Charter Broker, New York City

Date interviewed: December 2007

April 2009 update: Cindy Brown is no longer working with Burgess Yachts. She is president of her own agency, Ultra Marine Yacht Charters, which is based in New York City, and she has formed an alliance with Ocean Independence. You may reach her through her website or by calling (212) 423-9280.

How did you get started as a charter broker?
I started ten years ago at North Cove Yacht Harbor in New York City arranging charters on local yachts.

What kinds of boats do you typically book?
The Burgess Group specializes in large yachts, generally 40 meters (about 130 feet) and above. We only handle crewed yachts.

What are the best charter destinations you've visited?

I have been to almost all the places our clients typically charter. From the popular spots like Capri, Porto Cervo and St. Tropez to small, off-the-beaten-path places such as Giannutri or the deserted sandbar called Mopion. My favorite area in the Mediterranean is between Corsica and Sardinia, particularly at sunrise. The approach to the Costa Smeralda through the Maddalena straits is one of the loveliest places on earth.
I still love the Caribbean (my first visit was in 1969) and never tire of the color of the water and the landscapes. I am also mesmerized by the Exumas and encourage all my clients to give that part of the Bahamas a try at least once.

What is the first thing you ask a new charter client?
I have a very specific list of questions that I always ask, and the first is whether they have chartered before.

Describe your ideal charter client.
There is no such thing. The best clients are ones with whom you can communicate and have a free exchange of ideas. The more I know about them and their likes and dislikes, the better I can find the best yachts.

Describe your nightmare charter client.
That’s easy: the client who shops around. They are unaware of what we have to do and don’t appreciate the sincere thought and effort that goes into finding them a yacht.

Describe a previous booking where you worked “above and beyond” for a client.
I had clients who loved to play Monopoly. They wanted the Atlantic City version of the game, and the yacht they were on didn’t have one. So, I made the board and the cards by hand and faxed it piece by piece to the crew for them to assemble.

What are a few of your favorite charter yachts, and why?
There are so many! I have done a lot of business with (the 156-foot motoryacht) Va Bene recently and I think I had more communication with them this past summer than I did my own family. Capt. Nick Line is very capable, personable, and takes very good care of clients.

Who are a few of your favorite yacht crew, and why?
Generally, I will favor a crew if they are spirited, are well trained in hospitality, willing to go “all out,” and are professional. They have a very hard job, and the better the communication between the broker and the crew, the better the guests will be served.

What makes you different from other charter brokers?
We all have our own unique style. I am a perfectionist by nature, and I think that it serves my clients well. I am well traveled, and because the destination is so important to charter, this really has helped me to be in the know when it comes to the latest restaurants, hotels and hot spots.

What else should CharterWave readers know about you and your business?
Burgess is quite unique in the industry in that we work as a team. Many companies have outside agents who work under a company banner, but don’t actually work in concert with each other.

How can CharterWave readers contact you?
Ultra Marine Yacht Charters is my website, and readers can contact me through that. You may also call me at (212) 423-9280.