With many yachts advertising discounts on their published charter rates, what advice are you giving clients when it comes time to negotiate the best possible deal?

Julie Kourouvanis, Seascape Yachts
My point of view is that sometimes the boats giving the largest discounts are not maintained to the highest standards. It’s not necessarily true, but I look very closely to see if any deal being advertised actually is a good deal on a good boat. Sometimes owners are offering big discounts because they’re in a bad economic situation. They have postponed maintenance and upgrades, and they need charter income to solve their own economic problems. That’s not necessarily the best boat for the charter client, no matter how big the discount is.
    With that said, sometimes there are discounts offered on good boats. It is good advice for the clients to work with brokers who can explain the difference. Reputable brokers talk with one another. We tell each other about our previous clients’ experiences on boats. We know whether what looks like a good deal on paper is actually a good deal for the client.

Rebecca Riley, Paradise Yacht Charters
The most important factor to consider when chartering a yacht is whether or not the yacht and the crew meet the client’s criteria for a great charter experience.  Discounts aren’t everything.  For example: Getting a pair of designer shoes at a huge discount is a waste of money if they are two sizes too small and don’t fit.  The same is true when choosing a yacht for a once-in-a-lifetime experience.  First and foremost, find the perfect yacht.
    Because of the tough economy, many yachts have already reduced prices or waived ‘high season’ rates, so the charterer is already benefiting from a reduced rate.  When I look at a yacht’s booking calendar, that will be another factor in whether or not the yacht is willing to give any concessions. A yacht with eight out of 10 weeks already booked for the season is obviously competitively priced and probably not willing to discount further. On the other hand, if a client is looking for an extended-length charter of more than two weeks, I would ask if there might be any special considerations such as discount or waiving a delivery fee.  
    In general, my advice is to find the best yacht for your family, have a fabulous yachting holiday, and don’t get hung up on whether or not you got a ‘discount.’

June Montagne, Northrop and Johnson
I have been in the yacht charter business for many years, but my experience as a broker has been different during the past year or so, with charter rates and negotiations varying wildly because of the global recession. What I offer clients is not so much advice, but a specific skill: I can recognize a charter rate that still has room for negotiation.  
    In addition, I also offer my clients a table comparing yachts that I am recommending. The table outlines the differences among yachts (high and low rates, number of crew, cabins, age, build, etc.). If the client feels like he would like to negotiate any further, I am happy to do so on his behalf and work out the best possible deal for both parties.