The well-respected yacht broker Marc Händle knows his way around a boat or two. His journey with boats began as a young child and now with two decades of industry experience behind him, his expertise has been used by the likes of MYBA and the Palma Superyacht Show. Having hit the ground running in his new position as Senior Sales Broker at Camper & Nicholsons and overseeing the team in the Geneva office, SuperYacht Times catches up with Marc Händle during a busy Monaco Yacht Show and finds out how he’s settling into his new role.
What is your opinion on the market at the moment? Do you have a new perspective now that you’ve joined Camper & Nicholsons?
The market is unpredictable as always. Brokerage has slowed down while the new build sector is showing growth, both in size and unit numbers. Over the past few years, this has been a very interesting trend. Of course, the market is always moving and there are many situations that can affect the price and turnovers in one way or another. However, good business always depends on the right timing and strategies and with a company like Camper & Nicholsons I am sure to master both in the best manner - that is why I am excited to take the next natural next step in my career and be part of one of the most important luxury service providers for yachting.
Photo: Charl van Rooy / SuperYacht TimesWhat would be your advice for a new owner coming into the industry now?
First of all, take enough time before proceeding to the purchase. It is not an easy decision with all the options on the market nowadays. That is why it is also very important to get a good broker that you trust and develop a relationship with. A motivated broker will open the world of yachting for their client, arrange viewings, sea trials and put them in contact with the right people in the yachting industry.
Each yacht is different, and you must pay attention to what type of yacht you want and its various features. For example, an explorer doesn’t need to have a super-shiny paint job, it must be a safe yacht with reliable engines, a long range and a strong hull. As a broker, you should spend a lot of time with your clients, get to know them and find out what they really want. Sometimes the first impression of what they like is not necessarily what they really want.
I am new to all of this as I have just started with Camper & Nicholsons, however, I had some intensive training to use the company intelligence system and its many tailor-made features. Every day the market is becoming more challenging and but this new approach will keep the company on top of it. As I already mentioned, time is crucial and with this new intelligence system, I can tap into the database quickly and remotely. Technology here is a tool that can empower brokers.
We could say it was a coincidence - or maybe it was simply meant to be! After the Port Adriano was extended the port was still relatively empty. A boat show needs space and that is what my idea was based on, and so I got in touch with the port and made the suggestion for a boat show or an open day. The aim was clear: promote the yachts from our clients and the marina and in turn, bring more business opportunities. Arne Ploch, another Senior Sales Broker from Camper & Nicholsons Spain, supported everything and so the following year we organised the boat show from scratch with around 43 yachts up to 63 metres. It was a great success for everybody, and that’s how the Palma Superyacht Show was born!
Photo: Palma Superyacht ShowDo you think yacht shows are important for driving business?
Yes, absolutely. For example, the MYS is one of the most important events in the industry where brokers and the clients can see the new trends on the market and get in touch with both business partners and clients. It is where shipyards and brokers can show off the products and any potential client should attend. Every yacht show is very important as it is the best opportunity to get clients on board various yachts in one place and get an idea of what they are looking for.
Photo: Charl van Rooy / SuperYacht TimesFinally, what would you say has been your career highlight so far?
I have had so far many highlights over the course of my career, but what I appreciate the most is when I build a relationship with my clients and they no longer see me as a broker but as a friend. Building long-term relationships with my clients is my goal first and foremost.
This article was first featured in The SuperYacht Times newspaper. Subscribe now to receive your copy straight to your door and never miss another issue.