SPRING-SUMMER 2012I sea&iI79chartermarketclients has decreased. "The average age of my clients hasdecreased from mid-60s to early 40s, proving that new clientsare entering the charter market. What I am more surprised atis that there is not yet a strong trend for clients from emergingcountries enquiring and chartering yachts."Kiernan has noted the same trends, "We are definitely see-ing younger clients entering the charter market. The Russiansand Ukrainians have returned, having all but disappeared fora short time. The Europeans are more active now, and theAmericans are also coming back in force. There is a lot of talkabout emerging markets but we are yet to see a definite trend."Demarchelier goes on to add, however, that they are expe-riencing more interest from Asian countries that are new toyachting. "For the moment it is existing clients, or new clientswith a similar profile, who provide the majority of our busi-ness," she says. "But the industry needs to encourage the newbreed of clients from emerging countries." "Our new charter clients at Camper & Nicholsons are younger,"says Kiernan. "We have had a few coming from emerging coun-tries like Brazil, India and China but they are not yet significantin number. It is no secret that Russians have been very active char-terers for some time, and although they have been quieter than inthe boom years they continue to book the bigger yachts for two-week charters. The bulk of our charter clients are still Americanand British, while the French and the Swiss are not far behind theRussians in terms of the number of charters booked." What Camper & Nicholsons has seen is a younger clientele."We are seeing younger, internet savvy, charterers who surf theweb for charters." Added to this, Demarchelier has a few newclients that are the offspring of their 'chartering' parents. "Talkabout creating a new generation of charterers," she says. Demarchelier believes that as the division of wealth altersaround the world, and the younger generation become poten-tial charterers, it is up to a well-established, highly experiencedteam to attract the new breed of clients. "The best way to enticenew business is to employ only highly experienced staff in everydepartment: charter, brokerage and yacht management," shesays. "Camper & Nicholsons appreciated this early on and thisis why we have been successful."In conclusion, it appears that the market has changed, not justfrom 2005 to 2008, when it was at its zenith, but also from 2009to 2011. It is now neither a sellers' nor a buyers' market, but some-where in between. All the brokerage houses suffered during theeconomic downturn and the upshot of this is an alternativeapproach from all. Supply continues to outstrip demand in someareas but not to the same extent as in recent years. Prices seemto be balancing out and owners are realistic about what they canexpect. What is evident is the need for new blood in the market andthe need for the industry to find innovative ways to attract it. nMaking a splash aboard Big Aron

www.camperandn WORLDWIDE OFFICES:MONACO IANTIBES IGENEVA ILONDON IMIAMI IFORT LAUDERDALE IPALM BEACH INEW YORK INEWPORT IPALMA DE MALLORCA*Not for sale or charter to US residents while in US watersC&N marks are registered trademarks used under licence by CNI. Photos: all rights reservedNEW CENTRAL AGENCYIMAGINATION47m/154'2, Benetti, 2010, asking price ?22,000,000 VAT paidJEREMY COMPORT%+33 (0)4 92 912 912?jcomport@camperandnicholsons.com