B2B Buying Habits by Euronautic

ICEMARKET IS PROUD TO PRESENT AN INTERVIEW WITH KATARINA VUJEVIĆ BABARA FROM EURONAUTIC EXPLAINING B2B YACHT BUYING HABITS. OUR MAIN GOAL IS TO GO DEEP IN THE SUBJECT OF YACHT SALES AND HIGHLIGHT ALL THE PROBLEMS AND ISSUES THAT FLEET OPERATORS ARE FACING NOWADAYS.

That is why ICEmarket is ideal. I would like to suggest you implement discount options right away so we could avoid dealing with dealers until the order is complete. As a fleet operator, one of the biggest problems is also a fact that most of the dealers are also fleet operators…

Do you buy sailboats each year? How often do you buy it and in which number?
We are exclusively charter management company so we do not buy our own sailboats. Our goal is to manage to get each year 5 or 6 new models in the management. So our business model is to plan one year ahead and try to keep on our scheduled plan.

How do you choose which sailboats to have in your fleet?
According to a charter market. Firstly, we analyse everything in tinny detail –  how much boats there are, what is their booking data and what is their ROI. Based on those aspects we then advise our buyers.

Which sailboat size do you prefer?
Unfortunately, for the last three years, everything is oriented around bigger sailboats with four, five or six cabins. The high price of a boat and the low price of rent is to blame here, so everything is in favour of +45 sailboats.

Which characteristics do you prefer while buying a new sailboat?
In our fleet, we try to suit everyone needs and wants, and by that I mean small ones, bigger ones, new ones, old ones, boats from every distinguished shipyard, with one important characteristic applied to all – ROI and number of those models on market. Everything else is according to the wish of an investor because there isn’t a single thing we cannot sell.

Which time boat delivery time period you find most suitable?  
The main priority is that our new models arrive to our base by April so they can be available for the whole season. That suits every investor, no matter when they buy it. Time delivery of 2 years is not working for our investors so they don’t go for it.

Do various charter customer types effect on your buying decision?  
They do, of course, but we really try hard to have and to suit every charter profile.

Which part of a purchase process is the most time-consuming?
Collecting offers with best prices for buyers.

How long does buying period last?
There isn’t a simple way to reply to this question. As I mentioned, we don’t buy new sailboats, we are more as a mediator in a purchase process. This process is really different. There are investors that go with a purchase after two weeks, but some of them take a year to decide.

Which part of the purchase process would you eliminate if you could?
Collecting offers. 😊

Which part of the purchase process would you make easier if you could?
And again collecting offers. It is the most time-consuming part – dealers are slow and they tend to asses on their own who is a serious buyer and who isn’t. Moreover, it’s not that simple to collect those offers and configuration time can last ages. That is why ICEmarket is ideal. I would like to suggest you implement discount options right away so we could avoid dealing with dealers until the order is complete. As a fleet operator, one of the biggest problems is also a fact that most of the dealers are also fleet operators, so there is always a possibility that they take over your potential investor.