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Life Lessons: Paul Grange on yacht sales

Leaders / yachtstyle2020

Life Lessons: Paul Grange on yacht sales

January 19, 2021
11:02 pm

Co-founder and Director of Azimut dealer Marine Italia, Paul Grange has spent almost three decades in yacht sales. In a Column for Yacht Style Issue 57, the Brit offers insights into the sales process, differences between European and Asian boating cultures, the benefits of technology for buyers and sellers, and why it’s sometimes worth setting two alarms …

Paul Grange (centre), Thomas Woo (middle row, third left) and Marine Italia colleagues at Marina Cove

I’ve been around boats since growing up on England’s south coast in Poole, a hugely popular boating area that has one of the world’s largest natural harbours and is the home of Sunseeker. When I was 18, my friends and I bought an old 16ft ski boat and during our first summer with it we proceeded to run aground on every sandbank in Poole Harbour!

The following year I went out on my first Sunseeker, a Tomahawk 37, which was being tested by my friend Sean Robertson (Sunseeker’s current Sales Director who has been with the company since 1986). At the same time, my father bought himself a 29ft sailing boat, so my passion for boating just grew.

In 1990, I was a young assistant manager selling unexciting building materials when my boss urged me to develop a career in something that interested me. I took his advice and followed up on a university course I saw advertised in a boating magazine. Eight weeks later, I’d left my job and was at Southampton University studying the water-based leisure industry and have been in the yachting world ever since.

I was initially focused on working in marinas, but knowing I wanted to be my own boss, I realised owning a boat sales business was more likely than owning a marina!

After a work placement in Salterns Marina, I started as a yacht broker in Poole in 1992, working for Tony Pauffley. Tony is the most upstanding yacht broker you could meet and taught me the importance of accurate information, attention to detail, honest advice and paperwork. In three years, Tony and I sold over 200 boats from Cobbs Quay Marina, and I learnt something new from every single negotiation, contract, survey and handover.

Woo and Grange at the 2019 Christofle Yacht Style Awards in Phuket after the Azimut Grande 25 Metri won Best Motor Yacht in Asia (25-30m)

As such, I already had great sales experience by the time I joined Sunseeker Sales UK in 1995. Harry Dodd, my boss, taught me a lot including the importance of setting two alarms when your boss is flying you in his private plane to meet a client to sign a new boat order. I was still asleep when he took off without me!

This incident was made worse because Harry didn’t know the details of the deal, the client or even where to meet – just which airport to fly to. Very sheepishly, I later did my part over the phone and the client purchased the boat as planned. However, as I wasn’t there to complete the sale in person, Harry kept that sale for himself, so that ‘lie-in’ turned out to be an expensive lesson.

In 1999, I fulfilled my initial career goal and opened my own brokerage, Grange International, a company that I eventually sold after I moved to Hong Kong in 2012 to join Simpson Marine.

BRIDGING EUROPE AND ASIA

Harry was the one who taught me to “ask for the order”. It sounds obvious, but you’d be amazed how often a salesperson doesn’t actually ask the client if they’d like to order the boat. Having managed international, multi-office sales teams in Europe and Asia, it’s an approach I’ve employed many times,

but in Asia, it can sometimes be difficult to convince local sales teams of this.

At the Shenzhen International Boat Show in 2014, I was helping one of our newer Chinese sales staff with a client interested in a new Azimut. The client was asking detailed questions about the purchase process, payment, handover and if we could fit additional equipment to the boat. To me, it was clear the client wanted to buy the boat, so I advised the salesman to ask: “If I can agree to the terms you’ve requested, will you sign a contract and pay a deposit for the boat today?”

The salesman point blank refused to say it, explaining it was rude in Chinese culture to be so direct with a client. I explained we were just trying to help the client buy the boat. I then told the salesman that if he didn’t ask, I would. Reluctantly, he asked the client. After a brief pause, the client said yes and signed the contract on the spot. The salesman was absolutely stunned.

Grange at the 2019 World Yachts Trophies in Cannes with Enrico Chiaussa of Azimut Yachts and Crystal Qian of Marine Italia

While in Asia, I’ve tried to be mindful of the cultural differences and one of the most interesting aspects of moving here was having to re-learn many aspects of how to do my job effectively in a completely new arena.

If I were to generalise differences in boating cultures, I’d say European clients are often more concerned with the technical operation and useability as many operate the boats themselves, with captains much less common on boats under 80ft.

In Asia, they might be more focused on how suitable and flexible the configuration might be for family use one day then corporate entertainment the next, rather than the technical details.

In addition, it’s more common in Europe to enjoy weekend and longer holidays aboard. In Hong Kong, even if owners do stay overnight, it’s not often for extended periods, so there’s often less importance placed on cabins, for example.

REPUTATIONS AND RELATIONSHIPS

In the Asian markets I’ve operated in, reputation is hugely important and normally well earned, whether good or bad. Even between mainland China, Hong Kong and Singapore, clients often have common connections, so having a professional reputation and simply keeping your word are crucial to ongoing success.

The level of attention and responsiveness are also especially important to local clients. They’re usually busy business owners and boating is often a small part of their lives, so they want and expect prompt, knowledgeable and efficient service (but then I guess we all do!).

Celebrating Azimut Yachts’ 50th anniversary in Shenzhen

After nearly three decades as a salesman, manager, company director and company owner, I can honestly say the level of attention and customer service that my business partner Thomas Woo provides to our clients is second to none. Thomas and I joined forces in 2015 to form Marine Italia and knew from our previous joint Azimut projects that we worked very well together and that our different styles complemented each other.

My style is very client focused and detailed, but Thomas is another level and he also has extensive technical knowledge. He builds fantastic relationships and client loyalty, which I’ve learnt can often make the difference in a close-knit, competitive market like Hong Kong.

Having such confidence in your business partner is a luxury that enables me to focus more on other aspects of the business. These include our relationship with Azimut, which is important for both parties as we are their largest dealer in Asia and among their most successful worldwide.

I’ve managed manufacturer-dealer relationships with leading brands such as Sunseeker and Azimut since 1995 and it’s one of my strengths. As Azimut dealers, we sometimes need their support and sometimes they need extra help from us. Understanding that it’s a two-way street is key to getting the best out of the relationship, which translates to better business for both parties.

If I had to highlight one element that determines success in this industry, it would be relationships. As the yachting industry is relatively small, relationships are more relevant than in much larger industries and strong connections can help you ride the waves.

AFTER-SALES AND DIGITALISATION

In terms of winning new business and retaining clients, I also can’t overstate the importance of after-sales support. In Hong Kong, we operate our own full-service shipyard company, Marinetec, so we can control the level and speed of our service.

In my opinion, second only to the actual choice of boat, after-sales service has the biggest impact – both positively and negatively – on a client’s ownership enjoyment. It can lead to repeat custom and good or bad referrals, all of which are crucial.

Woo and Grange are presented with Azimut’s Best After Sales Support (EMEA-APAC) by Marco Valle, now Azimut-Benetti CEO

For me, the overall sales and purchase process hasn’t changed that much since I started selling boats in 1992. I still show clients boats and brochures, discuss their requirements and help them choose the right boat for their needs.

However, the boats have got bigger and communication is now more digital. In fact, with the quality of 360-degree photography and walk-through videos, modern technology has made it very possible for dealers to sell a boat without the client seeing it in person.

The super-realistic quality of digital renderings of pre-production models make it easier for clients to understand and appreciate new models before they’re built, giving them the confidence to order without waiting. We use these technologies to assist our clients whenever possible.

Recently, in times of travel restrictions, Azimut’s online lounge and digital boat shows have proved effective resources for both clients and us. In the last three months of 2020, we sold new models in Hong Kong, China, Taiwan and Singapore exclusively by using digital marketing tools.

You have to learn to adapt. When the protests affected Hong Kong in 2019, we saw a drop in sales as the local business community waited to see what was going to happen. Then when Covid started, I feared the combined effect of this and the protests would impact the yachting industry to the same extent the financial crisis had on the US and European markets in 2008.

I was working in Europe when the financial crisis hit and couldn’t believe how quickly and extensively new boat sales were affected. I learnt then that in difficult times, boats are the first thing that people stop buying and the last thing they start buying again when times improve, as they are a luxury.

Fortunately, my worst fears were allayed and by March and April travel restrictions created a huge surge in demand for boats in Hong Kong. Ultimately, 2020 proved to be one of our most successful years and 2021 looks equally exciting, so it shows that no matter how much experience you have, you never stop learning.

PAUL GRANGE

With business partner Thomas Woo, Grange is a Director and cofounder of Marine Italia Ltd, Asia’s leading Azimut Yachts dealer, covering Hong Kong, Macau, southern China, Taiwan and Singapore. Grange and Woo also represent Absolute Yachts and Four Winns, and operate their own independent shipyard, Marinetec Ltd, in Hong Kong. Grange was formerly Head of Azimut Yachts for Simpson Marine (2012-2015), having started his boat sales career in the UK in 1992.
www.azimutyachts.hk paul@marineitalia.asia

Tommy Ho: HK shows yachting’s bright future

Leaders / yachtstyle2020

Tommy Ho: Hong Kong shows yachting’s bright future

January 14, 2021
12:09 pm

In a Column for Yacht Style Issue 57, Tommy Ho says Hong Kong proves boating can be one of the great escapes from Covid, as more people spend time with friends and family on the water.

Tommy Ho is the founder and CEO of Voyager Risk Solutions

When Covid-19 started to spread around the world, I’ll admit that it didn’t look good for anyone. We had no idea how long it would continue. It has proved challenging for almost all industries across the globe, including yacht insurance due to the huge losses in the markets in the previous years.

And in all honesty, outside of Hong Kong, Asian yachting markets have recently been slow, sometimes due to the restrictions on boating in some countries and sometimes because of the unavailability of yachts or inability for yachts to be shipped to these markets. However, for many living in Hong Kong, yachting proved an escape, a way out of the stress and fear, a way out of the crowds and the urban environment.

Yacht sales in the city increased – a lot – which was unexpected for many, although not us. As people were unable to travel, they needed to find alternatives for their weekends and holidays. Furthermore, some owners started using their boat as a floating office. A yacht was an ideal escape, as it’s a private environment not bound by the virus-fighting regulations imposed by the Government.

As Covid unfolded, we foresaw that the sales of mid-size yachts would increase due to the travel restrictions locally and around the globe. Yacht dealers also became aware of this situation so many of them imported mid-size stock boats (up to about 100ft) around the second quarter of last year, which ensured that the increased demand was converted into sales.

Existing owners used their yachts more often than ever before and for longer periods. Some clients even mentioned they weren’t aware Hong Kong had so many beautiful islands as they explored more of the waters around our city.

There was a knock-on effect. As existing owners used their boats more around Hong Kong, more potential owners were exposed to the fun of having a yacht. As such, I met a lot of new boat owners during this time and assisted them with purchases and the buying process. Often, they decided very quickly, whether it was for a new or brokerage yacht. And inevitably, there were a lot of first-time owners seeking insurance.

Two Riva 110’ Dolcevita motor yachts were among new arrivals in Hong Kong last year

Sometimes when I was out at weekends, the sea was so packed with yachts and people water-skiing, wakeboarding, wakesurfing and jet-skiing that it felt more like we were in the busiest parts of Nathan Road!

We frequently focus on arranging insurance for larger yachts, with owners employing full-time captains and crew to operate and look after their boats. Yet because water-skiing and other water toys became so popular, this encouraged an increase in the sales of speedboats and towboats.

Due to the overall increase in demand for boats of all sizes, we noticed many more owners taking powerboat licence courses, which not only allows them to drive their own boat but also take out their speedboat for a ride or take their family and friends water-skiing and so on.

If we look at one of the positives of the pandemic, it has encouraged people to get outdoors and this has been positive for the whole leisure marine industry. Everything on the water is outside, generally in a clean-air environment, with people spread out across large areas. If you wish, you can choose to sail to areas where you won’t see anyone else.

Most water sports are a lot of fun and the entry fee is relatively low. Considering a new car can easily cost about HK$1-2 million (about US$130,000-260,000), a decent speedboat is about this price. However, with a speedboat, families and friends – not just a couple – can enjoy spending time together. It encourages fun and activity in natural surroundings. Also, due to its size, it’s easier to find mooring or storage space compared to larger yachts.

I think that we will have to live with Covid for at least the coming year in one form or another. And I believe the yachting market can keep growing in Hong Kong – and hopefully revive in other parts of Asia – as people seek to buy a boat in the knowledge that they might not be able to travel elsewhere as easily or as frequently as they used to.

TOMMY HO

With two decades in yacht insurance, Tommy Ho is CEO of Voyager Risk Solutions, which he founded in 2018. A Royal Hong Kong Yacht Club member for over 25 years, Ho is a long-time boat owner, a consultant of the Hong Kong Cruise and Yacht Industry Association, and Chairman of the Hong Kong Ocean Economy Chamber of Commerce.
www.voyfg.com cs@voyfg.com

Fairline COO on a remarkable year

Leaders / yachtstyle2020

Fairline COO on a remarkable year

December 31, 2020
3:33 am

Fairline COO Peter McNulty on a remarkable year McNulty says exciting yacht designs, new interactive online platforms and fresh investment keep driving the company forward.

Peter McNulty was appointed COO of Fairline Yachts in September 2019, having been a long-time senior advisor to the Management Board

How was the reception for the F//Line 33 at Salon Privé, promoted as the UK’s most exclusive Concours d’Elegance?

The F//Line 33 was very well received. It proved a real draw for visitors who wanted to find out more about the boat and Fairline, as well as those who were attracted due to her sheer size and impressive appearance. This was the third year we exhibited at the event, but the first time we’ve presented one of our yachts and it was a resounding success.

The F//Line was the perfect boat to introduce to a high-net-worth, non-yachting audience, thanks to her stunning good looks and manageable size. And compared to the multi-million-pound cars on display, she offers great value for money, too!

The F//Line 33 was the first boat Fairline has displayed at the car-focused Salon Privé

We’re impressed with the new online configurator for the F//Line 33 (www.f-line.com). What drove this interactive website?

Thank you! We were inspired by the market-leading Tesla and Ducati online configurators and we wanted to offer the first boating equivalent. We have built an interactive tool that hands control of designing the perfect boat over to our customers.

With the fast-growing ecommerce market forecast to hit US$6.5 trillion by 2023, it’s important that our digital portfolio meets the needs of today’s and tomorrow’s boat owners. Ordering a new car online is now commonplace and over the last half a year or so, we’ve seen a sharp increase in online customer interactions at Fairline, selling new boats from our online video tours and this new configurator.

Customised videos have been added to Fairline F//Line configurator

F//Line is a natural fit in the digital space because of its fun, stylish and modern aesthetic. As our product offering and customer base expands, so will our configurator and virtual marina offerings.

The feedback from both our dealer network and their customers has been really positive. They appreciate that it’s another tool for them to understand more about the F//Line and how they can specify and design their own boat. It’s a simple yet incredibly innovative, powerful tool for customers to take control of the often-complicated specification process.

What are the standout features on F//Line 33’s outboard version, which debuted at Boot Dusseldorf in January?

The outboard version is one of our latest launches with Mercury Verado 300, 350 or 400 engines, some of the smoothest, quietest engines available. The boat incorporates the highly innovative Ascender bathing platform from H+B Technic.

The F//Line 33 (white) and the outboard version (blue) at Boot Dusseldorf 2020

The high/low platform surrounds the outboard engines, lowers to form steps to the water when submerged or elevates, allowing the engine propellers to be raised clear of the water, reducing maintenance bills.

Can you tell us about any future F//Line models and any potential new features?

I can confirm there will be future F//Line models. The drawing board currently includes both smaller and larger models, as well as a further development to the current 33. We are seeing great potential for this sporty line within the wider Fairline portfolio.

What are your thoughts on Asia, where Fairline expanded Simpson Marine’s remit from Hong Kong and the Philippines to include more Southeast Asian countries and Taiwan?

Expanding the Simpson Marine territory has given us a significant advantage. From a customer point of view, Simpson Marine has the depth of experience and detailed knowledge of our models to genuinely match the right product to the customers’ exact boating requirements.

Simpson Marine recently sold a Squadron 50 in Hong Kong

With its after-sales coverage throughout the region, owners are looked after quickly, efficiently and very professionally. We’re certainly pleased with this partnership and delighted that Simpson Marine has chosen to play a major part of our growth across Asia.

How has Fairline changed its marketing and customer interaction following the cancellation of so many boat shows this year?

We’ve been supporting our global network of dealers to host private events in their own territories, offering Covid-secure, invitation-only events, tours and one-to-one virtual meetings with clients. Additionally, this change in customer interaction prompted us to create new ways of engaging, such as through the F//Line configurator and our Virtual Marina website.

While our customer interactions have changed, we continue to ensure we’re offering a first-class service to meet the specific needs and demands of our customers around the world.

Fairline models were exhibited at the British Motor Yacht Show in August

What has been the feedback to the virtual Fairline Marina (www.fairline-marina.com) since its launch?

In response to the Covid-19 pandemic and the huge changes experienced, we’ve made a considerable effort to stay connected to our customers, fans and dealers. One innovative solution was launching our Fairline Marina, a new web platform offering a different way to engage with our audience whilst adhering to Government stay-at-home orders.

Launched on April 30 (2020), just a month after lockdown in the UK began, the Fairline Marina offers users a range of exciting and innovative opportunities to get up close and personal with our stunning yachts. Additionally, users can connect with our expert team via a live chat function, allowing customers to ask detailed questions about boat specifications, availability and costings, all from the comfort of their own home at a time that suits them.

Fairline has enjoyed overwhelming response to its virtual marina

The platform includes detailed 360-degree boat tours of all the yachts within our Squadron, Targa and F//Line ranges, as well as a regular calendar of livestream boat tours, which are hosted by our global dealer network.

Users are invited to tune in via Facebook for detailed tours of the boats, with each livestream taking customers from bow to stern, walking them through the boat in detail. Viewers are also invited to ask questions during the livestream to add further engagement.

A new Squadron 53 was sold directly from a live video tour

The feedback has been amazing, and we sold a new Squadron 53 directly from the live video tour hosted by our UK dealer. In the first week, the Fairline Marina received 10,000 engagements and 40,000 video views. In total, the tours have been viewed over 350,000 times.

How has the market responded to the Targa 45 GT, another of Fairline’s debuts at Boot Dusseldorf 2020?

Despite Covid-19 and the challenges it has presented, the Targa 45 GT has been very well received and we have taken a significant number of new orders. As an enclosed Targa with a large garage, it’s a winning combination. Customers all around the world genuinely love it, as it appeals to those in both warmer and colder climates. In fact, the 45 line has rapidly become the most popular model in our portfolio, and we have high hopes for this to continue for the foreseeable future.

The flagship Squadron 68 has sold around the world including to Hong Kong

How has the flagship Squadron 68 been selling, since the first three units sold to Europe, Asia and the US?

We’re manufacturing hull number nine. The geographical spread has seen Squadron 68s arriving in the US and Canada, northern and southern Europe, the Middle East and Asia. In fact, the most customised Squadron 68 we’ve built to date is currently berthed in Hong Kong, with a stunning grey hull and superstructure, two luxurious cabins and three – yes, three – fully equipped galleys.

Feedback is overwhelmingly positive for this model and, as with all our boats, development is a continuous process as we learn more about what our customers want from their boat. In fact, we’re focused on enhancing the interior, introducing even more luxurious, contemporary materials as well as maximising light and space internally. The design work on this model will set the tone for all our yachts moving forward.

The owner’s suite on the Squadron 68

Much of Fairline’s resurgence as a global brand has been its yacht designs by Alberto Mancini. Will he continue to work on all Fairline models?

We will certainly continue to work with Mancini on our new Fairline models and he is instrumental in the development of our F//Line model range. In-house, our Fairline Yachts Design Studio led by Wayne Huntley plays a crucial role in the design and development of our boats, and we work with various naval architects around the world including the renowned J&J Design.

Considering the economic climate in 2020, why was RiverRock willing to expand its investment in Fairline so it became the majority owner?

RiverRock values Fairline as a robust, sound business and was keen to support our future development. Outside of the pandemic, which has affected all boat builders, we have an extremely strong position in the global market and a really exciting future, which RiverRock is instrumental in supporting. New product development is imperative in our market, and RiverRock’s investment will help us to expand and accelerate our new product plans.

Fairline has caught up with production in Oundle after sales far outstripped production capacity following the brand’s rapid revival from 2016

Has Fairline’s production in Oundle managed to catch up with its order book and what’s happening with the Hythe site in Southampton?

We are on track with our order book and production is now at a manageable level for our factory. Our lead times are around six to nine months for a new build, which is an acceptable timeframe for boats with our level of customisation. We’ve been in Oundle for over 50 years and the site remains the home of Fairline. The Nene Valley factory is where the complete fleet is built and it will continue to be so.

Our boat building aspirations for the site in Hythe changed. That said, Hythe Shipyard – which includes a multi-purpose commercial slipway and provides both onshore storage and covered work areas – continues to contribute to the Fairline Yachts business. To date, this operation has serviced a range of clients including Carrington Boats, for Ben Ainsley’s America’s Cup project and Alex Thompson for his Hugo Boss Vendee Globe challenge, and commercial projects for Red Funnel, Southampton Marine Services and SailGP.

The first F//Line 33 in Asia is in Singapore and available through Simpson Marine

Finally, what else do you think our Asia-based readers should know about Fairline Yachts?

We have very strong dealer partners in the Asia region, from KLM in southern China to Simpson Marine. These exceptional dealers are highly committed to our brand – as we are to them – and we work together as partners to deliver desirable products and outstanding customer service. We have a steady flow of new boats coming into the Asian market, particularly in Singapore and Hong Kong.
www.fairline.com
www.simpsonmarine.com

British builder Fairline sells Squadron 50 in HKO
Simpson Marine confirms the first Fairline Squadron 50 in Hong Kong has quickly been snapped up, showing the demand for the builder’s blend of British craftsmanship and Italian design..

Buying into Yachting Paradise

Leaders / yachtstyle2020

Buying into Yachting Paradise

December 29, 2020
4:02 pm

The Moorings and Sunsail offer the opportunity to own a boat based in one of the charter companies’ exotic locations around the globe and use yachts at any of them for up to 12 weeks a year, either for fixed income or a reduced purchase price.

The Moorings offers powercat ownership options within charter programmes

When the Moorings was founded in 1969, it had a total of six yachts in the British Virgin Islands. Five years later, Sunsail started operating, in Greece. Today, The Moorings and Sunsail – which merged in 2005 – form the world’s largest charter company, employing over 800 people globally and managing a fleet of 850 boats all over the world.

The Moorings and Sunsail have not only revolutionised the charter industry but also ownership options within charter programmes. In total, they’ve had over 5,000 boat owners between them. The companies offer a huge fleet of Leopard catamarans built by South Africa’s Robertson & Caine (only The Moorings offers powercats) and sailing monohulls built by iconic French brands Jeanneau and Beneteau.

In Asia, Leopard catamarans and Jeanneau and Beneteau sailing boats are owned and used throughout Asia, but The Moorings Yacht Ownership programme offers an alternative way of buying and using these yachts. So, how does it work and what are the advantages?

The standard contracts typically last five to six years depending on the location of the yacht. In Asia, The Moorings has a base in Phuket, Thailand, while other destinations around the world include Tahiti, Seychelles and right across the Mediterranean, Americas and Caribbean.

Thailand is the Asia home for The Moorings and Sunsail

The Moorings and Sunsail yachts are operated for a maximum of six seasons, with only limited numbers of boats extended longer. Almost all are individually owned and this obligation to the owners results in highly maintained yachts. The bases are staffed with employees trained to the highest of standards in customer service and technical expertise for maintenance and upkeep of the yachts.

The ownership programme includes the option of almost any ‘Leopard’, as well as sailing monohulls from Jeanneau and Beneteau, exclusively branded as The Moorings or Sunsail charter boats and with charter-specific options. Models available include the Moorings 4200 (with three or four cabins), 4500 and 5000 sailing catamarans, which are the equivalent of the Leopard 42, 45 and 50, respectively.

Powercats based on the Leopard 43 PC and 53 PC include the Moorings 433 PC (three cabins), 434 PC (four cabins) and 534 PC (four cabins). The Sunsail 41 (Jeanneau 409), Sunsail 44 (Jeanneau 44) and Moorings 48.4 (Beneteau Oceanis 48) sailing monohulls are among other models available within the ownership programme.

As for payment options, The Moorings and Sunsail offer the Guaranteed Income programme at most bases worldwide and the Option to Purchase programme in Greece and Thailand.

The Moorings catamarans are the same as Leopards, with a standard charter-friendly layout

Guaranteed Income requires 100 per cent payment up front and then returns fixed income paid monthly (not dependent on charter activity). At the end of the programme, an owner can either keep their yacht and sail away, sell it through the company’s in-house brokerage service, or trade it in and start a new programme.

At this time, it’s worth noting that The Moorings and Sunsail have continued to pay all its boat owners in full through the Covid-19 period, unlike many other charter companies.

Option to Purchase requires owners to pay only 45 per cent of the price of the boat to join the programme. At the end, they can either make a purchase payment of a further 20 per cent of the yacht’s original price and take clear title to the yacht or take a guaranteed cash buyback of the equivalent 20 per cent.

Prices for both programmes include the yacht’s equipment and charter inventory, delivery to the charter base and commissioning.

Within these programmes, owners can sail up to 12 weeks each year on their yacht or sisterships at any destination worldwide in The Moorings and Sunsail network. The companies have bases all over the world and owners have access to all of them and the option to pay for an upgrade to a larger model.

Owners have zero operating costs as The Moorings and Sunsail cover all of them including annual berthing, insurance and maintenance costs. Furthermore, professional management is provided for the yachts all year round.

The Leopard 53 PC released in 2020 is known as a Moorings 534 PC (four cabins) within the charter fleet

Another of the benefits of this global programme is that identical specifications of each yacht allow for maintaining interchangeable parts for various yacht models. Spare-parts inventory at all the bases allows for efficient and timely maintenance of all yachts. Consistent designs and specs also ensure owners are familiar with the yachts whether they holiday in Thailand, the Mediterranean, Caribbean or anywhere else around the world.

Owners are also reassured by the companies’ methodical and thorough ‘A-B-C-D’ maintenance programme. The A maintenance is scheduled for the end of any charter, following each charter debrief and repairing any minor issues. These are attended to prior to the start of the next charter. The B maintenance is the periodic oil, transmission and other fluid changes required for preventive maintenance. These are computer tracked for precision.

The C maintenance is the major maintenance that is scheduled periodically, with the boat typically hauled out and the hull below the waterline treated. ‘Major’ maintenance recommended by engine and transmission manufacturers is also undertaken, along with cosmetic work to hull and bright work. The D maintenance is the end-of-contract maintenance, during which the boat receives a full refit upon departure from the charter fleet or handover back to the owner.

One of the main advantages with The Moorings yachts coming out of the charter fleet, and either handed back to the owner or sold through our in-house brokerage team, is that the boat is never ‘as is’ but in a refreshed, ready-to-sail condition.

The Moorings and Sunsail yacht ownership programme offers a lower-cost, worry-free option of purchasing a yacht without the overheads, with the option of cruising for three months a year in the world’s most beautiful locations.

However, if owners want a yacht all to themselves, there are also the options of buying pre-owned from the companies’ brokerage arms or a brand-new, personalised version directly from Leopard, Beneteau or Jeanneau. The choice is yours.

KIT CHOTITHAMAPORN

Kit Chotithamaporn (left) pictured at the inaugural Thailand Charter Week with colleague Ikraam Galant

A Phuket native, Kit is Asia Regional Manager for Leopard Catamarans and handles all Asia yacht sales for sister brands Sunsail and The Moorings, which form the world’s largest charter company. He began his yachting career in Asia over 15 years ago, having developed his love for the sea and boats at a young age through his father, an avid recreational fisherman.
kit.c@thlmarine.com
www.moorings.com
www.sunsail.com

Frank Coles: Out of Africa, Back in Hong Kong

Leaders / yachtstyle2020

Frank Coles: Out of Africa, Back in Hong Kong

December 28, 2020
4:11 pm

Born and raised in Zimbabwe, Frank Coles has since lived and worked in Europe, North America and is now in his second stint in Hong Kong, where he’s preparing to live on his new Lagoon 46 Kariwa with his wife Leslie, watched over by an African river god.

Frank Coles at the wheel of his Lagoon 46 Kariwa

Frank Coles has achieved a lot in his six decades living in various parts of the world, but one thing you won’t find on his career resume is why his Instagram handle is @cornflakes59. The ‘59’ represents the year the Wallem CEO was born in landlocked Zimbabwe, but the breakfast-cereal component begs an explanation.

“I was involved in a mergers and acquisitions deal a few years ago and the private-equity company wanted to give everyone codenames for the project,” says Coles, who has been living in Hong Kong since 2018, having first resided in the city from 1995-98.

“They assigned me the name Corn Flakes. When I asked why, they said it was an anagram of Frank Coles. I had never realised that, but I’ve used it quite often since then.”

Kariwa features the logo of the African river god Nyami Nyami

The Instagram handle for Coles’ new boat, @sv_kariwa, is a lot more illuminating. Kariwa is not only the name of his new Lagoon 46, delivered to Hong Kong in May 2020, but also the local tribe’s name for the town of Kariba, where Coles was raised.

Located on the northern Zimbabwean border with Zambia, Kariba is home to Lake Kariba, the world’s largest man-made lake by volume. Coles’ parents arrived in Kariba in 1957 after his father, a civil engineer, was posted to work on the dam project, while his mother was the matron (chief nurse) at the local hospital.

“I basically grew up by the world’s largest man-made lake. It was a special place to grow up,” says Coles. “I had a privileged, unique background and we lived a great life. We lived in Zimbabwe at thebest time.”

Frank and Leslie met in Kariba in northern Zimbabwe in 1974

Coles went to boarding school at the Allan Wilson High School in the capital of Harare, 280km to the southeast. However, his hometown of Kariba holds fond memories as it’s where he learnt to sail on the lake and met his current wife Leslie in December 1974, when he was 15.

“We’ve named our boat Kariwa as Kariba is where we met,” says Coles. “We were childhood sweethearts and it’s where our adventure started.”

As well as naming Kariwa after the town, Coles also honours the area by using the logo of the local river god, Nyami Nyami, on the hull, Code 0 and bright-yellow spinnaker.

Kariwa is berthed at the Aberdeen Typhoon Shelter

“When they were building the dam to make the lake, the local tribe said the river god, Nyami Nyami, didn’t like it and they warned that there would be floods,” he says. “They were right.”

GLOBAL SHIPPING SUPREMO

As the political situation in Zimbabwe became increasingly unstable, Coles left for the UK when he was 17, while Leslie moved to South Africa, the pair living separate lives for over three decades.

“I just wanted to go to sea,” Coles says. “Leslie and I went our own ways, had our own lives, and each got married and had kids.”

Within months of arriving in the UK and staying with relatives, Coles started working as a merchant seaman, a job he held from 1977 until 1989, by which time the Master Mariner decided on a major career shift. “After 12 years at sea, I was married and had a kid, so I wanted to spend more time at home.”

Coles has taken a lot of photos and drone footage of his journeys on Kariwa in Hong Kong, where he first lived from 1995-98, during the handover period

Winning a scholarship to go to university, he studied Legal Aspects of Maritime Affairs at Cardiff University, then spent the first half of the 1990s working as a maritime lawyer for Richards Butler in London.

In 1995, Coles was spending significant time in Hong Kong – home to many of his clients – when a lunch meeting with Pacific Basin Shipping co-founders Paul Over and Chris Buttery resulted in a job offer.

As well as being Pacific Basin’s General Manager in Hong Kong, eventually overseeing operations for 50 ships, Coles also became CEO of Rydex as Over and Buttery invested in the Canadian email company on the cusp of the Internet revolution.

Coles thrived in the role that helped position him as a pioneer in the shipping technology industry, as he developed email communication for 2,500 ships.

“I was in the right place at the right time. For three years, I spent two weeks in Canada, two weeks in Hong Kong, like many Hong Kong Chinese were doing.”

Leslie sets off on the stand-up paddleboard in Double Haven

In 1999, he moved to the US to become President and CEO of Globe Wireless in Florida, where he keeps a house and plans to eventually retire. It’s also where he bought his first boat, a 37ft Wellcraft cabin cruiser, which he often used for flotillas to the Bahamas.

In his 12 years at the helm of Globe Wireless through 2011, he helped the company’s annual turnover increase from US$7 million to US$100 million and its client base grow from 1,000 ships to 10,000.

Since then, he has been President of Inmarsat Maritime in London (2011-14) and CEO of Transas Marine in Ireland (2015-18), during which time he was also a Principal Consultant of Cayman Maritime Innovation in the Caribbean.

In 2018, he returned to Hong Kong to take up the role as CEO of Wallem Group, a global operation with a shore-based team of 1,000 and more than 7,000 seafarers serving nearly all vessel segments.

The couple make the most of K2, Kariwa’s 3.4m Highfield RIB

“This is probably my last big job,” says Coles, who currently lives with Leslie in Quarry Bay, after downsizing from their apartment in Repulse Bay. However, the pair plan to live full-time on Kariwa in Aberdeen once solar panels and lithium batteries are installed.

AT HOME ON KARIWA

Coles also has Hong Kong to thank for his ‘second wind’ with Leslie, which started when the pair reconnected on Facebook over a decade ago. While still working for Global Wireless in Florida, Coles invited Leslie to join him on a business trip to Hong Kong in February 2010.

“I invited to meet her at the Excelsior on Valentine’s Day,” says Coles, who holds UK and US passports. “I travelled from Florida, she travelled from Johannesburg, we spent four days together and the rest is history.”

After decades apart, the couple reconnected in Hong Kong on Valentine’s Day in 2010

After moving to Hong Kong, the pair were keen to get a boat, with a view to eventually living on board. Having considered buying a sailing catamaran since his time in the US, Coles started exploring options in Hong Kong with Simpson Marine, which represents Lagoon and other brands in multiple Asian markets.

“Leslie and I are both avid divers and wanted to explore Hong Kong and other parts of Asia. I had wanted a sailing cat for a while and looked at various brands, then looked at Lagoon,” he says.

“In Hong Kong, I was able to see the 42ft and 45ft models, but once I saw the 46, I realised it was a big step up from the 450 (which the 46 replaced). Immediately it felt like the perfect-sized boat for us and what we wanted to do.”

The Nyami Nyami logo is seen on the hull, sail and even coffee cups!

Coles ordered a well-specced model suitable for year-round living, including teak decking for the cockpit and five air-conditioners to combat Hong Kong’s infamous humidity. The galley features four hobs and an upgraded microwave, fridge and freezer, plus he’s added a washing machine.

Along with the flybridge helm, Kariwa has a secondary helm station in the saloon, both with fly-by-wire controls for the more powerful 57hp Yanmar engine options. Most notably, they ordered a 110sqm Code 0 and a 199sqm, bright-yellow asymmetrical spinnaker – or gennaker – which both feature the Nyami Nyami logo, as does the hull.

The couple have already used Kariwa extensively in Hong Kong. Their highlight so far has been a four-day trip around the city’s furthest reaches including to the Soko Islands south of Lantau Island and Double Haven east of Plover Cove Country Park.

Kariwa is being fitted with solar panels so Frank and Leslie can live aboard

“We’ve already done some great trips on Kariwa and hope to live on board in a few months once the solar panels and lithium batteries are installed,” Coles says.

“We’ll initially stay in Aberdeen as it’s convenient for the city and offers great access to where we want to sail. The solar power will power all the hotel appliances, which includes running at least one air-con all night for some of the year.”

Once the yacht is fully equipped and tested, Coles has some grander plans for Kariwa such as trips into Southeast Asia’s most iconic archipelagos and beyond, rediscovering his teenage zest for going to sea.

“We want to be set to use all the new systems when we go travelling to the Philippines, Indonesia, the South Pacific, wherever we want to go.”
www.cata-lagoon.com
www.simpsonmarine.com

Mike Simpson on his new Oceanis 46.1
Simpson, founder and Managing Director of Simpson Marine, spoke about his new Oceanis 46.1 at the Boating Rendez-Vous display of Beneteau and Lagoon yachts in Hong Kong.

The Entertainer: Anson Chan on his Galeon 500 Fly

Leaders / yachtstyle2020

The Entertainer: Anson Chan on his Galeon 500 Fly

December 17, 2020
2:44 pm

Head of the Bonds Group of Companies, Anson Chan started boating again a few years ago, reviving one of his favourite childhood pastimes. Today, his customised Galeon 500 Fly is his welcome escape from work and favourite place for entertaining. By Andrew Dembina.

Chan has been using his customised Galeon 500 Fly almost weekly for much of 2020

In case running a large international conglomerate with the assistance of his two siblings isn’t hectic enough, Anson Chan You-cheung is also in his second year of part-time study for a PhD on

China-US diplomatic and strategic relations.

Chairman and CEO of Bonds Group of Companies, founded by his parents in the 1960s, Chan arrives at our interview during a business call, after which he ignores numerous incoming phone alerts as we spend time aboard his Galeon 500 Fly, which he strives to enjoy in a frenetic schedule.

Chan is Chairman and CEO of the Bonds Group of Companies

Due to Covid-19 travel restrictions, though, he has recently been able to nudge up his average frequency of use from monthly to weekly, allowing him to more frequently savour a pastime he first enjoyed as a youngster in Hong Kong in the late 1960s and early 1970s.

EARLY START

“My father (Dr Chan Shu-kui) had his own boats with full-time crew. He loved to go out with our family, but my mum (Dr Anita Chan) hated it,” says Chan, who later studied in the US and Canada.

The Galeon 500 Fly’s outdoor attractions include a rotating cockpit sofa

“Back then, there were only motorised Chinese junks available that took forever to go anywhere, going along at five-10 knots. It was an unusual luxury for a family to have a private boat. Up to when I was about 10, we went out quite a lot and I really loved it. But when my father passed away [in 1973], my mother quickly sold the junk.”

Chan was also exposed to sailing through his cousin Orlando Chan and still occasionally lends a hand as crew. “Orlando was one of the earliest non-expat members of the Royal Hong Kong Yacht Club,” he explains.

Chan’s company has properties across Asia, North America and Europe

“He’s 86 now and an incredibly avid sailor, along with his son. I still go out with them on their 38ft Beneteau, which is quite old now but beautifully maintained. I help with the ropes and the sheets, but I’m not an expert.”

NEW CHAPTER IN YACHTING

Following many boat-free years for Chan and his family, in 2013 he decided to buy his first modern motor yacht.

The side decks open to create a bar on port side and a beam of 6m

“After making a large profit on a merger and acquisition deal in the UK, I decided to reward myself a little bit and bought a Fairline 42,” he recalls.

“It was a nice boat, with a top speed of 32 knots, and I couldn’t believe how fast it was to get anywhere after all those years of patience in slow junks. It was very reliable, the finish was very nice and I had it for about five years, but it was a little small for entertaining guests.”

In mid-2018, he traded it in with Asiamarine, headed by Eric Noyel, and bought the iconic Galeon 500, whose drop-down sides and rotating cockpit sofa made the Polish-built ‘transformer’ a global favourite.

Chan with Eric Noyel, founder and CEO of Galeon dealer Asiamarine

“I only had to wait till early 2019 for delivery,” says Chan. “I would have had to wait for longer, but Eric has a very good relationship with the Galeon shipyard and heard that someone who had ordered a 500 had dropped out, so he called me immediately. I was pleased to go ahead and only had to wait six to eight months.”

Chan hadn’t heard of Galeon before he first saw 500 model in 2017 at a boat show in Shenzhen, China. “I was impressed with the way folded areas would open up; it was almost like Japanese origami.

Customisations included a retractable sunroof, the first one Galeon had installed on the 500

“I also liked that they were able to make customisations I wanted, like the retractable sunroof on the flybridge. It was the first one they had ever done and after that they produced more of these as an option.”

DAY CRUISE BELIEVER

Chan’s pleasure boating is always day cruising and his use is very sociable, sometimes with up to a dozen friends on board.

The flybridge and adjustable foredeck are other popular hangouts on Chan’s Galeon 500

“One of the great things about this yacht is that there are so many areas that people can use to break off into small groups,” he says. “There are a lot of sitting areas where you can chat, listen to music, have some drinks.”

A bar counter off the port side of the saloon has stool seating on deck, and when that space is extended with by dropping the bulwark, it becomes one of Chan’s favourite spots for a glass of something while gazing at the horizon.

Also much-loved by the owner is the signature Galeon rotating sofa at the cockpit, which can be positioned for any view of a locale that takes his or a guest’s fancy, as the circular platform beneath its base can turn a full 360 degrees.

Chan: “There are so many areas that people can use to break off into small groups.”

He and his guests are also fond of sitting at the large table on the flybridge deck and on the sofa and pop-up tables at the bow. Sometimes Chan cruises out to sea with a few other friends that bring their yachts. “Mine’s considered small,” he says. “Most of my friends have 70-footers or 100-footers.”

He selected most of the optional extras such as a stabiliser, luxurious leather trim upholstery and high-gloss eucalyptus wood panel detailing.

“Even though I don’t really use it, I like the master cabin, which is much larger than you’d expect for a boat of this size,” he says of the three-cabin yacht.

Chan is a fan of the master suite, which includes a mosaic decoration above the bed

For power, he took Asiamarine’s advice for twin Volvo Penta 725hp shaft drives, due to being easier to maintain than the Volvo IPS 950 with the same horsepower.

LOOKING FORWARD

Covid-19 may have allowed Chan to spend more time in Hong Kong and on his yacht, but it has also affected Bonds Group, a multi-national investment company with a wide range of businesses including real estate development and investment, property management, hotel operations and financial investments.

“Most of our hotels have had just 20 to 30 per cent occupancy for months,” he says. “It’s a tough time, but I’m trying to keep as many of those staff employed as we can – it’s real corporate social responsibility. Upward social mobility for our staff is very important.”

Chan says: “Galeon was able to make customisations I wanted.”

Chan also believes in moderation, due in large to the words of his late mother, whom he succeeded as head of the Bond Group following her passing in 2007.

“My mum always used to say, ‘There’s someone up there who determines how much you enjoy in your lifespan; if you enjoy too much, you’re going to shorten your lifespan – if you eat and drink too much, you’ll get a heart attack’,” Chan recalls.

“People should live reasonably modestly. They should enjoy life, but with some moderation, and pay their fair share of taxes, so governments can function properly and help those who are less fortunate.”

Chan, Noyel and others relax on the flybridge of the Galeon 500

Aside from yachting, art is another of Chan’s outside interests and he’s most keen on the contemporary and pop genres. Yachting aspirations for Chan include eventually up-sizing his boat and to cruise around the Greek islands one day. He’s also keen to finally get his Pleasure Vessel Operators Certificate of Competence (PVOCC).

“I’ve flunked it twice, so I’d really like to take it again and hopefully I could then do some of those trips,” he says. “I’ll always have a yacht. When I grew up, my dad always had one and, after a hiatus, I want to carry on that tradition. I’d really like to see more people in Hong Kong connecting to the water that we have all around us.”
www.galeon.pl
www.asiamarine.com

Galeon 400 Fly: The Mini Transformer
Now in Asia, the new Galeon 400 Fly is the yard’s smallest model offering its iconic folding balconies, opening a new chapter for outdoor living on a 41-footer..

Interview with Vrit Yongsakul, Group MD, Boat Lagoon Yachting

Leaders / yachtstyle2020

Interview with Vrit Yongsakul, Group MD, Boat Lagoon Yachting

December 16, 2020
9:00 am

Representing Princess in Southeast Asia since 1994, Boat Lagoon Yachting is also a distributor of Jeanneau and Sacs, and a Burgess representative. Vrit Yongsakul, Group Managing Director, explains why the dealership invests so much in bringing new models to Asia and how it’s able to offer clients a 360-degree service.

Vrit Yongsakul, Group Managing Director, Boat Lagoon Yachting

What are Boat Lagoon Yachting’s biggest strengths?

Our biggest strength is that we invest heavily not only in stock boats – which allows our clients to experience the latest models and see a range of possibilities available to suit their lifestyle and preferences – but also in our after-sales team and large-part inventory due to the scale of our operations and volume of boats.

We wholly own, run and operate our marinas and shipyards, and are active boaters ourselves, so our understanding of boaters’ needs is unique.

Boat Lagoon Yachting has its main headquarters at Phuket Boat Lagoon marina

In addition, Boat Lagoon Yachting offers luxury charter services for customers who would like to try boating and a dedicated yacht-management division, so we offer a unique turnkey service and full boating experience to our clients. We also have an active brokerage department and offer help with resale, allowing owners to upgrade easily as we provide part-exchange.

We continuously challenge ourselves to be the first to provide new experiences to our owners, be it rendezvous gatherings, events in unique places such as the Louis Vuitton event we did in Singapore’s Marina Bay, cruising along the Chao Phraya river in Bangkok, and even tailored cruises in the Mediterranean on our own yachts for our owners.

Phuket Boat Lagoon marina offers comprehensive service facilities

We also regularly organise Princess demos and dedicated training courses and workshops with both European and local OEM (original equipment manufacturers), shipyards and service suppliers at our own marina and shipyards.

Having operated in Southeast Asia since 1994, what do you think are the differences of the yachting market compared to other parts of Asia or more mature markets like Europe and the US?

The yachting industry in Southeast Asia has been increasing every year. It is still a developing yachting culture in the sense that people are traditionally day boaters compared to the Mediterranean, US or Australia, where boaters will go for longer trips, which could be for three days to a week or even a month.

The Thailand premiere of the Princess Y85 at the 2020 Thailand Yacht Show

I do see this culture changing and developing as our clients become more confident in boating and wish to explore more outside their home berth.

How many Princess yachts has Boat Lagoon Yachting sold and which have been the most popular ranges?

We have sold well over 250 new and pre-owned Princess yachts. We are the oldest and largest Princess Yachts dealer in Asia and are privileged to be part of the company’s special dealer council, along with the senior board and management of Princess Yachts.

The Y Class of large motor yachts is the most popular range in Southeast Asia, with over 40 new and used yachts sold in Asia within the last few years. These include 15 units of the 78 Motor Yacht, 12 of the Y75 Motor Yacht and 14 of the 72 Motor Yacht.

In 2019, Boat Lagoon Yachting showcased Princess models at ONE°15 Marina Sentosa Cove, where the company has its Singapore office

The F Class flybridge yachts are also popular with our owners and we have sold 12 units of the P60, 10 P64s and six P68s. We’ve even sold four M Class superyachts (starting from 30m) in the last few years.

Which are your biggest markets for Princess and why do you think the brand is so popular in Southeast Asia?

Boat Lagoon Yachting operates in five countries – Thailand, Singapore, Malaysia, Indonesia and Maldives – and our two biggest markets are Thailand and Singapore.

The reason why the brand is so popular is because Princess has a strong reputation of building yachts with good seakeeping and handling, and great volume. As well as offering a strong product that’s in demand, we’re able to complement this with first-class after-sales service and care, giving total peace of mind to the end user.

Boat Lagoon Yachting exhibits Princess models in Singapore’s Southern Islands

Can you talk about the efforts you’ve made in bringing new models to market and how important it is for clients in Asia to see these as soon as possible?

Our company’s vision is to provide the best service to clients and that includes convenience. We are always the first to personally invest in bringing the latest new yachts to the region.

In 2019, we invested GBP20 million (about US$26.7 million) in a brand-new fleet of Princess models including an R35, F45, F50, F55, F62, F70, Y75 and Y85. This provided buyers with the opportunity to choose their ideal yacht at their leisure and start their boat experience immediately.

We have also previously brought in ‘world premiere’ models, some of the first units in the world, like the popular 75MY, S60, 78MY, Y85, 88MY and many other previous models such as P56, P60, P64, P68 and 72MY.

The X95 is a ground-breaking new design by Princess

Furthermore, with the Singapore Yacht Show and the Thailand Yacht Show being two key boat shows in Asia, we feel it is important to have national and regional premieres at these events.

What are your thoughts on the new X95, which has been so popular that it has taken over production in Princess’s South Yard, previously dedicated to the M Class superyachts?

Consumer tastes are always changing. People want to go further afield and have the space to be able to enjoy such adventures. The X Class range offers this. It is uniquely designed and her concept has really captured the market. It is no surprise the shipyard has already sold 13 units of the X95 (by late November).

A Jeanneau NC33 cruises the Chao Phraya river in Bangkok

How important is customisation to your clients?

Customisation is important, but it is also important for us as distributors to make clients aware of what is possible. By knowing our clients, we have been able to offer features such as mahjong tables in place of coffee tables, list karaoke machines as an option, install a whisky cabinet and cigar drawer, and even customise the flybridge with starlights.

For Jeanneau, what are the most popular models with your clients?

The NC and Merry Fisher ranges are definitely the most popular here in Southeast Asia. They are good-quality boats, affordable and offer perfect day cruising, which is what many of our clients are after.

A Sacs Rebel 47 (right) on display at the 2020 Thailand Yacht Show

How does Sacs fit into your portfolio and which types of buyers do these luxury RIBs appeal to?

Sacs is the number one manufacturer for top-end luxury tenders. As we’re in partnership with Burgess, we now engage with clientele looking for yachts from 100ft upwards and when it comes to a tender, they often want something high-end, which is what Sacs offers. So far, we have sold several units to superyacht owners. Sacs is also a great island run-around boat for places like Phuket or for those who may not wish for a traditional flybridge yacht.

Now that you’re well into your second year representing Burgess in Thailand, how is your superyacht business developing?

We are very much enjoying our partnership with Burgess. I believe we complement each other fittingly. We have been fortunate enough to make a number of sales to Asia-based customers, who keep their superyachts both in Asia and elsewhere in the world.

Vrit with Jean-Marc Poullet, Burgess’ Chairman, Asia

Looking ahead, where are the biggest opportunities for Boat Lagoon Yachting?

The Covid pandemic has certainly increased sales in boating. While travel restrictions are in place, we see this trend continuing. What’s paramount for us is to ensure we can offer our customers great after-sales care and hope they will want to upgrade and stay within the Boat Lagoon Yachting family.
www.boatlagoonyachting.com

Princess Sales Success in S.E.A.
Boat Lagoon Yachting confirms strong Princess orders in its Southeast Asia markets..

Interview: Lester Lam, Chairman, Camper & Nicholsons Asia

Leaders / yachtstyle2020

Interview: Lester Lam, Chairman, Camper & Nicholsons Asia

December 9, 2020
7:56 pm

Chairman of Camper & Nicholsons Asia and sitting on C&N International’s Board of Directors, Lester Lam explains how the ‘original yachting company’ pre-empted the challenges and restrictions of Covid by investing extensively in “a strategy for a digital world”.

Lester Lam, Chairman of Camper & Nicholsons Asia. Photos: C/O Camper & Nicholsons International

It has been over four years since Lai Sun bought into Camper & Nicholsons in 2016, so how would you describe the journey so far?

I have been yachting in Hong Kong and the Mediterranean all my life and it’s my passion. The transition from being a yacht owner to being involved in the yachting industry by playing a role in the most prestigious and oldest brand, Camper & Nicholsons International, is simply amazing.

Where have most of your clients in Asia come from?

Camper & Nicholsons is owned by Lai Sun Group, which is a group of five companies listed on the Hong Kong Stock Exchange, so Asia is certainly our stronghold. This allowed us direct access to penetrate the Asia market. Most of our clients in Asia are from Hong Kong and Chinese clients who reside in Hong Kong. However, we have recently experienced increased traffic from Australia and Thailand.

The 41.3m Ocean Emerald, pictured at the 2019 Thailand Charter Week, is among C&N’s charter fleet and also listed for sale

How do clients in Asia differ from clients in Europe, US and other traditional superyacht markets?

Clients from Asia have a great tendency towards new yachts or recent brokerage yachts. Furthermore, most clients, even first-time buyers, are very well informed and lean towards to the well-established brands from Italy, UK, Germany and Netherlands. One notable trend is that Chinese owners trade up quickly and often have multiple yachts in Hong Kong and overseas.

How would you evaluate Camper & Nicholsons’ business in Asia, in terms of new builds, brokerage and charter?

In Asia, we experienced a wonderful 2020 in brokerage. Having sold one 60m, one 50m, one 38.5m and other yachts, we can say brokerage is the bulk of our business. Due to the pandemic, many of our services have been affected, as has been the case for the entire industry. However, we enjoyed a successful and prolific year within our new-build activity. With six vessels sold and three under project management at five of the world’s top shipyards, it was a stellar year of activity that bucked the industry trend.

The jacuzzi on the Norman Foster-designed Ocean Emerald, which had a full interior refit in 2019 and is among the best-known Asia-based superyachts

How have you and the company managed interaction with clients and prospects this year following the need for social distancing and reduced travel?

We have strong teams across Asia-Pacific including in China, Hong Kong, Thailand, Malaysia and Australia. This has allowed us to coordinate effectively internally, as we can still have a Camper & Nicholsons International (CNI) representative meet any client face to face in any of these regions.

We still have to respect social distancing guidelines, though, and we think it is general etiquette to avoid close interaction when there is a spike in confirmed cases in any particular areas. When this is the case, we utilise online platforms like we did when organising a series of webinars for clients with prestigious partners like UBS bank or a 28-minute video tour by the Captain of Lady Moura, which was by invitation only. So again, being quick in adapting our strategies and thinking remains key to sailing through these difficult times.

A Sunseeker 131 Yacht based in Hong Kong, Rhine was built for an Asian owner and is now for sale through Camper & Nicholsons

Like in the US, yachting in Hong Kong appears to have benefited from Covid. Has this helped your business and what other markets have performed positively?

Actually, yachting has experienced a full revival in Hong Kong because of Covid. Yacht owners have taken social distancing to the extreme. After all, what’s safer than being in the middle of the sea! We have also experienced a habitual change whereby owners are spending more time on their yachts. Instead of a day trip, owners are staying overnight on their yachts and in some cases for the entire weekend.

We have been approached by many clients making their first purchases. In terms of charter, we have also seen a huge surge in demand, especially in the day-charter segment. Also, the day-charter business has also seen a shift whereby guests are able to enjoy cruising and excursions. All in all, a full charter experience!

Do you think the new Lantau Yacht Club will encourage and attract more visiting and locally owned superyachts in Hong Kong?

Certainly. The Lantau Yacht Club has created much-needed berths for large superyachts. For sure, this will allow yacht owners to make bigger purchases.

Among C&N’s sales fleet, the 65m Benetti Ambrosia is one of the most famous Asia-based superyachts; Photo: Thierry Ameller for Benetti

What are your hopes for Asia’s established charter markets like Thailand and Indonesia, which have suffered from a drop in tourism? When do you hope travel restrictions will relax enough for charterers to have the confidence to visit these destinations for a week or two?

Charter by foreign guests who need to fly in will not happen until the travel restrictions are completely lifted, although we are starting to see positive signs. Nonetheless, we have seen a surge in local charters in recent months.

During the weekends in Hong Kong, there could be 10 yachts waiting at Central Pier to pick up guests in the morning. It’s quite a scene! Guests are bringing their bikes and hiking shoes for their weekend charter trips, so they can enjoy different activities in the many secluded islands. It’s the same situation in Phuket, where charters are starting to pick up due to clients flying in from Bangkok or other cities in Thailand.

Can you talk about some of your leading yachts for sale and charter?

We are proud of our sales fleet in Asia, the most well-known of which is the 65m Ambrosia. In addition, we have 13 yachts over 30m. Our charter vessels in Australia, Thailand and Indonesia are receiving extremely positive feedback and attention. Recently, we added the 103ft Azimut Aquarius and have a few more in the pipeline.

Based in Indonesia, the 65m Lamima is the largest luxury phinisi for charter

Before Covid, C&N was already extensively developing its digital platforms. How has Covid and the reduced travel and client interaction forced the company to further develop its online resources?

Our digital and tech transformation started with the acquisition of Nowboat, whose team of five in house developers quickly became the heart of our ecosystem. They developed ad hoc solutions for clients like our brand-new yacht accounting software, database, Fast Fleet offering and more.

But the starting point of all these actions has always been that we don’t need a digital strategy but a strategy for a digital world. In that sense, we felt ready to engage our clients across social media platforms, editing live tours of yachts, enhancing our EDM activities, expanding our retargeting campaigns, setting up our own brand webinars and so on. I think it pushed us to accelerate, but it felt like we were on the right track.

Can you expand on your online developments with Yachtseeker?

Currently still in its first initial stages of development, Yachtseeker is similarly being created to alleviate and resolve fundamental inefficiencies within the yachting industry, especially in the charter

market.

The 30.3m Hummingbird is one of only a few charter superyachts based in the Philippines

Usually when a potential client would like to book a yacht charter holiday, they need to go through a variety of hoops to get a confirmation. It’s a process with many steps, like contacting the yacht charter broker, selecting the yachts available, checking with the captains, signing the contracts and waivers, paying a deposit and so on.

Yachtseeker’s aim is to reduce those steps to just one, all within the same platform, so a process that can sometimes take a few days will now be done in the space of an hour. Through Yachtseeker, yacht availabilities are consolidated on one platform with all details needed, contracts can be signed digitally, and the payment processing is safe with the application of Know Your Client (KYC), an extra layer of service we provide that’s not directly linked to the payment gateway.

As a yacht owner yourself, have you spent more time on the water this year?

Due to travel restrictions, I have certainly spent more time on my yacht. As a matter of fact, we have just completed another yacht purchase for the family to be shipped to Hong Kong in the coming months.

Camper & Nicholsons Asia is selling the 42.5m Explorer Ice Class, which will be built in Turkey

I always believe that we need to learn something new to keep our minds sharp and engaged. In the summer, my friend and I picked up wake surfing, which became one of the most popular water activities in Hong Kong.

Finally, what are your hopes for Camper & Nicholsons by 2030?

We wish we could read the future this far ahead! Certainly, the exercise of looking at the next five or 10 years has become difficult and 2020 was a master lesson in that, but we still need to do it and try to build a vision.

We are a luxury service company. We wish to offer our clients a one-stop, 360-degree experience with the best professionals you can find, with working procedures and mindsets that are future proof – compliance-wise, digitally-wise, tech-wise and so on. We want to be the best at what we do and learn from our clients to tailor and adapt our services constantly.

www.camperandnicholsons.com

The full version of the interview will appear in Issue 57 of Yacht Style

Lawrence Chow on Asia’s Brave New World

Leaders / yachtstyle2020

Lawrence Chow on Asia’s Brave New World

December 8, 2020
4:07 pm

The 2020 Asia Boating Dialogue created an online platform for communication and cooperation between boating associations and other national and regional representatives, with concerns ranging from the classification of yachts to the cruising connections between countries.

Slide showcasing information and data compiled from the Asia Boating Dialogue

Imagine a world in which we have a network of reciprocating marinas to provide the infrastructure for boaters to access all of Asia’s 183,491km of coastline. This network forms a cruising corridor from Japan all the way down to Indonesia, expanding cruising grounds and increasing interest in recreational boating across the region.

Productive dialogue between different countries in this network leads to better infrastructure planning and standardised government regulations. In this ideal world, regulations between borders in Asia are consistent and transparent, enabling people to travel between countries on their own boat or a charter yacht as easily as taking a flight before Covid-19 struck.

Already, the Aseanarean Bluewater Alliance in Southeast Asia and the Greater Bay Area in southern China are examples of regional networks that have the potential to connect and form a strong marina network in parts of the region. By extending this network, we can form a platform for dialogue and create the infrastructure for the industry to grow.

Perhaps this all seems quite hopeful, especially post-Covid. But this ideal world is what most yachting associations in Asia are aspiring to as we discovered in online discussions at this year’s Asia Boating Dialogue, comprising two 120-minute webinars and including 14 presentations from across the continent.

CLASSIFICATION & REGISTRATION

At the same time, developing yachting countries like India, Vietnam and China are among those seeking to standardise Customs, Immigration and Quarantine (CIQ) regulations, develop infrastructure and grow boating locally.

Speakers in Session Two of the two-part Asia Boating Dialogue

Developing markets in Asia often face challenges that stem from poor boat-registration regulations, complex CIQ procedures and lack of government support for the industry. In such countries, regulations for recreational boat registration are often the same as those for commercial vessels, making the process lengthy and difficult.

As such, many marina industry associations (MIAs) in Asia have been lobbying their governments for standardised recreational boating regulations by accepting certification from ship classification societies, ISO (International Organisation for Standardisation) and CE (Conformité Européenne) standards.

To support this effort, ICOMIA (International Council of Marine Industry Associations) has a Regulatory Reference Guide (RRG) that provides a central depository of regulations for MIAs to use when lobbying with their respective governments for standardised regulations.

For example, the Hong Kong Marine Department now widely recognises classification society regulations from the likes of RINA, DNV and Lloyd’s for vessels over 24m, and accepts EU Recreational Craft Directive – and therefore ISO standards – for vessels under 24m.

Discussions between the Hong Kong Boating Industry Association and the Hong Kong Marine Department since 2018 brought this into the local vessels’ Code of Practice in August 2020, helping to make registration of boats a straightforward process and raising boat safety standards to internationally recognised levels.

CUSTOMS, IMMIGRATION & QUARANTINE

Apart from the challenges with registration regulations, another obstacle for the industry in Asia is the difficulty of travelling across borders because the CIQ procedures for visiting yachts vary significantly among different countries and ports.

Map showing the network of marinas in the Aseanarean Bluewater Alliance

As such, most MIAs are seeking to standardise CIQ procedures and make such information more transparent and accessible to yacht owners and captains. Once again, ICOMIA’s RRG plays an important role in being a valuable database that provides the latest regulations and procedures.

Developing markets in Asia can reference the regulations and convince their own governments to standardise CIQ procedures, making it much easier to cruise around Asia.

Standardised boat registration and streamlined CIQ regulations would make boating more accessible and provide the opportunities for boating to grow in the region. However, to truly facilitate this growth, a proper physical marina network needs to be in place.

Forming such an infrastructure network is particularly important for markets where cruising grounds are limited like Singapore, Shenzhen and Macau. This network has already taken shape in various pockets in Asia.

The Aseanarean Bluewater Alliance was formed to promote the nautical lifestyle and marine tourism in Southeast Asia, and support cruising yachts, by offering a network of marinas connecting the 10 ASEAN nations of Brunei, Cambodia, Indonesia, Laos, Malaysia, Myanmar, Philippines, Singapore, Thailand and Vietnam.

Currently, the network features 13 marinas in Singapore, Malaysia, Thailand and Indonesia, and has the potential to expand.

CONNECTING SOUTHERN CHINA

In other parts of Asia, there are many new regional hubs that have lots of potential such as the Greater Bay Area (GBA), comprising Guangdong, Hong Kong and Macau. Just as the GBA cities are now connected with a sophisticated ground transportation network, the coastal cities in the area could form a marina network.

Presentation of southern China’s Greater Bay Area covering Hong Kong, Macau and Guangdong province

The various MIAs could gather to share information on the CIQ procedures and compile a list of marinas for the visiting yachts. The government efforts to connect the cities and open the borders could lead to expanding the cruising grounds for Macau, Zhuhai and Shenzhen, which have limited options.

Hong Kong could become the nautical tourism capital of the GBA, as yachts from the neighbouring cities could visit the scenic islands on their personal yacht or charter a boat. Zhuhai could become the ship-repair hub of the GBA as the city has numerous world-class shipyards.

Macau could continue to become a major entertainment hub, where boats from surrounding cities could visit and dock for a week of fun. The development of the GBA provides the opportunity for the industry to grow and extend this network further.

Hainan can play an important role in connecting East Asia with Southeast Asia, due to its strategic location at the southern tip of China and its new status as a Free Trade Port. With government support, boats are exempt from all tax after registration in Yangpu Port and foreign vessels can visit for up to 90 days at a time and up to 183 days per year.

More details on the tax-free regulations and charters could be released by the Chinese government by late November and help underline why Hainan could become a particularly important node in the region’s marina network.

For this network to work on a grand scale, more moorings and marinas are needed in developed markets to accommodate visiting yachts. Hong Kong and Japan are suffering from a lack of berths, which affects industry growth and the potential to fulfil their roles as leaders of such a marina network in Asia.

Lawrence Chow, Asia Representative of the ICOMIA Executive Committee

If more moorings and facilities are created in these mature markets, the potential for growth would be tremendous. Asia has over 100,000 ultra-high-net-worth individuals (net worth upwards of US$30 million) and the number of wealthy individuals is set to grow faster in Asia than the rest of the world. Coupled with a developing infrastructure network, the boating industry in Asia has tremendous potential to grow.

To accelerate this growth, developing yachting markets should form MIAs to join international associations like ICOMIA and participate in platforms like the Asia Boating Dialogue to help set up the proper regulatory framework for recreational boating.

Through constant dialogue and learning from one another, there may come a day when we have a fully integrated network of marinas and boating associations in Asia that provides the framework for yachting in this beautiful part of the globe to realise its potential.

http://www.asiaboating.org

LAWRENCE CHOW

Chow is the Chairman of the Hong Kong Boating Industry Association and the Asia Representative of the ICOMIA Executive Committee. Raised in a family of marine industry professionals, he has a strong passion for sailing and currently oversees general operations for the China Pacific Marine dealership while also practising in the field of architecture. Chow and YP Loke were the main organisers of the 2020 Asia Boating Dialogue, co-organised by the Singapore and Hong Kong Boating Industry Associations in conjunction with ICOMIA.

Note: The original article appeared as a Column in Issue 56 of Yacht Style

Alexander Karolik Shlaen: Market Boost for Luxury

Leaders / yachtstyle2020

Alexander Karolik Shlaen: Market Boost for Luxury

November 24, 2020
1:51 pm

In a Column for Yacht Style, Shlaen explains how a new corporate structure provides big opportunities for the luxury industry in Singapore and the region.

In January 2020, the Singapore government launched the Variable Capital Company (VCC), a new corporate structure for all types of collective investment schemes. This legislation is a potential game changer for the international fund management industry, affecting Singapore and neighbouring

countries.

The VCC offers much more operational flexibility for investment funds. Through this entity, fund managers can establish investment funds across both traditional and alternative strategies, as open-ended or closed-end fund strategies. Investors are also eligible to receive tax benefits if they establish a VCC entity.

Details can be found on many websites of various auditing and legal firms, but I’d like to state a few interesting points. The VCC must have at least three directors who are Singapore residents. Fund managers can easily re-domicile existing overseas investment funds by shifting their registration to

Singapore.

Income from a VCC can be exempt from tax if it qualifies for the government’s Enhanced Tier Fund Scheme. The VCC must fulfil two criteria: have a minimum fund size of S$50 million (about US$37 million) and a local business spend of at least S$200,000 (about US$147,000).

A new corporate structure for investment funds will put Singapore in the same league as other global fund hubs. But with the strong Singapore brand, it is likely to be a winning formula, as few jurisdictions will be able to match the city’s reputation.

Central bank data shows that assets under management by Singapore-based managers rose 15.7 per cent in 2019 to just under US$3 trillion, most of which is held in vehicles registered abroad such as Luxembourg, Bermuda, Mauritius and the Cayman Islands.

Luxembourg, with around US$4.7 trillion of assets under management, has long been a destination of choice for many big-name funds such as JPMorgan and BlackRock.

But with Singapore’s status as an international hub in Asia and an investment haven, along with its stable economy, strict regulations and corruption-free governance, it is not difficult to see how it will continue to attract money and investors from other jurisdictions.

In my opinion, many funds registered in various tax havens will consider moving their funds to Singapore over the next few years. The Singapore government estimated earlier this year that the VCC framework could create over 1,000 new jobs for the fund management industry in the first two years of its introduction.

I think this is a conservative estimate and I expect the number of newly created jobs to be higher. Think of all these fund managers, owners and lawyers who will be relocating to Singapore, following their money. There will be an additional demand for upscale properties to accommodate this influx.

These high-net-worth individuals will boost local consumption of Singapore’s F&B, entertainment, insurance, travel, luxury businesses and services. This will naturally bring in more tax revenues, even if several of those industries have slowed down this year due to Covid-19.

Foreigners that work in Singapore are entitled to VAT refunds on big ticket items, meaning an increase in future sales of high-end watches and jewellery.

It is unclear what the aftermath of this epidemic ravaging the world economy will hold and how it will affect Singapore. But following the previous economic crisis of 2008-2009, many expats chose to remain in Singapore and many more relocated to Singapore in the months and years following the crash.

As such, this new scheme is expected to increase rental demand for the properties in the

prime districts and invigorate the demand from local and international investors in the prized high-end property market. Local businesses will benefit from this new flow of money in various ways.

But the demand for luxury is not going to be limited to Singapore. It is well known that much of the resort real estate in the region is purchased or rented by Singapore-based expats, who enjoy spending holidays in their second or third homes.

Singapore is just a couple of hours by plane from popular holiday islands like Phuket, Samui, Bali and others, so the demand for yachting – charter or purchase – will follow. Several of Singapore’s neighbouring economies have been dependent on big-spending tourists and visitors.

The new VCC scheme provides Singaporean and regional luxury businesses with a much-needed boost towards recovery and further strengthens the city state’s position of importance in the finance world.

Alexander Karolik Shlaen
Alexander Karolik Shlaen, Executive MBA, is the founder of Singapore-based Panache Management, which represents Aston Martin, Tonino Lamborghini and Formitalia design lines in Asia, and provides luxury interiors and design for exclusive real estate, private jets and super yachts. The company is also involved in property and technology investment. Shlaen sits on the board of directors of a Singapore stock exchange traded company. He has appeared in various regional and global media, writing luxury columns for regional magazines since 2009. Shlaen was chairman of the judges’ panel for the Asia Property Awards and is frequently sought to attend established business forums and events.
www.panachemanage.co

Yacht Style Issue 54 Out Now: The Charter Issue 2020 - LUXUO
Yacht Style has released Issue 54 (July-August), its Charter Issue for 2020. Flying Fox, the world's largest charter yacht, stars on the front cover of the 208-page magazine, as the 136m megayacht prepares to return to Asia later this year.

Marine Italia leads Azimut in Asia

Leaders / yachtstyle2020

Marine Italia leads Azimut in Asia

November 19, 2020
3:08 pm

Marine Italia represents Azimut in several regions, but consistent sales of large models in Hong Kong make the company one of the Italian builder’s most important dealers globally.

Marine Italia’s Hong Kong staff at the company’s Marinetec shipyard in Hong Kong

Not even Covid can slow down Azimut’s popularity in Hong Kong. A Grande 35 Metri is scheduled to arrive in December, marking the first unit in Asia of Azimut’s flagship model, at least until the brand unveils its 38m Trideck. And earlier this year, Hong Kong welcomed its second Grande 32 Metri, currently the brand’s second-biggest model.

Like several local dealers, Azimut Yachts Hong Kong has had a bumper year, especially since travel restrictions forced the city’s residents to spend less time overseas and more time at home yachting, exploring the city’s islands, bays and beaches.

From April through September, the dealer sold 11 new Azimut yachts from a Magellano 43 to the 115ft Grande 35 Metri, while parent company Marine Italia secured a similar number of sales of pre-owned boats through its brokerage division.

“It has been a phenomenal six-month period for the Hong Kong team in an individual market,” says Paul Grange, Director and co-owner of Marine Italia Ltd with Thomas Woo. “Overall, across Asia, Azimut sold about 30 new boats in that six-month period.”

The first Azimut Grande 35 Metri in Asia is scheduled to arrive in Hong Kong in December

Headquartered in Shau Kei Wan on top of the Marinetec shipyard also co-owned by Woo and Grange, Marine Italia covers far more than Hong Kong.

The company is also the exclusive Azimut distributor for neighbouring Macau, southern China, Taiwan and, since 2018, Singapore. It manages Macau and Singapore with its own staff and works with dealer partners in Shenzhen and Taiwan, yet Hong Kong’s appetite for Azimut – especially large models – has been the main driver of business since the company was founded in 2015.

“Hong Kong is by far the largest, most mature market in Asia and one of the most important markets globally for Azimut. Sales have been good from day one and we have built a fantastic team,” says Grange, who admits Covid has had a negative impact on the company’s other markets.

Paul Grange and Thomas Woo: “Our differences make us such great partners.”

“In China, Taiwan and Singapore, new boat sales dropped this year, although we feel this is more due to logistics and delivery restrictions than client demand. I think certain travel and shipping restrictions caused uncertainty over the likely timetable to deliver the boats in these areas, which has a big impact on sales.

“Hong Kong, however, is the opposite, with no delivery restrictions and clients turning to yachting for their leisure time, unable to readily travel for holidays. We had several new clients buying their first yachts and existing clients upgrading, with quick delivery being a key driving factor for sales.”

Grande and Flybridge models typically make up over 90 per cent of the company’s business, so it’s not just the number of sales that impress but the size of yachts being ordered.

SALVAGNI TRANFORMS INTERIORS

The Hong Kong buyer of the Grande 35 Metri has owned multiple yachts including “a very large superyacht”, as described by Grange, who believes the 115ft Azimut is a market leader in its category.

Achille Salvagni revolutionised Grande interiors, as shown here on the 35 Metri master suite

“The Grande 35 Metri is a true superyacht, with features such as a wide-body bow, owner’s-suite balcony, side-access two-tender garage, large aft beach club, wave-piercing bow and tri-deck design,” says Grange, who started his career in yacht sales in the UK in 1992.

“It’s hard to imagine any 115ft yacht offering more in terms of design features, internal area and deck space.”

Grange says the company’s sales of Grande models – which range from 25-35m (87ft-115ft) – are now well into double figures, with the 27 Metri leading the way with four units delivered to Hong Kong.

A second Grande 32 Metri arrived earlier this year in Hong Kong

The Brit believes the interiors by renowned Italian furniture designer Achille Salvagni in the new Grande models also plays a big part in keeping the company as a market leader.

“The popularity of Grande models comes from a combination of their features, design, unique styling, use of space and the assured quality and performance from Azimut-Benetti, the world’s most

successful luxury motor yacht manufacturer,” he says, referencing the Group topping the Global Order Book for 24m-plus builds for the last 19 years.

“One of the standout features of the Grande range is the Achille Salvagni interior design. Salvagni specialises in the combination of materials, shapes and textures to create unique, luxury and welcoming environments onboard.

Salvagni’s signature rounded corners and pastel colours are shown here on the 32 Metri

“I think this has been a positive influence on yacht owners here in Asia as modern yacht interiors are much more like luxury homes now than they used to be 10 years ago. Salvagni’s creativity keeps Azimut at the forefront of the industry in this crucial element of yacht design.”

SPORTY AND SPECTACULAR

However, the recent arrival in Hong Kong of two new S8s shows that there’s also an increasing demand for Azimut’s sporty S Collection, in which exterior designer Alberto Mancini has recently stamped his mark, shaping the range’s new look just as Salvagni transformed Grande interiors.

After long-time Azimut partner Stefano Righini oversaw the S Collection’s new generation with the S7 in 2017 and S6 a year later, Mancini was responsible for the styling on both the larger S8 (81ft) and Grande S10 (94ft) that premiered at the 2019 Cannes Yachting Festival, each featuring interiors by Francesco Guida.

Hong Kong recently welcomed two deliveries of Azimut’s new S8

The Hong Kong owners of the S8s are both existing Azimut clients. Grange says Mancini’s exterior styling and the triple IPS propulsion were among many appealing features of a stunning model that’s longer than the Flybridge range’s new flagship, the 78, which also debuted at Cannes and features Mancini and Salvagni working together.

“Traditionally, sports models haven’t been as popular as flybridge models in Asia, largely due to them typically offering more exterior entertaining space than interior space, whereas more air-conditioned indoor space is often preferred locally due to the climate. Also, the additional performance offered is not always a key element for local clients,” he says.

“However, new designs such as the S8 blur the lines between the two styles. The S8 has a comfortable flybridge, a vast foredeck lounge, a saloon with opening sunroof, a cockpit twice the size of an equivalent flybridge model, plus a huge aft garage that accommodates a jet RIB and a full-size jet bike, and provides a beach-club swim platform.

The Alberto Mancini-designed S8 debuted at Cannes in 2019

“Inside, it still provides four luxury guest cabins plus a lovely saloon with separate formal dining area. Add to this the exceptional handling and the performance and efficiency of the triple IPS engines, and the S8 is serious competition to any flybridge yacht. Plus, the S8 just looks amazing. Ultimately, ‘kerb appeal’ is still a big factor in the decision-making process and Azimut never loses sight of that.”

PROVEN PARTNERSHIP

Grange met Woo after moving to Hong Kong to head Azimut sales for Simpson Marine in 2012, the pair becoming partners three years later. Both have a strong belief in the brand, with Grange pinpointing founder Paolo Vitelli as the driving force behind what makes the brand

unique and the Azimut-Benetti Group a world leader.

“He founded Azimut Yachts in 1969 and still leads and guides the company with the same dedication and vision today. None of Azimut’s competition are still owned and operated by their founders and, for me, it’s the continuous ownership, drive and the brand’s true Italian heritage that makes it unique.”

The S8’s features include a saloon with opening sunroof

From Hong Kong, Woo is a long-time yacht owner, having bought his first boat at the age of 25 while studying computer science in the US. Although he spent much of his career in technology, he made his move into yacht sales by setting up a brokerage in 2006, initially as a side business.

“When I first started selling yachts, Azimut were always in demand, the quality was excellent, and clients liked the Italian styling and great use of space,” Woo says. “After selling several Azimuts and having the opportunity of really enjoying them out on the water, I understood why they’re the leading brand in Hong Kong and I’ve been a fan ever since.”

Although both Directors sell yachts, Woo spends more time working directly with the clients and on the technical side of the business, while Grange is more office-based, managing the Azimut relationship and other areas of the business.

Also new in 2019, the 78 is the flagship of the Flybridge Collection

The pair work with all their clients personally and consequently don’t employ any sales staff in their six-strong office, which overlooks their shipyard.

“We’re both very hands on, but we prefer it that way,” Grange says. “Given the level of investment a luxury yacht represents, we think our clients prefer to deal with the business owners. It streamlines the whole process, keeps us very connected with the clients and their needs, builds very strong relationships and provides clients with extra confidence.”

Grange and Woo share the responsibility for guiding the company and agree that one of their best strategic decisions was establishing the Marinetec shipyard, where a team of 12 dedicated technicians handles all the company’s service, after-sales and warranty work.

Situated on the northeast side of Hong Kong Island, Marinetec is an approved Azimut Sales and Service Centre, featuring two slipways, working pontoons, and a 110ft shed with facilities for GRP, painting and carpentry.

The 78 combines the design talents of both Mancini and Salvagni

Grange says the private shipyard, which they took over in 2016, is a significant investment in service, so was delighted when the Hong Kong dealership was named Best After Sales Dealer worldwide (excluding USA) at the Azimut Dealer Meeting in 2019.

“We’re fortunate Azimut recognise our genuine commitment to after-sales. Having this level of in-house service support is fantastic for our clients and enables us to provide the highest levels of service. I think the feedback from our clients and our results speak for themselves,” he says.

“When new clients come to our office and see our own team busily working on the boats in the shipyard below, I think it makes a big statement about our focus on service and our approach to the business.”

REGIONAL OUTLOOK
While Hong Kong remains one of Azimut’s biggest markets for its Grande models and other large yachts, Grange and Woo are similarly keen to keep growing their other markets in Greater China as well as in Singapore, where they marked their appointment with a popular party at the 2019 Singapore Yacht Show.

Grange says Marine Italia is also focusing on Azimut growth in southern China, Taiwan and Singapore

The number of new Azimuts sold in Hong Kong typically doubles the company’s other markets combined, although the difference in turnover is far greater due to the number of Grande and other

large models among those orders. While Hong Kong continues to be the backbone of the business, Grange and Woo are committed to increasing Azimut’s presence in the other regions including Hainan, one of China’s yachting hot spots.

“Our commitment to growing our business in Singapore, Taiwan and China is very real. We have excellent dealer partners in Taiwan and Shenzhen who have good activity and have already sold new Azimuts for 2021 delivery. We are also planning significant investment in Hainan in line with the government’s tax-free market announcements for the island,” says Grange.

“As to the future, I expect some uncertainty as the world continues to learn to live with Covid, but we recently signed new orders for Taiwan, Shenzhen and Hong Kong. We also have increased enquiries from Singapore now, so it seems confidence is growing among our clients here in Asia and that 2021 could be another very busy year for us.”
www.azimutyachts.hk
www.marineitalia.asia

Azimut-Benetti's grand APAC sales | Yacht Style
Eight Azimut Grande superyachts have been delivered to Asia-Pacific over the past year, while four of the first 12 sales of the new Benetti Oasis 40M are from the region. Two Azimut Grande 25 Metri are among eight Grande yachts delivered to the Asia-Pacific in the past year.

Absolute Yachts’ Asia appeal

Leaders / yachtstyle2020

Absolute Yachts’ Asia appeal

October 6, 2020
6:55 pm

Hong Kong-based distributor for Absolute Yachts, Thomas Woo took a leap of faith seven years ago after his first encounter with the brand’s Fly series.

Thomas Woo, in 2017, takes delivery of his first Absolute Fly 58, his best-selling model. The banner reads: ‘Everything will go well, good sailing into a bright future’

Thomas Woo of Hong Kong dealership Absolute Marine will never forget his overwhelming first impressions when he visited the then-new Absolute 45 Fly at the 2013 Cannes Yachting Festival.

“I was really amazed,” Woo enthusiastically recalls. “I couldn’t believe how much room there was in a small boat – it was designed to be very functional. I fell in love with that flybridge 45.”

After examining the boat, Woo immediately went to meet Cesare Mastroianni, then Sales Manager for Absolute and now the company’s Chief Commercial Officer and Vice-President of Sales.

The first Absolute 45 Fly in Hong Kong

“I told him that I thought such a beautiful boat with a great use of space would be very suitable for Hong Kong,” Woo says. Woo ordered the 45 Fly as a stock boat to sell in Hong Kong, an inspired step that would ultimately lead to him becoming the brand’s exclusive dealer in the city and beyond.

When Woo took delivery in 2014, having been on a long waiting list for the popular new model, he quickly attracted interest from would-be owners. They started placing orders in the same year and he established Absolute Marine after he was appointed the sole distributor for Greater China.

A LIFE AQUATIC FROM A YOUNG AGE
No stranger to boating, Woo had taken his first foray into motor yacht ownership at the age of 25, while studying computer science at university in the US. He bought a 28ft Chris-Craft stern-drive cabin cruiser.

The Absolute Marine team on a 52 Fly at Hong Kong’s Marina Cove in 2016

“It had two 230hp gasoline engines which gave me lots of problems. I couldn’t afford to get help, but was quite technically minded, so I learned to solve these and do other repairs over a few years and that made me more interested in how boats work. It had inboard engines, there was air-con and a generator, all things found on bigger boats.”

He moved on to bigger boats such as a Marquis 42 cruiser, which was one of two he owned that were installed with the Volvo Penta IPS pod drive.

“The third-generation IPS in the Absolute 45 Fly that I first saw was a big step forward for the technology,” he says. “I’d experienced first and second generations of IPS, and while they did save space on a boat [compared to shaft-drive engines], they were unreliable,” he says.

Stock photo of an Absolute 58 Fly

“Volvo knew this and the third edition ironed out the problems. The improvements were great and I recognised how easy it was to manoeuvre with a joystick control for those not so experienced in piloting a boat. Also, its small size did give much more space on board. This, plus Absolute’s beautiful designs, gave me complete confidence that it would be a hit in Hong Kong.”

And it was. From receiving that first delivery six years ago, Woo has currently sold more than 40 Absolute yachts across the Fly and Navetta lines, an impressive sales log. Another 47 Fly, a Navetta 58 and the brand’s flagship Navetta 73 are the latest arrivals in Hong Kong, showing the ongoing demand.

Boating memories for Woo stretch back to childhood as he started going out on boats from about the age of 10.

Thomas Woo with Wayne Cheung, who receives his Absolute 52 Fly in Italy

“My parents didn’t have a yacht, but a family friend had a 70ft Cheoy Lee and we’d get picked up at the Star Ferry pier at weekends. We would head to beaches like South Bay, then maybe go to Lei Yue Mun for lunch, often with about six kids – it was great fun,” he recalls.

“There were no paddle boards or the kind of toys we see today back then. Sometimes, a speedboat followed us and we’d have a go at water-skiing. As we got better, we’d try to use one ski.”

A CHANGED CAREER COURSE
Woo’s navigation towards launching a dealership came naturally. While CEO of joint-venture company Depromax, the popularity of his award-winning Cyborg car security system began to dwindle as car alarms were increasingly fitted by manufacturers.

At the same time, while spending much of his leisure time boating, his sales of pre-owned yachts to friends were on the up. He went on to work in consecutive Director-level positions in two technology companies while his boat sales grew steadily.

Woo has ordered a new Navetta 64 for delivery to Hong Kong in 2021

“I eventually realised boat sales had good potential as a business for me and in 2006 I started Marine Italia, a small self-proprietorship brokerage,” he recalls. “It was just my wife and I working together in those early days.”

A year after launching Absolute Marine in 2014, Woo also became a distributor for Azimut Yachts, at which point, Marine Italia became a limited company. In 2016, broker Paul Grange joined Marine Italia as a partner.

AN ABSOLUTE SUCCESS STORY
Woo attributes his Absolute Yachts sales success not only to the appeal of performance, elegance and spaciousness of the boats but to the service Absolute Marine offers, both personally as well as technically at its Absolute-certified service facilities in Shau Kei Wan on Hong Kong Island.

An Absolute Navetta 64 with an enclosed flybridge

“Personal follow-up with owners and a promise that any problems will be dealt with quickly and easily is so important,” he says. “In yachting circles, as well as directly from clients, I hear that our responses to clients and ability to solve any difficulties are appreciated. It’s essential to provide this and that’s why we have a shipyard to provide technical help and maintenance.”

Clients are showing a preference for the latest Fly 58. Woo has sold six of these including one to a mainland China client who builds leisure trawlers in Dalian.

“I can sell one of these every three to four months,” he says. When ordering models, he aims to make them “as high specification as possible without making it too expensive”.

An Absolute Navetta 64 with an open flybridge

“The hardtop has become quite popular and I often order a crew cabin with head that’s easily accessible at the back of the boat for swimmers. From this crew room, there is door access to discreetly look at the engine room, without worrying others.”

Woo pre-orders Absolute’s Fly and Navetta models as the waiting lists for both are well over a year due to an increase in global demand. Absolute’s newest model is the Navetta 64 and Woo ordered one in July that will only arrive in October 2021.

“In February 2022, I’ll be expecting another exciting model,” says Woo excitedly, “but I can’t say what it is yet as Absolute has not officially announced its launch.”

Woo spends much of his spare time on the water

And what other plans are there for Absolute Marine? “To continue as we are,” says Woo, “with passion, and great products and service.”
www.absoluteyachts.com