Steve Elario

Charter and sales broker, International Yacht Collection

Date interviewed: November 2008

Editor's note: In late 2009, Steve Elario became a charter and sales broker at Sapphire Seas.

How did you get started as a charter broker?

I started out as a deckhand in 1978 and worked my way up to captain in the early 1980s. I was a captain on megayachts from 76 to 206 feet long. Some were charter yachts, and some were private.

In 2000, International Yacht Collection was just opening, and I joined from almost day one as a charter and sales broker. We started building our charter fleet from there. It’s great because I get to use my skills from being a captain in booking charters.

What kinds of boats do you typically book?

The majority of my business is five- and six-stateroom motoryachts, say 120 to 215 feet long. There are occasions when I have 100- or 110-footers, but the majority of my bookings are large motoryachts.

Most of my clients have been with me for nearly a decade, and a lot of the captains I put the guests with are my friends.

What are some of the best charter destinations you’ve personally visited?

I love Italy and the south of France. Croatia is nice; I’ve visited there as crew, captain and a broker. But I think Italy, the Amalfi Coast and Portofino, that’s terrific. I just love the lifestyle and how the people live. They are happy for what they have.

What is the first thing you ask a new charter client?

I ask whether they have chartered before, and what kind of boats they’ve chartered before. Is it a family? Is it couples? I need to find out what they’re looking for, what they enjoy. The main thing is how many guests and where they want to be.

I usually don’t ask right away about their budget. I send them options for different-size boats, and then they’ll come back with an idea of their budget for a week. I think it’s a nicer way to ask about budget without putting pressure on people right away.

I always stress that I’ve been a captain and crew, and it makes them feel at ease.

Describe your ideal charter client.

The clients I work best with are people who love to charter, who really enjoy the idea and love to travel on boats and enjoy different areas. I can show them the South of France, and then show them New England one summer, and then Alaska another year.

On the other hand, clients who want to go to the South of France every summer are great, too, because I know what they want. It’s not any less work to get their charter organized for them, but I already speak their language, if you know what I mean.

Describe your nightmare charter client.

The nightmare client is the one who I feel like I can never make happy. I’ve only had a couple. One example was a client who signed all the contracts and then wanted to change everything. They wanted to fly in a chef of their own, change the whole itinerary, change the boat, everything. That was a nightmare.

Describe a previous booking where you worked “above and beyond” for a client.

One time, I was in Monaco during the Grand Prix, on land helping to coordinate things with the captain and crew daily. Another time, I made arrangements for a big fireworks display and hot-air balloon rides. Once, I had special caviar flown in for the clients.

People who charter with me every year, they’re spending a substantial amount of money. I am there for them. I’m in the background, and they may not know I’m there, but I want to see that everything is going well. I always let my clients know that from day one, if anything is wrong, they should let me know and I will take care of it.

What are a few of your favorite charter yachts, and why?

The 201-foot Amels motoryacht Solemar, that’s a wonderful boat with a great crew. The 200-foot Feadship motoryacht Secret is on that same level.

The 280-foot motoryacht Alysia, that’s a wonderful boat to work with. I also have had good experiences with the 237-foot motoryacht RM Elegant, the 161-foot Trinity motoryacht Lady Michelle, and the 106-foot motoryacht Take it Easy.

There are a lot of great boats out there. I could go on and on.

Who are a few of your favorite yacht crew, and why?

I like Capt. Andrew Lawrence on Secret, Capt. Max Aynesworth who was on Solemar and is now helping to build a bigger boat, and Dusty Dial on the 121-foot Moonen motoryacht Victoria del Mar.
In general, the qualities I like in a captain and crew are that they’re open to working with brokers, and I give them that same respect back. I treat crew the way that I want to be treated, and they show it back to me—and to my client. That’s most important.

What makes you different from other charter brokers?

I have been on both sides of the business, having started out as a deckhand and moved up to captain. Working both sides, I understand the ins and outs. I’ve traveled to most of the ports where my clients will go, so I have an intimate knowledge of what they can expect, and I can explain it.
That’s what makes me stand apart from a lot of the brokers who haven’t been to sea. I’ve seen the 3 a.m. deliveries with guests onboard wanting full service. I know what it takes. I’ve been in the trenches.

What else should CharterWave readers know about you?

Whether you work with me or another broker, ask as many questions as you can in advance, and make sure you are comfortable with how the broker explains to you, from A to Z, what’s going to happen, what the charter will entail, what expenses will be incurred. Know the ins and outs of how a charter works before you step onboard

How can CharterWave readers contact you?

My cell phone is (954) 830-0288, and my e-mail address is This e-mail address is being protected from spambots. You need JavaScript enabled to view it .

Editor's note: In late 2009, Steve Elario became a charter and sales broker at Sapphire Seas.