing who the ‘Big Five’ brokerage houses are, I would no doubt start there, contacting brokers who I know act with integrity and who unequivocally know about the boats they manage and look after. If they didn’t have what I wanted, they would surely know where to find it. Easy! But is it so easy for those who aren’t as privy to this fairly niche market as a journalist on the inside, whose job it is to monitor said market and talk to its troupes on a daily basis?

If I were the assistant to a new millionaire, to someone who had worked from the ground up and so wasn’t necessarily always interested in or brought up around boats and sailing, where would I start to look? Googling ‘yacht charter’ brings up close to two million results, and while we know that people tend not to want to branch out much further than the first two results pages, that staggering number would no doubt leave you in a bit of a quandary. While the results bring up the trusted brokers in our industry, a few of the links are names that not even I, having been in this industry for four years, recognise. However, they have impressive websites and, one would hope, good industry credentials, but how would I possibly know that as a ‘newbie’ in the yachting world. Who would I turn to for expert advice if I had no idea who those experts were?

While researching my article on online charter marketing (page 94) it surprised me just how much information there is on the internet; however, that information could possibly be inaccurate or misleading, and an attractive website, which can easily be created, could sometimes lead you down a Lewis Carroll tunnel of misinformation. A site compiling all the listings of yachts that are available may be easily navigated through a seasoned family office or by someone who has spent several years chartering in our industry, knowing exactly what they want. However, how would you even begin to distinguish one 50m motoryacht from another if you have

In a saturated charter market, Rebecca Dark wonders where new clients would start in finding the right yacht.


13ISSUE 153 / Editor’s Comment

never dipped your toe in superyacht waters? Would I even think to look for yachts that charter in far-fetched destinations unless my boss had specifically asked for it, even though they may very well enjoy that kind of experience if they even knew it was a possibility? The answer is, maybe not. Perhaps, I would even go so far as to suggest a lovely break in a luxury five-star villa, which stays put and can be booked through a company that I am familiar with.

With so much information available, suddenly this exclusive club looks a little oversaturated, and the marketing not always as targeted as it could be. Nearly two years after my colleague Angela Audretsch wrote the article ‘Selling the Sizzle Rather Than the Steak’ (TSR issue 138, pages 74-80) there doesn’t seem to have been a dramatic change in the industry’s marketing. Equally, if a new owner has spent millions on building and outfitting a yacht, poring over every detail, it might be easy for them to assume that the vessel will simply sell itself. I sat at an industry lunch last year in which a brokerage powerhouse noted that a brand new owner of a substantially sized yacht would probably not be willing to pay the £10,000 price tag attached to advertising their yacht in one of the UK’s luxury magazines, despite its extensive readership, or some who wouldn’t take the time to ensure a truly grandiose photoshoot to capture the yacht’s USPs, and would opt for a standard set of exterior and interior shots instead. In a plethora of PDF brochures, if you’re a charterer new to the industry, a yacht that is just the same as the next in terms of images is unlikely to grab your attention: the wow factor will surely be what attracts them, especially in this digital age where everyone is competing for general consumers to take on their products and services.

The notion of ‘grading’ brokers or allowing for them to be certified in some way is also called into question.

A seasoned charterer and owner will know how brokerage works, but as a newcomer to the industry, with such large sums of money involved, I may feel a little more at ease with trusting a broker with some credentials to their name.

The current glimmers of hope that are indicating a promising first quarter for the industry could present a good opportunity to attract new clients to the superyacht sector. This is especially true if the newly wealthy are from the generation of millionaires who may feel less anxious about wanting to splurge on a truly one-of-a-kind trip away from the prying eyes of the media, which can be a problem in the most well-known and ‘the place to be’ destinations.

While I may never be a client in the industry, I can say that for those who are that the yachting industry may very well seem like an impenetrable fortress if you’re not already familiar with its inner workings, and if chartering is the gateway for many, perhaps we need to give them the keys.

TO COMMENT ON THIS ARTICLE, EMAIL: [email protected] WITH SUBJECT: CHARTER – A BIT OF A LOTTERY? OR VISIT EDITORS’ COMMENTS AT WWW.THESUPERYACHTREPORT.COM

With so much information available,

suddenly this exclusive club looks a little oversaturated, and the marketing

not always as targeted as it could be.



WE’RE OUR OWN WORST ENEMY

One of the more colourful conversations I’ve had this year

involved a US superyacht broker, who played the harbinger of doom role fantastically well. The theme of the conversation was the plight of the superyacht industry, not just in America, but globally. We didn’t agree on everything, but one thing we unerringly agreed upon was the industry’s abject failure to improve public perception in the wake of the global financial crisis. As economies show signs of a sustained recovery why, we both asked, isn’t the industry capitalising on a shift in thinking towards wealth generation?

The simple answer is that there is no inclination to do so. Companies seem more interested in pursuing short-term commercial gains than undertaking projects that will ensure the industry’s longevity. Granted, there is plenty of rhetoric and conjecture about working together to improve our lot, but when push comes to shove, it seems stakeholders would rather take a unilateral stance.

That is not to say we are not making progress within our own sphere. The industry has long utilised peer review in the form of industry meetings, debates and discussions, to identify the processes that do and don’t work and, theoretically at least, address them. However, we lack collective foresight in our efforts to showcase our multi-faceted industry to the wider world. Despite the thousands of small and medium-sized enterprises whose function is to serve the superyacht supply chain or provide auxiliary services, and the thousands of individuals employed by high-profile shipyards, there is widespread ignorance about a superyacht’s

economic impact; there seems to be a misconception that craft of this calibre are produced via vast production lines, in some modern day imagining of Ford et al.

Obviously this is ludicrous, and yet the public’s refusal to accept yachting as a real industry abounds. As journalists we come across numerous articles in the mainstream media that wildly misreport the facts and attribute sensationalist statements to the industry, all of them following one familiar theme: yachting and the purchase of a superyacht being frivolous and unscrupulous pursuits. Just off the top of my head I can recall CNN’s claim that a 46m Feadship took just 700 man-hours to build (although that figure was supposed to be presented in a positive light), the BBC chastising the MCA for its attendance at the Monaco Yacht Show or the Daily Mail’s claim that Azzam is the fastest yacht in the world.

These articles, and countless others, all perpetuate the idea that yachting is nothing more than the epitome of conspicuous consumption, benefiting one blissfully unaware ultra-rich individual and their guests, whilst the rest of the world struggles on. It’s certainly an easy way of invoking the wrath of the masses and gaining a loyal following.

So who should we blame for this problem? Well, rather than point accusatory fingers at the mainstream media, maybe it’s time we held ourselves accountable. As an industry we’re very quick to bemoan our lot but we’re less responsive when it comes to prescribing a solution. There is no one company prepared to take the lead by offering the outside world a glimpse into ours. Yes, these are the

We need to educate the public about the economic value of our industry, says Will Mathieson.


personal projects of individuals, and we are bound by our respect for their privacy, but yards, brokers and designers hide behind a veil of ‘client confidentiality’, which exacerbates the public’s belief that these are the products of dirty money; secrecy, after all, breeds suspicion. Furthermore, the little men – suppliers and niche contractors – are barred from publicising the work they do. It is both yards and their phantom ‘in-house teams’ who take the credit or nobody at all. This again contributes to the idea that a few ‘fat cat’ shipyards share the lucrative spoils at the expense of the common man.

Why does any of this matter? If this discourse is allowed to be propagated it will scare off the next generation of socially responsible owners. This is a generation as keen to enjoy the fruits of its labour as any other, but it is also one taking an unprecedented interest in contemporary social and

cultural issues and it is less likely to be interested in associating with a tarnished sector.

If the industry wants to change how it’s perceived it has to stop blaming everybody else and start taking measures to make the wider world aware of its worth. Doing this will go a long way to eradicating the industry’s current ‘pariah’ status.

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As an industry we’re very quick to bemoan our lot but we’re less responsive when it

comes to prescribing a solution. There is no one company prepared to take the lead by

offering the outside world a glimpse into ours.

www.vikingrecruitment.com

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Thank you to the Superyacht sector for making the last 25 years so exciting

PLACING PEOPLE AROUND THE GLOBE

FOR 25 YEARS

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1988 Viking set sail with 2 employees, Dieter & Jill Jaenicke.

2013 Viking employs over 50 staff globally and has placed

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LITTLE AND OFTEN

Oversaturated: the word that I hear most often in reference

to the smaller end of the charter market. There are currently 1,230 active charter yachts represented on MYBA’s YachtFolio and, of those, 549 are between 25m and 40m. While many owners of yachts at the top end of the fleet have slowly found themselves able to be firmer on pricing and are seeing fewer last-minute bookings, the smaller yachts are still struggling for meaningful charter business.

It is no wonder, either. If we think of the charter market as a pyramid, with the superyacht giants of the fleet at the top and the smaller yachts at the base, it is easy to see how supply can outweigh demand. There simply aren’t enough clients out there to ensure that every 25m to 40m yacht available is busy. As everyone knows, when supply outweighs demand, the buyer calls the shots.

The abundance of yachts on the market means that charter clients have a huge choice from which to select their perfect charter holiday – no bad thing. But Georgina Menheneott, a charter manager at OceanStyle, a company founded by brokerage giant Burgess to meet the demand for the 20m to 45m yacht market, admits that it has also meant that client decision-making processes have evolved. “Decisions on a charter will now be based as much on the yacht and location as it will be on what they will get for their money,” she tells me. Traditionally clients would look at a selection of available yachts, choose one yacht and book the charter. Now they will wait longer, take a broader cross-section of yachts, make few offers and wait to see what the best deal is.

Today clients go in low from the offset because they know that they can.

If one yacht is unbending on price, the likelihood is that the charterer will be able to find another similar yacht with an owner who will do the deal. This strategy has its own risks though. Push too hard for that deal or wait too long and clients might lose their ideal yacht altogether. The key must be to educate clients that there is nothing to be gained from waiting until the last minute: if you know where you want to be and what yacht you want, get on to it when calendars are relatively open and yacht owners want to get bookings in the bag. Deals will still be possible and you will get the exact holiday you want.

The charter market as a whole is still in a bit of a downward negotiation spiral and this is especially true at the smaller end. We may not be seeing the level of discounts that we didd a couple years ago, but no client expects to pay full rate anymore. This is a monster of our own making. The industry’s knee-jerk reaction to the crisis – discounted rates – means that it has now become a matter of volume over value, something that can be difficult to sell to owners.

Where once a yacht might have been able to do a few charters at, say, €80,000, today the owner will instead need to do double the number of weeks he or she used to, now at €40,000, to keep the same amount of revenue coming in. As Bob Saxon, president of International Yacht Collection (IYC), pointed out, volume of activity often makes up for the lower pricing mechanisms with the smaller yachts, and here is where we need to educate owners to be commercially minded: clients will not pay what they used to for charters and so better to have one €40,000 charter in the bag than no bookings at all.

While strength is returning to the larger yacht charter market, competition for business is still famously fierce among the 25m to 40m yacht sector. Charter and travel editor Angela Audretsch investigates how the smaller end of the market is faring.


To bring in the high volumes of business, smaller yachts need to market themselves differently. Marketing budgets are rarely the same for the smaller charter yachts as for the big boats, meaning that attracting the clients in the first place comes down to reputation more than ever. “Limited availability, overpricing, inferior charter product, no availability in the charter mainstream, possibly ineffective crew” Saxon listed when asked what can hold a charter yacht

back. “It all comes down to running the yacht as a charter business and doing all of the things that are consistent with running any other business where the owner wants to capitalise on his or her investment.” Well-maintained yachts with flexible owners, excellent crews and well-planned itineraries are perpetually popular across the board, but miss out just one of these elements in the smaller bracket and you are going to struggle. Ben Baylis, captain of a 36.6m Benetti, M/Y Giorgia, told me that the key to keeping the bookings coming in in this crowded sphere is staying on top of the game, ensuring that the media systems are always upgraded, functional and reliable for example, or upgrading the yacht’s toys and sports equipment annually.

It doesn’t look like client habits will change at the small end of the charter market any time soon. Discounts are undoubtedly here to stay and it will take some convincing to steer clients away from their current belief that holding

out to the last minute will reap rewards. But while habits might not change, the size of the market itself could be the one to change. The legislative and regulatory landscape of the EU in particular means that being the owner of a charter yacht is increasingly complicated and expensive. If you add to the already irritatingly competitive market conditions that captains are predicting an increase in port state control inspections and more custom controls this year, on top of the new tax structures, the fun is rapidly being taken out of ownership, especially for the owners of smaller superyachts. The inevitable result is that many owners will go private.

On the one hand, this could potentially be a blessing in disguise. Fewer yachts on the market would mean an increase in competition for charter yachts. Prices would naturally stabilise again. There would be fewer people sharing the number of enquiries and more business for the yachts on the market. However, Saxon offered words of caution to this potential silver lining: “Frustrated owners can never be viewed as a blessing”. Some may go private, but some will sell up and leave altogether and the industry can little afford to lose any owners completely.



WITH SUBJECT: LITTLE AND OFTEN OR VISIT EDITORS’

COMMENTS AT WWW.THESUPERYACHTREPORT.COM

If you add to the already irritatingly competitive market conditions that captains

are predicting an increase in port state control inspections and more custom

controls this year, on top of the new tax structures, the fun is rapidly being taken out

of ownership, especially for the owners of smaller superyachts.



18 ISSUE 153 / Guest Comment

PUSHING THE BOAT OUT

As the large-yacht industry matures its requirements of the Caribbean

cruising grounds are changing. Consider the modern calibre of yacht owners: many have grown with the industry and moved within it over many years, they have owned multiple yachts and perhaps upgraded to much larger vessels, they are experienced and discerning, and they know all their favourite spots and itineraries … or do they?

We are now witnessing an intensifying and avant-garde quest for more from the current regional offerings. Guests are increasingly tired of transit ports, and although comfortable with the highlights of choice destinations are left looking for more options. Bear in mind that we fell in love with many of these islands in a different time and stage

of development. Perhaps it is time to leave the beaten path and seek out those places that can offer some of the charm from yesteryear. There are many islands waiting and poised for success, and deservedly so as they make progress with their yacht market offerings.

Destination marinas of note are gaining traction throughout the island chain: they are targeting the needs of this new breed of yacht user as the fleet expands. Their bespoke facilities

offer state-of-the-art engineered docks appropriate to today’s fleet (especially when it comes to very large yachts and their power demands), as well as an array of amenities and shore-side activities, on-site hotels and residential real estate. Some offer sophisticated investment packages that can include berth, real estate, club membership, citizenship and the list keeps evolving.

A yacht today may arrive with multiple generations of experienced yacht guests from within a single family and the family experience must be honoured by the modern marina, which has to offer far more now than in the past. The berth has become a jumping-off point to adventure. Increasingly, children are seen to drive an itinerary; they are the young decision makers. We need to envisage kids’ clubs, specialised children’s

amenities, professional carers and appropriate sports, all provided in an environment where safety is paramount and multiple generations of the party can feel secure in leaving the children when they join their guests elsewhere.

Similarly, captain and crew needs have evolved and in many ways reflect the above observations about the owners, and as such they are driving developments to focus early on their particular needs. A destination marina, by its very nature, is often working

Aeneas Hollins, marina development business manager of Christophe Harbour, St Kitts, Caribbean, discusses the rise of the ‘destination marina’ and the maturing of a long-established and much loved cruising ground.

The feedback we get from captains, crew and guests alike supports the need for the emergence of new destinations

and marinas with style.

19ISSUE 153 / Guest Comment

a country with limited exposure to yachting. Crew facilities and amenities have to be built from the outset and as such can be an integral part of the resort. Crew are often experimenting with islands on behalf of and for their guests; what better way is there than to offer them a resort experience of their own?

Facilitating exceptional chartering is part of the role of a modern-day marina. There is an increasing demand for villas for use while on charter. Here, the principal charterer may be using the vessel but visiting other guests in villas ashore or guests may arrive at the villa and then move on board when other guests step ashore. They all need comparable experiences ashore and the resort must provide this in a seamlessly managed environment. In this case, the marina and resort become an extension of the experience aboard.

We envisage high demand for combination packages in the future, which the charter industry can co-market in order to leverage an advantageous and a fulfilling superior experience. We also anticipate new business coming to charter yachts based in these resort marinas, sending landside guests on day charters or perhaps experiencing packages and sunset cruises. These will translate

to charter sales and ultimately yacht sales. In this regard the Caribbean has a lot more to offer in the coming years as the new destinations come to the fore.

We are working with the community here to frame an island-wide outlook and to implement long-term support of the yachting sector. With a structured approach the island and people will benefit from this important diversification away from regular tourism.

The Federation of St Kitts and Nevis is embracing the yachting industry with a proactive and far-reaching plan. Recently the government published a draft ‘National Yachting Policy’ that will ultimately be integrated into broader national policy and further plans. This approach is to be commended and will result in significant ongoing efforts to welcome the yachting community with appropriate attractions, understanding, support and services.

By their very nature these destination marinas must exemplify the tenets of the users by engaging their users’ interests. A premier hideaway marina should have a core culture, goals and values that parallel those of the owners and guests, but they must also have local

DNA and style. It should come as no surprise that the forward-looking establishments will win recognition for their design and their responsible and sustainable stewardship in the environment. They will offer unparalleled experiences and be complementary to the array of facilities that already exist, continuing to charm and attract the many yachts of the world that transit our shores.



WITH SUBJECT: PUSHING THE BOAT OUT


20 ISSUE 153 / Guest Comment

SHARING THE STORY

Life is a series of experiences. The way we seek them out and

share them (together or by retelling them) is fundamental to what makes us human. The more enjoyable our lifestyle, the more we seek out new and different experiences – and the more we can choose from to tell our selected friends, family and colleagues. Think about the last time you went away on a trip: what was one of the first things you did when you got back? You told people about it. Hopefully it wasn’t a sad story of lost luggage, but all the little details that made your trip fascinating and memorable. The

people you met, the places you saw, the amazing meal you had, how you finally struck that deal, the really funny thing that happened.

Understanding that this pursuit of experiences, both on and off the water, drives the superyacht market enables us to think differently about how we locate, plan and market marinas and their real estate. For example, there was a time when it was enough for superyachts to do the rounds of the classic marinas and catch up with the usual crowd. While for some segments of the market that’s still a real

attraction, others have moved on and are looking to pioneer new experiences rather than revisit old favourites.

It’s also important to recognise that not every experience suits everyone, and it can be a real challenge to please everyone on board. Superyacht users often span generations, which means that different experiences may be sought by children, teenagers and adults; men and women; the working and the retired; the leisurely and the active. All of this is why owners and guests are increasingly looking to go off the beaten track, where they can discover a diverse

range of new experiences; and why charter agencies and captains are looking to add value by having interesting destinations and attractions at their fingertips.

Some of the most beautiful and exotic destinations in the world remain relatively unexplored by all but the most adventurous superyachts, even though they may be well served by airports and resorts; the Maldives, the Seychelles and south-east Asia spring immediately to mind. I believe it’s only a matter of time before the superyacht market catches up.

Kurt Fraser, sales and marketing director at Camper & Nicholsons Marinas, talks about the role of ‘story’ in the marketing of yachting experiences.

Owners and guests are increasingly looking to go off the beaten track, where

they can discover a diverse range of new experiences; and charter agencies and captains are looking to add value by having interesting destinations and

attractions at their fingertips.

21ISSUE 153 / Guest Comment

That said, there are new and different experiences to be had even in the traditional superyacht stamping grounds. This summer sees two interesting developments in the Mediterranean, for example. Limassol Marina’s masterplan will open for business in June, bringing new experiences that are off the beaten track and yet still easily accessible. The Limassol area offers a wide range of sporting, leisure, shopping and cultural experiences both on and off the marina, including championship-standard golf courses less than an hour’s drive away. The experiences on offer in Limassol’s hinterland are sure to appeal to those who already know and love Cyprus as well as those yet to discover this beautiful island.

Secondly, the new Trieste Yacht Berths initiative now offers a single point of contact for superyachts looking to cruise in northern Italy and the Adriatic, opening up Venice to the west and providing a gateway to the Dalmatian coast to the south east. The initiative proves that the three marinas involved (Porto San Rocco, San Giusto and Trieste Terminal Passeggeri) are serious about attracting superyacht owners, captains and agents to the Gulf of Trieste, and about providing the facilities and five-star service that superyacht clients expect.

As well as selecting locations where there are diverse experiences

to be had, focus must be drawn to the experiences to be had at each destination, beyond the marina itself. The ‘story’ of the destination is key and enables owners, captains and charter agencies to add value to the experiences they offer.



WITH SUBJECT: SHARING THE STORY

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22 ISSUE 153 / Sunseeker


23ISSUE 153 / Sunseeker

HOME GROWN TALENT

The big full-custom, steel-hull shipyards may disregard Sunseeker as a plastic production speedboat builder, but

the UK fi rm’s sales in the last fi ve years, their current order book and fi nancial support from the Dalian Wanda Group in China reveal a company that’s winning business

the old-fashioned way: fi rst to market with a desirable product that’s priced right. Don Hoyt Gorman reports.

IMAGES: SUNSEEKER AND DON HOYT GORMAN



There are two things, it seems, that much of the superyacht market

hasn’t recognised when it comes to the UK’s most prolific big-boat builder. One is just how many 30m+ superyachts the Poole-based company has actually delivered (100 since 2001); the second is how many of those they’ve sold since the financial crisis began: 54, with seven in build. Anyone with a lingering sense that Sunseeker is just a small-boat builder somehow not competing at the forefront of the market for top level clients in the most exciting new market is either sadly mistaken or wilfully ignorant.

Visiting the shipyard recently, I was keen to inspect the new 47m Predator 155 built for one of Sunseeker’s most dedicated clients, Eddie Jordan. Not only has Jordan returned to Sunseeker to buy a new yacht 10 times, he’s consistently supported their advances in building larger boats. The Jordan Family Trust was the first client for their 29 Mohawk, 40 Portofino, 34 Superhawk, 58 Manhattan, 74 Manhattan, 80 Manhattan, 105 Yacht, 37 Metre Yacht, 53 Manhattan and 155 Yacht.

They’re also heartily supported by clients in the Middle East and Asia. On the day I visited, Sunseeker’s Middle East distributor, Mustafa Galadari, was there preparing for the arrival of one of his clients. His presence was conspicuous: an enormous Bentley with a gold flying “B” bonnet ornament was parked in Sunseeker’s lot, which otherwise was crammed with Sunseeker’s fleet of custom Overfinch Range Rovers. James Hall, superyacht sales manager, explained that with Bournemouth airport being only a 20-minute drive away clients could pop in on their Global Express private jets at very short notice. “It’s a good challenge to have,” he said.

In the yard, five yachts over 30m were in various stages of build. The Predator 155 was in the water, having been launched only a few weeks prior, on schedule. Two 40m projects were in the shed side by side – one of them having been pulled back out of the water after an interior styling change order from the customer. “We’ll always work with a client on these kinds of changes,” Sean Robertson, the yard’s sales director said. “We know that up to 80 per cent

of our business is repeat customers, so making sure that the relationship comes first is the most important thing we can do to support the business.”

When asked whether late change orders – which impact on delivery times, space available in the yard for the next build and costs on the project – incur contractual penalties, Robertson was careful. “I think in all the years we’ve built 30m+ superyachts, we’ve gone back and opened the contract and pointed to a payment clause only a couple times. By the time you have to do that, the

relationship is pretty much broken. We’ll work our production management and our accounts teams pretty hard to keep the client happy.”

It seems to be working. Sunseeker has had almost incredible success since they started delivering yachts in the 30m+ range. Most prominently, their 37m mould, which was modified to deliver 40m hulls as well, has been a spectacular success, with 28 yachts delivered. Key to the yard’s success is its global dealer network, unlike the relationship between shipyards and brokers that very typically arises in which brokers introduce clients to the yards.

“To be able to sell around the world, we’ve felt we needed experts in the local territory who know the clients,”

EDDIE JORDAN, ONE OF SUNSEEKER’S MOST DEDICATED CLIENTS

“We know that up to 80 per cent of our business is repeat customers, so making sure that the

relationship comes first is the most important thing we can do to support the business.”

– Sean Robertson, sales director



Roberson said. “In Mexico, we need a Mexican who speaks Mexican to sell to Mexicans.” Local dealers provide Sunseeker the local knowledge and a dedication to the product, as well as handling the trade-ins and servicing of the yachts.

“We have 15 main dealers around the world, below which there are various sub-offices and sub-dealers,” Robertson explained. “In total we’re looking about 60 offices, with a concentrated presence in the south of France and everywhere in the world where there is a yachting culture. Sunseeker Asia is based in Hong Kong and Sunseeker China is based in Beijing; between them they have another 10 sub-offices serving that emerging market.”

THE 155 YACHTSeeing the 155 alongside the quay in Poole, two things are clear: it’s a Sunseeker, and it’s enormous (pictured on the opening spread and below). Somehow, the Sunseeker exterior styling alters the viewer’s perspective. It’s something like the first time a lifelong Porsche fan encounters a Macan: it sort of distorts your understanding of what a Porsche can be. The rakish zig-zag lines, the forward superstructure, the white-ness of the yacht mean design-wise she’s a brilliant extension of the brand’s style, but it does take a second to recognise that this is a 47m superyacht with a volume just tucked under the SOLAS limit, at 499gt.

The Predator 155 has a kind of pocket

superyacht look about her, but inside, the useable volume is

remarkable.



At around this length and volume, there are a number of builders offering yachts, with Heesen, Christensen, Delta, ISA and Trinity dominating the historic sales in this bracket. Delta and Christensen also build in composite at this size range, but their yachts somehow look the size they are … The Predator 155 has a kind of pocket superyacht look about her, but inside, the useable volume is remarkable.

“Building in fibre-reinforced plastic (FRP), we think we gain about 10-12 per cent more useable space,” Robinson said. As I toured the yacht, which was in the final stages of finishing, I was able to see completed cabins and exposed panels, which helped to showcase how Sunseeker is meeting the heightened expectations of their customers in the larger size ranges.

“About 10 years ago, our customers were really focused on top speeds as one of the major selling points

for their yachts,” Robinson said. “We were running lots of speed tests to ensure we met or exceeded our customer’s expectations. Today, the things they focus on most are sound and vibration.” That may have a lot to do with the kind of clients Sunseeker are increasingly attracting with their ever-larger yacht offerings. They take the challenge seriously: working with the Dutch sound and vibration gurus at Van Cappellen Consultancy, Sunseeker have developed their own customised system of floating floors, ceilings and wall panels that provide what is increasingly recognised as superyacht-quality.

Being firmly established in the superyacht sector, Sunseeker have perhaps somewhat late in the game decided to announce their “bespoke interior design” service, which effectively means that the yard’s interior design team will work to whatever degree required by the

Some of their in-house designs

certainly break the mould of what one

might imagine a series yacht-builder

might deliver.



nearly all of their own interiors – aside from specialty bathroom fixtures for instance – across their enormous range of boats. But at the highest end, they’ve come to work in various increments of collaboration with brand name designers like Ken Freivokh or Philippe Starck. Some of their in-house designs, however, certainly break the mould of what one might imagine a series yacht-builder might deliver.

To some extent describing the interior design of the first 155 is perhaps focusing too much on the wrong thing. To be fair to the yard, the installation was still mid-completion, the art hadn’t been installed yet, and last-minute changes to the arrangement of the main salon and dining area meant the experience of the space wasn’t ideal. So I’ll forego descriptions here that will surely be available once the owners invite press and brokers to see the finished product for themselves in Golfe Juan sometime this spring.

What captured my attention during the tour was the level of the finish in the cabins, both guest and crew, and the thought behind the general arrangement. To my eye, the crew cabins, which are built to MCA regulation size, are sleekly compact and tremendously modern. Materials have been chosen for ease of maintenance; these are simple rooms, but they have all the space of a standard crew cabin. The crew mess is large for a yacht of this size; it feels airy and clean. Cleverly, the Quantum stabiliser watertight actuator machinery compartments are accessible from the crew side of the midships-watertight bulkhead. Both for maintenance and sound-and-vibration purposes, this puts the guests first. Another novel arrangement is the positioning of the laundry room in what is effectively the bilge. The hull’s FRP construction means the entirety of the space below crew decks is available for use, and the laundry room, while highly compact, is easily accessed by a staircase down from the crew mess, where the ironing and folding are most likely to happen anyway.

It’s in the engine room where some of the yacht’s near 500gt show their impact most obviously. The 155’s twin MTU 12V 4000 M73L engines and generator sets nestle into the space available. Everything looks as though it fits perfectly on installation, with even the Quantum hydraulics quiet pack athwartship aft proudly in its spot. The ABB electrical power rack (powering the Sleipner Side-Power bow thruster) may be the only bit of kit out of place: it’s situated forward in the galley’s cold room between a bank of fridges. It’s a low-profile contraption, but this doesn’t seem to be an ideal place for it.

The entire hull and superstructure are faired and painted so that none of the visible

component joinery typical of composite constructed boats is visible. It’s a subtle but very important difference in the feel and

finish of the yacht’s exterior.



The 155 is also the first Sunseeker with a side-loading tender bay, and they’ve managed a decent little garage. Although the aft half of the overhead is precariously low, the crew should be able to manage launching and loading the Whitmarsh RIB using the Motomar crane with relative ease. In place of a tender garage aft, there is another first: a beach club with a fold-down transom. It’s a small space, but as a lifestyle perk, having a cool drink and a sun lounger right at the waterline continues to have undeniable appeal for superyacht customers.

Around the yacht, there are three fold-down exterior bulkheads, two alongside what was supposed to be the dining area (which has been swapped with a lounge space on the deck below) and one starboard side midships on the main deck, as part of the entrance area. In the master stateroom starboard there is what might be called a veranda: a watertight space with two seats and teak decking facing a big rectangular

portlight that opens to expose the area to fresh air and sunlight. It’s a bit strange, to be honest, but I can only imagine that because the owner requested the feature be imported from his smaller yacht, the space works. It’s concealed and yet open to the air like a secret invisible balcony.

Another first for the 155 is that the entire hull and superstructure are faired and painted so that none of the visible component joinery typical of composite constructed boats is visible. It’s a subtle but very important difference in the feel and finish of the yacht’s exterior. The fairing and paint application by Pinmar looks flawless and conveys to any experienced yachtie that this is not a plastic boat (although of course it is). Although no doubt fairing and painting a 47m yacht adds a million or more to the cost of the new build, and it’s not something the average Sunseeker buyer would want to go for, it may in fact help to maintain the yacht’s long-term value.

However, with this yacht, Sunseeker

have undeniably arrived as major superyacht builders. They somehow seemed to have snuck in under the radar, pulling in 17 clients for their 40m series over the last five years, clients who might otherwise have gone for Gulf Craft, Princess or Benetti. Now that the yard is rolling out its first 47m tri-deck and starting its second, it’s clear the brand has a very firm foothold in the serious superyacht market. No one can seriously dismiss the yard as speedboat builders who’ve tried to win a few big boat contracts. They are building and they are selling. In fact, since the downturn, and given their penetration into Asia – China in particular – and the Middle East, Sunseeker may just be the most successful superyacht builder in the world.

TO COMMENT ON THIS ARTICLE, EMAIL: [email protected] WITH SUBJECT: HOME GROWN TALENT

31ISSUE 153 / Starter Yachts

For many owners their love affair with superyachts begins with owning a smaller

yacht before making progressive steps up in size. Just as charter is seen as a

crucial taste of what ownership offers, these ‘starter’ yachts represent an ideal entry point to the superyacht industry,

but their comparatively small size means their importance in the scheme of things

can often be overlooked. Ellie Brade spoke with some of the yards building these yachts and to two owners to gain

insight into how owners progress upwards through yacht size brackets.

Because they tend to be sub 30m the average starter yacht is

generally the domain of the more semi-custom builders. Of the yards we spoke to for this article the general consensus was that the most popular entry point for newer owners was between 70ft (21.3m) and 90ft (28m). A semi-custom build of this size is the ideal step above a production yacht, allowing a level of customisation that is satisfactory should it be desired but with the models few enough in number that they still have an air of exclusivity about them.

Yachts in this size range allow owners the comfort, space and luxury that superyachts provide, but without necessarily being a step too far too soon. The established models on offer are usually based on years of refinement and are tailored to the average yacht owner’s requirements; for a new yacht owner (or at the least one new to larger yacht ownership) this assurance of the tried and tested specs can make the step up less daunting. The size also means that the number of crew can be kept fairly low, which may suit many owners not wishing to move straight into owning a yacht that requires significant numbers of crew and the change in lifestyle that this dictates. From a technical perspective, “a 24-25m yacht has a load line below 24m, therefore an 82-footer could be conveniently built in compliance with the Small Commercial Vessel Code, which allows a commercial registration under any flag belonging to the Red Ensign Group,” explained Andrea Micheli, commercial manager at Southern Wind Shipyards. “Technical requirements related to the Large Yacht Code (LY3) could be very invasive on a yacht under 100ft.”


32 ISSUE 153 / Starter Yachts

Although owners moving into this bracket might be looking for reliability and guidance on basic specs, the ability to add some level of customisation is still desirable. “Most clients in the 40-60ft [12-18m] yacht range tend to be less experienced and adventurous, but once they reach our 26.8m E88 model and above, they begin to think outside the box and become more focused on getting exactly what they want in a quality package,” said the Horizon Yachts team, who say that their most popular starter models are between 76ft (23m) and 90ft (28m).

Westport Yachts see their PM85 model in their Pacific Mariner line as being the ideal starting point for owners. For Troy Ducharme, the American owner of 34.1m Westport 112 Black Gold, the PM85 model was the ideal bridge yacht into the world of superyachts after many years of owning smaller yachts. Ducharme and his wife Bonita bought the very first PM85, also named Black Gold, and liked it so much they later went on to buy hull 14. “The PM85 is an all-round great boat, and she had everything you’d ever want,” he said. “I originally entered the yachting market too small, although the smaller yachts did teach me how to boat. So, for new owners, I would definitely recommend they go straight to the PM85 as an entry point boat,” continued Ducharme, who told us that he believes this is a distinct benefit for less experienced yacht owners. “The good thing about the Westport boats is that they are ready to go – all you have

to do is put food on them. If you are a new boat owner you are not going to know what you do and don’t need.”

Southern Wind Shipyard were mindful of the importance of entry point yachts when they developed their new 25m SW82 model, which is now the smallest yacht they build and an evolution of their popular SW78 and SW80 models. Twenty-five per cent of

their owners have selected models in the 78-82ft range and then moved up to a bigger yacht. “We think that the SW82 is the perfect size for an owner to start their yachting experience and then grow further down the line; experience speaks for itself as seven of our owners who bought our SW78 and SW80 projects later bought a bigger yacht with us,” said Willy Persico, founder and managing director of Southern Wind Shipyard. “We think that an 82ft makes the owner feel as if they are on a big yacht and we build the model in the same way we build our bigger

“An 82-footer can be easily handled by the owner, his family and one or two crew members; on the other hand, 82ft is an

adequate size to enjoy proper guest privacy even with permanent crew.”

– Willy Persico

BLACK GOLD


33ISSUE 153 / Starter Yachts

yachts. This size is ideal for owners who love to sail and enjoy life at sea without the constraint of a large crew as an 82-footer can be easily handled by the owner, his family and one or two crew members; on the other hand, 82ft is an adequate size to enjoy proper guest privacy even with permanent crew.”

For the owners of the first SW82 Feelin’ Good, which launched in 2013, the yard’s feeling on the size of the model was right, and the SW82 model was the perfect fit for them. Their choice of which model to build came after two years of research into the sailing market, having previously owned a 17m heavy displacement Swedish build. The 17m “was a terrific starter yacht for us; we completed an Atlantic circuit with her, and learned a lot in the process,” they said. Ready to move up in size the couple undertook a two-year research process into the sailing yacht new-build market. “At first we weren’t sure what we wanted so we looked at lots of different designs, sizes and styles, and we also chartered, which we highly recommend. You can look at a yacht at a show, but charter that yacht and you’ll learn everything about her,” they continued. “We thoroughly examined the purchase price, ownership and operating costs, reputation of the builder, re-sale value and, most importantly, suitability for our lifestyle on board.”

The couple was introduced to Southern Wind when they joined a friend who was actively looking for a 30m+ yacht. “The [yard’s] build

“The most common reasons for upgrading in yacht size are the quest for better service

and more professional crew, more separation between owner and guests, more space and, in general, more refined requirements from

clients who can fine-tune their needs and know precisely what they want.”

– Luca Cristino

SW82

SW82



quality, design concept and the Italian finesse of the yachts became a strong influence [on what we were looking for], but we didn’t feel we were ready to take on a yacht that big so we found ourselves rather hopelessly looking for a smaller version that was comparable and, unfortunately, we found the sub 30m market in general is quite limited.” Having committed to the SW82 the couple is delighted with their new build and have already sailed more than 14,000nm on board. “There is something special about her; when people first see her they think she’s a much larger yacht and are surprised to find she’s just 25m long. We have a lot of fun showing her off!”

All the yards we spoke to agreed that there was a distinct pattern of owners who buy models in this 70-90ft size range, later moving up to a bigger model once they had gained experience in ownership and the knowledge of what they might want from a more custom build. “We very often see owners moving up in size from one of our smaller models, and they remain loyal to the Mangusta brand,” said Francesco Frediani, chief sales and marketing director at Overmarine. “For example, the owner

of the Mangusta 165#07 is now on his third Mangusta yacht.” Mangusta build between 22m and 65m and, according to Frediani, their Mangusta 94 and Mangusta 110 models are proving their most popular starter points.

For Azimut Grande, their Azimut 84 model has proved the perfect entry, with more than 20 units sold to date, which they credit to the large volume of the yacht compared with other smaller yachts. The next step for many of their owners is the Azimut 95 model, with many moving up beyond that model too. “Usually the most common reasons for upgrading in yacht size are their quest for better service and more professional crew, more separation between owner and guests, more space and, in general, more refined requirements from clients who can fine-tune their needs and know precisely what they want,” said Luca Cristino, brand manager at Azimut Grande. “As soon as owners grow more experienced often their families expand and they have a real need for more comfortable and numerous accommodations; moreover, their professional lives allow them to afford higher budgets and to have more spare time to spend on their hobbies,” said Persico.

“Some owners buyfor now, and others look to the future …

some owners look specifically five to sevenyears down the line at

what they will wantfrom a yacht and then

build or purchaseaccordingly.”

– Horizon Yachts team

AZIMUT 84



The Horizon Yachts team also agreed that progressing upwards in size is a natural step that comes with experience and life changes. “We have a number of owners who have moved up through our size ranges – some are on their third, fourth or even ninth Horizon,” they said. “Their needs can and often do change over time, as families expand, kids grow older or grandchildren come along – and this typically is when clients will begin looking at a larger size or different models.” The team conceded that every owner is different and this will affect his or her buying patterns. “Some owners buy for now, and others look to the future … some owners look specifically five to seven years down the line at what they will want from a yacht and then build or purchase accordingly. A builder has to be able to help guide the process – not drive it, but gently guide the owners into realising their requirements and how they want the yacht to function for them. If the yard listens to the client and the clients love it, they will go through the process again. If you make the process hard and overly complicated for owners, they won’t want to do it again – it’s as simple as that.”

Brand loyalty means that many owners buying a starter yacht will often stick with the same company’s brand as they move up in size; it would therefore seem prudent for yards to consider developing designs in this size sector in order to entice these new owners into their yard family in the long term. Certainly, their importance of providing the first experience of the world of superyachts should not be underestimated. Although

smaller than the average superyacht, these yachts represent an all-important pool of potential future owners, which in this market gives them a high value indeed.

TO COMMENT ON THIS ARTICLE, EMAIL: [email protected] WITH SUBJECT: STARTER YACHTS

FOR THE FULL RESPONSES FROM THE YARDS AND THE OWNERS OF FEELIN’ GOOD AND BLACK GOLD SEE THESUPERYACHTREPORT.COM/EXTRAS

IMAGES COURTESY OF AZIMUT GRANDE, HORIZON YACHTS, OVERMARINE, SOUTHERN WIND SHIPYARDS AND WESTPORT

MANGUSTA 94

HORIZON E88


38 ISSUE 153 / DART Concept


39ISSUE 153 / DART Concept

The arc of a leaping dolphin inspired Andrew Winch’s dramatic exterior profiles of Royal Huisman’s 80m DART

concepts. However, beneath the streamlined skin is a commitment to technological innovation that owes much to the legacy of Ethereal, the 58m ketch delivered to her owners

Bill and Shannon Joy in 2008. Justin Ratcliffe travelled to the Dutch shipyard in Vollenhove to find out more.

IMAGES: JUSTIN RATCLIFFE AND COURTESY OF ROYAL HUISMAN



The unsurpassed level of research and development that went

into Ethereal – and the associated cost for her owner – has gone down in superyachting folklore. Bill Joy’s objective was to take a fresh look at design and technology to build a highly efficient sail boat with minimal environmental impact.

To do this, he introduced Royal Huisman to the ‘charrette’ method of brainstorming and its non-judgemental approach of putting every potential new idea from a panel of international experts on the table. “Some of the ideas this method produced were pretty off the wall,” admitted naval architect Ron Holland at the time, “but it set a psychological platform for a fresh and open-minded look at subjects that we thought we knew all about and wouldn’t normally critique.”

During the charrette, harnessing energy from fuel cells was discussed but quickly discarded because the technology was in its infancy (although Ethereal’s technical specifications can be adapted to this eventuality should it become feasible). Attention turned instead to diesel-electric. Analysis showed

that for the yacht’s operating profile driving the propellers mechanically from the main engines was the most efficient option, but ring motors on her shafts can also be used for propulsion or generating electricity. The hybrid system includes a bank of Lithium-ion batteries with inverters – the weakest link in the technological chain at the time – that can be recharged by various methods, including the freewheeling propeller while under sail. After months of ‘dry testing’ and consultation with long-term

suppliers and newly discovered specialists, Royal Huisman defined the combination of systems that would make Ethereal as efficient a sailing yacht as practically possible.

“The idea was to think completely out of the box,” recalled Royal Huisman’s Michael Koppstein. “Where did that go? Well, of course it led to Ethereal, but there were also bits and pieces that weren’t applicable at the time and could be revisited later when the technology had moved on or the project required it.”

The DART sail and power concepts have provided the occasion to reintroduce some of these ideas, many of them a direct consequence of Joy’s charrette, or at least the blue-sky thinking it engendered. But the systems architecture being developed by the shipyard is not just conceptual: project no. 392, a 46m next-generation ketch by Hoek Design Naval Architects due for launch later this year, integrates technologies developed in conjunction with Alewijnse, EPC and WhisperPower, including a flywheel generator, lightweight variable-speed/variable-output generators, along with smart power storage, conversion and management. As with Ethereal before her, these systems combine to reduce weight, fuel consumption and emissions, and improve operational flexibility and efficiency, while enhancing comfort in terms of noise and vibration.

Some technologies have advanced apace in the six or seven years since Ethereal was conceived and launched. Energy-efficient LED lighting is just one example. Joy insisted on having LEDs throughout his yacht and considerable effort was put into providing colour temperatures that were easy on the eye, while iPhone-inspired touch screens could be used to control the lighting and a host of other functions. Prophetically, Joy pointed out that these products would be available off-the-shelf just a couple of years down the line. “He was right,” said Royal Huisman’s commercial director Ronald van Hulst. “What we were developing then is now the new industry standard.”

“It all goes back to Bill Joy [above], who thinks in a matrix – volume, weight,

efficiency, price – and each decision he made was based on that iteration.”

– Ronald van Hulst, commercial director, Royal Huisman

IMAGE: JUSTIN RATCLIFFE


41

The DART sail and power concepts have provided the occasion to reintroduce some of these ideas, many

of them a direct consequence of Joy’s charrette, or at least the blue-sky thinking

it engendered.

Another case in point is Ethereal’s alarm and monitoring software. As the writer of the Berkeley Unix code and co-founder of Sun Microsystems, Joy designed the graphic interface himself. It was developed while the yacht was already in build and the computer programmers were still tweaking it during the commissioning process. The system interface, based on intuitive icons with finger-touch controls to navigate functions on water-cooled screens (another first that drew on NASA technology), provides the platform for all Royal Huisman yachts today.

“Something else that Bill Joy explored was heat recovery on a superyacht,” continued Koppstein, referring to the fact that waste heat from the generator cooling water could be recycled. This is now common practice at the yard for heating freshwater, but the technology has advanced and can be applied to refrigeration and HVAC cooling and heating systems.

“At one point we considered installing heat exchangers in the shower drains on Ethereal to recoup energy from the waste water, but it wasn’t logistically viable,” said Koppstein. “Now we’re looking at absorption systems for the DART concepts that use heat to supply the energy to drive a cooling system for the on-board AC and refrigeration plants. Because there are

no compressors, the method is silent and maintenance friendly.” Ethereal is equipped with water makers that take the latent high pressure from the outlet side of the pump and recycle it to boost the incoming water, before it enters the same high-pressure pump that feeds the osmotic membranes. These energy-recovery water makers have also been introduced into the DART concepts.

The charrette discussions rejected the feasibility of mast-borne wind generators in favour of a trailing propeller to recharge Ethereal’s Lithium-ion batteries, a solution Koppstein described as ultimately unsatisfactory “because you’re trying to make a Swiss Army knife out of a propeller”. Instead, the DART sailing yacht proposes a dedicated and retractable hydro-generator under the hull with minimal loss of boat speed.

“We’ve done a lot of research into hydropower with consultants such as Voith,” added van Hulst. “We discovered that a 60kW hydro-generator with 1.4m-diameter blades is very efficient at recharging the battery bank. The issue is then how to make the unit retractable, which is related to the size of the yacht. We tried to get it on to project no. 392, for example, but it took too much space away from the accommodation. On an 80m like DART, however, you have a lot more space to play with.”

ISSUE 153 / DART Concept

58M ETHEREALIMAGE: FRANCO PACE



While an electric-drive, hubless bow thruster provided quiet manoeuvring on Ethereal, the DART motoryacht goes a step further by offering a retractable electric-rim bow thruster combined with azimuthing pulling propellers for full Dynamic Positioning capability. Both power and sail versions foresee a diesel-electric drive train combined with two load-following microturbines and Lithium-ion battery banks to silently meet all hotel and operational power requirements through so-called ‘peak shaving’. This is basically intelligent power management that works by configuring installed systems

around average rather than peak loads, to allocate stored and

generated electrical power more

efficiently.

“This is something else we learned from Ethereal,” said Koppstein. “At 58m her two diesel generators were just 90kW each, as opposed to the 140kW typically seen on a yacht of that size. By peak-load sharing with the battery-powered inverters, most power demands could be handled by a single generator.”

Microturbines represent a technology close to home for Royal Huisman. Siegfried Steiner, a key speaker at Global Superyacht Forum 2013, is the owner

of 44m Lethantia, launched as Borkumriff III by the shipyard in 1994. His search for quieter cruising led him to look into microturbines. He was so convinced by their efficiency and near-silent operation he retrofitted them on his yacht and acquired the exclusive rights in the maritime sector for these turbines from Capstone Turbine Corp, a leader in the field. [See our report in TSR, issue 146 on pages 29-37.] Besides being ultra-quiet, microturbines are smaller and lighter than diesel generators, with just one air-lubricated moving part that requires less servicing (every 8,000 hours as opposed to 500 hours), and produce clean, oxygen-rich exhaust.

Some commentators in the audience during GSF pointed out that there are downsides to microturbines, but none of these are unsolvable – except perhaps the fact that they are more expensive than conventional generators. For example, they generate more (re-usable) heat and do not like backpressure, which means bigger exhaust diameters that impact on routing and the aesthetic appearance of the exhaust outlets from the

outside.The search for evermore silent cruising has led Royal

Huisman to analyse the origins of noise and differentiate between

structural and airborne sources, along with the sounds

caused by the people on board. Various measures in the DART concepts, such as discontinuous flooring systems and double walls between cabins, are predicted to provide noise levels below 45dB(A) in the owner’s cabin at cruising speed and much less in harbour mode.

Aboard Ethereal natural ventilation was favoured over air conditioning wherever possible, which meant optimising thermal insulation and installing special glass for reducing heat

While an electric-drive, hubless bow thruster provided quiet manoeuvring on Ethereal, the DART motoryacht goes a step further by offering a retractable electric-rim bow thruster combined with azimuthing pulling

propellers for full Dynamic Positioning capability.



transfer. For the DART concept, the entire living space will be insulated in such a way that it is thermally sealed. The shipyard has also explored the latest developments in glass technology, such as heat-rejecting films and Gorilla Glass, which has had its atomic structure reconfigured to make it stronger and tougher so it can be used in thinner and lighter layers for the same strength co-efficient as regular toughened glass. Sometimes, however, the sensible solution is to have less rather than more technology and the shipyard generally tries to avoid glass deck hatches that become suntraps in hot climates.

Something else that emerged from the charrette, which particularly fascinated Koppstein, was how the piping on yachts can be designed and routed in a more efficient manner. Given the lack of space aboard even the largest yachts, boat builders tend to run pipes parallel and perpendicular to the centreline. This increases the length of the pipe runs and leads to innumerable 90-degree bends, resulting in larger pumps to overcome the resistance created.

“There was an air-conditioning expert who had achieved efficiency gains of 20 per cent or more in high-rise buildings simply by removing the elbows and increasing the diameter of the pipes,” recalled Koppstein. “Applying this passive approach to the DART concept as a case study, we went from 6kW to 2kW pumps

“There was an air-conditioning expert who had achieved efficiency gains of 20 per cent

or more in high-rise buildings simply by removing the elbows and increasing the

diameter of the pipes.”– Michael Koppstein, Royal Huisman

L-R: RONALD VAN HULST & MICHAEL KOPPSTEIN IMAGE: JUSTIN RATCLIFFE

45ISSUE 153 / DART Concept

Andrew Winch, Mike Koppstein and Alice Huisman have been very good friends for about 25 years. They had always wanted to work together on a project like this and the decision to go

ahead with DART 80 happened some time ago; however, the actual work on this project started a few months ahead of Monaco last year. We met up and brainstormed what the industry needed and, more specifically, what future clients would want. This had to be married to what Royal Huisman could bring to the table in terms of construction.

We came to the decision to stick to 80m, as this is a good size for the market and it just so happens to be the largest size that Royal Huisman can handle at its main yard. We didn’t want to

make a typical 80m yacht with a lot of decks, which is what many motoryachts feature. Andrew wanted to combine the ethos of the Dutch shipyard and Andrew Winch Designs’ history of sailing yacht designs, while at the same time getting guests as close to the water as possible.

We also wanted to try to get away from building an engine room in the same way as on other yachts, which is often a two-storey space that extends to the main deck and cuts the lower deck in half. This usually leads to crew being pushed forward and guests positioned aft or visa versa.

As such, we fed off the drive from the shipyard to fit the engine room into the tank deck by making the most of the compact size

of micro turbines that its engineers have been looking into. This in turn would free up a lot of space on the deck above, creating an area that could accommodate six guest cabins instead of perhaps only four. This new arrangement style would still allow enough space for a spa, beach club area, cinema, beauty salon and so on, but it would allow guests to walk through the vessel and access the stern area more easily.

Both the sailing and motoryacht versions include a number of features that represent a new way of thinking and approach by Royal Huisman, and it has been a fun project to work with them on. Both models incorporate new thinking and technology and hopefully we will be able to take one or both of these to the next phase of the project.

IMAGE: THIERRY AMELLER

TWO IN ONEThe Royal Huisman stand at the 2013 Monaco Yacht Show was flooded by journalists and third parties when Alice Huisman and Andrew Winch officially unveiled the DART 80 concepts. Since the initial presentation, the large majority of interest expressed has been in the motoryacht version, which the yard is less well known for. Head of exterior yacht design at Andrew Winch Designs Andreas Iseli reveals some of the highlights and background of the concept.



by simply reducing the number of 90-degree bends and increasing the pipe diameter.”

Not everything that Joy envisaged has developed to the point where it makes practical sense. Mercedes-Benz might have the F-Cell, a commercial version of its B-Class model powered by hydrogen fuel cells, but in a yachting context the problem still remains as to where to find a handy refuelling station in somewhere like

St Barths. The difference between the DART concept and, say, the futuristic concepts that Feadship showcases each year to great acclaim at the Monaco Yacht Show is that Royal Huisman has chosen to limit its options to technologies that are already available or just around the corner.

“We’re aiming for tomorrow, rather than the day after tomorrow,” explained van Hulst. “It all goes back to Bill Joy who thinks in a matrix – volume, weight, efficiency, price – and each decision he made was based on that iteration. If a solution wasn’t up to scratch, a mast-borne wind generator for example, it was rejected and we moved on to something else.”

At the time of my visit to Vollenhove, Koppstein was excited about the latest products and processes he had come across at FLIBS and METS. This included foil and vinyl wrapping for yachts, phased-array antenna systems and biomimetic anti-fouling treatments, but he also puts great store in not reinventing the wheel when efficiency gains can be made using proven, existing technologies. “For me the name of

the game is not to go and figure out new ways of creating energy, but to make a litre of fuel go further,” he explains, drawing on the example of the variable-speed diesel generators on project no. 392 that follow rather than chase loads for reduced fuel consumption and emissions.

Perhaps the most surprising aspect of the DART initiative is that Royal Huisman produced both a sail and power version of the same platform, which is arguably a reflection that the sort of comfort and amenities found on motoryachts are increasingly expected aboard large sailboats too. The last new-build motoryacht from Royal Huisman was 36m Arcadia in

2006, but it has recently refitted 71m Skat and 40m Be Mine and is clearly looking to diversify its portfolio and make best use of its skill sets and facilities. Interestingly, Koppstein admits that the DART sailing concept, although eminently buildable, was largely a consequence of the yard working within its ‘comfort zone’ to satisfy its market perception as a builder of super sailing yachts. As a branding exercise, the wager seems to have paid off with at least one serious enquiry for the motoryacht. The big question is whether a prospective client will continue the legacy of Bill Joy and Ethereal, or choose to fall back on more conventional thinking.

“Will we ever build the DART 80 with all the high-tech trimmings?” asked Koppstein. “Based on history, probably not, but it will be the trigger for something very similar.”

TO COMMENT ON THIS ARTICLE, EMAIL: [email protected] WITH SUBJECT: DART CONCEPT

The big question is whether a prospective client will continue the legacy of Bill Joy and Ethereal, or choose to fall back on

more conventional thinking.


48 ISSUE 153 / Interview: Philippe Hetland Brault


49ISSUE 153 / Interview: Philippe Hetland Brault

One of the superyacht industry’s most oft-repeated axioms is that we have so much to learn from the commercial sector. Since 2008, when the Yachting

Partners International (YPI) Group was acquired by global shipbroker Barry Rogliano Salles (BRS), this is something the company has been putting into practice. In 2013 YPI’s parent company BRS decided to appoint one of its own directors, Philippe Hetland Brault, as the group’s new CEO, who was charged with the prime objective of building more bridges between the

yachting world and expertise of YPI and the shipping values and network of BRS. TSR caught up with Hetland Brault one year on to fi nd out exactly

how shipping DNA has taken within the world of yachting …

WHAT IS YOUR PERCEPTION OF THE INDUSTRY AS 2014 PROGRESSES?Last year, with the introduction of the MLC 2006 and the LY3, the worlds of shipping and yachting were brought much closer together; it makes sense – both deal with people, vessels and investments at sea. Of course both worlds are also very different – shipping is a commercial market based on asset play and industry commodities transportation; yachting is about buying a lifestyle, a way to profit from your fortune. Both, however involve sizeable exchanges of monies and serious liabilities and responsibilities, which means clients demand the same level of guidance, rigour, discipline and know-how. Yachting

as an industry is what makes being at sea fun. Our goal with BRS and YPI has been to ensure that clients of both groups benefit from our combined resources, competences and networks as well as our philosophy for doing business.

Both markets have picked up since the crisis started in 2008. Our new-build shipping division concluded no fewer than 120 new-build merchant ship contracts last year and YPI concluded three of the 10 largest yacht sales of the year – so it is encouraging to see both businesses perform strongly. In yachting as with shipping, we are ruled by the offer versus demand balance (or imbalance) and this is where fixing the right asking price for a yacht strengthens the chances of concluding a firm transaction; it is the trigger for attracting increased interest from ‘cash willing buyers’.

ARE YOU SEEING THIS RENEWED STRENGTH IN BOTH THE NEW-BUILD MARKET AND THE SECONDHAND MARKET?Absolutely, although size is critical. There is so much product available and at very enticing prices that it makes sense for many cash-rich buyers of yachts up to maybe 60m or 70m to consider buying pre-owned and then taking advantage of some very interesting offers from some of the shipyards to refit. For many buyers of yachts over 70m it still makes sense to build new.

BROADLY SPEAKING, YPI IS RECOMMENDING TO ITS CLIENTS THAT THERE ARE BARGAINS TO BE FOUND ON THE RESALE MARKET AND THEY SHOULD BE SHOPPING AROUND, WITH THE SUPPORT OF THEIR BROKER, FOR AN EXCELLENT VALUE VESSEL THAT’S ALREADY ON THE WATER …Yes – and brokers have a very real and important role to play here. There is still a common and, frankly, very costly misconception amongst some potential buyers, normally those working without a broker or with a less experienced one, that low prices automatically mean good deals. It’s not the price you pay for a yacht that makes it a good deal – it’s what you are getting for your money in terms of vessel and any future expense you may be exposed to. A good broker will have all the details on the vessel’s history, its usage, crew, maintenance, build, upgrades and refits and legal history. These are the factors that define whether a certain yacht actually fits the needs and requirements of a certain buyer both in the short and long term. If the fit is right, then it’s a good deal. That’s the big secret in the shipping business. We work for the long term in shipping. Clients effectively buy the knowledge, the daily market intelligence and the connections that brokers bring to a deal or a project. We may work for years simply providing intelligence, estimates or guidance for clients before they finally decide to use us; however, we always remain factual and as objective as possible, always with long-term cooperation in mind. In shipping, as with some other niche businesses, the rule is: ‘You always meet twice’.

“There is still a common and, frankly, very costly misconception amongst

some potential buyers ... that low prices automatically mean good deals. It’s not the price you pay for a yacht that makes it a good deal – it’s what you are getting

for your money in terms of vessel and any future expense you may be exposed to.”


50 ISSUE 153 / Interview: Philippe Hetland Brault

WHAT OTHER SHIPPING PRACTICES DO YOU SEE WORKING AND HELPING YPI AND THE SUPERYACHT INDUSTRY?Very often for shipping new-build projects, we will put together an outline spec for a client together with an architect and designer based on what they want to build. This pre-project design document covers hull lines, propulsion package, organisation of volumes with preliminary plans, type of equipment, accommodation, specifications for decoration and so forth. We then take these to three or four recommended yards for tendering. The pre-project work shows potential builders that the project is a serious one and that gives them the confidence to put together properly competitive quotes that the client and his broker can then compare. I suspect in yachting many yards would never have entertained this approach, preferring to sell in-house designs only, but today I think it’s very different.

As I’ve said, in shipping our focus is always on the long term – we need to be reliable and stand by our reputation; that’s the only way we can consolidate and grow. It takes years to build a reputation and minutes to spoil it. We have to apply a certain rigour, a firm sense of ethics, discretion and organisational skill to everything we do from putting projects together, project management, closing deals, drafting contracts and following our clients’ instructions. Every single aspect is treated with the same discipline and transparency. There are some outside yachting who regard those in the business as

having the ‘fix it and forget’ approach – over-promising, fighting for a deal on any terms, then leaving once it’s done in search of the next commission. That is not the recipe for growing an industry. The success for ship brokers is in establishing business relationships that last for years, decades. One of the reasons we decided to purchase YPI in 2008 was that the business of YPI was built on exactly that premise. It’s an approach in which we not only continue to believe, but furthermore, we consider it more relevant and more important today than ever.

YPI WAS ONE OF THE FIRST COMPANIES IN OUR SECTOR TO PUBLICLY MOVE INTO ASIA. HOW DO YOU SEE THE ASIAN MARKET?YPI was indeed one of the first to actually set up a joint venture there. Asia Shipping, BRS’s new-build branch office in Shanghai, was created in 1998, since then it has contracted over 300 new builds in Chinese yards alone. When it comes to yachting, people should not talk of China only. In the last two years we have conducted business in Thailand, Singapore and Hong Kong, but there are many other important players in countries such as Malaysia, Indonesia, Taiwan, Korea and Japan; Asia should not be seen as China alone. We do strongly believe in the Chinese market, but I’m not sure it will materialise at the same pace as people hope. It is important to follow that market, but if, for example, the Russians were to be less present in our market tomorrow, it is not the Chinese market that is going to step into the breach.

“There are some outside yachting who regard those in the business as having the ‘fix it and forget’ approach – over-promising, fighting for a deal

on any terms, then leaving once it’s done in search of the next commission. That is not the

recipe for growing an industry.”


51ISSUE 153 / Interview: Philippe Hetland Brault

AS CEO, WHAT ARE YOUR KEY FOCAL AREAS FOR THE YPI GROUP AS THE YEAR BEGINS?First, to really blend the shipping and yachting DNA of both BRS and YPI by sharing our network of 14 offi ces around the world and by appointing YPI and BRS ambassadors. With the introduction of the MLC, we added some exceptional talent to our yacht management division with Lloyd’s Register and shipping backgrounds. We reinforced our charter team and now we are searching for some new brokers to join our existing brokerage team.

YOU’VE IDENTIFIED THAT QUALITY OF PERSONNEL IS A KEY DRIVER OF GROWTH …In broking, human resources are our true capital. A company is its people, together with the training, direction and support we give them. We also want to capitalise on our excellent and worldwide contacts in shipping. Over the last year, I have realised just how many of our long-standing clients in shipping either own or charter luxury yachts. As a group, our objective is to ensure we offer yachting services with the same rigor and dedication those clients have come to expect in their shipping business. I fi nd it is often helpful in life to be able to step back sometimes from what you do, to look at it from a new perspective then ask how you may be able to do it better. Encouraging brokers in both our groups to act as ambassadors is a vital way of bringing out the best practices, experience and knowledge from both our worlds. My focus this year is on combining our two worlds in terms of both values and clientele.

YOU TAKE A COMPLETELY GLOBAL APPROACH IN TERMS OF ATTRACTING NEW CLIENTS AND CLIENT RETENTION?Absolutely. Shipping and yachting are both global businesses. After one year with my new yachting and shipping cape on, I think one major difference between a yacht deal and a shipping deal is that when you buy a commercial ship, you speculate on her

future value, which may fl uctuate. It is about buying and selling well! In the meantime, you determine what is the best employment of that vessel with the best return on your investment. In yachting, no one buys a yacht to make money. Buying a well-known brand will reduce the depreciation; if you buy a classic, historic yacht you may perhaps even retain your value, but yachts today are depreciating assets. What you are investing in is a quality of lifestyle that a good broker and good yacht management company should ensure is pain free and enjoyable.

AS A CLOSING QUESTION, CAN YOU ASSUME THE ROLE OF AN IMPARTIAL OBSERVER AND OUTLINE WHAT YOU SEE AS THE SHORT- TO MEDIUM-TERM PROSPECTS OF THE INDUSTRY, AS A WHOLE.Despite all the recent VAT changes on charters across Europe, despite geo-political sensibilities, despite an economic crisis that still lurks amidst us, I believe the increase in yacht sales will continue in both the pre-owned and new-build markets. There is still a lot of money outside. The activity in the brokerage market last year shows that demand remains for well-maintained, correctly priced yachts. In fact, the lure of stunningly designed yachts never really went away; appreciation of the world a luxury yacht can open for us all in terms of quality of life, privacy, exploration and fun remains

fi rm. I believe the new legislation and regulations give clients added reassurance that their interests and their needs are more fi rmly protected than ever before. So I see an industry that is now better regulated, more professional and arguably in better shape for the future. Commissions on deals will continue, in my mind, to fall, possibly resulting in some consolidation around the world over the next two or three years. However, the demand remains, and as we all start reaching out to the many people around the world who, until now, have had no idea what yachting can offer, I think we will see an

increase in interest in both chartering and purchasing. Of course, I have been in shipping long enough to know that when it comes to predicting the future, I could be entirely wrong …

TO COMMENT ON THIS ARTICLE, EMAIL: [email protected] WITH SUBJECT: IF IT AIN‘T BROKE

“One major difference between a yacht deal and a shipping deal is that when you buy a commercial ship, you speculate on her

future value, which may fl uctuate ... If you buy a classic, historic yacht you may perhaps even retain your value, but yachts today are depreciating assets. What you are investing

in is a quality of lifestyle.”

ISSUE 153 / Interview: Philippe Hetland Brault52



ISSUE 153 / Agents – Captains’ Comments 55

Yacht agents are an essential logistics tool for captains. They not only provide a fundamental support network for captains on board yachts cruising off the beaten track, but they also work with crew to consistently ensure the safe and smooth operation of their vessels. As more yachts begin to travel through unchartered waters it is becoming increasingly essential to support them through their journeys and ensure that they are as straightforward and hassle-free as possible; a large part of this comes down to the choice of agent. To construct this peer review section The Superyacht Report designed a short survey where captains were asked to share their experiences of the agents they have used. Obviously, these are the views of the captains, and not of TSR itself; however, we believe it is important to facilitate open and honest sharing of information within the industry.


56 ISSUE 153 / Agents – Captains’ Comments

Best agents mentioned37 South, New ZealandAdrian & Adrian Jr Lugnani, GibraltarAll Services, Italy Alphaship, Tenerife Asia Pacific Superyachts NZAustralian Superyachts/Australasian Superyacht Services, AustraliaBegüm Yachting, TurkeyBWA, CroatiaBWA, WorldwideC2C Inc, California, USACape4 Agency, GreeceCatalano Shipping, MonacoCCS, AntiguaDockside, St MaartenEvolution, SpainForus, CroatiaH&H Management, ItalyHenry’s Safari Tours, Grenada Indo Yacht Support, IndonesiaJane’s Yacht Services, AntiguaKaralis Yacht Services, SardiniaKirton & Co, MaltaKronos Yacht Agency, Rhodes, GreeceLuise Associates, SicilyLunautica, Nice/Hamburg/ ValenciaMaersk, SwedenMansueto Marine, ItalyNautica Assistance, SardiniaNord Ship, NorwayPesto Sea Group, ItalySea Land and Sky Management, MonacoSeal Superyachts, ThailandShore Support, CaribbeanSuperyacht Services, ItalySYS, SardiniaTahiti Ocean, French PolynesiaYacht Partners Fiji, FijiYacht Chandlers, USA

WHO IS THE BEST AGENT YOU HAVE EVER USED AND WHY?

Here we include some of the most pertinent comments that accompanied the captains’ recommendations of the best agent they have used. All agents mentioned in response to this question are listed in the accompanying box.

Tahiti Ocean. Due to the distance travelled and the relatively short period of time one is cruising these waters I think you need as much help as you can get when visiting French Polynesia. Etienne Boutin has over 20 years’ experience and he never tires of stopping by the vessel daily to make sure everything and everyone is happy – from the owner/captain through to the junior laundry staff. Being that far from home it’s a nice feeling to know you are being very well looked after. He was like that when he started his business and he is still like that today.

Carol Dunlop, Yacht Partners Fiji. She’s an expert and has all the contacts, waypoints, excursions, plans, options to choose from … everything. I’d highly recommend her. The cruising guide she personalises for each yacht is second to none.

Jeanette Tobin, Asia Pacific Superyachts NZ. She delivers an extremely personal service where you think you are her only yacht. She is very passionate about her company, country and yachting, and goes out of her way to make you feel welcome and fully supported whenever you visit New Zealand and anywhere else in the Pacific. She always goes the extra mile.

Jane Midson, Jane’s Yacht Services, Antigua. Because nothing is too much trouble and she is like family now!

Sotiris Konstantakis and all the staff from Cape4 Agency in Athens, Greece. He is very professional, offers good advice and is at your disposal 24 hours a day.

Yacht Help, now called Evolution, in Palma, and Yacht Chandlers in the USA. They both provide top service 24 hours a day, seven days a week, with a smile. No matter how ridiculous or small the request is, they will deliver time and time again.

Australian Superyachts/Australasian Superyacht Services offer a solid knowledge of Australian procedures.

It’s a tie ... Tomaso Moreno from Catalano Shipping in Monaco and Federica Tilocca from Nautica Assistance in Porto Cervo. Both hold stressful positions in the summer, and they are always calm, extremely knowledgeable, can sort anything and they know everyone.

37 South, Auckland. The staff are ex-captains and engineers, they know the job and the country and they help crew a lot. They are nice people as well.

Seal Superyachts. Their transparency in invoicing, prompt responses, efficient service and charity efforts are their best qualities.

Indo Yacht Support (member of the Yacht Support Group). Indonesia is a vast country, the size of the whole Mediterranean sea area, so it takes a special agency to fulfil top-level logistical and shore support in remote places.

Kass Johnson at Dockside in St Maarten. Nothing is too much trouble, she is always on the ball and thinking ahead. She frequently achieved the impossible and never let us down.

Begüm Yachting, Turkey. A very warm, friendly and genuine welcome is always extended by Begüm Dogulu and her representatives. They are available 24/7 and always come up with the goods.

It’s a difficult question because, on the one hand, you have service and, on the other, you have price. With larger agencies, you can deal with one employee and have a great result and with another you may have a poorer result. It depends on a lot of things and I have to say that none stand out as the best (although I could certainly tell you the worst by a mile). Good agencies are generally not cheap: SYS, CYC, J Luise and Sons, Allservices, for example. I use all of these at times, but they are not always necessary. If you are in Viareggio, I would recommend Superyacht Services. In Tunisia, using the services of an agent is essential, but you must take extreme care with everything.

57ISSUE 153 / Agents – Captains’ Comments

WHO IS THE WORST AGENT YOU HAVE EVER USED AND WHY?

Interestingly, 30 per cent of the agents listed in the worst category were also mentioned by name in the best category, reinforcing the point that one individual’s experience with a particular agent can differ wildly from another’s. Forty of the captains who responded to the survey were happy to share with us their insight into the yacht agents they deemed the worst, with 15 agents being referred to by name – we have only printed the names of the agents that were referred to on more than one occasion to rule out the possibility of isolated incidents squewing the data.

Although we have chosen to print a list of the names that were mentioned by the captains, the key points to take away are the reasons why they were nominated as the worst that the particular captain/captains had encountered.

The issues that arose in the feedback can be put into four categories: attitude, familiarity with the yachting industry specifically, value for money and, lastly, transparency in fees and commissions. Negative feedback regarding the agent’s attitude were repeatedly rude and arrogant behaviour, with some captains complaining of agents being “full of self importance”.

Using an agent unfamiliar with the superyacht industry with limited knowledge of how to handle our specific set of requirements led to comments such as, “Most agents who don’t know the yachting industry are pretty poor”. However, we have to understand that “Actually they are ship agents and although they might be very good as agents for ships, they are not for yachts.” Although constrained by the options available in certain locations, using ship agents who are not dealing with superyachts on a day-by-day basis is more likely to result in a sub-standard service.

>>

Worst agents mentionedA1 Yacht Trade Consortium S.A., GreeceAsia Pacific SuperyachtsBWA, CroatiaBWA, TurkeyJLT, ItalyPesto, Italy



It seems that pricing itself is not a particular problem, unless the quality and service don’t meet expectations. Comments like “huge mark up on prices” and being “hugely expensive for what was provided” with “relatively high prices for average return in services provided (for example, berth reservations)” arose a number of times.

When it came to transparency there were a lot of comments on price fixing and monopolies. One captain said, “I suspect also that the extreme prices seen in different locations are supported, and in many cases are caused, by the agents.” “Their accounting leaves a lot to be desired and smells of backhand payments”; even going so far as to comment, “they gave me false invoices”. This is clearly a brush that the superyacht industry does not want to be tarnished with.

Lack of knowledge was an additional reason for agents appearing on the ‘worst’ list, as was not being available 24/7 (an essential requirement listed numerous times in the ‘best’ category). As one captain summed up, “There is nothing worse than an agent who doesn’t answer their phone or when they do answer they give a lame excuse that they have been busy ... That’s why we use an agent – to alleviate our own workload when we are busy.”

WHAT CAN AGENTS DO BETTER IN ORDER TO IMPROVE THEIR SERVICE OR VALUE PROPOSITION?

Guy Booth, M/Y AureliaKnow the local laws regarding arrival/departure procedures in their port (they often change from port to port), and make sure that they have a clear procedure for helping yachts through a language barrier when dealing with local authorities. Anyone can recommend a restaurant or send you a driver (then charge you for it); how about focusing on what yachts really require, and take care of the housekeeping later?

Clive Carrington-Wood, M/Y Serenity IIAnswer the phone and e-mails promptly. Inexperienced local representatives need to be closely tutored to understand the needs of the industry.

Dave Cherington, M/Y Talisman MaitonMaintain good communications; we are a busy charter yacht and need quick service.

Kaj Christensen, M/Y AuspiciousKnow their business; not to make things up or pretend to know if they don’t. They should say, “Sorry, I don’t know the answer to that, but I will find out and get back to you” – and then make sure they do get back to you!

Pierre-Marie Feuille, S/Y Mikhail S. VorontsovEmploy ex-crew in order to understand our needs better.

Will Givens, M/Y Lady ChristinaMore transparency.

Jorgen Gormsen, M/Y UlyssesCommunicate more and be transparent.

Simon Ladbrooke, M/Y ParamourListen to the needs and wishes of the captains and owners rather than hard selling. Successful selling is achieved by asking the right questions.

Raphael Legrand, M/Y ManifiqListen, listen and listen again carefully to all requests.

Dùghall macLachlainn, M/Y TangoLearn our industry needs and try to give value for money. Too many agents out there charge a daily rate, but don’t do anything extra for it. A lot of the time I leave feeling ripped off. This, in my experience, is mostly with Mediterranean-based agencies, especially those that have become multi-national.

Arthur Miller, M/Y Hakuna MatataAnswer communications immediately and know their area intimately. Have more than one supplier option instead of using just the one they get kickbacks from. Have connections with ports and fuel stations, know the weather, anchorages, attractions, etc. The biggest problem area is transport – taxis cause more trouble for captains than any other issue.

Oleg Sergeev, M/Y GajaA rapid response 24/7 is very important ... Flexibility and – where the situation requires – presenting a non-standard solution.

Ron Skopila, M/Y Maria TeresaNot to overcharge with their commission. They aim for around 50 per cent, which is too greedy.

Anonymous responsesAnswer the phone when you call, keep you informed of developments and complete the task or service you requested them to do. Work in yours and the yacht’s best interests and leave the lame excuses in the coffee cup when talking to you. Charge fairly and honestly and at least give the impression they are working for you, and not make you feel like you’ve done all the legwork.

Realise that owners are not their cash cow. Time is precious, and the owners are paying for what they want, not what the agent wants to give them.

Be upfront with all charging schedules and prices and be honest.

I find most are pretty good. Some try to get away with outrageous fees; I guess some kind of standardisation would be good (not Italian!).

Use trained cooks/chefs for the provisioning. >>

“I suspect that the extreme prices

seen in different locations are

supported, and in many cases are

caused, by the agents.”



HAVE AGENTS IMPROVED OVER THE PAST DECADE AND IF YES, IN WHAT WAY?

Sixty-two percent of the captains that answered this question answered positively. Twenty-two per cent thought that agents had not improved and the remainder thought that they had remained the same.

YESKaj Christensen, M/Y AuspiciousI think generally they have to be competitive and they have to know their business otherwise captains will move elsewhere for better service. There are a lot of agents out there now who know their business, so competition is keen.

Simon Ladbrooke, M/Y ParamourAbsolutely – in the quality of the service, communications, provisions, access to consumables, parts and imported items, personalised itineraries, including transport, and entertainment options.

Raphael Legrand, M/Y ManifiqI would say that the same agents I know are outperforming the other ones who, to me, haven’t improved. I believe the person you are dealing with is very important and my favourite agents have always made sure they hired qualified staff who understand the request.

Phil Pennicott, M/Y Muse I think technology has played a part in improving the service; however, I have only ever had good service from the agents I use.

Phil Walsh, M/Y MogamboYes, they realise there is competition out there and they all try hard to keep ‘their’ vessels happy.

Anonymous responsesThe quality agents are still in business and the others have faded away.

Yes, they are more competitive and have a broader range of services, and larger areas are now covered.

Yes, more around-the-clock service, refrigerated vehicles for fresh produce delivery, more support with local laws and customs.

Yes, more actual yachties have entered this field, bringing a better understanding of a yacht’s needs and concerns.

DON’T KNOWClive Carrington-Wood, M/Y Serenity III don’t know … there have been good and bad agents. The bad ones I don’t use again, the good ones have always been good, which is why I use them!

Jorgen Gormsen, M/Y UlyssesSome have (where competition is fierce) improved, but no competition equates to slack service – all mouth, no action.

Dùghall macLachlainn, M/Y TangoI’m not really sure if they have. They mainly give the same service that we were actually doing ourselves and charging more money.

Anonymous responsesYes and no. Yes, in that regulations are more complex and agents have more to understand and to help yachts comply with. No, in that the cost for some of the simple things can be excessive and I suspect agents are taking a backside cut for things like transportation and moorage. There isn’t enough transparency with some of the agents.

Not particularly better or worse. Technology has improved, there are more agents, but the service is similar.

NOGuy Booth, M/Y AureliaMaybe not ... 10 years ago, an agent really was a veritable bank vault of invaluable local information. Those that have survived have a loyal following among captains and crew. Nowadays, it seems like there is an increasing number of companies who have hired a gaggle of great-looking girls, in tight uniforms and heels, who (with respect) know nothing more than how to extract money out of the industry … they seem to have lost their focus.

Anonymous responseNo, I think they have lost touch to a degree with the direct relationship with the client.

Clear concise billing with government-regulated services shown so no cost surprises for the captains, management or owners.

Transparent accounting, friendly and professional service, have prior experience as senior superyacht crew.

Be clear on their rates and be fluent in English.

Honest, straight, fast service.

Be very open with costs. Be clear in their dealings.

Transparent invoicing, with third-party invoices available for scrutiny and checking; some agents add to third-party invoices, which is unacceptable.

Agents should re-read the definition of their job description, concentrating on the parts where they are required to represent the ship’s interest during the stop. Their prime motivation should not be to increase the amount spent during the stop. They should have an active presence representing their customers in relation to local politics and service providers to keep costs low and services high.

“Agents should re-read the definition of their job description, concentrating on the parts where they are

required to represent the ship’s interest

during the stop. Their prime motivation should not be to

increase the amount spent during the stop.”

61ISSUE 153 / Agents – Captains’ Comments

WHAT MAKES A GOOD AGENT?

Guy Booth, M/Y AureliaKnowledge, a good memory, flexibility, honesty and the ability to follow up on their word.

Clive Carrington-Wood, M/Y Serenity IIA cheerful and positive response to all requests, a willingness to go the extra mile to help and a thorough knowledge of the industry and their local area to make best use of one in supporting the other.

Kaj Christensen, M/Y AuspiciousKnowledge, sincerity, being respected and known in the business, doesn’t charge like a wounded bull, doesn’t rip you off, gets back to you when they say they will, tells you if they don’t understand what you need from them and gets back to you with the real answer promptly.

Jorgen Gormsen, M/Y UlyssesAttentiveness, communication with the vessel, so they know what goes on, fluent in English; misunderstandings often occur when someone only understands half of what is said.

Mike Hein, M/Y Mea CulpaPersonable, fair pricing, quality of information, being able to do what’s asked, anticipation. >>

“A cheerful and positive response to all requests, a willingness to go the extra mile to help and a thorough knowledge of the industry and their local area to make best

use of one in supporting the other.”

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ISSUE 153 / Agents – Captains’ Comments

Simon Ladbrooke, M/Y ParamourHonest, reliable, professional and well organised. In certain countries having good connections/rapport with local authorities can be very advantageous.

Raphael Legrand, M/Y ManifiqA good listener, a person with great contacts who can open doors, a person who tells you the truth and doesn’t promise things he knows he can’t deliver.

Steve McDonald, M/Y Noble HouseHonesty, integrity, professionalism and an understanding of the unique needs a superyacht has.

Mike Polymenopoulos, M/Y Gran PezResponsiveness, reliability, yacht knowledge, area knowledge (both yachting-wise as well as the shoreside), transparency, availability, communication skills and a ‘professional service with a smile’.

Captain Oleg Sergeev, M/Y GajaTo be available every minute of the day when necessary, and is able to find solutions in all situations. Good agents must have a strong relationship with the local state authority (harbour master, police, customs, etc.) The perfect agent can find solutions in situations involving unusual requests from guests, etc.

Ron Skopila, M/Y Maria TeresaTwo words: efficiency and honesty.

Anonymous responses:An agent who truly understands what each boat does, who understands my specific vessel’s schedule, boss, usage and budget, and to accurately explain the situation to the crew beforehand.

Quick and comprehensive replies to issues raised. On call 24/7. Having all the information at their fingertips and being in contact with appropriate people to support their role.

Prompt responses, efficient service, friendliness and ethical with a corporate social responsibility.

Integrity, scaled billing only for services asked for, yacht familiarity, truly representing the best interest of the vessel.

Communication, speed of completing requests, fair pricing, ensuring smooth procedures are dealt with, work in your and the yacht’s best interest, be service oriented and have no attitude or arrogance.

Honest, punctual, informed and up to date with local regulations, but, above all, have a good can-do attitude and a customer-focused business model.

TO COMMENT ON THIS ARTICLE, EMAIL: [email protected] WITH SUBJECT: PROFESSIONAL SERVICE WITH A SMILE

YOUR FIRST CHOICE WHEN IT COMES TO SUPERYACHT SUPPLIES

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INTERNATIONAL YACHT SERVICESVENNESTRAAT 142161 LE LISSE, THE NETHERLANDSWWW.IYS-ONLINE.COM

NORTH AMERICAYACHT SPARES LLC2364 SW 34TH STREET, BAY#G33312 FORT LAUDERDALE - USAWWW.YACHTSPARES-ONLINE.COM


65ISSUE 153 / Sponsored Content

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66 ISSUE 153 / Sponsored Content

THE AMERICAS

ANCHOR CONCIERGE & SUPER YACHT SERVICES LTDCustoms, immigration and port clearance procedures.Pre arrival notifi cations, meet and greet assistance.Duty-free importation of spares, goods and perishable provisions.Charter APA and cash to Master service.Local and overseas provisioning service.Pilotage, chart briefi ng and Caribbean itinerary assistance.Ground transport, hire cars, taxis, VIP airport transfers.Guardianage, project management, deliveries, captain’s vacation coverage.Crew placement, repairs, maintenance and service arranged and overseen.Berth reservation, duty free bunkering and lube oil service

Regions of operationCaribbean, Antigua based

Yachts worked with recently

Contacts: Captain Nick Line and Captain Joe HutchensTel: + 1 268 734 1865 Email: [email protected] Web: www.anchorcsys.com

Titan, Le Grand Bleu, Titania, Mary Jean II, Atessa V, Quattroelle, Lady Linda, Lady S, Slipstream, Sequel P, Va Bene, Lady Anne Magee, Were Dreams, Unfurled, Lady B, Moonbird, Nadjeda, Chantal Ma Vie, Safi ra, Sea Rhapsody, Natita, Natita II, Bad Girl, Elandess, Siren, Adela, Eos, Athos, Swan, Maltese Falcon, Serafi n, Caro, Nefertiti, Lady Mariposa, Cape Arrow, Dare to Dream, Silencio, Salute, Is A Rose, Step One, Plan B, Solemates, Sealyon, Takapuna, Trisara, Amphrite, Dream, Harle, Imperial Princess, Invictus, Ree, Amevi, Mystere, Blind Date, Anna Christina, Prana, Vertigo, Seanna, Nahlin, White Cloud, Sea Owl, Lady Lara, Luna, Gladius, La Cattiva, Pace, Jolt 2 , XO of the Seas, Bristolian, Hemisphere.

BEN’S YACHT SERVICESCustoms/Immigration Clearance / Dock Space Reservation / Bunkering of Duty Free Fuel / Refuelling / Engineering Supplies / Mechanical Assistance / Sail Washing / Carpet Cleaning Provisioning / Floral Arrangement / Laundry Services / Courier Services / Shopping / Dining & Activity Reservation / Island Tours / Helicopter Rides / Shore Transportation & Airport Transfers / Elite Taxi Services / Car & Jeep Rentals / VIP & Crew Accommodation Discount Prices Captain & Crew Tours / Purchase and Booking Airline Tickets.

Region of operationSt Lucia, the Caribbean

Yachts worked with recentlyM/Y Amarula Sun – M/Y Slipstream – S/Y Tristan – S/Y Swan – S/Y Panthalassa – S/Y Oofl edust – M/Y Lionshare – M/Y VivieRae – M/Y Vantage – S/Y Bliss – M/Y Blind Date – S/Y EOS – M/Y Harle – M/Y Iroquois – M/Y Skat – M/Y Altitude – S/Y Adventuress – S/Y Teleost – S/Y Vesper – M/Y Starfi re – M/Y Sequel P – S/Y Seahawk – M/Y Alfa Nero – M/Y Phoenix 2 – M/Y Trisara – M/Y Arioso – M/Y Lady Britt – M/Y Troyanda – M/Y Helios – M/Y Sea Wolf – M/Y Phoenix II

Contact: Mr Bernard Saltibus & Mrs Valerie SaltibusTel: +1758 459 5457 Cell: +1758 484 0708/+1758 721 8500Email: [email protected] [email protected]

DOCKSIDE MANAGEMENTA full service yacht agency Dockside Management, established in 1990 and independently owned, warrants its reputation as one of today’s most highly respected yacht support agencies. With a strong base in St Maarten and a network that extends throughout the Caribbean, Lila, Kass and their dynamic team provide logistical support for both private and charter yachts. They have a very devoted client list who value their attention to detail, prompt dependable service, integrity, discretion and 24-hour availability.

Region of operationCaribbean

Yachts worked with recentlyA – Ace – Alfa Nero – Al Mirqab – AMEVi – Athena – Attessa IV – Axioma – Eclipse – Eos – Fountainhead – Global – Le Grand Bleu – Luna – Maltese Falcon – Martha Ann – Nahlin – Nirvana – Octopus – Pegasus V – Phoenix 2 – Quattroelle – Sea Rhapsody – Serene – Skat – Sycara V – Tatoosh – Titania – VaVa II – Vertigo – Vibrant Curiosity

Contact: Lila RosenTel: +1 721 544 4096 Email: offi [email protected]: www.docksidemanagement.net

BRAZIL YACHT SERVICESYour dedicated experts on all matters Brazilian with extensive local knowledge.

Operational: comprehensive route planning, inbound/outbound and local clearances, bunkering, provisioning, Amazon logistics, Fernando de Noronha dive tours and permits, transfers and pickups, interior tours, helicopter clearances.

Consultation: Legal and business consultancy arranged with multilingual lawyers.

Founder member of the Brazil Super Yacht Association.

All our staff are bilingual English/Portuguese. We are also fl uent in Spanish, French and Italian.

Region of operationBrazil and South America

Yachts worked with recentlyS/Y Pink Gin 46m – S/Y Georgia 48m – S/Y Regina 56m – M/Y Lady Christine 68m – M/Y Royal Denship 64m – M/Y Feadship 60m – S/Y 75m – S/Y Vivid 30m

Contact: Fabrizio or AdamTel: +55 21 2135 3733 +55 21 4063 4302Email: [email protected]: www.brazilyachtservices.com



THE AMERICAS

GUADELOUPE YACHT CONCIERGEA to Z one-stop shop yacht concierge services.

Created in 2009, but with eight years of experience on the island and many miles at sea, GUADELOUPE YACHT CONCIERGE is your 24/7 shore link for all your yacht needs when visiting Guadeloupe and the Saintes. You name it, we’ll take care of it for you. On charter or preparing for a charter, for a technical or refit stop, we deliver the high quality service you expect within a short time frame.

Region of operationGuadeloupe, Les Saintes and Marie-Galante

Yachts worked with recentlyM/Y Alfa Nero – M/Y Al Mirqab – M/Y Cv-9 – M/Y Eclipse – M/Y Fountainhead – M/Y Ice – M/Y Plan B – M/Y Slipstream – M/Y Swan – M/Y Talisman Maiton – M/Y Utopia Dv – M/Y Vibrant Curiosity – S/Y Eos – S/Y Germania Nova – Hemisphere – S/Y Kamaxitha – S/Y Luna – S/Y Maltese Falcon – S/Y Silencio – S/Y Vertigo – S/Y Velsheda

Contact: Ariane GrafTel: +5 90 690 728 809 Email: [email protected]: www.guadeloupeyachtconcierge.com

SPRONKS’ MEGA YACHT SERVICESWe handle all your needs – from arrival to departure. We offer all yacht services, incuding: Immigration/Customs clearance, full provisioning, airport transfers, parts procurement, APA receipt, duty-free fuel and much, much more. Let us make your stay in Grenada and the southern Grenadines worthwhile and hassle-free.

Two locations – Port Louis Marina and True Blue, Main Road, St George’s.

Region of operationGrenada

Yachts worked with recentlyM/Y Rising Sun – M/Y Odessa II – M/Y Sarafsa – M/Y Tango – M/Y Plan B – M/Y Serene – M/Y Attessa IV – M/Y Sea Rhapsody – S/Y Eos – M/Y Lionheart – M/Y Altitude

All this season

Contact: Claire Budhlall-Spronk Tel: (473) 534 3688/473 534 6342/(473) 435 6342/(473) 439 4369 Email: [email protected] or [email protected]: www.spronksprovisioning.com

LAST BORDER MARINE CONSULTINGPrivate Yacht Expeditions – Argentina Port Agent & Ship SupplierWe are a port agent and ship supplier servicing Argentina, Chile and Uruguay. Also specialising in managing and organising private yacht expeditions to Antarctica, Arctic and Patagonia, we provide a wide and comprehensive range of services before and after your expedition:

Regions of operationArgentina, Patagonia, Antarctica, Uruguay, Canadian Arctic

Yachts worked with recentlyS/Y Georgia – M/Y Big Fish Contact: Christian RotgerTel: + 54-92901- 580420Email: [email protected]: www.privateyachtexpeditions.com

• Pilot Services• 24/7 Concierge Services – VIP• Custom Clearance- Inbound – Outbound• Mooring / unmooring services• Inmigration – Legal Services• Garbage disposal• Provisions, supplies and stores delivery• Delivery of Bunker-Sludge removal• Yacht agency

• Initial environmental evaluation• Itinerary planning• Cruise permission • Government permission• Documentation• Yacht inspection and refit advice for remote destinations cruises• Expedition staffing – Ice Pilot• Travel arrangements

PORT AGENTS AND VIP CONCIERGE SERVICESPacific Bound Yachts offers one stop Port Agency, VIP Concierge Services and Itinerary Development. Our 10+ years of experience of working in challenging regions guide our strategic multi-port voyage planning that affords us the ability to preempt potential challenges and obstacles and avoid potential losses of time and resources. We are that invaluable land based crew member captains always wish they had; who speaks the local language and who knows the local nuances and hot spots. Our gorgeous itineraries are sure to impress even the most discriminating guests and have even been known to seal a charter deal or convince an owner to take the “leap” and cruise the wild Pacific.

Regions of operationGalapagos, Panama (daylight Canal transits), Costa Rica / Cocos, Central & South America, the Baltic, and off the beaten path adventures.

List of servicesClearances / Cruising permits / Temporary imports / Itinerary development and design / Pre-arrival arrangements / Budget preparation / Cash to Master / Centralised accounting / Bunkering / Berth arrangements / VIP Concierge Services / Highly Qualified and Screened Guides / Provisioning / Spares Sourcing / Freight forwarding / Crew mail / Constant support / Emergency assistance

Yachts worked with recentlyM/Y Alfa Nero – M/Y Silver Cloud – M/Y Air – S/Y Hemisphere – M/Y Solemar – M/Y MeduseM/Y Unbridled – S/Y Silencio – M/Y Plan B – M/Y Dragonfly – M/Y Senses – S/Y Ethereal

Contact: Lisa Greenberg, CEO/COOTel: +1 954 638 7757Email: [email protected]: www.pacificboundyachts.com



MALDIVES YACHT SUPPORT PVT LTD

Region of operationMaldives

Yachts worked with recentlyM/Y Tueq – P/V Lauren L – M/Y Malibu – M/Y Liberty – M/Y Kalizma – S/Y Argo – M/Y Linse – M/Y Sequel P

Contact: Abdulla Waheed Tel: +960 779 5257/+960 792 2525/+960 300 2536Email: [email protected]: www.maldivesyachtsupport.com

Yacht Clearances / FormalitiesCruising permits /Customs and immigration proceduresTourism ArrangementsItinerary Planning & LogisticsBunkeringFresh Provisions/SuppliesTechnical Services and SupportTravel & TransportationHotel & Restaurant reservationExclusive excursionsVIP Concierge Services

On-board EntertainmentBanking TransactionsCourier ServiceFreight HandlingHelicopter Clearance & SupportPrivate Seaplane charterDis/Embarkation of Armed Security GuardsMaritime lawyers & Legal ConsultancyMedical serviceLaundry and Dry CleaningYacht ChartersLocal captains & professional dive guides

ASIA PACIFIC SUPERYACHTSAsia Pacifi c’s #1 superyacht agency. Regional coverage, local knowledge. We offer complete superyacht agency support throughout the Asia Pacifi c region. In addition, we assist with charters, management and crew supply, as required. Our regional offi ces are staffed by highly experienced professionals from the marina industry, who understand the needs of today superyachts.

For more information on our services, visit www.asia-pacifi c-superyachts.com.

Regions of operationAndaman Islands, Australia, Borneo, Hong Kong, Indonesia, Malaysia, Maldives, New Zealand, Philippines, Phuket, Seychelles, Singapore, Sri Lanka and Tahiti.

Yachts worked with recentlyA – Alchemy – Aquamarina – Archimedes – Aspiration – Australis – Azul – B2 – Big Fish – Boardwalk – Cloud 9 – Damrak – Elysium – Escapade – Exuma – Family Day – Galileo G – Jaya – Jeremy – Keri Lee III – Lady Candy – Liberty – Mayan – Queen Mekong – Northern Sun – Pangaea – Plan B – Platinum – Rasa – Rasselas – Samax – Sapphire – Sea Bear – Sensation – Serenity – Shamoun – Sunrise – Tanvas – TV – Vertigo – Yanekee Too

Contact: Nick CoombesTel: +60 194 499 422Email: nick@asia-pacifi c-superyachts.comWeb: www.asia-pacifi c-superyachts.com

ASIA & AUSTRALASIA

CARTER MARINE AGENCIES PTY LTDCarter Marine Agencies offer independent professional yacht agency support services, providing assistance to all luxury yachts for clearance procedures in and out of Australia, permits, crew visa applications, berth bookings, provisioning, bunkering, concierge services, freight clearances and forwarding, repairs and technical services, charts and chandlery, medical appointments and good local knowledge. Nearly 30 years’ experience in ship agency support services, including 10 years in business as a friendly professional yacht agent always with a smile.

Region of operationAustralia

Yachts worked with recentlyVava II – Keri Lee 3 – S/Y Beagle V – Dr No – Mayan Queen IV – Meridian – Two Angels – Wabi Sabi – Silent World II – Antipodean – S/Y Twizzle – S/Y Titania – Asteria – Aquamarina – S/Y Ethereal – Plan B – Octopus – Arctic P

Contact: Carrie CarterTel (offi ce): +61 740511046Mobile: +61 429391046Email: [email protected]: www.cartermarine.com

THE LIGHTHOUSE CONSULTANCYThe Lighthouse Consultancy provides 24 hour, 360° support for superyachts cruising in Indonesia. The team utilises decades of local experience to provide yacht captains and management companies with advice relating to clearances, cruise and tourism permits, as well as crew and guest visas prior to any cruise. Services in country include bunkering services, provisioning, placing cruise guides and lecturers, as well as assistance with private aircraft and helicopters at airports across the archipelago.

Region of operationIndonesia

Yachts worked with recentlyM/Y Vava II – M/Y Pacifi c – M/Y Archimedes – M/Y Big Fish – S/Y Twizzle

Contact: Andy Shorten Tel: +62 81 338 732 764 Email: [email protected]: www.thelighthouseconsultancy.com



ALL SERVICES SRLALL SERVICES was founded in 1980 by Dr Alessandro Sartore and has gone from strength to strength. With its team of more than 20, it provides tailor-made services “even at the last minute” to give captains and crew the certainty of trouble-free yachting for their owners and guests. The company’s policy is simple ... 24 hours a day, seven days a week at your disposal, offering you full assistance in all Mediterranean ports.

Region of operationMediterranean

Yachts worked with recentlySecret – Excellence V – Pegasus V – Pelorus – Areti – Faith – Fountainhead – Hampshire 2 – Huntress – Lady Sheridan – Majestic – Mi Sueno – Rising Sun – Triple Seven – Solemate

Contact: Dr Alessandro SartoreTel: +39.0184.533533 and +39.348.5151.260Email: [email protected]: www.as1980.com

ATL MÉDITERRANÉEAs agents, and with an excellent knowledge of the area, for more than 15 years ATL has provided complete agency assistance to superyachts, captains and their crew: berthing arrangements, port clearance, customs assistance, deliveries on board, visas and medical assistance, car rental, accommodation, banking services, fuelling, provisioning, etc.

Regions of operationFrench Mediterranean – Marseille, la Ciotat and Toulon

Yachts worked with recentlyM/Y Arkley – M/Y Callisto – M/Y Cleopatra – M/Y Fountainhead – M/Y Galaxy – M/Y Hermitage – M/Y Ice Angel – M/Y Ilona – M/Y Kogo – M/Y Odessa – M/Y Perfect Persuasion – M/Y Pestifer – M/Y Samar – M/Y Sarafsa – M/Y Seven Sins – M/Y Silver Dream – M/Y Siren – M/Y Sirona III – M/Y Solemar – M/Y Taouey – M/Y Tatoosh – M/Y Zeus

Contacts: Christian and Anne CuadraTel: +33(0) 6 60 41 91 91 – Christian +33(0) 6 60 41 91 86 – Anne + 33 (0) 4 96 15 79 20 – Offi ceEmail: [email protected]: www.atl-med.com

ASIA & AUSTRALASIA

YACHT SUPPORT GROUP (PT Alba Pelaut Suplay)Bespoke concierge superyacht agents providing: clearances, berthing, bunkering, provisioning, interior and exterior consumables, spare parts, mechanical and engineering repairs, private jets and helicopters, travel and tours, dive guides, spectacular itineraries and rare memories.

Management, charter, crew placement.

Sub-offi ces in: Maldives, India, Sri Lanka, Myanmar, Thailand, Malaysia, Singapore, Indonesia, Philippines, Palau, Papua New Guinea, Vanuatu and Australia.

Alliance partners in: Seychelles, Hong Kong, Japan, Micronesia, New Zealand and Fiji.

Regions of operationIndian Ocean, South-East Asia, Western Pacifi c Rim

Yachts worked with recentlyAmnesia – Aquamarina – Argo – Atlas 1 – Calliope – Decompression – Dragonfl y – Elysium –Exuma – Galileo G – Kaori – Maverick 2 – Octopus – Rasa – Rasselas – Senshu Maru – STS Lord – Nelson – Twizzle – Vava 2

Contact: Captain Neil HempseyTel: +62 (0) 81 916 238 644Email: [email protected]: www.yachtsupport.org www.indoyachtsupport.com

EUROPE & THE MEDITERRANEAN

CATALANO SHIPPING SERVICESOur multiple local offi ces (Monaco, Cannes, St Tropez, Toulon, Ajaccio, Calvi, Bonifacio) offer solutions and assistance covering berth reservations to tax representation, including husbandry, cash to master, logistics, customs arrangements, storage, visa requirements, concierge services, procurement services, provisioning, medical assistance, fuel supply and travel arrangements, etc.

Profound local and international knowledge and multinational staff with yachting, cruise and cargo backgrounds make our ever growing AGents by Catalano network the perfect partner for superyachts.

Regions of operationFrance, Corsica, Monaco, Italy

Yachts worked with recentlyEclipse – Dilbar – Hampshire II – Kismet – Prince Abdulaziz – Lady Moura – Montkaj – Aquarius – Serene – Tueq – Amaryllis – Alwaeli – Al Mirqab – Madame Gu – Eminence – Siran – Katara – Palladium – Titan – Maraya – Alexander – Nero – Baton Rouge – Vicky – A – Ice – Force Blue – South – Turama – Nirvana – Smeralda – Faribana V – Pelorus – Quattroelle – Amadeus – Lady Marina – Palladium – Northern Star

Contact: Mark Ravnholt Email: [email protected] Web: www.catalanoshipping.com




EVOLUTION AGENTS EVOLUTION is made up of an enthusiastic team that offers a complete and genuine concept of service providing individual attention to all our clients. What started as a job for some has become a lifestyle for the entire Evolution team and from the results and returning clients this is definitely the key to our success.

Our yachting expertise and local knowledge are at your disposal so you are able to have the best advantages while visiting Spanish waters.

Region of operationSpain

Yachts worked with recentlyM/Y A – M/Y Ace – M/Y Ecstasea – M/Y Garçon – M/Y Illusion – M/Y Katara – M/Y Life Saga – M/Y Madame Gu – M/Y Pacific – M/Y Palladium – M/Y Pelorus – M/Y Phoenix 2 – S/Y Phryne – M/Y Polar Star – M/Y Radiant – M/Y Secret – M/Y Sunrays – M/Y Utopia – M/Y Vava

Contacts: Beatriz Alonso / John ShinskeTel: +34 650 220 099Email: [email protected]: www.evolutionagents.com


DRM MARITIME SERVICES LTDBunkering (duty-free where eligible) / Berthing arrangements / Clearance in/out/ Paperwork / Visa formalities for crew and guests / Cruising, customs and immigration procedures / Itinerary planning / Freight handling / Banking transactions / Technical services & back up / Communications and office services including out-going mail or any courier services / Refit and repairs / Spare parts / Day Workers / Security Guards / Divers / Scheduled air arrangements / Car hire / Minibus / Travel and tour arrangements / Private air charter- jet and helicopter / Hotel and restaurant reservations / Provisions, Wine and spirits / Laundry, dry cleaning and alterations / Flower arrangements / Spa, facials, hairdressing, manicures etc. / Leisure and sports arrangements (golf, horse riding, gym, tennis etc) / All other VIP services available.

Region of operationMontenegro

Yachts worked with recentlyM/Y Apogee (62m) – M/Y Cakewalk (86m) – M/Y Carpe Diem (59m) – M/Y Diamonds Are Forever (61m) – M/Y Dream (52m) – M/Y Fortunate Sun (54m) – M/Y Kahalani (55m) – M/Y Majestic (61m) – M/Y Phoenix 2 (90m) – M/Y RoMa (61m) – M/Y Samar (78m) – M/Y Siren (74m) – S/Y Phocea (75m) – S/Y Rosehearty (56m)

Contact: Radule Raki DragovicTel: +382 69 050 315 Email: [email protected]: www.drmaritime.com

FELIX MARITIME AGENCY We offer you our guarantee of high-quality services for ships, yachts or any other vessels transiting through the Suez Canal. Obtaining ISO 9001:2000 / ISO 9001:2008 certifications of our quality system motivates us to reach the objective of satisfying customers’ requirements and expectations, as well as ensuring smooth operation either during canal transit or at any Egyptian port, including Port Said, Port Suez, Hurgada, Sharm El Sheikh, etc.

Region of operationEgypt – Port Said, Port Suez, Sharm El Sheikh & Huragda.

Yachts worked with recentlyM/Y A – M/Y Radiant – M/Y Sunrays – M/Y Anna – M/Y Tatoosh – M/Y Anstasia – M/Y Vava II – M/Y Nirvana – M/Y Pacific – M/Y Morning Glory – M/Y Malibu – M/Y Utopia – M/Y Le Grand Bleu – M/Y Caranthia VII – M/Y Vava – M/Y Silver Angel – M/Y Lauren L – M/Y Rasselas – M/Y Vertigo – M/Y Samax – M/Y Maracunda – M/Y Indian Empress – M/Y Elysium – M/Y Calliope – M/Y Andimo

Contact: Mohamed MostafaTel: +20663333132Mob: +201006836831Email: [email protected] [email protected]

INTRA MARINE BARCELONA After more than 14 years working in Marina Port Vell Barcelona in the luxury yachting industry we work to an extremely high standard with experienced and professional staff and technicians.

We have an extensive knowledge of the ever-evolving and dynamic superyacht industry and the welcoming attitude of always happy to help.

• Engineering services and supplies • Carpentry work • Metal work • Fabrication • Welding • Electrical work • Upholstery • Yacht agents • Crew placement

Regions of operationBarcelona and Spain

Contacts: Katherine Colgan and David BarnesTel: +34 93 225 0022Email: [email protected]: www.intra-marine.com



LUISE ASSOCIATES LTDSince 1847 we have provided our clients with a unique and easy-to-dial service for instant and efficient support during their Italian cruise.

The objective of our operative department is to provide Luise Associates’ customers – yacht captains, crew, guests on board and yacht management companies – with full assistance and coordination, including berth bookings, cruise planning consultation, APA – payment services, bunkering, transportation, accommodation, provisioning, spare parts and all the necessary support services which are usually required by large-yacht operations.

All our staff have been select for their professionalism, integrity and sincere desire to serve clients to the highest standard.

Yachts worked with recentlyKatara – Eclipse – Serene – A – Dilbar – Al Mirqab – Topaz – Pelorus – Lady Moura – Rising Sun – Lauren L – Limitless – Sarafsa – Luna – Musashi – Radiant – Arctic p – Ecstasea – Maltese Falcon – Nero – Ice – Cakewalk – Sunrays – St Princess Olga – Alfa Nero – Eos – Carinthia VII – Mayan Queen IV – Tatoosh – Athena – Seven Seas – Le Grand Bleu – Turama – Alexander – Octopus – Delma – O’Mega – Chopi Chopi – Air – Moonlight II – Amevi – Talitha G

Contact: Francesco LuiseTel: +39 081 96 333 96Fax: +39 081 96 333 33Mobile: +39 348 38 68 538Skype luiseitaly Web: www.luise.com/news.html

MH BLANDInvolved in shipping since 1810, the Agency department of M.H. Bland has the experience, local knowledge and backing of a local organisation which extends a very high level of service to the mariner visiting our ports - particularly important considering the special requirements of superyachts. The agency department attends to the requirements of a large number of luxury cruise liners and superyachts calling our ports. As a member of the Multipart Ship Agency Network and AYSS for Gibraltar, the company has passed the network’s stringent annual, financial and professional assessments.

Services including the following:

Our company attends to over 100 superyacht calls (over 40m) per year.

Regions of operationAlgeciras, Ceuta, Gibraltar, Las Palmas de Gran Canaria, Santa Cruz de Tenerife, Tangier/Marina Smir (Maroc)

Contact: Steven BareaTel: +350 200 12777 (24 hrs)Email: [email protected] Web: www.mhbland.com

• Bunkers• Crew changes• Crew in-house ticketing• Customs clearance• Berth reservations• Ship chandlery

• Repair co-ordination• In-house travel department• Hotel reservations• Car hire• Catering services• Tours and excursions

JLT YACHT AGENCYJLT Yacht Agency is the leading marine agency for yachts calling on the Italian Adriatic coast, with headquarters in Venice and offices also in Trieste, Ancona, Pescara/Ortona, Bari and Brindisi. Dedicated to the superyacht industry, JLT provides berth reservations and full support to guests and crew, from immigration and clearance procedures to complete VIP concierge services.

Region of operationItalian Adriatic Coast

Yachts worked with recentlyCarinthia VII – Tatoosh – Eos – Nero – Moonlight II – Alfa Nero – Samar – Enigma – Sherakhan – High Power III – Reverie – Altair III – Siran – Romance – Roma – Aifos – Tamsen – Paraffin – Lady Lara – Belle Anna – Triple Seven

Contact: Caterina OlivieroTel: +39 348 910 6519Email: [email protected]: www.jlt.it

KS SHIPPING MALTAKS Shipping are the professsonals in ship and yacht registration.

KS Shipping offers total support to yacht owners wishing to use the advantageous Malta Yacht VAT leasing scheme or looking to have their yachts coded as charter yachts.

Providing agency services to the yachts in Malta and by preparing all the necessary company formation, lease agreement and VAT registration procedures.

Whatever you require we are present 24/7.

Region of operationMalta

Contact: John ZammitTel: +35 699 713 545Email: [email protected]: www.ksshippingmalta.com




PORTCALL SHIP AGENTS Portcall Yacht & Ship Agents have been providing high-quality services for marineclients for over 10 years. Our staff are local people with many years’ experience in the yacht industry. Our services include:

• VAT and tax-related issues• Temporary importation (TPA)• Harbour and customs formalities• Import and export• Immigration procedures• Tax advice• Shore support• Legal advice

Regions of operationBalearic Islands and Mediterranean

Yachts worked with recentlyS/Y Maltese Falcon – S/Y Beaugeste – S/Y Gweilo – S/Y Destination – S/Y MelekS/Y Axia – M/Y Allegria – M/Y Tatasu – M/Y Jo – M/Y Atlantide – M/Y Agata

Contact: Cristina Tapia KingTel: +34 661 76 26 24Email: [email protected]: www.portcall.org

• Itinerary planning• Exclusive shore excursions• Custom clearance• Cruising formalities

• VAT/tax related issues• Berth reservation• Ship chandlery• Repair co-ordination• Ground transportation

• Helicopter tours/ transport• 24 hrs availability

NAUTICANAUTICA was formed in 1988 as a professional yacht support company to service the growing local and international yachting market. Over the years the company’s professional and committed service, giving undisputed priority to the customer’s contentment, has established it as a reference point for all yacht operators, guests, captains and crew cruising in the Mediterranean. Nautica’s wide spectrum of services provides for any requirement a visiting yacht to Malta may command, backed by a strong and healthy network of contractors, sub-contracting workforce and facilities.

Furthermore, NAUTICA is today acknowledged as the leading provider of yacht charter holidays in the Maltese Islands, with a fleet of modern boats available either as bare-boat or sailed by seasoned skippers. This year Nautica Ltd has invested in a new JEANNEAU S.O. 509 in the five-cabin version, which will be added to our fleet of Beneteau and Bavaria charter yachts. Nautica has since established itself within the superyacht and megayacht sectors, providing management, charter operations, charter contracts, refits and general agency services.

Region of operationMalta

Yachts worked with recentlyPelorus, Titan, Madame Gu, Eclipse, Ecstasea , Luna, Ice, Triple Seven, Lgb, Tatoosh, Vibrant Curiosity , Amevi Surprise, Oberon, Vicky, Lady Natinia, Annabel, Michela, Ghost, Tiara.

Contact: Simon Borg Cardona (Managing Director) Alberto Bartoli (Charter Manager) Tel: (+356) 2134 5138/9, 2133 8253 Email: [email protected]: www.nautica.com.mt & www.yachtchartermalta.com

NAUTICA ASSISTANCENautica Assistance is a megayacht agency and supplier based in the north of Sardinia, capable of giving full support to yachts with all their challenges while cruising and stopping across the whole Mediterranean. Always ready for prompt feedback, our departments are designed to be your onshore yacht crew extension. We always guarantee complete support and a high standard of service with top-class logistical and technical assistance, provisions and a wide stock of marine supplies.

Region of operationSardinia

Yachts worked with recentlyRadiant – Pegasus V – Lady Kathryn V – Apogee – Areti – Capri – Icon – Diamonds are Forever – Natita – Titania – Engelberg – Talisman Maiton – Happy Days – Bliss – Mondango – Parsifal III – Parsifal IV – Open Season

Contact: Alberto CadedduTel: 0039 347 38 20 817Email: [email protected]: www.nauticassistance.com


NORD SHIP AGENCYYour general yacht agent in NorwayWe have 14 years’ experience in serving yachts visiting Norwegian waters. Nord Ship Agency is your general agent and we solve any task in any port. We customise sailing itineraries together with our highly experienced shore activity department. Nord Ship Agency’s main goal is to relieve the workload for captain and crew, and plan and perform the best holiday experience for the guests.

Region of operation

Norway and Spitsbergen

Yachts worked with recentlySKAT – Calliope – Daydream – Galaxia – Lady B – Pelorus – Adele – Al Mirqab – Queen K – Phoenix – Bravado – Be Mine – Wavelength – Vive la Vie – Meridian – Utopia – Apostrophe – Juliet – Event – Hetairos – Eos – Pumula – Wisp

Contact: Hans Christian BraarudTel: +4791602337 Email: [email protected]: www.nordshipagency.no



WORLD MARINE SERVICE LTD• Fuel / Bunkering• Crew visa arrangements• Spare parts logistics and customs clearance• Repairs / oil change / waste oil disposal• Duty free goods / Provisions / Chandlery• Newly acquired luxury Mercedes Viano for crew transfer / shopping / Morrison’s!• Bespoke agency supervision services in all ports in Spain / Morocco also provided

Specialising in yacht calls to the port of Gibraltar, WMS aims to provide the best levels of service and ensure customer satisfaction in everything we do.

World Marine Service is proud to be improving our products and service to ensure you receive the best prices and the best coordination of services during your visit. Help us become the best – let us know what you need and we will do our very best to make it happen!

Region of operationGibraltar

Contact: Mark LincolnTel: +350 20065425 +350 57095000 Email: [email protected]: www.worldmarineservice.com

YACHTING SCANDINAVIA ASThe premier superyacht agent in Norway. Yacht and charter in Norway and Scandinavia.Established in 2000, Yachting Scandinavia AS is run by professionals for the professionals. We supply a fully comprehensive service to superyachts, making your stay trouble free, ensuring that your time is spent enjoying yourself. Services include yacht charter, brokerage, clearance, local government formalities and documentation, berthing and local knowledge, accommodations, charts, guidebooks and specialised knowledge, duty free fuel and provisions, imports, logistics and customs clearance, refit and repair, transportation, crew placement and polar bear explorations.

Regions of operationNorway and Scandinavia

Yachts worked with recently

Contact: Sam BuggeMobile: + 47 97768100Email: [email protected]: www.yachtingscandinavia.com

SARDINIA YACHT SERVICESSYS is a registered maritime agent and private concierge, serving the growing needs of the nautical industry in Sardinia. Our strong points are:

• Relationship based on trust• Availability 24/7 • Experience• Qualified, multilingual staff and suppliers• Speed of response and execution• Anticipation of guest’s requests• Wide array and quality of provisioning• Extensive knowledge and pride of our territory

It is our great pleasure to assist our clientele and our first priority remains our client satisfaction!

Regions of operationSardinia

Yachts worked with recentlyMadame Gu – Eclipse – Dilbar – Al Mirqab – Topaz – Pelorus – Lady Moura – Rising Sun – Attessa IV – Lauren L – Limitless – Sarafsa

Contact: Renato AzaraTel: +39 0789 906 021Email: [email protected]: www.sardiniayachtservices.it


ROLLING STOCK SHORE SUPPORTRolling Stock Shore Support offers a full range of professional support services anywhere in the Balearics. We aim to negotiate the best prices possible and provide transparent billing for our clients. Whether you are chartering or cruising the islands or in for refit or service works, you can rely on our shore support service to cater to your every need. In an unfamiliar area, local knowledge is invaluable.

Region of operationBalearics

List of services

Many more services offered, just get in touch and let us take the stress away...

Contact: Rupert Savage Tel: +34 619 863 219 Email: [email protected] Web: www.rsshoresupport.com

AccommodationBerthing / DockageBranding / StationeryChandleryCustom ClearanceEngineering RepairsExecutive Transfers/Private Jet / Helicopter Charter Flowers

Fuel & Tank Cleaning Fuel BunkeringInterior SupplyLaundry / Carpet CleaningLegal adviceLogistics / MailboxesPainting / AntifoulingProduct / Part sourcing Provisioning / Wine

Refrigeration / Aircon RepairsSilver-plating Stainless steel / Fabrication Temporary Importation (for Refits)TranslationsVIP Services



BWA YACHTINGBWA Yachting offers a full concierge and marine agency solution dedicated to superyachts. Our local teams are working 24/7 from more than 30 offices across the Mediterranean, Caribbean and Americas, offering you a seamless marine service paired with the unique local tastes of each destination you visit.

To our most demanding vessels and fleets, we also offer a tailored and global hub agency solution that offers a dedicated account management along with several added benefits and discounts.

Region of operationWorldwide

Contact: Commercial manager, Julian MadsenTel: +41 91 913 3240Email: [email protected]: www.bwayachting.com

THE SOURCE FOR ALL THINGS YACHT

YACHTWAYSYACHTWAYS is a Yacht Agency and V.I.P. Services Company based in Athens.

YACHTWAYS has established an efficient network of top professionals on every marina/port on every island and mainland throughout Greece and offers a range of personalised and exclusive high quality services 24/7.

We have the ability to arrange every single detail from the very first moment of your arrival until the very last and we can direct you with specific coordinates to any place you want to visit.

Our services include:

Custom Made Itineraries • Directions with Specific Coordinates • Berth Reservation • Arrival & Departure Formalities • Customs Clearance • Bunkering • Banking Services • VIP Concierge Services • All Kinds of Provisions • Technical Support

Regions of operationGreece, Mediterranean, Black Sea

Yachts worked with recentlyM/Y Vive La Vie – S/Y Regina – M/Y Burkut – M/Y I Nova – M/Y The Mercy Boys – S/Y Andromeda La Dea – M/Y Charisma – M/Y Rahal – M/Y Ionian Princess – M/Y Balaju – S/Y Artemis – M/Y Ambassador – M/Y Reef Chief – M/Y Kai – M/Y Quest R – M/Y Seven Sins – M/Y Cipitouba – M/Y Perla Nero

Contact: Elena GiourtzidouTel: +302109802690/+306985550555 Email: [email protected]: www.yachtways.com

THE MEDITERRANEAN WORLDWIDE

INCHCAPE SHIPPING SERVICESA World of Local ExpertiseInchcape Shipping Services delivers an extensive range of innovative maritime support services worldwide. We offer marine, port agency and concierge services specifically tailored to meet the needs of our exclusive yachting clientele. Our unique understanding of your specific requirements from captain and crew to owners and their guests enables us to build long-term relationships based on trust. You can rely on ISS’s dedicated marine professionals to deliver the most comprehensive package of solutions available in the market.

Region of operationGlobally

Yachts worked with recentlyM/Y A – M/Y Athena – S/Y Germania Nova – M/Y Lady Lola – M/Y Le Grand Bleu – MY Luna – M/Y Musashi – M/Y Samar – M/Y Sea Lyon – M/Y Titan – M/Y Titania – M/Y Vibrant Curiosity

... just to name a few ... Contact: Jonathan WilliamsTel: +1 954 302 6827 Email: [email protected]: www.iss-shipping.com

PINMAR SUPPLY Pinmar Supply is a full service chandlery born from the merger of three major forces in the industry – Pinmar Yacht Supply, Rolling Stock Chandlery and Non Stop Yacht. These three individual companies, although operating in the same industry, all fulfilled different needs to the sector and now collectively as Pinmar Supply deliver an exceptionally rounded service. With distribution agreements with most of the major brands, retail outlets and a worldwide delivery service consider Pinmar Supply for all things yacht.

Regions of operationWorldwide supply and retail outlets in Palma de Mallorca and Barcelona

List of servicesChandlery – Deck Supplies – Paints and Varnishes – Bridge Equipment – Galley Equipment – Interiors & Lighting – Safety Equipment – Watersports and Toys – Engine Room – Uniforms – Part Sourcing – Worldwide Delivery and LogisticsWhatever you need wherever you need it….

Yachts worked with recentlyHampshire II – Enigma – MQ2 – Ari – Eclipse – Netanya 8 – Saint Nicolas – A – Talitha – Kisses – Ilona – Ranger – Dilbar – Valsheda – Bystander – Eminence – Madame Gu – Destination – Mondango – JBH II – Lady Lara – Lady Christina – Aurelia – Garçon – Melek – Jade – Aglaia – Kokomo – Mirabella III

Contact: Tracey Wilkinson Tel: +34 679 046 889 Email: [email protected]: www.pinmarsupply.com

WORLDWIDE

Clients want more for their money, so every aspect of the industry is having to expand and develop to keep clients happy and to ensure loyalty. Marinas are no different. With berthing becoming more of an issue as yachts grow in both number and size, marinas are having to invest to make sure they offer their clients top class services, and those new to the game are competing against more established locations. We therefore asked several marinas to evaluate their position within the market and offer their opinions on how

they are seeing clients’ expectations change.

VILANOVA GRAND MARINA, BARCELONA

the superyacht report

77Issue 153 / Marinas

how much have you Invested In your marIna development over the past fIve years?

Levent Baktir, generaL director, PaLmarina, turkeyaround us$78 million has been invested in the marina in the last three years. this excludes the purchase price of the marina, which was us$45 million (paid in 2011).

oLiver corLette, managing director, Porto montenegro, montenegrothe total investment in this project now stands at over a few hundred million euros.

ignacio erroz, generaL manager, viLanova grand marina, SPainour new-generation marina opened four years ago. so far e38 million has been invested, permitting the creation of modern specialised facilities to accommodate superyachts.

dr giovanni BattiSta La mura, PreSident of the Board of directorS, marina di StaBia, itaLywe are a new-generation, world-class superyacht facility, a e120 million waterside development, which, for the moment, doesn’t need any additional investment.

uri nachoom, vice-chairman, SaLamanca grouP, marina Port veLL, SPainwe acquired marina port vell in 2010. the marina was initially constructed in 1992, housing boats mainly up to 30m. however, it was unsuitable for servicing the new breed of superyachts and our vision is to turn it into one of the world’s best superyacht marinas with state-of-the-art services and facilities for superyachts ranging from 60m to 120m. aside from the initial cost of purchasing the marina we have injected a further e55 million in redevelopment funds.

giuSePPe PaPPaLardo, managing director, marina genova aeroPortowe invested e150 million in the construction of the marina, which was completed in 2007, and e20 million over the last five years for the construction of a boutique hotel and the completion of the megayacht quay, which is able to moor ships up to 130m.

Patrick reynéS, ceo, iPm grouP, marina iBiza, SPainthe investment in our marina development is continuous. In the case of marina Ibiza, which has only been operating for five years, investing in its development has been an extraordinary effort. more than e32 million was invested in remodelling the facilities to increase the number of berths for superyachts and it is now able to offer berthing for yachts of up to 100m; in the past that was not possible. each year we try to invest in a budget to renovate and/or create new spaces and to cater to the needs of the most demanding clients with either water- or land-based facilities.

antonio zaforteza, ceo, Port adrianoport adriano’s investment has been around e90 million.


78 Issue 153 / Marinas

What Is your future or planned Investment strategy – by terrItory or busIness model?

Levent Baktir, generaL director, PaLmarina, turkeyto be the sector’s leading high-end megayacht marina in the turquoise riviera, with a continuous improvement strategy supported by updated accredited management standards with the most creative and innovative minds.

oLiver corLette, managing director, Porto montenegro, montenegroWe are committed to making montenegro one of the leading all-year-round superyacht hubs – like the south of france and mallorca – and we will bring the total number of berths to approximately 500 by the end of 2014. We continue to invest substantially on the land side to further build our infrastructure, which includes amenities such as sporting facilities, restaurants, bars, an international school, and this year we open our first five-star hotel – the regent porto montenegro.

ignacio erroz, generaL manager, viLanova grand marina, SPainWe are planning to continue investing in our facilities and resources in order to endow the marina with the most complete and specialised range of technical and commercial services, as well as strengthening our promotional activities in international events in europe. We’re also looking to break into other markets, such as the usa, russia, the middle east, etc., and to consolidate our collaboration and bonds with principal international companies in the industry.

dr giovanni BattiSta La mura, PreSident of the Board of directorS, marina di StaBia, itaLyWe have planned to complete the scheme with the refurbishment of a 60,000sqm waterfront mixed development.

tom mukamaL, PreSident, igy marinaSour plans include focusing on evaluating opportunities in key strategic locations and working and investing with key strategic partners. We see certain opportunities as tremendous added value to developers and governments in developing markets and to our existing customers by evaluating options in the more traditional, well-established cruising locations. despite an improving market outlook, the capital markets in the marina asset class remain a challenge and are not uniform depending on geographic location.

port adrIano, palma, mallorca

79ISSUE 153 / Marinas

URI NACHOOM, VICE-CHAIRMAN, SALAMANCA GROUP, MARINA PORT VELL, SPAINWe are very opportunistically driven. As the Salamanca Group is a global company with offi ces across the world we are not constrained by territory and, as such, the right opportunities can be serviced by any of our regional offi ces. If we were to fi nd another project that resembled Marina Port Vell in size and location we would certainly consider it.

GIUSEPPE PAPPALARDO, MANAGING DIRECTOR, MARINA GENOVA AEROPORTO, ITALYWe have fulfi lled our investment strategy by territory over the last seven years. Our new challenge is to extend our marina management know-how over to a network of prestigious marinas in the Mediterranean that we have identifi ed and it is already part of the new project we are working on.

PATRICK REYNÉS, CEO, IPM GROUP, MARINA IBIZA, SPAINOur vision is to consolidate the group of companies that belong to IPM Group, with the aim of becoming leaders in the marine industry. Our investment strategy is following this route and we are putting all our efforts into offering clients a global and complete experience.

ANTONIO ZAFORTEZA, CEO, PORT ADRIANO, SPAINWe will explore opportunities in the Balearics or areas with good cruising grounds. In all our current marinas we are the actual lease holder of the lease. However, we are open to other systems, like managing for third parties, but have not yet had the opportunity to do so.

“Despite an improving market outlook, the capital markets in the marina asset class remain a challenge and are not uniform

depending on geographic location.”

– Tom Mukamal



What Is the one thIng that the luxury marIna Industry needs to change for the future?

Levent Baktir, generaL director, PaLmarina, turkeyguest satisfaction throughout the whole year – in terms of a unique way of life: high-end fine dining, entertainment, shopping in a beautiful, calm and relaxing location with crystal clear water – all supported by the highest standards of service.

oLiver corLette, managing director, Porto montenegro, montenegroIt seems that many participants do not appreciate the importance of value for money. While we are all working around very expensive, luxury assets, there seems to be a perception that our customers are willing to pay any price, no matter what the service or quality of product. In fact, our customers are savvy business people who can see through this.

ignacio erroz, generaL manager, viLanova grand marina, SPainfor marinas that have emerged in the last few years, the objective is to make them a desired destination for owners and crew. for this we need to create and consolidate a wide network with all the necessary services – technical, commercial, leisure, etc. – that owners and crew require.

dr giovanni BattiSta La mura, PreSident of the Board of directorS, marina di StaBia, itaLyto highlight the importance of the nautical chain that is behind the luxury.

tom mukamaL, PreSident, igy marinaSthe industry needs to attract top talent to participate in all aspects of marina operation, whether it’s finance, operations, engineering, construction, refit/repair or yacht services, etc. Ideally, this quality creates the appropriate circumstances for more individuals to buy and/or charter yachts.

“luxury is no longer the absolute objective; cost efficiency is now a more determinant

parameter.”– giuseppe pappalardo

palmarIna, turkey



URI NACHOOM, VICE-CHAIRMAN, SALAMANCA GROUP, MARINA PORT VELL, SPAINIt needs to focus on the word ‘luxury’. It’s about developing the latest technologies and facilities in the best locations. It is also important to provide a great service that will leave a legacy many years after the development is finished.

GIUSEPPE PAPPALARDO, MANAGING DIRECTOR, MARINA GENOVA AEROPORTO, ITALYThe luxury marina industry has to change its attitude towards the clients. Most of the marina’s clients are no longer just private boat owners but professional owners along with charter companies, management companies or agents. That means that luxury is no longer the absolute objective; cost efficiency is now a more determinant parameter. Captain and crew are becoming ‘the client’ more and more, so the marina has to consider their particular technical and personal needs.

PATRICK REYNÉS, CEO, IPM GROUP, MARINA IBIZA, SPAINEach marina must have its own personality adapted to its market demand. What we do from the beginning in each marina is to improve the quality of life that we can offer to our customers and every detail has been studied very carefully. The facilities of a luxury marina must be extraordinary and we assume that it has to be combined with the best complementary, commercial, leisure and

catering services – but the axis of the success of a port is definitely the staff and an understanding of customer service. There is no doubt that marinas are made by the people working there and it’s the little details that make the customer feel special. In our case, we have a highly qualified professional team that aims to improve daily in order to achieve excellence.

ANTONIO ZAFORTEZA, CEO, PORT ADRIANO, SPAINIn Spain marinas and shipyards are the part of the superyacht industry that have the strongest relationship with the governments, local or central. We must get more involved in the main problems of the industry (taxation, regulation, anchoring, etc.) to make life easier for our customers.

“There is no doubt that marinas are made by the people working

there and it’s the little details that make the customer feel special.”

– Patrick Reynés



are your clIents’ expectatIons and demands changIng and If so, how and are they realIstIc?

Oliver COrlette, managing direCtOr, POrtO mOntenegrO, mOntenegrOour clients have professionalised the ownership of yachts and they want highly efficient structures that minimise tax and get the best value for money. as yachts have become a target for aggressive government taxation, owners are looking for more sensible locations such as montenegro where they can see their investments go a lot further.

ignaCiO errOz, general manager, vilanOva grand marina, SPainnew marinas have been created that specialise exclusively in services for superyachts, covering the needs of owners and crew. these new facilities have encouraged a rise in our clients’ expectations and demands of the services required, as well as their fulfilment in regards to both quality and time.

dr giOvanni BattiSta la mura, PreSident Of the BOard Of direCtOrS, marina di StaBia, italytheir expectations are mainly very realistic, but our clients look for the highest quality service and they are ready to pay the right price for it, although they have become more cautious and careful towards expenditure.

tOm mukamal, PreSident, igy marinaSI would say four years ago that expectation was price driven. now it’s more experience and value driven, and this is an easier issue to deal with. we enjoy working in new and exciting ways to create a more rewarding and valuable customer experience.

uri naChOOm, viCe-Chairman, SalamanCa grOuP, marina POrt vell, SPainIn setting the trend and thinking outside the box we are delivering a product that exceeds current client expectations. the difficulty will be to constantly reinvent our product to stay ahead of the game.

giuSePPe PaPPalardO, managing direCtOr, marina genOva aerOPOrtO, italyclients are rapidly changing their expectations; dazzling luxury is no longer the only attraction for them and value for money is now an unavoidable asset every marina should be equipped with. so, luxury and value for money through an integrated system of high quality services to satisfy clients’ expectations involving efficiency, competence, state-of-the-art facilities, minimal costs and less wastefulness are required.

PatriCk reynéS, CeO, iPm grOuP, marina iBiza, SPainthere is no doubt that the client is now moving around the world with ease. he has been to more facilities and has more information on new developments emerging within the sector so, of course, clients’ expectations are changing. this is why marina and shipyard managers are continuously researching to improve what is offered. therefore, it is beneficial for the sector.

customers are also becoming tougher with prices and in some cases a war between competitors damages the status quo of the industry. In this sense, many users will probably not know the amount of tax and fees that are associated with our prices. In many cases it is impossible to compete with other countries that have lower taxes, but it has to be taken into account that we offer a unique and special destination, not comparable to those locations with lower taxation than ours.

antOniO zafOrteza, CeO, POrt adrianO, SPainwe are seeing increasing professionalism when evaluating the mooring proposals, with more captains, owners and managers aware of the overall value of a certain port. for example, being placed in an area with a large number of companies able to provide services, with strong competition among them, results in a high-quality service at a reduced cost. Being close to nice cruising grounds implies an increased use of the yacht. these are just two examples.

palmarIna, turkey



What has been your greatest obstacle to groWth over the last fIve years and hoW have you overcome It?

Levent Baktir, generaL director, PaLmarina, turkeythe first is that the project required official permission and approvals to be granted, which slowed us down. however, we successfully handled it by taking care of it personally, sometimes carrying permission documents for a signature from one building to another. a second obstacle was finding qualified staff and building a high standard of management. We solved this problem by applying Iso9001:2008 certification immediately at the time of taking over the management, putting Qms in force and initiating the highly intense training programmes for our staff, especially during the first year.

oLiver corLette, managing director, Porto montenegro, montenegroWhen we began work on this project back in 2007 there was little luxury tourism in montenegro, so we have had to play an active part in activating this, and it is now rapidly emerging. for example, one & only (resorts) just broke ground on their new hotel, aman are firmly established and Qatari diar is soon to announce another recognised five-star hotel brand. With three international airports nearby and growing numbers of flights from all over

europe arriving every summer, montenegro is now on the cusp of becoming one of the most prestigious destinations and is easily accessible to all europeans.

ignacio erroz, generaL manager, viLanova grand marina, SPainWithout a doubt our main challenge has been to promote a marina for superyachts that is located outside traditional yachting places, such as the south of france or the islands. We have achieved that: our marina is now identified in the sector as a modern and specialised marina that enjoys safe and peaceful surroundings.

dr giovanni BattiSta La mura, PreSident of the Board of directorS, marina di StaBia, itaLythe contraction of the market due to the economic crisis has been a big obstacle. nevertheless, our trading profit increased last year. transits and daily berthing have grown, and as a consequence fuel sales have exceeded two million litres.

tom mukamaL, PreSident, igy marinaSthere have been several obstacles (and new ones appear all the time!). If I had to pick a few I would say they are high utility and energy costs in the caribbean (a result of ageing island infrastructures and high oil prices) and an overall weakness in the caribbean charter market. In terms of energy costs, we work extremely hard to track, understand and allocate all of our energy use and to

marIna genova aeroporto, Italy


85Issue 153 / Marinas

conserve as much as possible. this has proven quite successful, and as we see improvement in energy costs on some (not all) islands we are benefiting from this diligence. We have focused on creating a high quality, consistent, fun and vibrant product for customers and on creating strong commercial partnerships with key service providers. We have also worked hard to understand and integrate into local cultures. the goal in all cases has been to build strong, dedicated stakeholder teams to create a top-notch product. this has helped us to increase market share in a weak market.

Uri Nachoom, vice-chairmaN, SalamaNca GroUp, mariNa port vell, SpaiNWe bought the marina three and a half years ago and have been working on the redevelopment concept since then. We had to obtain planning permission to completely rebuild the marina with buildings that actually sit on the water lying on piles. the construction of new buildings was essential to our concept; we wanted to integrate a crew lounge with a gym, spa and shower facilities in a building that also contains offices for service providers to the yachting world. Getting planning permission proved to be a very difficult and complex task due to the central location of the marina and the visual impact it would have on the city of Barcelona. the buildings are now under construction and will be launched in october 2014.

GiUSeppe pappalardo, maNaGiNG director, mariNa GeNova aeroporto, italyas a european player the biggest obstacle we’ve faced in the last 30 years has been the financial crisis. We’ve overcome this challenge by constant and meticulous attention to our clients; the owners, guests, captains and crew are always at the centre of our business.

patrick reyNéS, ceo, ipm GroUp, mariNa ibiza, SpaiNthe global crisis has dealt a heavy blow and since late 2007, the decline in boat arrivals is slow and continual, except in high season. other obstacles to overcome are the high fees and port taxes we are required to apply to our prices. all these factors make it very difficult to recover the investment in our facilities.

another barrier is having to remind our customers that we are not only a summer destination. our islands are equally attractive in winter, our climate is enviable (over 300 days of sunshine a year), we are very well connected and our warm and friendly character is terribly wasted in low and mid seasons. We are currently working to encourage our customers to visit us during the spring or autumn with special discount programmes and activities, as well as offering our ports as a base port for their vessels.

aNtoNio zaforteza, ceo, port adriaNo, SpaiNthe main obstacles in spain are taxation issues, which are in the process of being improved, but there is still a lot of work to be done. Now, several spanish associations are working together to raise the awareness of the industry to our politicians.

“the main obstacles in spain are taxation issues,

which are in the process of being improved, but there is still a lot of work to be

done. Now, several spanish associations are working

together to raise the awareness of the industry

to our politicians.”– antonio Zaforteza



are owners startIng to Invest In qualIty and lIfestyle-based marInas or are they stIll thInkIng of marInas as an expensIve parkIng lot?

Levent Baktir, generaL director, PaLmarina, turkeyreal yachtsmen are keen on secure, calm and high-quality marinas that sustain outstanding services throughout the year. palmarina bodrum opens its doors to all boat/yacht owners as a marina and it also invites anyone wishing to enjoy the luxury and entertainment with fun, accommodation and well-being services 24/7.

oLiver corLette, managing director, Porto montenegro, montenegroevery client is different and has different needs; however, it is clear that if a marina has more lifestyle infrastructure it ultimately makes the ownership and management of yachts much easier for owners, crew and other service providers.

ignacio erroz, generaL manager, viLanova grand marina, SPainowners have always wanted a marina that offers them all the necessary services in order to maintain their lifestyle. the marinas themselves should make the effort to create and improve the quantity and the quality of their services, so that the facilities aren’t seen simply as an expensive parking lot.

dr giovanni BattiSta La mura, PreSident of the Board of directorS, marina di StaBia, itaLyowners appreciate service and quality. given the current economic climate, some of them seek out low-cost solutions, while in our facility the majority value the experience.

tom mukamaL, PreSident, igy marinaSI think people all prefer a quality and/or lifestyle product. that said, if you have a great product in an undesirable location …

uri nachoom, vice-chairman, SaLamanca grouP, marina Port veLL, SPainthe mood is changing; the 2007/8 crisis affected the sector dramatically and owners went through a phase of bargain hunting. there are a number of new superyachts under construction and they will need a home. at the moment the number of luxury berths for sale for superyachts in the mediterranean is limited.

maintaining a good crew is an expensive and difficult task, so keeping them happy could save owners and management companies money as well as organisational

“the marinas themselves should make the effort to create and generate improvements in the

quantity and the quality of their services, so that the facilities

aren’t seen simply as an expensive parking lot.”

– Ignacio erroz

porto montenegro



headaches. We hope that smart owners and smart management companies will recognise the huge benefits of investing in our luxury product, namely protecting their asset, the superyacht.

GIUSEPPE PAPPALARDO, MANAGING DIRECTOR, MARINA GENOVA AEROPORTO, ITALYOwners gladly invest in marinas where they find quality, that has appropriate facilities, logistical competence, professionalism and expertise. Lifestyle is no longer the only draw but also the logistics and the professional attitude offered by the marina. Boat owners are appreciating the territory a marina is based in more and more.

PATRICK REYNÉS, CEO, IPM GROUP, MARINA IBIZA, SPAINOwners have begun to change their perception of a base port. The proof is that one of our star services is the concierge service. Marina Ibiza was the first port in Baleares to offer this and we have implemented the same service in the rest of our facilities, because this comprehensive and exclusive assistance improves our clients’ quality of life during their stay. The service covers everything from cleaning and continued maintenance of a ship to booking restaurants, renting a vehicle, medical services, etc. These features are what give our facilities value-added service.



Do you expect there to be an over-supply or shortage of berths In certaIn marIna segments, as Investors chase the bIgger yacht sector?

Levent Baktir, generaL director, PaLmarina, turkeythe yachting world, especially in the mediterranean basin, still needs secure, high-quality megayacht marina services available all year round for both for clients and yachts.

oLiver corLette, managing director, Porto montenegro, montenegroour research tells us that there remains an overall shortage of superyacht berths in the mediterranean. having said that, we believe that a restricted supply of berths, whether it be in the 12m or 120m loa category, does not mean that a business can rest on its laurels or that the customers will arrive at the dockside with a signed cheque. Instead we try to over-deliver on the customer experience while offering a comprehensive marina village experience in one of europe’s most spectacular natural locations. as and when new competition increases, those additional factors will become increasingly important for our continued success.

ignacio erroz, generaL manager, viLanova grand marina, SPainWe all know that the sector is evolving in yacht length, but it is also true that new marinas are being created with facilities and services capable of offering the best services to meet this new demand. however, in the traditional destinations there continues to be an excess of demand, whereas there are marinas in new locations, like the spanish coast, with available berths. In this sense, I think that in the next few years we will see how the sector expands geographically into new areas.

dr giovanni BattiSta La mura, PreSident of the Board of directorS, marina di StaBia, itaLy generally, in Italy, we have to deal with a berthing over-supply. as for the superyacht sector we are one of the few mediterranean marinas that can offer 100m+ berthing.

uri nachoom, vice-chairman, SaLamanca grouP, marina Port veLL, SPainat the moment there is a shortage of supply in the most desired locations and the demand is only going to increase with the production of more and more superyachts. We can’t really see any other similar developments happening elsewhere in any of europe’s major urban areas, as the only way we are able to create a luxury product in such a top location was to buy an existing marina and convert it. however, it is a complicated, risky and expensive process.

giuSePPe PaPPaLardo, managing director, marina genova aeroPorto, itaLythere is always a shortage of berths in or near the top spots while there is an over-supply in the wrong locations, where marina investors did not consider the mixture of unavoidable liabilities before construction carefully enough.

Patrick reynéS, ceo, iPm grouPI do not think there is an over-supply or shortage of berths. In our territory we have a great number of moorings suited to current demand, including the large yacht sector, and we would welcome more boats coming to the balearics. We have more demand in certain months of the year and many customers are on the waiting list.

antonio zaforteza, ceo, Port adriano, SPainthere will be a shortage of berths in the prime locations, and excess capacity in the not so popular destinations.

marIna IbIza



Where does there need to be sIgnIfIcant Investment In order to Improve exIstIng or expand neW marIna facIlItIes?

Levent Baktir, generaL director, PaLmarina, turkeythe east mediterranean, which we’ve renamed the turquoise riviera, still needs significant investment, as long as it doesn’t ruin the nature of our untouched bays. palmarina bodrum aims to create a new haute couture marina concept for the region with the innovative high standards demanded by the turquoise riviera.

oLiver corLette, managing director, Porto montenegro, montenegroa well-organised and professional yacht maintenance and repair service is becoming more important as yachts become more sophisticated. In montenegro we are close to finalising a major yacht yard for this, which will make porto montenegro one of the most complete homeports in the mediterranean.

ignacio erroz, generaL manager, viLanova grand marina, SPainIn the case of spain and our coast, I think it is necessary to develop better and wider industrial and commercial networks in order to be able to fulfil all the demands required by visiting superyachts. to do this we ought to count on institutional support, legislative changes and aid for the training and development that will increase these activities in such a specialised sector as ours.

dr giovanni BattiSta La mura, PreSident of the Board of directorS, marina di StaBia, itaLyWe believe in improving existing facilities; above all, we are of the opinion that future investments should address the surrounding territories, in order to improve the urban environment, infrastructure and the general quality of the locations.

tom mukamaL, PreSident, igy marinaSsome of the well-established yachting regions are facing the challenges of ageing infrastructure. these areas will need investment to continue to accommodate existing customers who may demand a better quality product and to accommodate new customers who are cruising on larger and larger vessels or they may lose some market share.

cgI of restaurant at marIna port vell



“Some of the well-established yachting regions are facing the challenges of ageing infrastructure. These areas will need investment to continue to accommodate existing

customers who may demand a better quality product and to accommodate new customers who are cruising on larger

and larger vessels or they may lose some market share.”– Tom Mukamal

GIUSEPPE PAPPALARDO, MANAGING DIRECTOR, MARINA GENOVA AEROPORTO, ITALYInvestments are welcome and encouraged if the marina location has been carefully selected. The superyacht industry requires investment in modern facilities and in an integrated system of high-quality technical and refitting services.

PATRICK REYNÉS, CEO, IPM GROUPIt would be interesting to review all of the facilities in our area, although I think that the average level of quality of facilities and services in Baleares is higher than most of our competitors. I also believe that there is a need for investment outside our facilities. We are constantly investing in order to improve our ports and shipyards to provide first level service without lowering our standards

of quality but it would be a significant move if local authorities or private companies invested in more leisure and entertainment facilities, better services, improved flight frequency and our connections to the rest of Europe.

ANTONIO ZAFORTEZA, CEO, PORT ADRIANO, SPAINI think Spain is currently well balanced, with enough space in the required destinations. Sometimes it can look as if more berths need to be created because of demand in the high season, but certain marina investments cannot be supported with short occupation periods. Also, environmental and social regulations in highly popular areas are very strict, making it very difficult to expand in capacity.



What Is the best formula for a perfect marIna development?

Levent Baktir, generaL director, PaLmarina, turkeyInstead of ruining the untouched bays, existing low-profile marinas, land-locked harbours and fishing ports have to be converted into modern, creative, quality, state-of-the-art and high-technology establishments by the right innovative investors.

oLiver corLette, managing director, Porto montenegro, montenegroIt’s about providing all the critical amenities – an international school, a diverse mix of more than 50 retail stores, tennis courts, squash courts, a crew and yacht club, a 64m pool club and an ongoing calendar of events for the resident community. ignacio erroz, generaL manager, viLanova grand marina, SPainWe need to listen and attend to clients’ requests in a totally personalised manner. I think this is the principle and the most important way to be able to carry out the changes and management necessary in the daily activity of the marina.

dr giovanni BattiSta La mura, PreSident of the Board of directorS, marina di StaBia, itaLyIt depends on the market and the location; it has to be analysed and properly planned, and once realised has to be driven by competence, professionalism and passion.

uri nachoom, vice-chairman, SaLamanca grouP, marina Port veLL, SPainto find a location that will preserve the financial investment of the berth owners while at the same time building facilities that will help the yacht management companies keep the captains and crews happy.

giuSePPe PaPPaLardo, managing director, marina genova aeroPorto, itaLythe perfect formula for customer loyalty and satisfaction is: proximity to vIp spots, perfect logistics and a position close to transport links, state-of-the-art facilities such as adequate capacity for megayacht and gigayacht moorings, competence and quality in yachting services such as refit, and being able to take advantage of the region’s attractions.

Patrick reynéS, ceo, iPm grouP, marina iBiza, SPaineach facility has its own characteristics, its own personality and therefore its own problems or needs. all marinas are different, but I think the best way to develop the perfect marina is to never stop trying to achieve it. you need to pay attention to the needs of the clients and to identify their needs even before they arise. at the same time, we have to be up to date in many aspects – nautical, leisure and general services – to avoid losing our capacity to reinvent.

antonio zaforteza, ceo, Port adriano, SPainI don’t think there is a general formula, it depends a lot on the geography, type of marina (summer/winter/all year), and the services it can provide (only mooring, shipyard, retail area, etc.). g

To commenT on This arTicle, email: [email protected] wiTh subjecT: upping The anTe

For more responses From marinassee the superyachtreport.com/extras

“Instead of ruining the untouched bays, existing low-profile marinas, land-

locked harbours and fishing ports have to be converted into modern, creative, quality, state-of-

the-art and high-technology establishments by the right

innovative investors.”– levent baktir


94 ISSUE 153 / Regulation

Paul Duncan considers how the industry can continue to make ‘Yes’ the answer in the face of increasing regulation.


95ISSUE 153 / Regulation

While the drumbeat of regulatory oversight for large yachts has

been sounding for quite some time, it has noticeably stepped up in tempo and volume. This is not surprising considering that the average size of yachts launched has increased every year, that they are manned by larger crews and that they pose greater potential loss of life and threat to the environment. This coupled with a movement towards securing seafarers’ rights, and the ongoing effort to lower the environmental impact of the maritime industry, have all led to something of a storm surge in regulation arriving in a wave. Some fear this dam-break is in danger of swamping the yacht industry and may convince owners they’d rather cash out or not enter the business at all.

The question it boils down to is this: can a business based on the premise of ‘yes’ being the answer to any reasonable request – and quite

a few unreasonable ones – continue to make ‘yes’ the majority answer in the face of increasing regulations that dictate ‘no’? The answer is ‘yes’, but it will require educated brokers with a view beyond the immediate sale, adept captains, and industry representation on the level that the regulations are being made.

While there isn’t space here to discuss specifically each of the regulations recently added and how they affect yacht builds and operation, in general what is being enforced are guidelines of increasing specificity. New builds must have crew cabins of a regulated size, crew must have Seafarers Agreements with specified minimums of leave to be granted, health care provided, as well as reasons and the manner in which a crew member can be dismissed. There has been an increase in the total prescribed hours of rest due to crew, and a decrease in the number

of breaks this can be divided into. The list of zero-discharge zones are increasing seasonally, and in 2016 there is a possibility of engines in new builds, as well as engine replacements and modifications in existing, having to meet stringent nitrous-oxide emissions levels. In early April, the IMO MEPC finally decided on the entry into force of the NOx Tier III requirements. The proposed new levels are low enough that technology external to the vessel’s engines will be required to meet them. On vessels under 500gt this technology involves additional components and to accommodate these the engine room will almost certainly need to be enlarged. As MLC 2006 dictates the size of crew accommodation, the only place to find this space will be guest areas – by some estimates requiring a 15 per cent reduction in the usable space available to guests on vessels under 500gt.



These new regulations are additional to the well-familiar restrictions, such as the number of guests allowed on board, sea area restrictions while on charter and requirements for certificated crew to man the vessels, to name a few. So how is the industry working to keep saying yes?

It starts with expectations. The 12-passenger rule is a good example of a restrictive standard that didn’t spell the end of the yacht trade. To avoid being classed as passenger vessels, with their accompanying restrictions such as requiring a lifeboat – or boats – and stricter fire-safety requirements precluding the use of combustible materials, commercial yachts have long been limited to carrying 12 passengers. Doing so enabled them to be classed as cargo vessels and fall under equivalency codes that allowed for some of the special conditions that yachts operate under, but the vessel is still restricted to 12 passengers. Despite this the yacht industry has experienced healthy growth.

If limiting the size of the group that a prospective buyer will be able to entertain on board doesn’t dissuade purchasing, it seems unlikely that explaining employed crew members require health care coverage and a minimum of 2.5 days off per month will drive owners clean out of the market. If having a rescue boat and power-redundant rescue crane hasn’t stopped the steadily increasing commissioning of new vessels will mandated crew cabin sizes? When explained in the context of a yacht being a sea-going vessel with professional crew on board and stringent safety and environmental requirements, these and other regulations are seen as necessary, understandable and even welcome.

The sales broker has a responsibility, to the buyer and to the business, not to shirk from explaining the limitations of yachts in the name of a sale. The well-known and established brokerage firms generally have a predisposition to being transparent regarding the realities of

yacht ownership. As many of the large names in sales also maintain in-house vessel management packages that will be pitched alongside the sale of the yacht, there is little to be gained from selling a yacht based on a portrait of absolute freedom only to disappoint the new owner by providing not quite that.”

However, there are also other brokerage houses that continue to sell the idea of a yacht being the ultimate toy. In a description pulled directly from the Yacht Broker Institute’s website in the section ‘I want to become a yacht broker’, founder Kevin Ralph invokes an evening in Monaco where he closes a deal over the phone after attending a charity black-tie event. In his cliché-filled pitch to aspiring brokers who might take his course he goes on to say that this could be their life: “Helping the

The spin and dodge game that certain brokers undertake in the name of making

a sale is more damaging to the industry than open representation that this valuable asset is governed by responsible regulatory bodies charged with ensuring the safety of

an owner and their guests.

97ISSUE 153 / Regulation

wealthy to buy and sell their floating toys”. While this may seem like simple semantics, the ideology behind owning a toy is substantially different from that of a large yacht. It is important to sell the vessels as they are: impressive feats of engineering that require professionals and regulatory oversight to protect everyone involved. The spin and dodge game that certain brokers undertake in the name of making a sale is more damaging to the industry than open representation that this valuable asset is governed by responsible regulatory bodies charged with ensuring the safety of an owner and their guests whilst protecting the environment. There at the beginning is the time to explain and represent the realities that exist, before money is spent, operating budgets are set, crew are hired, vacations planned and guests invited. If this isn’t done it can leave ‘no’ as being the only possible answer to a request and it will be an unfortunate shipyard delivering this message simply because it wasn’t clearly explained in the first place.

This brings us on board, where the rubber of operational regulation meets the road of reality. Proper preparation of an owner before they commit to ownership is a key part of setting expectations, but once this is done it falls to the captain and vessel management to keep ‘yes’ being the answer while working within existing and incoming restrictions. While there is no single approach or solution that will solve all of the logistical conundrums raised by regulations, being organised and proactively preparing for incoming change can make an enormous difference.

As a result of being required to provide for any request at the slightest notice, yacht programs are predisposed to see flexibility as paramount. Regulations are viewed as an impingement on this. While they do restrict the options available, this is done in the name of increased safety and responsibility and can very often be worked within with little disruption to operations. With regulations not going away, the real mark of the

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To continue to make ‘yes’

the most heard answer on board for an owner the industry needs

representation at the point that the

regulations are being proposed.



coming decade’s successful shipyards, masters and vessel managers will be the ability to provide the same level of service while working within existing and new restrictions.

Thirdly, to continue to make ‘yes’ the most heard answer on board for an owner the industry needs representation at the point that the regulations are

being proposed. It has been widely noted that compliance with the Maritime Labour Convention would have been substantially easier for the yachting industry had it had a voice on the plenary committees when the convention was being drafted. This opinion is backed by the fact that after the implementation of MLC the ILO has allowed for equivalencies as laid out in the latest edition of the Large Yacht Code, LY3.

Towards the end of gaining the yacht industry a voice, in advance rather than after legislation is made law, the Superyacht Builders Association (SYBAss) in particular has put in an extended effort. This was recently rewarded by the IMO by granting them full observer status as a Non-Governmental Organization (NGO) at the end of 2013. As Chris van Hooren, the technical director of SYBAss, said, “This involves much more than observing and listening.” He goes on to explain that the IMO committees and sub-committees meet once or twice a year, usually for a week, to work on specific issues. While as an NGO SYBAss isn’t given a vote in the plenary sessions – hence the ‘observer’ status – generally decisions are taken by consensus. “In plenary sessions NGOs have the right to speak, views can be expressed, thus the decision-making process can be influenced,” van Hooren explained. Additionally, SYBAss does have a vote on the drafting and working groups that meet at the same time as the plenary sessions. These groups are made up of industry specialists and are charged with developing amendments

and guidelines. Van Hooren commented that the experience of SYBAss in these groups has been that “NGOs can substantially contribute to the development of new legislation”.

This is giving the yachting industry direct input into the mechanism that creates the regulations the industry has to live with. A few of the major issues

SYBAss is currently consulting with the IMO on are CO

2 and NOx emission controls, second-generation intact stability criteria, and interpretation of the 1969 Tonnage Measurement Convention. They are also closely following developments of a polar code, a ballast water management convention, and convention for the recycling of ships.

SYBAss, teaming up with ICOMIA, has been advocating (with success!)on behalf of the yacht industry and their owners by lobbying for a five-year extension for yachts under 500gt on the 2016 deadline for lower nitrous-oxide emissions. While the association has moved to the forefront on issues relating to the design and construction of yachts, there remains a need for industry representation on the operational side. One example is the thorny issue of equivalencies for ‘yacht’ certificates in the commercial sector. If yachts are increasingly being viewed as professional ships and being expected to operate as such, it would be logical to expect a practical path to commercial certification to begin to open up as well.

The chafe against regulation, and fear that it could ruin the industry’s ability to provide its signature product of carefree pleasure, is an understandable one. The yacht sector is moving forward from a niche industry, peripheral enough to escape significant regulatory attention, into a professional market with attendant responsibilities. Many of its practitioners came into the business as free spirits specifically

drawn to this high-seas, outside-the-rules living. They parlayed a spirit of adventure and “get ‘er done” attitude into successful careers selling, running and building large yachts. This lends a built-in inertia to the industry when it comes to oversight, and a natural dislike and distrust for impingements on the ability to say yes without fetter.

But regulations are here to stay. If the mark of the previous generation of yacht industry success stories – and the industry as a whole – was ‘making it happen’, then this generation’s will be ‘still making it happen, within the new rules’. The regulations should be advertised as proof of a safe and sound investment to new owners by the brokers, they should be worked within by the captains, and they should be carried through by industry representatives. If these three approaches continue to be undertaken with a combination of the ‘can-do’ attitude that forged this industry, and a spirit of compliance, then ‘yes’ can continue to be the majority answer.

TO COMMENT ON THIS ARTICLE, EMAIL: [email protected] WITH SUBJECT: DROWNING IN A SEA OF ‘YES‘

The regulations should be advertised as proof of a safe and sound investment to new owners by the brokers, they should be worked within by the captains, and they should be carried

through by industry representatives.


100 ISSUE 153 / Online Charter Marketing


101ISSUE 153 / Online Charter Marketing

The online world is continually evolving, and everyone in it needs to be constantly updating and upgrading to keep up with a consumer market that

bounces around from one fad application to another. How your internet business responds can make or break a product, company or, in some instances, a person’s career, so with charter being for many the

entry into yachting, Rebeccca Dark looks at how this vital sector of the industry is reacting to the ever-

changing world of digital marketing.



RETAIL WEBSITESOne of the problems with online searches is that even if a company has adequate search engine optimisation (SEO) it doesn’t mean the quality of the site is actually very good, or that the business behind it is professional, it just has all the right ‘keywords’; plus the site can also pay to be placed higher up in the rankings. When searching under ‘chartering’, the fi rst two pages, while populated with the top brokers’ websites within the industry, will also be occupied by retail charter sites. For someone new to the industry, seeing the all-important term ‘charter’ in the title could be enough to lure them to a website that, although designed well, is not necessarily going to provide the client with information on the ultimate charter experience.

“Our feelings about the mass product, web-based-only retail charter sites and the yacht charter auction websites is that they pile it high and sell it cheap, which is not what our industry is about,” said Toby Maclaurin, commercial manager of OCEAN Independence (OCI), when

asked how he viewed these retail sites that

advertise

innumerable yachts on their sites. “We fi rmly believe in order to get real value for money from your yacht charter, it can’t and shouldn’t be booked over the internet. It should involve the services of a yacht broker who’s been on board the yacht before, has met the crew, probably sampled the chef’s food and knows the captain; it’s about fi nding that perfect partnership between yachts, crew and potential charterer.”

Another issue with this amount of information is that it can confuse new charterers. “I think it would be very confusing for a novice charter client; if you look at the information, they kind of aggregate every yacht in the world that exists, whether it charters or not and whether it’s used to charter, whether it’s sold or whether it still has the same name. We get clients who are excited about a particular boat and it in fact does not, has not and will never charter, so there is a lot of misinformation up there just to get that random person who searches for Feadship X-Y-Z in order to secure the initial phone call,” said LeAnn Morris Pliske, charter agent at International Yacht Collection (IYC). “There are other sites that aren’t kept up to date; the information is third hand – information that has been copied from sites elsewhere.”

While the initial profi le of one yacht may be similar to another, the up-to-date details are the ones that count, and it is here that the broker who knows the vessel and crew intimately will be able to

create a comprehensive yacht charter package to service all the client’s needs, something an online booking will not give you. However, in a brokerage world where bookings are being driven by last-minute charterers looking for a bargain, sites that offer cut price deals where a few clicks secure a booking make these portals look more appealing and hassle-free. However, the personalised quality offered by a charter broker looking to fi nd a vessel that caters to specifi c needs may be missing.

“There’s been a great drive for booking on price and price alone;

we’ve had to be really careful and tell people they’re getting the best

deal from this yacht, but it might not be the best yacht for you,” Maclaurin



explained. “The crew might not speak your language; you know that you love the sun, but this yacht does not have massive sundecks … all of these intricate, personal things. For example, we know if you’re taking young children, a big tender is really important and if this yacht doesn’t have a big tender, we would hire one or look for another yacht that has a big tender to avoid having to tow one.”

However, speaking to Tom Virden, executive chairman and founder of BoatBookings.com, which was established in 2005, he argues that it is their approach to the service they offer that is different, and not because it is any less personalised simply by being based more heavily online. “Our people visit many boats, they know the crew, they give personalised itineraries, they walk them on the boat, they deal with their provisioning. It’s the same service once you are working with us, and it can be done in person or on the phone, or email, or Skype,” he explained. “I think the difference in approach is the marketing, we tend to get them over newer media. It’s more marketing, as opposed to the service, and to be as successful as we are and compete as well as we do, we’ve invested a huge amount in training and making sure that we can provide the best service.” He also reiterated that for the younger generation, the internet will be where they start their research process and so having a service that is based online, and offering information and interaction this way is beneficial to the industry. “We established the company to get more people on boats and one of the ways to do that is to reach out to them where they are, especially the younger, newer people who can afford for the first time to charter a yacht, but don’t quite know what to do. Some will walk down to their local charter broker if they’re in London or somewhere, but most of them, as you know these days, start looking online.”

THE DESIGNATED VESSEL’S WEBSITEA tool used by some yachts that are available for charter is their own website. A dedicated site can, for some vessels, allow the inclusion of a larger catalogue of images, as well as providing profiles of crew and more details of where the vessel can charter – supplying more information than sites such as trade-only online charter database Yachtfolio can offer. However, quality control can be an issue if a dedicated charter manager isn’t managing the process. “You need to be putting out the same information [on the website as well as the broker’s site] and the same updated images; you can’t be doing two different things,” said Terry

Hines, charter marketing director at IYC. “I update my own websites; that way I know that they are accurate, and you are not telling a third person to fix something which you then have to go back and check.” In these instances adding a link to an external website along with a charter e-brochure can add to the marketing message. A website that in appearance and management appears lack lustre or out of date, not just in terms of images, but also in its information, should be avoided. “You can have a fabulous boat with a great crew, but it [an out-of-date site] will put people off,” Maclaurin explained, making these sites a double-edged sword.

SOCIAL MEDIAOne thing that cannot be ignored is the rise of social media. As much as the industry may be wary of such platforms, which may undermine the exclusivity and the tenure of yachting, the fact that the children and grandchildren of this generation of yacht owners (and potential owners) use these portals could create an untapped market to spur bookings. It has often been noted that the aforementioned group are now dictating where a yacht might go, or what it should have aboard, so using a service such as Twitter or Instagram to highlight the lifestyle angles of the vessels, or indeed showcase their interiors, on-board activities, or indeed where they visit, could all draw in the next generation.

One such example is the Twitter ad Instagram accounts for Molori Private Retreats, which promotes luxury beach retreats as well as Told U So, a 45m Benetti motoryacht. Molori’s feeds are taking the ‘experience’ side of the vessel and promoting it with shots of where the boat is visiting and using hashtags and images that will appeal to more than the usual yachting crowd, such as ‘inspirational’ picture quotes and amazing scenery shots. “It’s important for us to showcase that through our social media”, said Stephanie Davis, part of the corporate team at Molori. “We believe that an online presence is an integral part in our marketing strategy and we have certainly garnered a great deal of attention in promoting Molori and Told U So through our social media endeavours. As clichéd as it may sound, a picture is worth a thousand words. Showing images, via Instagram and other social media outlets, of

Social media has the potential to bolster a charter yacht’s online presence, but using

it as a central marketing platform is limited as many are still in the early stages of their

own development.


105ISSUE 153 / Online Charter Marketing

“Most of the investment is not on the website, it’s behind the website, so we know

where the leads and interest comes from and we know where people start in the process.”

Tom Virden, executive chairman and founder of BoatBookings.com

Told U So on charter and engaging in various world adventures gives people a peek into the pure luxury and amazing fun that Told U So offers.”

This is a strategy that Virden also strongly believes is a way to reach out to potential clients early on in the buying process, where a yacht charter may not be at the forefront of their mind, but is a potential buy for them, especially as it is a way in which other luxury brands are drawing in customers. “There are reports of people becoming very interested, not so much in yachts, but other luxury goods because they can see beautiful pictures of them on Pinterest, so we’re there where people might be. We were on Twitter a long time ago, and we’re on Pinterest, we’ve got it on our home page and I’m very interested in helping people expand their knowledge of yacht charter and hopefully saying, ‘I’m going to go with a company that reached out to me’.” This approach starts to build a relationship with the client before they have made the decision to charter and, Virden thinks, can help to guide new customers into yachting: “You can attract them while they’re just thinking about it for the first time, you have a chance of moving them forward as opposed to, ‘Oh, I really wanted to charter, next time I’m in London I’ll drop by’, so there’s a chance of establishing a relationship earlier and getting people on boats.”

However, for those in the bracket to charter at present, there is agreement among brokers that while these tools are useful at delivering punchy imagery, they need to be handled skillfully, especially if the feed is dedicated to a specific yacht. “Twitter is a good marketing tool but they need to be very careful where they direct the traffic. For example, posting ‘This boat is available for charter, call your favourite charter broker’. Driving traffic to their

own manager or charter marketing person or to themselves will upset the worldwide charter broker contingent,” explained Morris Pliske.

While useful, Maclaurin feels that a space such as Twitter is secondary to what currently reaches the clients directly. “We find that [social media]

is a great way to let everybody in the industry know what’s going on, but there aren’t too many clients who seem to respond to it. There may be some PAs, owners’ representatives or client representatives who follow us, but really the individuals themselves, on the whole, don’t have the time.” While he hasn’t as yet heard of a booking directly coming through Twitter or Facebook with OCI, Morris Pliske was aware of two charters in the last 18 months that were booked directly through Facebook after a special discount was posted online.

This demonstrates that social media has the potential to bolster a charter yacht’s online presence, but using it as a central marketing platform is limited at present as many are still in the early stages of their own development. A site such as BoatBookings, however, with such a strong presence online, no doubt follows online and social media trends to keep up to date with the latest developments.

“I’ve worked in tech for over 30 years, for Apple, NetScape and Lastminute.com, and that’s where I look first. I believe in using technology appropriately,” said Virden. “We measure all these [online tools] and invest where there’s most benefit for us, but we’re

also willing to try things as they come out. Most of the investment is not on the website, it’s behind the website, so we know where the leads and interest comes from and we know where people start in the process.” Although we’ve become au fait with using social media, its use as an online marketing tool has only really come into fruition in the last decade. As Peter Lividini, director of advertising and marketing at IYC, pointed out: “Online marketing is a constant education; you have to continually study it, what works and what doesn’t. You know this especially if you are investing in it, so there is no rest, it’s always going to be a constant job.”



THE FUTURE OF ONLINE MARKETINGGone are the days when a website could sit stagnant and wait for customers to come to it. Anyone who runs a site knows that constant updates and investments are key, and that, like the Forth Bridge – as soon as it’s painted one end you have to go back and start at the beginning – maintaining an online presence that is well ranked is a continuous process. Indeed, there is hardly a single company that hasn’t invested in a team dedicated to website development in order to boost internet traffic to compete with retail websites. However, the charter and brokerage industry might need to band together in order to compete.

“As yet nobody has represented this really well on the internet on a public site … OCEAN Independence’s position is that we are backing, and hope that there soon will be, an industry-led retail website.” Such a

site, Maclaurin explained, would be run and managed by brokers and will, therefore, address all of the issues that arise in terms of the ‘pile it high, sell it cheap’ websites that do the industry a disservice and cast a doubt on its professionalism. “We need to do something that is genuinely, in internet terms, world class. Looking at the statistics we know that our own little internet sites on their own are not going to do it. [These sites] really don’t do us any favours at all, but they are winning the war on traffic and we can’t just ignore them – we ignore them at our peril. We also can’t just sit back and complain about them as an industry, we’ve got to get out there, do it ourselves, and beat them at their own game,” he stated.

However, there is the argument that these sites are simply more established online, and while it is in conflict with brokerage houses, it is not necessarily a bad thing. “Once you are one of our clients you get the same or a better personalised service [as established

brokerage houses]. There’s a lot of business for everybody and people will choose what they want. So we’ve chosen to be more online, but it’s not like anyone is wrong.”

Following the current trends and developments in online marketing is the way to keep on top of the game, as an online account in any capacity is constantly being upgraded and improved anyway. As Lividini stated, “It is constantly changing the way we do things, the way searches are done, you know there are new tools always available. It’s just non-stop …” How the industry reacts to these constant changes will determine how online marketing is shaped in the future for yacht charter and, indeed, the brokerage industry as a whole.

TO COMMENT ON THIS ARTICLE, EMAIL: [email protected] WITH SUBJECT: A CHARTER YACHT IN EVERY PORT(AL)


107

BUSINESS NEWSSuperyacht news and industry updates from around the world.

Visit superyachtnews.com for the latest news and reports.

POLTRONA FRAU BOUGHT BY OFFICE SPACE GIANTMilan’s Poltrona Frau Group, whose luxury interiors division is known to work in the superyacht industry, has been purchased by American workspace specialist Haworth. The chief shareholders, Charme Investments and Moschini Srl, have sold their 58.6 per cent stake in the group to Haworth.

IBIZA TO ACCOMMODATE MUCH LARGER SUPERYACHTSPortIbizaTown, a new marina situated at the foot of the old town of Ibiza, has announced the forthcoming construction of new moorings that cater for yachts of 60-140m.

MARCH & WHITE LAUNCHES SUPERYACHT DESIGN DIVISIONInterior design firm March & White has launched its new ‘Super Yacht Design Division’. The team will include Wayne Parker, director, who joins from Terence Disdale Design. Parker will be supported by Helena Howcroft, who joins from Reymond Langton Design.

ICON YACHTS UNDER NEW OWNERSHIPDutch shipyard Icon Yachts has been purchased by an as yet unnamed entity. The yard has said the investment will both secure its future and allow it to embark upon the pursuit of new build contracts.

North Technology Group – comprising 3Di composite sail designer North Sails, rigging manufacturer Southern Spars, and powerboat builder EdgeWater Boats – has confirmed the sale of a controlling stake in the organisation to London-based private equity firm Oakley Capital Private Equity.

The initial equity investment, quoted by North as $65 million with equity reinvestment by Windway Capital Corp. and Tom Whidden, CEO of North, follows a £2.1 million investment in Boat International Media by Oakley’s VC arm, Pembroke Venture Capitalist Trust, for a 21 per cent equity stake.

THE INDUSTRY‘S VIEWTom Whidden, CEO, North Technology GroupNorth Sails has been the leader in sail-making technology for over 20 years, most recently introducing the evolutionary, patented 3Di construction process. We build sails that allow sailors to maximise their performance on the water, whether it be racing around the world or cruising their homeport. North Sails looks forward to working with Oakley to grow our business and carry on the tradition of providing sailors with the highest performing products by being in the forefront of development.

Terry Kohler has been a tremendously supportive shareholder for over 30 years and we are confident Oakley will be equally supportive in the years to come. Oakley has shown an impressive amount of dedication and enthusiasm for North Sails and the sport of sailing. We are confident we

have transitioned the business to a shareholder that will help North Sails reach the next level in the business’s evolution.

Terry Kohler, owner, Windway Capital CorpI purchased North Sails from its founder, Lowell North, over 30 years ago and am confident the new shareholder, Oakley, will continue Lowell’s legacy to help launch North Sails into its next stage of development. We are all extremely proud to have been involved in growing our ‘engine above the deck’ concept to become the undisputed market leader in sails and composite spars. During my tenure, North Sails was on every America’s Cup Challenger and Defender, was the sail supplier to every winning Volvo Ocean Race boat and has won countless ocean and Grand Prix races. I wish Oakley and the North Sails management team future success as well as my continued support.

Peter Dubens, managing partner, Oakley Capital Private EquityWe are delighted to be backing an iconic brand like North Sails. This investment further demonstrates Oakley’s appetite to work with successful entrepreneurially led businesses. We are hugely excited by the potential of North Sails and look forward to working with the management team in the next stage of its evolution. I would also like to thank Credit Suisse and NXT for their support. >>

North Technology Group sold to London-based private equity firm

ISSUE 153 / Business News


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THE SUPERYACHT REPORT‘S VIEWWill Mathieson, news editorBoth the north Technolgy Group and Boat International Media deals are blessed by angel investors, if not in the strictest sense of the term then in the fact that they have been driven by businessmen with a passion for yachting. Oakley’s managing partner, Peter Dubens, is known to be a keen sailor, while one of the key investors in the Pembroke-led consortium that bought Boat International was Sir Charles Dunstone, who has just commissioned Project Nelson, which will be constructed at Trafalgar Wharf.

An inside source at Pembroke told TSR that during the firm’s extensive research it was acknowledged that superyacht business models do not make for pretty reading by those who make their money through savvy investments; it seems there may be some tweaking and redefining required.

So perhaps, as well as banging the ‘professionalisation’ drum, we as an industry should be appealing to the investors’ love affair with the experience. It appears to work for those who do.

MARINE HYDRAULIC SOLUTIONS ALREADY EXPANDINGService specialist Marine Hydraulic Solutions (MHS), which began operating in Palma de Mallorca at the beginning of 2014, has expanded its team of engineers to meet demand.

HANSEATIC MARINE REBRANDS AS SILVERYACHTSAustralian superyacht builder Hanseatic Marine has rebranded as ‘SilverYachts‘, with a new website and logo. Having now launched three yachts in its Silver series, the yard’s rebrand is intended to reflect the successes of the company to date.

EYOS EXPEDITIONS AND CHAPMAN FREEBORN AGREE SEA-AIR PARTNERSHIPSuperyacht expedition specialist EYOS Expeditions has teamed up with air charter specialist Chapman Freeborn to offer travel by private jet to key destinations with Chapman Freeborn, before chartering an expedition superyacht.

TOBY WALKER ESTABLISHES OWN BROKERAGE FIRMToby Walker, formerly sales director at Camper & Nicholsons International and most recently managing director of Dubois Yachts, has branched off on his own and formed a new company, Stockbridge Yachts.

ISSUE 153 / Business News

Following the highly publicised reforms of Spain’s matriculation tax, measures introduced in the 2014 General State Budget Law (22/13) will allow owners of charter vessels to use the vessels themselves.

Craft registered to other EU states that are chartered by Spanish domiciles or, crucially, Spanish registered companies for a period of less than three months will be exempt from the matriculation tax. If the vessel is in use for more than three months the tax will be applied to the additional proportion of time it spends in Spanish waters. When this rule is activated vessels will incur a three per cent rate for the first 12 months, two per cent for the next 12 months and one per cent over 25 months.

THE INDUSTRY‘S VIEWAlex Chumillas, managing director – yachting division, Tax Marine SpainOn one hand, the amendment of the article 66.One.ñ of the Excise Duties Law and its current interpretation by the Spanish Tax Authorities seems to open the possibility for yacht owners to use their vessels for a three-month period in Spanish waters and to apply for the matriculation tax exemption if the yacht is to be engaged in commercial activity. This new provision is a very important change

compared with the existing situation, which did not allow use of the yacht by the ultimate owner.

On the other hand, the wording of the new article 70.Bis, seems to establish that if the owner wants to use their yacht for a period exceeding the aforementioned three-month period in Spain, the matriculation tax will be due proportionally to the time exceeding this period. Miguel Angel Serra, lawyer – economist, Garrigues Abogados[This reform] has eliminated one of the greatest obstacles to conducting charter business in Spain – namely, the requirement for the craft itself to be actually and only used for rental activities, laid down to be able to benefit from the familiar exemption for sailing charters.

Jointly with ANEN – the Spanish Nautical Business Association – we are near to filing a binding ruling to the Spanish Tax Authorities. According to the information we have, and after some high-level meetings with the tax authorities, I’m optimistic regarding the private use of the yacht in Spain; maybe not that much out of Spain [but] we hope to be able to answer to this shortly and have some good news to communicate.

Legislative reforms offer further clarification on Spanish charter rules


ISSUE 153 / Xxxxxxxxxxxxxx 109

SEAKEEPER MAKES KEY EUROPEAN APPOINTMENTSAs part of an on-going global sales and service expansion initiative, gyrostabilisation specialist Seakeeper has hired Giorgio Avigdor to the new position of regional sales manager for southern Europe. At the same time, Phil Bourque is now responsible for global management of Seakeeper‘s largest OEM accounts.

DYT-SEVENSTAR MERGER CONFIRMEDThe partnership between yacht transport company DYT Yacht Transport and Sevenstar Yacht Transport has been fi nalised. The two companies will, however, continue to operate under separate identities.

THE SUPERYACHT REPORT‘S VIEWWill Mathieson, news editorThe industry has been told to approach this latest reform with cautious optimism, as, while it offers a further relaxation of the governance of commercial yachts in Spain, it is not yet the full liberalisation that the industry is working towards.

But lest we forget, charter yachts are registered as commercial entities, and should thus be employed as such. Yes, reforms of this nature make Spain a more viable place to use one’s superyacht, and there will be myriad commercial benefi ts to industry and infrastructure, but lobbyists’ lust for full fi scal retrenchment is indicative of an endemic assumption that there is a tax-free utopia waiting at the end of the rainbow. That is not the case. It’s about time we start accepting the rules of taxation and working symbiotically within their confi nes.

TO RECEIVE BREAKING NEWS NOTIFICATIONS, DOWNLOAD OUR FREE SUPERYACHT NEWS APP FROM ITUNES.

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110 00000010101 ISSUE 153 / Will’s Worldwide Web

News editor Will Mathieson casts The Superyacht Report’s net a little wider with a selection of online offerings that may be of interest to the industry…

Visit thesuperyachtreport.com to view an interactive version of these pages.

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3 HAMBURG, GERMANYAs an industry we may fi nd hull extensions commonplace refi t procedures but, due to client confi dentiality requests, we rarely get to see the intricacy of the process. However, this time-lapse video, featuring the extension of a cruise ship at Blohm+Voss Repair, offers an interesting insight into what is required to add 30m to a hull. http://bit.ly/1m7RtZr

FRENCH RIVIERAMany in the superyacht clusters that comprise the French Riviera have bemoaned the irrepressible growth of the socialist state in France, and its potentially damaging effect on the yachting industry and culture. This article in the Financial Times draws up a list of proposals for ‘state correction’ to reverse this trend. http://on.ft.com/1iOSAZ9

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1 PARIS, FRANCEAt the 2013 edition of the Global Superyacht Forum there was plenty of criticism of superyacht designers’ failure to match the levels of innovation seen in land-based architecture. This novel proposal by a Parisian mayoral candidate is a perfect example of the leftfi eld thinking we can learn a lesson from. http://huff.to/1dcCqrM

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LAKE MAGGIORE, ITALYRolls-Royce’s affi nity with the water is more longstanding than some may give the company credit for. In a nod to its maritime heritage, the company has released an automotive design homage to its role in the 1937 world water-speed record. http://bit.ly/M8Q445

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111ISSUE 153 / Will’s Worldwide Web

WORLDWIDEIt’s been a continued WWWW mission to bring readers sources of inspiration from other design spheres. Step up The Guardian with a collection of the world’s most extraordinary hotels (Jodhpur, India, pictured). http://bit.ly/1dHeo8j

HOUEISAY, LAOSIt’s fair to say that south-east Asia isn’t quite the remote paradise it once was. So, for owners who still want to push the envelope with the exploration of this region, maybe this river tour through Laos is an alternative worth considering. http://on.wsj.com/1kRlDP8

DUBAI, UAEAre American yards considering their marketing in the Middle East? Not really? Well, maybe they should, because General Motors has announced a 22 per cent YoY rise for UAE sales of its Cadillac brand, declaring it the ‘luxury car of choice’ there. http://bit.ly/1j7CWZc

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BAKU, AZERBAIJANIt’s no secret that there is plenty of wealth knocking about in Azerbaijan, but it’s probably less well known that a [partial] retrenchment of the oppressive state has led to a soft revolution in innovative design and architecture in the country’s capital. http://on.wsj.com/N5xLgM

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OLYMPIA, GREECEWe know from Octopus’s appearance in London, and Tatoosh’s in Sochi, that Paul Allen likes the Olympic Games. So this list of former Olympic sites that double as tourist attractions might be of interest to him. http://cntrvlr.com/1oksQHx

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112 ISSUE 153 / Italian Superyacht Forum Review

ITALIAN SUPERYACHT FORUMChaired by The Superyacht Group’s news editor, Will Mathieson, the day was opened with an encouraging keynote address using facts and fi gures from Superyacht Intelligence and The Superyacht Report’s Annual Report. Mathieson said that “Italy remains the world’s number one builder both in terms of LOA and number of yachts in build … encouragingly, the country has 151 superyachts in build, shared between 30 yards, which equates to 37 per cent of the Global Order Book, an increase on its existing [delivered] share.”

A panel of experts joined Mathieson on stage for the discussion, Examining the Refi t Market in Italy. Speakers included Giovanna Cabbia of Clyde & Co, Filippo Censi from Amico & Co, Marco Nuovo of Lusben, Rob Papworth from Compositeworks and ICOMIA, Captain Dario Savino of Italianyachtmasters and Ezio Vannucci from Moores Rowland Associati. Providing an interesting cross-section of the refi t market across the Mediterranean, the speakers shed light not only on where there is room for improvement in Italy, but also what lessons can be learnt from previous mistakes. As the conversation escalated, with feedback from the captains in attendance, Mathieson reinforced the fact that “We need to utilise today’s event to open the dialogue between client and service provider to ensure the timely delivery of refi tted vessels, on budget.”

SUPERYACHT CAPTAINS’ FORUMDelegates were able to choose between four different breakout sessions: Paint and Application, moderated by Rory Marshall of Newmar Overseas; Tax and Administration, facilitated by Ezio Vannucci; Communication and Project Management, hosted by Captain Dario Savino; and the Life Cycle Management and Service Costs session, which was chaired by Geoff Moore of Royale Oceanic.

Paint and ApplicationMarshall moderated two different sessions on paint and application and opened the sessions up to the wider audience. By fi nding out why people were interested in the topic and attempting to create a fl uid process for everyone, Marshall helped map out the correct procedure for a paint job, from start to fi nish. He said, “If you set the expectations, explain the process to the owner and ensure everything is on the table and everyone knows where the faults might lie, that – to me – is the golden rule.”

Tax and AdministrationDuring the two sessions, moderated by Vannucci, it was clear that there is still confusion around VAT and doing business in Italian waters. As a reminder to those planning a refi t or completing other business in Italy, Vannucci reinforced that “A refi t in an Italian shipyard cannot be handled loosely and requires in-depth knowledge of fi scal and customs regulations relating to laying a yacht in Italy”. He continued that it “must be pointed out that Italian procedures for temporary importation for works or

On 4 February in Viareggio, a group of captains, owners’ representatives, shipyards and industry professionals joined together for the Italian Superyacht Forum and Superyacht Captains’ Forum, in association with the Yachting After Sales & Refi t Experience (YARE). Rebecca Curran reports on the event and what the future holds for Italy.

REVIEWING THE ITALIAN REFIT MARKET


113ISSUE 153 / Italian Superyacht Forum Review

refit are different and more punishing than in other EU countries”. As with so many other complications in this industry, education and appropriate planning ahead is the key to success.

Communication and Project Management At the inaugural Superyacht Captains’ Forum last year, lack of communication was the greatest complaint to come out of each session. Captains were fed up with this issue and the level of customer service received when completing refits in Italy. One year on, moderator Captain Savino reiterated that most of the confusion and disagreements could be avoided. “The signed contract should be clear, with no fine print, no misleading words or cheating on the delivery times,” he explained – thus maintaining open levels of communication and ensuring the project was managed smoothly.

Life Cycle Management and Service CostsIt didn’t take long during these two breakout sessions to realise that many owner frustrations and blown budgets could be addressed with a little foresight and pre-planning. Facilitator Moore stressed that “Often it is not a matter of the money going out, but the lack of reasoning behind it all that is frustrating to owners”. However, by simply establishing a one-year, five-year, ten-year plan, etc., many of these grievances can be circumvented. “By

having an actual life-cycle management plan, the entire team has a system in motion to avoid issues becoming solely reactionary,” Moore concluded.

LOOKING AHEADCompared with last year, there was certainly an improvement in the overall feedback and discussions on working in the Italian market. For a country that dominates the superyacht market, with its quality shipyards, easy Med location and a number of suppliers immediately at hand, it is imperative that their services remain top-notch. As Italy based owner’s representative Albert McIlroy commented, “Working here, it’s easy for the blame to be shifted in another direction, or on to someone else, which can sometimes be frustrating, but if managed correctly and positively, better results can be achieved.”

TO COMMENT ON THIS ARTICLE, EMAIL: [email protected] SUBJECT: REVIEWING THE ITALIAN REFIT MARKET

For a country that dominates the superyacht market, with its quality shipyards, easy

Med location and a number of suppliers immediately at hand, it is imperative that

their services remain top-notch.


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FLEET NEWSEach month TSR provides the specifications of the latest launches, deliveries and refits to keep the industry posted with the current

fleet activity and superyacht intelligence. Keep us informed of any fleet news by emailing [email protected] and log on to

SuperyachtIntelligence.com for live superyacht data.

LAUNCHESCRN 133

LOA: 61.3m/201ftGross Tons: 1,080gtBeam: 10.2mDraught: 3mBuilder: CRNLaunch: March 2014 Naval Architect: CRN Technical DepartmentExterior Designer: Francesco Paszkowski/ CRN Design DepartmentInterior Designer: Francesco Paszkowski/ CRN Design DepartmentHull Material: Steel Superstructure Material: AluminiumEngine: 2 x CAT 3512 C 1,230 kWClass: Lloyd’s Register of Shipping LR 100 – A1 – SSC – “Y”, mono, G6, LMC MCA LY2 complianceCruising Speed/Max Speed: 14 knots/15 knots

Dona Francisca LOA: 52.5m/172.4ftGross Tons: 210gtBeam: 8.6mDraught: 3.5mRig type: Classic schoonerBuilder: Astilleros BuquebusLaunch: January 2014 Naval Architect: Soto Acebal Naval ArchitectsExterior Designer: Soto Acebal Naval ArchitectsInterior Designer: Soto Acebal Naval ArchitectsHull Material: CarbonSuperstructure Material: CarbonEngine: 1 x CAT C18 650kWClass: Not knownFlag/Compliance: Not knownCruising Speed/Max Speed: Not known

ISSUE 153 / Fleet News


115ISSUE 153 / Fleet News

Mangusta 165 #08 LOA: 50m/163ftGross Tons: 488gtBeam: 9.2mDraught: 1.9mBuilder: OvermarineLaunch: February 2014

Naval Architect: OvermarineExterior Designer: Overmarine/Stefano Righini DesignInterior Designer: OvermarineHull Material: GRPSuperstructure Material: GRP Engine: 3 x MTU 16V 4000 M93L 3,436kW

Class: ABS A1 Commercial Shipping Service, E AMSFlag/Compliance: Marshall Islands/CISR – LY2 – MCA – restrictions not knownCruising Speed/Max Speed: 36 knots/40 knots

LAUNCHES

COUACH 5000 FLY#02

WISP/PROJECT 393

BS003

MANGUSTA 165 #08

DONA FRANCISCA

CRN 133


116 ISSUE 153 / Fleet News

BS003 LOA: 40.2m/132ftGross Tons: 350gtBeam: 8.2mDraught: 2.2mBuilder: Benetti Launch/Delivery Date: February 2014/April 2014Naval Architect: Stefano Righini DesignExterior Designer: Stefano Righini DesignInterior Designer: Zuretti Interior DesignHull Material: GRPSuperstructure Material: GRPEngine: MTU 12V 2000 M72 1,080 kWClass: C HULL 1 MACH, Ych; unrestricted navigationFlag/Compliance: Estonia – MCA – LY2 – unrestrictedCruising Speed/Max Speed: 14.5 knots/ 15.5 knots

Couach 5000 Fly 02 LOA: 49.9m/163.7ftGross Tons: <500gtBeam: 9.3mDraught: 2.4mBuilder: Chantier Naval Couach Launch/Delivery Date: March 2014/May 2014Naval Architect: Chantier Naval CouachExterior Designer: Chantier Naval CouachInterior Designer: Chantier Naval CouachHull Material: Kevlar/carbon

Superstructure Material: Kevlar/carbonEngine: 2 x MTU 20V4000 M93Class: BVIFlag/Compliance: CISR/CISR – MCA – restrictions not knownCruising Speed/Max Speed: 24 knots/28 knots

Wisp/Project 393 LOA: 47.7m/156ftGross Tons: 252gtBeam: 9.5mDraught: 4.5mRig Type: Classic sloop

Builder: Royal HuismanLaunch: February 2014 Naval Architect: Hoek DesignExterior Designer: Hoek DesignInterior Designer: Rhoades Young DesignHull Material: Aluminium alustarSuperstructure Material: Aluminium alustarEngine: 1 x CAT C18 Acert 553kWClass: LR, EMEA, MCA <500gt, 100 A1, SSC, yacht, mono, G6, LMC, UMSFlag/Compliance: CISR/CISR – LY2 – no restrictions/G6Cruising Speed/Max Speed: 11.5 knots/14 knots


118 ISSUE 153 / Brokerage News

Comparing the close of the first quarter of 2014 to that of 2013,

there has indeed been a slight decrease in yacht sales as well as a small increase in price reductions once again. However, brokers are more optimistic than in the past and see this more as a balancing act. Thom Conboy of Burger Yacht Sales recently told TSR that the “yachting industry will continue to see a strong uptick in new and used yacht sales this season”. Earlier this year, Axel Douqué predicted that 2014 “would still see a mixed landscape, with the world looking for new directions”, so it appears the market is simply settling into a new norm for the remaining three quarters.

An overriding theme to the sales completed thus far is their relatively short time on the market. As prices began to firm up, there was less wait time for buyers to close the deal and pick up their new yacht. While the lower end of the resale market remains somewhat oversaturated, brokers maintain that with renewed focus on accurate pricing, more sellers will see their yachts removed

from the market at a quicker rate than in previous years.

Chet Hartshorn of Wellington Yacht Partners said that 30m Boundless “was only on the market for six months, thanks to the joint effort of three brokerage houses, and a competent captain and crew who completed the sea trials”. Following the successful sale, Hartshorn remains positive for the remainder of 2014, “as the first quarter [for us] shows an improvement over last year and is hopefully an indication of an improving market in general”.

Offering a candid take on the market thus far is Bill Titus of Northrop & Johnson: “Sellers need to understand today’s market and listen to their broker’s expert advice. This is still a buyers’ market and the sooner we can correctly price a vessel, the quicker it will sell. I think if sellers acknowledge this fact, the sooner they can better weigh the cost of enjoyment and whether it’s worth the running costs to leave an overpriced yacht sitting on the market.”

Titus sold 34.1m Song of the Sea this

month, which saw a similarly short time on market, having only been listed last spring. As for owners still looking to make a profit on selling their yacht, Titus warns that “most have seen as much as a 35 per cent reduction in selling prices following the 2008 economic downturn. Yachts today need to reflect market conditions and buyers are becoming wise to severely over-priced yachts and instead moving towards new builds.”

As more yachts continue to be cleared away, time will tell if the resale market is indeed suffering and whether new builds will begin to overtake the top spot.

PLEASE KEEP US UPDATED WITH ALL BROKERAGE AND FLEET NEWS AT [email protected]

Rebecca Curran notes that the sale of pre-owned yachts may begin to be overtaken by the purchase of new builds.

BROKERAGE NEWS

SALES – MARCH 2014 (IN METRES)Type | Name | Shipyard | Seller | Length

M/Y | BOUNDLESS | INACE | NORTHROP & JOHNSON AND ALL OCEAN YACHTS | 30M

M/Y | LADY LUCK | SANLORENZO | EDMISTON | 30.5M

S/Y | SONG OF THE SEA | NAUTOR SWAN | NORTHROP & JOHNSON | 34.1M

M/Y | ALUMERCIA | HEESEN | FRASER YACHTS | 37.7M

M/Y | KRISUJEN | FEADSHIP | WESTPORT | 38.4M

S/Y | CANICA | BALTIC YACHTS | K & K SUPERYACHTS | 43M

M/Y | ALPHA | NEWCASTLE | FRASER YACHTS | 45.4M

M/Y | ILLUSION I | BENETTI | CAMPER & NICHOLSONS INTERNATIONAL | 46M

M/Y | SAPPHIRE | TRINITY | BURGESS AND BEHNEMAR | 50.4M

M/Y | LAZY Z | OCEANCO | MERLE WOOD & ASSOCIATES AND BURGESS | 51.4M

0 10 20 30 40 50 60

600M

500M

400M

300M

200M

100M

0

COMPARISON OF SALES BY CUMULATIVE LENGTH – MARCH 2012, 2013 & 2014

550.25M518.46M

406.91M

2012

2013

2014

119

BRIDGE EQUIPMENTPROFESSIONAL. INNOVATIVE.

yacht.transas.com

10

50

40

30

20

10

0

1313

27

32

27

46

COMPARISON OF SALES, NEW CAS & PRICE REDUCTIONS – MARCH 2012, 2013 & 2014

SALES NEW CAs PRICE REDUCTIONS

38

33FLEET UPDATE Recent launches

Name/Hull Number LOA Type Yard Launch dateRiva 122 Mythos 37.50m M/Y RIVA Mar-14 Custom Line 124/5 37.80m M/Y Custom Line Mar-14 BS003 40.20m M/Y Benetti Feb-14 43.1 43.00m M/Y ISA Mar-14 Wisp | 393 47.65m S/Y Royal Huisman Feb-14 Polaris 48.30m M/Y RossiNavi Mar-14 Belongers 49.90m M/Y Couach Mar-14 Mangusta 165/8 49.90m M/Y Overmarine Feb-14 1012 50.00m M/Y Westport Mar-14 Dona Francisca 52.50m S/Y Astilleros Buquebus Jan-14Hull 466 55.00m M/Y Amels Mar-14 Saramour | CRN 133 60.00m M/Y CRN Mar-14 Z | Hull 6503 65.00m M/Y Amels Mar-14Kibo | 6497 81.80m M/Y Abeking & Rasmussen Mar-14

ISSUE 153 / Brokerage News

ACTIVITY SUMMARY MARCH 2014 Sales: 10Cumulative length of sales: 406.91mNew CAs: 27Price Reductions: 38

2012

2013

2014


135ISSUE 153 / Stern Words

CONSPICUOUS CONSUMPTION?Standing on the touchline of

a Saturday morning school hockey match, while chatting among a crowd of parents, I met a mother who was the great-grand daughter of the owner of a famous J Class racing yacht. Following the typical introductory pleasantries and asking what we all did, I mentioned the word “superyacht” and there was a mixed gasp of ‘how cool’ from the interested majority, but this particular newcomer to the conversation sneered. Having observed her facial expression, I felt compelled to dig deeper and asked her to clarify her position on the topic. She suggested that owning a superyacht is a complete waste of money, a horrendous, tasteless world where people with no style pour money into a ridiculous lifestyle and pollute the oceans with all of their affluent/effluent. Loving this thread, I couldn’t help but defend the honour of our industry and our clients and proceeded to highlight all of the good things about our industry.

Then after my barrage of defence, I recalled a meeting with six green graduates who had applied for an internship at The Superyacht Group, when I asked them to create a justification and positive argument for owning a €70 million superyacht, a form of billionaire PR. Their arguments were all upside down and back to front, trying to suggest that owning a superyacht would inspire people to succeed, the ‘look what I’ve achieved’ message high on their agenda.

Both the hockey mom and the graduated green-eyed monsters had lost sight of the facts and figures. If a billionaire buys and builds a €100 million project from one of the major yards, what happens to that €100 million, where does it end up? It clearly doesn’t form part of an investment fund that grows each year and makes the owner even more

money. The owner has to consider that each year another tidy sum will need to be generated by his wealth portfolio to fund the operation of this vast toy, so that he can enjoy perfect scrambled eggs on a beautifully baked bagel, placed on a fine piece of china, while sitting on the aft deck for probably 10 days each year.

So I say to anyone who thinks this is obscene, please think again! Almost every single euro spent in the quest for ultimate escape is distributed out of his private offshore accounts and into the hands of ordinary working people. Also to be factored in is the fact that the owner is likely to see the yacht depreciate at a rate of knots and his costs remain constant in order to keep the yacht in good condition.

I’m not saying it’s the wisest decision to buy a yacht, but the capital outlay is not just about conspicuous consumption, the richest masters of the universe competing for bragging rights on who has the biggest and the best; it actually has a more philanthropic dimension that people forget about. The average person on the street may see it as a waste of money, when millions are starving or struggling to make a living, but the yacht is actually one of the most effective forms of wealth distribution without it getting into the wrong hands. Give millions to a charity for African causes or other geo-political issues and often you have no control of the cash flow, and with fraud and power struggles, funds can divert themselves.

With a large superyacht, you can rest assured that apart from the variety of middlemen who want their piece of the pie the remaining 95 per cent of the lifestyle investment fund goes towards buying raw materials, manufactured goods and equipment, with supplies like steel, aluminium and teak coming from a whole host of nations. How many people are

MHR explains how the trend for customisation is being extended beyond yacht design to meet the new demand for specialist information.


136 ISSUE 153 / Stern Words

part of the supply chain from the forestry of teak, to the mining of iron ore and the smelting of alloys? Thousands upon thousands around the world. Consider the hundreds of artisans who weld, carve and shape the details and structures that all come together to create the fl oating work of art. Spare a thought for the myriad factory workers creating yards upon yards of fi ne fabrics and carpets that

decorate the interiors. Contemplate the hundreds of shipyard workers and subcontractors who integrate, install and assemble the variety of complex systems that drive and operate this unique fl oating home. Every single facet, detail and item installed within a vast private yacht has been manufactured out of raw materials, honed and refi ned to be the best it can ever be and then hand-built within a large shed in a variety of towns and cities that are all proud of their yacht building heritage.

Add into the mix that during the three or more years of building, the subcontractor workers and consultants have all fl own in to visit the shipyards and made their own economic contribution to stay at hotels, dine in restaurants and use taxis to go about their daily tasks. Then, when the yacht is delivered and the owner starts on his voyage of discovery, the wealth distribution doesn’t stop: each year several million euros are dispersed into towns, villages and supply chains that keep the yacht alive. The process is never ending.

So next time anyone suggests that buying a superyacht is a complete waste of money and a ridiculous display of wealth, tell them the story and explain the reality of what actually happens to that billionaire’s offshore fund. Buying a superyacht is not about conspicuous consumption but more about inconspicuous contribution. Perhaps we need to make some noise about the way the billions are handed

back to the artisans, craftsmen, welders, carpenters, crew and average man and woman on the street who builds and supplies these last bastions of hand-made brilliance. As my old friend Mike Kelsey Snr once said, it’s like building a magnifi cent statelyhome in a bygone era.

TO COMMENT ON THIS ARTICLE, EMAIL: [email protected] WITH SUBJECT: STERN WORDS OR VISIT EDITORS’ COMMENTS AT WWW.THESUPERYACHTREPORT.COM

Next time anyone suggests that buying a superyacht is a complete waste of money and a ridiculous display

of wealth, tell them the story and explain the reality of what actually happens to that billionaire’s offshore fund.

ISSN 2046-4983 IS PUBLISHED MONTHLY (WITH JOINT ISSUES IN JAN/FEB AND AUG/SEP BY TRP MAGAZINES LTD AND DISTRIBUTED IN THE USA BY MAIL RIGHT INTERNATIONAL, 1637 STELTON ROAD B4, PISCATAWAY, NJ 08854). PERIODICALS POSTAGE PAID AT NEW BRUNSWICK, NJ. POSTMASTER: SEND ADDRESS CHANGES TO THE SUPERYACHT REPORT C/O 1637 STELTON ROAD, B-4, PISCATAWAY NJ 08854

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