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From owner to superyacht consultant

Business

BehneMar Yachting, part of the BehneMar Middle East group, is a yachting consultancy for distinguished clients in the GCC area. Their bespoke services include individual guidance on vessel designs, identification and evaluation of worldwide sale and purchase opportunities, handling of transaction proceedings and continued support for their clients. We spoke to the founder of the company, Dr. Rainer Behne, at the latest Dubai International Boat Show.

Only getting into the yachting side of the BehneMar Group in 2005, Behne explains his history with yachting which actually begun quite some time before his business move into the industry.

He says “Next to yachting our main activities are in real estate. That’s why I call yachting my ‘hobby business’. I was lucky enough that I could afford my first yacht in the 80s and over time became very experienced. When I came to Dubai 9 years ago, I observed many planned marina developments, but I didn’t see any yacht consultancy business, so I thought that it could be a fascinating business to start. I just saw a few brokers who tried to sell whatever they had, and true consultancy was definitely missing. This is what we deliver and it is the basis of our success, but it takes a long time to get people to trust you in this area.”

Explaining the difference between BehneMar Yachting’s consultancy services in comparison to ‘normal’ brokerage, Behne continues, stating, “We’re definitely not brokers. The difference between us and brokers is that the broker typically has an order to sell a yacht. He rarely has a client where he has to identify something new. Then he has to sell the yacht, whether it’s good or not. We’re consulting; we try to find out what kind of yacht is the correct one for our client, the yacht which will make him a happy sailor after the acquisition, and this is then what we are trying to find in the market.”

Read the rest of the article in the latest issue of The SuperYacht Times, which you can order here.

By Maarten Janssen

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