Charter Director

CharterWorld.com

Date interviewed: February 2009

How did you get started as a charter broker?
I grew up around boats, as my stepfather is a very keen yachtsman. He’s done the Rolex Sydney to Hobart Yacht Race at ages 25 and 50, and his next goal is to do it again when he’s 75! 

I began working on superyachts in 2000 and got a really good understanding of the industry from an insider’s perspective, especially in terms of what can be achieved through great service. I also noticed that there seemed to be a gap in the industry that the right kind of charter broker could fill by providing clients with very simple, prompt, and honest advice.

Hence, in 2004 CharterWorld.com was born. I was one of the company’s founders.


What kinds of boats do you typically book?
CharterWorld deals with a full range of yachts and clients in worldwide locations. I personally tend to deal with the larger luxury yachts from 80 to 250 feet long, worldwide.


What are some of the best charter destinations you’ve visited?
I try to visit new locations every year, so there aren’t many that I haven’t experienced! 

While I was working on yachts, I managed to cruise most of the Western Mediterranean including the South of France, Italy, Corsica, Sardinia, and the Balearic Islands. This year I’ve sailed in Tahiti and the Caribbean, and last year in Thailand, Australia, and New Zealand. 

I think the best location depends totally on individual preference. I personally love adventure, so enjoyed the culture and beauty of Tahiti, Thailand, and Brazil.

Having said that, I can also fully appreciate the cultural diversity that the Mediterranean offers, and I appreciate that it is a much more convenient option for most charter clients. The Mediterranean has some fantastic cruising areas and offers something for everyone.

What is the first thing you ask a new charter client?
There are several questions that I ask, but the goal is to try to get a clear indication of the client’s expectations and preferences—even if sometimes the client is not quite sure what those expectations and preferences are. Basic details such as where, when, and how many people in the charter party are givens, but my job is to match each client with the best yacht and crew for them. The more I can find out about the client’s specific desires, the more capable I am of being able to fulfill those desires.


Describe your ideal charter client.
My ideal client understands that I dedicate countless hours to viewing and exploring the quality of the yachts that I represent, and is therefore happy to follow my advice.

It can be instinctive for a client to assume a broker is recommending a yacht for an ulterior motive, or indeed overselling a yacht. This is understandable because many real estate agents throughout the world have this style, and quite often clients group charter brokers in their minds much like Realtors. Often, photos of yachts can be deceptive, or clients don’t realize how important it is to look beyond the boat to the quality of the crew.

My ideal client takes my advice and understands that it is well founded. A client who tells me what she wants and then trusts me to find it is wonderful—and those types of clients always have the most successful charters.


Describe your nightmare charter client.
Someone who is untrusting, uncommunicative, and unreasonable.


Describe a previous booking where you worked “above and beyond."
What … just one?  I thought that’s what I did for every booking! 

One recent instance would be one of my bookings for last year’s Monaco Grand Prix. The yacht that my client had booked broke down 24 hours before the charter and couldn’t get to the Monaco harbor. We had already arranged private air flights, and the clients had paid exorbitant amounts for a berth in the port of Monaco, which was non-exchangeable and non-refundable. No matter what, the clients were coming. 

By working around the clock with my colleagues at CharterWorld and calling up all favors, I managed to secure a new boat and get the authorities to transfer the berth to it just hours before the clients arrived.

It may not sound like much to readers who haven’t chartered in the Western Mediterranean before, but if you’ve ever tried to work with the port authorities when they are busy around Monaco Grand Prix time, you’ll understand it was quite a feat!


What are a few of your favorite charter yachts?
At the moment I love yachts that have gone the extra mile to offer delights for client enjoyment.  The 197-foot Benettis Xanadu and Amnesia, as well as the 207-foot motoryacht Force Blue, are among the few yachts that offer spa menus and dedicated beauty and massage therapists for a client’s enjoyment—and it’s all included in the charter rate. 

Who are a few of your favorite yacht crew?
A few yachts that I’ve only ever received rave reviews from in regards to the crew are the 163-foot Benetti Jo and the 92-foot Heesen Heartbeat of Life. The crew on those boats really go the extra mile to show guests a magnificent time. They have real can-do attitudes and are a delight to deal with.  

I was also fortunate enough to be invited on a broker trip aboard the 156-foot Kees Cornelissen motoryacht Va Bene this past December, and the crew onboard were excellent.


What makes you different from other charter brokers?
I really, really care.  I own part of the CharterWorld business, so my sense of responsibility is acute. 
One of the reasons we started CharterWorld was to try to improve the quality of service that clients receive, and I feel that we have achieved that. We have an excellent team of enthusiastic consultants, and we all strive to offer innovative, honest, and efficient service.

Hopefully, clients also see that I am different from some other brokers in terms of being honest and down to earth. I don’t believe much in sales pitches, but instead just say things as I see them. I have a good knowledge of charter contracts, and I’m member of the professional organization CYBA International, so I combine ethical and responsible brokering with a fresh and honest approach.

What else should CharterWave readers know about you?
CharterWorld is young, vibrant company, which makes us flexible and adaptable. We are strong financially and in a good position to deal with the changing economy. Our dedication to exceeding client expectations remains, and in the current economic climate, we are also focusing on finding our clients the best deals available to suit their changing needs.  

How can CharterWave readers contact you?
Because I travel frequently visiting yachts and destinations, the best way to reach me is by e-mail at This e-mail address is being protected from spambots. You need JavaScript enabled to view it . I can respond by e-mail or telephone promptly no matter where I am.

Readers interested in chartering can also contact me through the CharterWorld website.