The recent upturn in the economies of the western world has also been felt in the superyacht industry, where brokers are recording good sales. The feel-good factor has carried on into the end of season Monaco and Fort Lauderdale yacht shows, where the Americans really showed off their importance in terms of buying yachts. Larger brokerage yachts are selling very well this year, which is another indication of the healthy market place, which also helps the superyacht construction industry.
With most of the quality larger yachts already sold, those looking to buy a luxury yacht are left with fewer options, which in turn leads to a rise in demand of new build yachts. This is where shipbuilders can profit from the success of brokerage yachts, by satisfying the remaining demand and building partnerships with brokers.
It is certainly a pattern that has been noticed by Hein Velema, Director of Sales & Marketing at Italian luxury yacht manufacturers ISA Yachts, who feels that if brokers are selling well, this is an advantage to the shipyards. He also believes that brokers provide an important link between potential buyers and shipyards. According to Hein, it is ‘brokers that can change the perspective of a buyer from brokerage to new build’ and that ‘not all clients find their way easily to the right shipyard’. He therefore believes that the relationship between broker and shipyard is a crucial, and mutually beneficial one.
This certainly explains the success of the custom build yacht industry in 2014, with ISA Yachts recently launching YARA, a 44-metre fast displacement yacht, in addition to several other projects in 2014. It would appear that for superyacht builders the continued success of brokers and brokerages would lead to their own continued success, into 2015 and beyond.
