Navigating the yacht brokerage market can be challenging, with an overwhelming variety of sizes, categories and styles on the market - not to mention the complexities and hidden costs of yacht ownership. What prospective owners need is a trusted, knowledgeable brokerage partner who can guide them through the sales process and help them make informed decisions. BOATsits down with Adam Papadakis, head of sales at Moravia Yachting, to discuss what clients should look for in a broker for a seamless buying or selling journey.
What is Moravia’s strategy when it comes to yacht brokerage?
What truly sets Moravia apart is our personalised spiral-model approach. We don't believe in a 'one size fits all' mentality; instead, we customise our services to meet the unique needs of each client, discovering alternative solutions that are not readily available. For example, for new clients, we take the time to fully understand their goals, define their objectives and guide them in making informed decisions, evaluating the risks and opportunities at every stage. Clear communication and sound case-study knowledge are at the core of this process. It's essential for a broker to listen to the client - not only to assist with buying or selling, but to provide honest guidance throughout every step of the ownership journey.
How does your team’s knowledge help clients make informed decisions?
As a brand under Hill Robinson, we benefit from an extensive pool of technical knowledge thanks to years of management and operational excellence. We leverage various platforms, including the well-developed BOATPro, which is extremely useful. However, relying solely on one source isn't enough. A good broker is also a market maker and draws intelligence from every available data point.
Additionally, we maintain our own database where we track our managed fleet, and listed and off-market yachts, which is becoming a valuable insight for advising our clients. In today’s information-rich world, it's not just about access to data - it's about how effectively we use it.
For example, all first-time buyers have many questions and can get overwhelmed, unless there is a structured step-by-step approach, identifying all the challenges and costs of yacht ownership and best ways to approach them. Our team is working closely to guide them with our knowledge, ensure they understand the type of yachting experience their new boat will offer, and what are the best available opportunities.
What are some common things that clients are often unaware of?
It's not uncommon for clients to be confused by various aspects, even experienced owners. Many are unsure about the complexities of yacht operations - whether it’s unexpected repairs, hidden costs or understanding charter revenues. We encourage owners to take a proactive, preventative approach to yacht maintenance, which not only enhances the overall experience but also helps reduce costs, especially when it comes to chartering, maintaining the yacht’s reputation and preserving its resale value. We also underline our commitment to new, cost-efficient solutions that promote sustainability in yachting and try to increase the number of owners that embrace them.
People tend to say that the best part of yachting is when you buy and sell a boat, but I don’t quite agree this should be the case. At Moravia, we focus on the entire yachting journey, ensuring the owner’s experience is seamless and enjoyable.
What kind of industry experience does your team bring to the table?
Our team may be small, but it's very agile and packed with extensive hands-on experience. We’ve intentionally built a team in which everyone has real-world yachting experience, whether it's in sailing, yacht building or related fields. At the end of the day, it’s all about working as a team, sharing knowledge and joining forces that makes the difference in going the extra mile in successfully closing complex deals and building long-term relationships with our clients.
Our brokers have a genuine connection to yachting, with a deep understanding of both the technical and commercial aspects of running a yacht. This expertise, integrity and attention to detail is crucial as it allows us to be truly engaged and guide them in the right direction with confidence.
To find out more information on Moravia’s full-service brokerage offerings, contact the team today.
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