MYBA Superyacht Brokers Seminar
- Provide the students with basic information useful to a Superyacht Broker;
- Provide an opportunity to discuss with other course attendees common issues/experiences;
- Enable attendees to expand their network of contacts.
Seminar Content - Day 1 - Charter
Introduction to Superyacht Industry
- Historical development of the industry over the last 50 years;
- Overview of the industry and its geography;
- Overview and history of MYBA;
- Overview of the different types, styles and designs of superyachts;
- Yacht construction and equipments;
- Indication of future trends.
Charter Process
- Overview of Chartering;
- Charter Broker Network;
- Commercial background to chartering a yacht;
- Relationships between the central agent and other related brokers;
- The MYBAnet and its impact on chartering;
- What qualifies for a 'win' for an owner, charter client and broker?;
- Impact of the crew on a successful charter.
MYBA Charter Agreement
- Historical background to the MYBA charter agreement;
- Investigation of the primary clauses and how they impact the agreement;
- Investigation into the impact on specific scenarios;
- Brief review of the terms of other charter agreements;
- Review of common 'Optional Terms' that may be applied.
Communications, Customer Care, Business & Ethics
- The basics of good communication;
- Review of the benefits of modern Information Technology (IT) facilities;
- The keeping of client records, follow-up good practices, data protection;
- The use of specific events, yacht promotions, shows etc to improve customer relations;
- Differences in customer relations in the three main areas of charter, sales and purchase and yacht management;
- Review of what is meant by the term 'ethics'; consideration of differing views within different cultures; include review of diversity in deeming what is 'acceptable';
- Investigate how conflicts of ethics and legal responsibilities can be resolved/mitigated.
Round Table discussion - Charter
Topic of discussion (for example only - a topic will be selected before the course): "Who are our charter clients and how do we find them?"
Team Project 1
Seminar Content - Day 2 - Management
Presentations of Team Project from Day 1
Superyacht Management
- Scope of 'management' in a superyacht;
- Responsibilities of a Management Company ashore;
- Safety Management and the ISM code;
- Standing Orders, and other appropriate documentation;
- Security - Port Security Regulations (ISPS);
- Interior Management and Catering;
- Diving, Toys and charter guests;
- Financial Policy and disciplines, VAT, Money Laundering & Escrow.
Essential Maritime Law
- The impact of International, European and National Laws and how they interact;
- General laws of contract, company law and corporate governance;
- Impact of flag state laws on the applicable rules;
- IMO, European Laws and Directives and the implementation into national law;
- Legal Safety Standards for vessels;
- Specific rules such as Charter yachts in Spain, US charter etc.
Personnel
- Crew structures, sizes, positions, roles, qualifications and experience;
- Crew recruitment, retention, and termination;
- The Captain, legal responsibilities and liability;
- Management of the crew onboard;
- Crew training;
- Procedures on change of owner, change of captain.
Superyacht Insurance
- Key aspects of insurance;
- Different types of cover;
- The different insurance markets, policy wording and meanings;
- Roles of different individuals concerned;
- Operational surveys;
- Salvage as either of the two parties.
Round Table discussion - Fleet Management
Topic of discussion (for example only - a topic will be selected before the course): "What is the role of the Broker in relation to the shipyard and yacht builder?
Team Project 2
Seminar Content - Day 3 - S & P
Presentations of Team Project from Day 2
Introduction to Sale & Purchase
- Overview of the Superyacht market and Broker Network;
- How is a yacht actually listed and who inputs to the process;
- Commercial background to selling/buying a yacht; financing implications for purchase;
- The MYBAnet and its impact on sale/purchase;
- Specific legal issues involved in sale purchase including VAT, Flag, title, etc.
- What would qualify for a 'win' for seller, purchaser and broker(s)?;
- Mechanics of the actual sale.
MYBA Memorandum of Agreement
- Historical background to the MYBA S&P MOA;
- Review of the underlying principles and strategy of the MOA and the most significant clauses;
- Investigation into the impact on specific 'challenging' scenarios;
- Review of common 'Optional Terms' that may be applied
Sea Trials and Surveys
- When/why are sea trials or surveys required on a Superyacht;
- Different types of trials/surveys;
- Preparation and conduct of for sea trial(s) and surveys;
- Reports and their impacts.
Advertising and Promotion
- Background to Advertising and Promotion; why and what is expected;
- Investigation of media options available;
- Review of key publications and their impacts;
- Payment vs. editorial; how to get editorial;
- Yacht/Boat/Charter shows stands etc;
- Impact on the yacht and availability of vessel for publicity purposes;
- Production of yacht brochures;
- Differences of approach depending on charter or sale/purchase.
