Charter Broker, Fraser Yachts Worldwide

Date interviewed: January 2007

When and how did you get started as a charter broker?
I started in 1979 when the largest yacht was about 50 feet long. A marine photographer introduced me to a man running a bareboat operation. That was the beginning of what I call my “accidental career”. Obviously, it worked out!

What kinds of boats do you typically book
My specialty is fully crewed 100-foot and larger yachts, power and sail. I book worldwide.

What are some of the best charter destinations you’ve visited?
I particularly loved New Zealand, Australia and Polynesia, although I am always enchanted by the history of Greece and Turkey.

What is the first thing you ask a new charter client?
Have you ever chartered before? I have developed what I call a "charter tutorial” for clients to educate themselves before we start talking particulars. It saves us an awful lot of discussion that may, or may not, stick.

Describe your ideal charter client.
An ideal charter client is articulate and not shy about letting me know their expectations, which is so important. I always say that if there are no questions, there are usually no problems! I cannot put together an ideal charter without specific information. The devil is always in the details, or lack thereof.

Describe your nightmare charter client.
I am truly blessed with very nice clients who appreciate what I do for them and that I look after them like a mother hen. I have only had a few real nightmares and do not care to repeat that experience.
I have been doing this long enough that I have the latitude to opt not to deal with clients who are their own worst nightmare! Life is too short.

Describe a previous booking where you worked "above and beyond” to help a client.
Just recently I had clients who only wanted a seven-day charter over the holidays when the minimum is 10 days. Not only did I negotiate a seven-day deal, but I also negotiated away delivery fees, warranted the water sports on board, included personal laundry, and so on.

What are a few of your favorite charter yachts, and why?
There are so many really professional yachts and crew that it would be unfair to name specific yachts.
However, I do look for great outside deck spaces, multiple dinning areas, good assortment of water sports and, drum roll please, a professional crew! Lots of times the crew is the most important component.

Who are a few of your favorite yacht crew, and why?
I love a captain who is enthusiastic about his yacht, his crew and chartering. I find that this attitude trickles down to the crew.
The chief stewardess and the chef are so important in the scheme of things as well. I like to see a “can and will do” spirit from any crew I deal with. I do watch out for the crew and when a broker does so, the crew looks out for you as well. It’s a win/win situation.

What makes you different from other charter brokers?
Attention to details, follow up throughout the booking process and follow up again after the deal is done. I always review the accounts and speak with both the captain and the client to get their perceptions about how the charter went for both parties.

What else should CharterWave readers know about you and your business?
I am a board member of the American Yacht Charter Association and a member of the Mediterranean Yacht Brokers Association.
Clients should gravitate toward brokers who are members of these reputable associations. There are consequences for unethical conduct, so clients need to know that we do have our own way of watching out for their best interests and that the members are considered ethical, knowledgeable and upstanding brokers.

How can CharterWave readers contact you?
This e-mail address is being protected from spambots. You need JavaScript enabled to view it , or my direct line, (954) 712-7124