Control Your Destiny – Or Someone Else Will Pg

FEBRUARY/MARCH 2021

Control Your Destiny – or Someone Else Will Pg. 12

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Visit LauderdaleMarineCenter.com or call +1.954.713.0333www.IYBA.orgto learn how| february LMC is truly/MARCH a yard 2021 above. 1 CONTENTS A publication for the Members of the February/March 2021 International Yacht Brokers Association 5 From the Helm: The Light at the End of the Tunnel On the Cover: By Paul Flannery, IYBA Executive Director Lazzara motoryacht at sunset. Photo by YachtPics.com 10 THE MARKET 7 Palm Beach International Boat Show Preview

8 The ABC’s of Fractional Jet Ownership

10 Five Decades of Yacht Design By Superyacht Designer Patrick Knowles 12 Why Our Industry Needs to Control Our Own Listing Data

13 Energy, Experience and Leadership: Your IYBA Board 18 28 14 Which API Feed Fits Your Company Best?

16 MIASF Advocacy Update: Boats, Trains and Regulation

17 Q4 2020 Brokerage Report Shows Signiﬁcant Increases

THE AFTERMARKET 18 Boatyard and Marina by Panama Canal’s Paciﬁc Entry

20 Wood Finish and Reﬁnish: the Good, the Bad and the Ugly 42 48 22 New Superyacht Air Puriﬁcation System

THE WORLD February 18 24 Major Development Program for Bay Street Marina IYBA Brokers Open House in Nassau Bahia Mar Yachting Center Fort Lauderdale, Fla. 26 Hope on the Horizon: Winter Charter Season Update 28 February 25-26 The World’s Aquarium: Charter Itinerary for the Bahamas Charter Yacht Show Sea of Cortez Rybovich Superyacht Marina West Palm Beach, Fla.

THE LAW March 25-28 Palm Beach International Boat Show 30 Boat and Yacht Insurance – Not Business as Usual West Palm Beach, Fla. 32 Foreign Flags & Offshore Companies – Why Some Prefer Them For more information on upcoming IYBA events, visit www.iyba.org/events EVENTS THE MEMBERS

34 Member News: New Hires, Sales, Listings & More EDITORIAL TEAM IYBA Membership Committee Update & New Members Paul Flannery, IYBA Executive Director Plus: In Memoriam: Jay Jurgens 40 Casey Noble, IYBA Sales and Marketing Coordinator Eco Chart – Environmental Best Practices for Yachts Emma Ross, IYBA Events Coordinator

42 AMIKids: 50+ Years Helping Vulnerable Youth Raut Massre, IYBA Communications Specialist 44 Gallery: IYBA TopGolf Tournament Denise Huntze, Print Dynamics, Designer Randy Thomas, Print Dynamics, Publishing 46 Gallery: November Charter Open House Gary Beckett & Louisa Beckett, 48 David Fraser & the Early History of Fraser Yachts Turnkey Communications & PR, Inc., Writers/Editors

NOTE: The articles and information contained in COMPASS represent the opinions of the authors and editors and should not be construed to be those of the International Yacht Brokers Association. Nothing contained herein is to be considered as the rendering of legal advice for speciﬁc cases, and readers are responsible for obtaining such advice from their own legal counsel. The articles and information herein are intended for education and informational purposes only. 2 FEBRUARY/MARCH 2021 | www.IYBA.org

IYBA BOARD OF DIRECTORS

2020 President Charter Retail Committee: Bob Saxon *see website for full Committee listing Bob Saxon Consultancy Bob Saxon | Board Liaison LeAnn Pliske | Co-Chair 2020 Vice President Amy Wachmann | Co-Chair Gary Smith SYS Yachts Forms: *see website for full Committee listing 2020 Treasurer Paul Flannery | Chair Jeff Stanley Jon Burkard FOLLOW US Gilman Yachts Bob Allen Chris Anderson 2020 Secretary Robb Maass Grant Henderson ONLINE Northrop & Johnson Membership: *see website for full Committee listing 2021 Directors Kristen Klein | Chair Jon Burkard Bob Saxon Allied Marine Bob Denison Trevor Carroll Paul Burgess Fraser Yachts Chuck Cashman MLS: MarineMax Bob Denison | Chair Bob Denison Gary Smith Denison Yacht Sales Paul Burgess Rob Newton Andy Miles Carmine Galati Miles Yacht Group Michael Scalisi Public Affairs: HMY Yachts *see website for full Committee listing Staley Weidman | Co-Chair James Corts MarineMax Paul Flannery | Co-Chair Grant Henderson

COMMITTEES Seminars & Events: *see website for full Committee listing Advertising/Publicity: Bob Denison | Co-Chair *see website for full Committee listing Jeff Stanley | Co-Chair Paul Burgess | Chair Carmine Galati| Co-Chair Crom Littlejohn Chuck Cashman Grant Henderson Trevor Carroll Tom Gresh Tracy Hess Sponsorship: TAG US FOR A CHANCE *see website for full Committee listing Arbitration & Ethics: Andy Miles | Co-Chair *see website for full Committee listing Trevor Carroll | Co-Chair TO BE FEATURED Jon Burkard | Chair Paul Flannery Jeff Stanley European Development Committee: Hein Velema | Co-Chair #iybasocial Boat Show Committee: Nicolas Valin *see website for full Committee listing Sophia Tutino #megayachtmonday Grant Henderson | Chair Vincent Huens de Brouwer Andrew Doole #tuesdaycruiseday Bob Denison MARINE ORGANIZATIONS Rob Newton & ASSOCIATIONS #fridayaﬂoat Phil Purcell, MIASF Anchor: Grant Henderson Bob Saxon MYBA: Bob Saxon Tim Derrico YBAA & CAC: Staley Weidman NMMA & MIAF: Paul Flannery Boomer Jousma MIAPB: Paul Flannery Tracy Hess Burgess USSA: Rob Newton Paul Flannery CYBA: Bob Denison @iyba_yachts Chuck Cashman NYBA & NWMT: Bob Denison Charter Professionals Committee: YPY: Kristen Klein *see website for full Committee listing LYBRA: Rob Newton @InternationalYachtBrokersAssociation Bob Saxon | Board Liaison ISS: Bob Saxon Daphne d’Offay | Co-Chair Marine Advisory Board: @InternationalYachtBrokersAssociation Jeff Shaffer | Co-Chair Grant Henderson

*www.IYBA.org iyba.org

4 FEBRUARY/MARCH 2021 | www.IYBA.org FROM THE HELM

by Paul Flannery, IYBA Executive Director

THE LIGHT AT THE END OF THE TUNNEL

I know it’s already February, but welcome to had to be made to cancel the Miami Yacht Show for 2021 and for this we are truly sad. Not only for the income loss to the organization, 2021; a new year that burns bright with hope but also for the missed opportunity to showcase your products to and optimism! That’s my story and I am sticking the public. The good news is that over the years, the IYBA Board of to it. Directors has been judicious in their stewardship of the association treasury and we are prepared to weather this storm. We anticipate no Fortunately, that is how we look at things here at IYBA, as we have disruption in member services and as we (hopefully) return to a more the opportunity to effect positive change in an industry that provides normal world, we will continue to deliver high-quality seminars and pleasure and incredible experiences to people all over the world. From events. Keep your eyes open; we’ll roll out more in-person events again the “Lunchbox Joe” with a bass boat to the megayacht owner cruising as soon as the climate allows. far-ﬂung destinations, we have the pleasure of guiding them to the best You undoubtedly have seen the recent press releases concerning decisions on how to realize their dreams. the new mega Miami International Boat Show in 2022. So, what will it If you think about it, we look like? That is yet to be fully in the marine industry have a The combined event promises to be determined but all indications pretty good gig, and in 2020 it are that it will have an all-new was a pretty busy gig. So what an experience that will make the look and feel. With combining does the future hold? Well, if I Miami International Boat Show the the shows, our information at knew that, I’d be rich. But what this time is that the renovated I do know is that if we continue city’s largest and arguably the most Miami Beach Convention to provide an excellent level of Center will be home to the customer service, stay abreast important event of the year. smaller boats and accessory of changing regulations, and displays while One Herald stay engaged with our client base by using all Plaza (downtown) will be ground zero for the tools at hand, the likelihood is that we will larger boats and the accessories that pertain continue to make the best of whatever comes to that market segment. The overall event our way. will be promoted with live concerts, remote Speaking of coming our way, at the time stages, upscale food, and an elevated consumer of this writing, our Board elections have just experience all around. Transportation woes concluded, and I am happy to congratulate will be remedied by opening a corridor on the Trevor Carroll, Grant Henderson, Andy Miles Venetian Causeway with dedicated vehicles and Gary Smith on their re-elections for the that will quickly shuttle guests back and forth 2021-22 term. I also would like to welcome between the two venues. James Corts of MarineMax and Michael Scalisi All in all, this combined event promises of HMY Yachts to the IYBA Board of Directors to be an experience that will make the Miami and wish them great success in their upcoming International Boat Show the city’s largest and terms. Jon Burkard, Chuck Cashman, Bob arguably the most important event of the year. Denison, Bob Saxon and Jeff Stanley will Stay tuned for news as we know it. complete the second year of their terms and That’s all the news that ﬁt to print. Good with this group I am sure we accomplish great luck, stay healthy and prosper in the New Year. things in 2021. Now get out there and sell something, will ya…. Mega Miami Show in 2022 Cheers, Unfortunately, due to circumstances beyond If you think about it, we in the marine industry our control (including the fact that Dade have a pretty good gig. Paul County was not granting any event permits for this winter due to the pandemic), the decision Paul Flannery We use recycled paper and environmentally friendly inks in printing Compass magazine.

www.IYBA.org | february/MARCH 2021 5 2021 IYBA SPONSORS THANK YOU TO OUR SPONSORS $25,000+

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6 FEBRUARY/MARCH 2021 | www.IYBA.org T H E SHOWS M A T R K E LIVE AND IN PERSON: THE 2021 PALM BEACH INTERNATIONAL BOAT SHOW

While the unprecedented cancellation of the similar layout as it did in 2019, with large brokerage yachts on display at the north end in Palm Harbor Marina. Vessels that are too large for the Miami Yacht Show and Miami International show to accommodate will be berthed at Rybovich Marina in West Palm Boat Show in February due to the COVID-19 Beach. pandemic may be a setback for some marine “We are moving forward,” Doole continued. “A lot of the major players are back and some are expanding a little bit, so we are manufacturers and retailers in the U.S. and comfortable that it’s going to be a great presentation for attendees.” overseas that had planned to exhibit there, TM South Florida has another major show on the Re-imagined AquaZone One of the big exhibitors returning to the 2021 edition of PBIBS horizon. As of this writing, the 35th Annual is Nautical Ventures. “As of this writing, with the Miami Boat Show Palm Beach International Boat Show (PBIBS) cancelled, we’re excited to showcase our boats, tenders and toys during the Palm Beach International Boat Show,” said Roger Moore, Nautical was scheduled to go forward live in West Palm Ventures CEO. “Returning for the sixth year is our world famous Beach on March 25-28, 2021. AquaZone, an in-water demonstration arena where boaters can see ﬁrsthand the latest innovations in yacht toys. In light of COVID 19, “We are going to institute the same COVID regulations that we did this year’s AquaZone has been reimagined and recrafted to ensure the for the Fort Lauderdale International Boat Show, so we will have all highest standards of safety while delivering and awesome experience. the same protocols,” said Andrew Doole, president, Informa Markets I feel the Palm Beach Show will give everyone a chance to experience U.S. Boat Shows, referring to Informa Markets’ AllSecure health and some normality within a great boating environment, mingle with like- safety standards, which helped to make FLIBS a success. These included minded people, and see what’s new in person.” temperature testing, mandatory face coverings, social distancing, A lot of the major players are back Economic impact a contactless ticketing system, The marine industry is an ongoing cleaning of all areas and some are expanding, so we are important staple of the Florida before, during and after each day’s economy, accountable for over events, numerous hand-sanitizing comfortable that it’s going to be a $23.3 billion. The Palm Beach stations and CDC signage posted great presentation for attendees. International Boat Show itself throughout the event space. At has a total state-wide economic FLIBS, Informa also had a live dashboard mounted outside the show impact of over $682.7 million. This year’s show will feature more than that displayed how many attendees were on the show site at any time, $1.2 billion worth of yachts and accessories, including hundreds of boats and Doole said they may do the same at PBIBS. ranging from 8-foot inﬂatables to superyachts nearly 300 feet in length. Changes to the Palm Beach show’s format will include opening up “People are looking forward to it.” Doole said. “The [City of West the entrance tent on Clematis Street, he reported. “It will not be air- Palm Beach] is looking forward to trying to host it, and all the local conditioned; it will be completely open so people will not feel trapped hotels and businesses are looking forward to the show coming. A lot of in an enclosed space. The whole entire show really is an open-air event new boat dealers, brokers and everybody else are looking forward to the now.” show happening.” The Windward VIP Club in the Lakeview Pavilion at the show will When asked if the show truly will go on, Doole said, “It’s a have an expanded outdoor patio seating area, he reported. And the cocktail collaborative effort between the boat show and the City of West barges will host seated dining and drinking only, with no stand-up bars. Palm Beach to bring the event around. We are both monitoring the Doole anticipates that the in-water portion of the show will have a conditions.”

www.IYBA.org | february/MARCH 2021 7 THE MARKET AVIATION

FRACTIONAL JETS OVERVIEW

by Nick Copley, SherpaReport.com The Global 7500, NetJets’ fastest, longest-range private jet – arriving late 2021. Photo courtesy of NetJets

When you buy a fractional jet share you are There are some companies that offer fractional shares based on days of use, rather than hours of use. As an example, a 1/16th share would paying for part ownership of a specific plane. then give you say 20 days of use during the year. You will be allocated an amount of time in the aircraft. This usually ranges between 50 - 400 Is it for me? As we mentioned above, you need to fly privately at least 50 hours a hours of flight time per year. The number of year for it to start to make sense. Even then, if you often need different hours depends on the size of the share. sized aircraft – eg, for a mix of big groups, small groups, long trips, short trips – a share might not be the right answer. Having said that, As most of the companies operating fractional jet programs have many fractional programs will let you use a larger or smaller aircraft if whole fleets of aircraft, you’re unlikely to be using “your” plane each they have different planes in their fleet. time you fly. It makes more sense economically for the operator to bring Buying a share is typically a five-year commitment, sometimes with the closest available jet shorter periods available, to meet you. Having an The two main things to decide in picking so if you expect your travel empty plane waiting on needs to vary significantly the tarmac would mean an the right plane for your needs are the over this period it may increase in costs, which will make sense to look at ultimately be handed on to passenger capacity and the flight range. the other options. Most the owners. agreements do give you At the end of the program’s term (usually five years), the owners the opportunity to opt out after say three years. usually sell their shares of the aircraft back to the operating company. This final sale price is dictated by the marketplace price for the aircraft. Costs The costs involved in fractional jet ownership can be broken down Planes into four categories. There are a variety of companies offering fractional aircraft • Initial capital fee, or acquisition cost, which varies based on the type ownership and a variety of planes to choose from. You can buy a share of plane and the size of share you buy. A share in a light jet would of light jets through heavy jets and some companies offer shares in start at about $350,000 for 1/16th. turboprops and helicopters. The two main things to decide in picking • Monthly maintenance fee, an amount that includes the pilot’s salary, the right plane for your needs are the passenger capacity and the flight insurance, maintenance and the cost of keeping the plane in a hangar. range. In simple terms, the bigger the plane, and so the larger the • Occupied hourly fee, which covers fuel, maintenance and in-flight capacity and the longer the range, the higher your costs will be. catering whilst you’re onboard the jet. • Miscellaneous, includes fuel surcharges. Fractional shares The initial costs can vary from a few hundred thousand dollars for a The operating time for a fractional plane is usually based on 800 1/16th share in a small jet, to several million dollars for a 1/4 share in a hours a year; in other words, the operators expect the aircraft to be large business jet. The costs are split in a linear fashion, so 1/8 is twice flying for 800 hours each year. The smallest fraction is typically 1/16, as much as two 1/16ths, with no real discount for buying larger shares. equivalent to 50 flying hours per year. The other common ownership The total costs over a typical five-year ownership period are likely to be fractions are: well over $1 million for a light jet. • 1/8 = 100 hours • 1/4 = 200 hours Reprinted with permission from The Sherpa Report. For more information, • 1/2 = 400 hours. please visit www.sherpareport.com.

8 FEBRUARY/MARCH 2021 | www.IYBA.org It’s all about the fins… keep it SMOOTH

stabilization thru innovation Quantum Marine Stabilizers #zerospeed #underway www.quantumstabilizers.com THE MARKET LUXURY by Patrick Knowles, Owner, Patrick Knowles Designs 5 DECADES OF YACHT DESIGN: A RETROSPECTIVE

Yachting has its own set of design and style rules, 1980s The yachting world did a turn in the ’80s. The yacht became a vessel and when working with clients accustomed to in which to get away and forget about life. Miami Vice was at the top of the best, designers must keep up with the latest the ratings...and everything followed its trend-setting path, including and greatest. I witnessed the tail end of the ’70s, yacht décor. Peach, turquoise, mirrors and leather dominated, and pearlized and ever since beginning my career in the early lacquered finishes in all shades of ’80s, I have had a front-row seat to this ever- pastel were truly the rage. changing world. Now, as we head deeper in Futuristic and galactic themes were also popular. In the image below, 2021, let me be your guide on a journey through affectionately called the Galactic five decades of yacht design. As Yves Saint Lounge, is a design of mirror, glass and lacquer – a request of the client’s. Laurent said, “Fashions fade, style is eternal.” Miles of fiber optics were laced through the design to create the 1970s galaxy effect in the overhead panels The 1970’s gave us Photo by Mike Whitt Photography two main styles of design on yachts. The first, a and in the reveals of the soffit Palm Beach flair with a and cabinetry. A handwoven Lilly Pulitzer feel – heavy celestial carpet of premier on rattan and old Key silk and wool also combined West “Hemingway-style” with fiber optics to create a furnishings. Enclosed continuous display of movement aft decks were extremely Photo by Martin Fine Photography and animation. popular, the yachting The roaring ’80s at their best! version of the “veranda” or “screened porch”. 1990s Photo by Donna and Ken Chesler Conversely, the ’70s also The ’90s style was modern, brought a style associated with it was hip, it was smart, with a nod to the past. Intricate designs seemed elegant old estate homes, to fall out of fashion, as minimalist featuring painted panels, sensibilities took over. Monochromatic deeply patterned carpeting, understated backgrounds set the opulent drapes and gloss teak, stage for monolithic statement pieces. the benchmark and gold star Soft furnishings began to transform of yachting joinery. into more contemporary pieces with Full wood-paneled rooms traditional silhouettes, where one could were the rage by the late ’70s be modern without being disloyal to Photo by Pamela Jones Photography as a yacht was not a yacht tradition and heritage. without an abundance of Metals became key in ’90s yacht teak – Burmese Teak, no doubt, the best one can acquire. Having lots design, integrated in décor and of it spoke about the owner’s means without having to utter a word! appliances, technology and even textiles. Wood shutters in the same species as the bulkheads and cabinetry was also an Photo by Shayne Hensley identifying mark of this Photography era. Peridot carpeting, Similar to the ’80s, mirrors were drapes, tassels and sheers used extensively in the ’90s, but again confirm the style this time they were not used to and sensibility one would maximize the look of the room, conjure up when dreaming but rather as an understated of a classic, traditional Y-A- accessory used to underscore C-H-T. and lighten the space. Photo by Pamela Jones Photography Photo by Shayne Hensley Photography

10 FEBRUARY/MARCH 2021 | www.IYBA.org THE MARKET LUXURY

2000s Clients began to look Ah, the 2000s – every industry changed! Y2K proved to be no more for clean-lined teak than a hoax, and with that, we were in a new millennium. This was a furnishings. Natural time of transformation and that included everything about yacht décor. wood and metal For the first time, in the 2000s we were talking about sustainability in finishes were popular, materials and capabilities in smart technology. but notice the In décor, austere, serene and monochrome designs took center metal accent of the stage. The spa mentality that is prevalent in yachting today began in furniture is bronze… the 2000s. Crisp linens, soft bed frames, upholstered (non-padded) whereas the reflective bulkheads and a distinct lack of accessories and accents induced a calm Photo by Alexis Andrews finish of yachting- that comes about only when the mind is pardoned from having to digest grade polished all the clutter that was popular stainless steel is reserved for handrails, reaffirming your presence aboard a in the preceding decades. luxury yacht. the 2010s officially mapped its own course. One of the popular 2020 In 2020, when “pandemic” was the I am finding myself creating word of the year and the concept of spaces I would never have quarantining on a yacht became a reality, there was a trend in yacht design toward dreamed possible at the more family-oriented spaces, a focus on air filtration and sanitation systems, and beginning of my career. a renewed interest in opening up as many spaces as possible to have a flow of natural Photo by Stef Bravin Photographe air and outside play. Today, in the interior, comfort is key. Warm wood, traditional sapele trends of the early 2000s, mahogany juxtaposed with contemporary and very dark wenge species which still has merit in of wood are popular. today’s design, was the use Light fixtures range of a palette with colors so from sleek hidden close to muted it became insets to glamorous, difficult to discern which was mood-setting foundation and which was Hollywood-esque accent. Organic elements chandeliers, while became important as well; for example, the organic “fire flame” wall serious furnishings sconces and the tailored fresh floral arrangements. and fabrics combined with whimsical 2010s patterns and textures At the start of 2010, the yachting industry truly embraced its to keep things light. Photo by Alexis Andrews beautiful history. By using the class of the ’70s, the playfulness of the ’80s, the crisp look of the ’90s, and the free spirit of the 2000s, we What next? entered a new world of complete harmony and gorgeously balanced What does the future look like? design. Technology will continue to shape design. Sustainability becomes a Paneled overheads (harking back to the establishment of the ’70s) central topic of conversation as well. resurfaced in satin wood finishes, upholstered leather panels, as well Overall, I think the biggest change will be the owners themselves. As as coarse linen textiles, giving that depth of heritage…but in a new we progress into the future of yachting, with new generations of owners way! The bulkheads were soft with textiles, but this time around they (many of whom are younger than we’ve ever designed for in the past), were padded, plus they had a companion – wood inlays – marrying those who come into our industry will challenge us from a perspective two popular genres of the past. The soft furnishings were streamlined, that only they can. uncluttered and void of detail; the cabinetry was strong, monolithic and They are of the individuals who have never flipped through the commanding, pages of a design magazine but who are avid Pinterest and Instagram while the accents enthusiasts; those who have close relationships with online friends whose were bold, but voice they’ve never heard, all made possible by means of technologies that minimal. have formed their lives from the moment of their arrival. This gives them Unlike the a sense, a perspective that we cannot even imagine. onset of the I await with great anticipation what this new generation of owners style shown of will bring to the table. Already I am finding myself creating spaces I the ’70s, the would never have dreamed possible at the beginning of my career, and deck experience the marine world is ready for what is to come! and design expectations were Patrick Knowles Designs specializes in custom megayacht, superyacht and polar opposites. aircraft interiors. For more information, please visit patrickknowlesdesigns.com. Photo by Scott Pearson Photography

www.IYBA.org | february/MARCH 2021 11 THE MARKET COFFEE IS FOR CLOSERS by Garrett Schwartz, Vessel Portal Management, IYBA WHY OUR INDUSTRY NEEDS TO BE IN CONTROL OF OUR OWN VESSEL LISTING DATA

Your vessels’ listing data is arguably your 2. Data Delivery (Data Feeds): Imagine if a firm like Zillow owned the real estate MLS’ collective “homes for sale data”. Whom would it allow to brokerage’s most valuable and strategic asset. have access and at what cost? This makes it imperative that every brokerage As internet sales and marketing dominate our team’s efforts, firm recognize that we as an industry must be in affordable and reliable access to our listing data has never been more critical. Using advertising firms as a data warehouse may seem control of our vessel data. Simply put, it is vital convenient, but this potentially has long-term negative consequences to our industry’s survival. which leave our industry extremely vulnerable. Reliable, lighting-fast and cost-effective delivery of listing details via data feeds we control Many brokers are beginning to truly understand that if we continue provide us with unimpeded access, the ability to avoid predatory pricing, to hand over control of our collective data, we are putting our future in and the ability to independently choose partners we believe can support the hands of those who control that data, and potentially relinquishing our industry’s advertising efforts. ALL online advertising of aggregate our most valuable and strategic brokerage listing data should come asset. They understand also that Imagine if a firm like Zillow owned directly from industry feeds without we must have our own industry- exception so that we control its use controlled data warehouse in the real estate MLS’ collective from its inception. which we provide the data to 3. Data Display (Digital advertisers – exactly like the real “homes for sale data”. Advertising): Paying to display estate industry. your own listings in your own Listing owners must own and control their own data – period. website? Paying even more for co-brokerage listings? Paying per IYBA.Pro provides unrestricted and cost-effective access to our website? Does showing more boats cost more money? Paying even individual and collective listing data, thereby allowing the industry to more for management reporting such as sold-boat data? Are you limited control its own future. in choices to whom you can send your listing data and paying per adverting site? If you answered yes, then you are not in control of your data! The benefits Your industry-owned MLS provides you with equal access to If the brokerage community controls its collective data, then we all industry data for legitimate advertising purposes on any legitimate avoid any negative consequences and: advertising website. It is your feed, use it and send it where you wish. • Maintain industry control over our collective data and will not be forced to pay to get it back. Control storage and distribution • Maintain industry control over the prices we pay to share to our By collectively controlling the initial storage and distribution of collective data. our listing data, we will maintain cost and distributive control of this • Maintain industry control over who has access to our collective information and be in a better position to ensure it is used responsibly data. and in support our industry. Waiting for private firms to build us new • Maintain the ability to design new products or build digital tools could be a dangerous proposition. Their motives might not align platforms using our data. well with your objectives and you could be at their mercy to an even • Freely use our own data to support our business efforts and share greater degree. data with any partner we choose. Continuing our Zillow example – Zillow has already begun selling • Control the monetization of our collective data and use proceeds properties directly; imagine what a Realtor would experience if Zillow owned for the betterment of our industry. the MLS data! For Realtors, the MLS platform is there to serve their industry for MLS components the benefit of their industry. Brokers in the marine industry, however, There are three main components to an MLS (multiple listing have not previously had the opportunity to control their destiny by service) that we must pay attention to in order to ensure professional collecting and controlling their own data. Now we have the fastest, most brokers own their data and are in control of its use on all three fronts. robust and most technologically advanced platform at our disposal and 1. Data Input (Data Warehouse): By collectively controlling the it is owned by you, the industry! Finally, we can control how our collective initial storage platform used to input our listing data, we can maintain data is utilized, accessed, and monetized! control over how it is used, define the content collected, and determine To build for the future and control our destiny, we must own and costs to be charged (if any). We also will be able to utilize our data control our data! independently for industry reporting, such as sold-boat reports, etc. For more information, visit www.iyba.pro

12 FEBRUARY/MARCH 2021 | www.IYBA.org THE MARKET FROM THE BOARDROOM by Bob Saxon, IYBA Board President ENERGY, EXPERIENCE AND LEADERSHIP: YOUR IYBA BOARD

Our annual IYBA Board of Directors Elections, approach to problem-solving and loves the role of “devil’s advocate”. Bob Denison’s marketing prowess provides vital input to your Board. held in January, have caused me to take a Jon Burkard is one of those guys that when he speaks, everybody else moment to reflect on the members of the Board clams up because they know what he is about to say is insightful. who have performed so admirably over the past Gary Smith, former IYBA Board President, is often viewed as an oracle based on his number of years as a brokerage business owner 12 months. and his decades of Board involvement. Grant Henderson brings to the Board a youthful and exuberant approach that has us looking at There’s Andy Miles who amidst ofttimes complex issues, always new and fresh perspectives. There’s nobody finer than Paul Flannery, manages to offer up a commonsense and practical approach to our our Executive Director, in crafting the plan and more importantly, matters at hand. Trevor Carroll, whose industry savvy and business implementation. moxie sometimes causes your Board to stop mid-stream and exclaim, Ah yes, and there’s me. I’m the “herder of cats” we often joke about “That’s a good point we haven’t considered.” and I am honored to have been able to work with this fine Board of Chuck Cashman? Who better to sift through the tasks at hand and Directors on representing our membership’s interests. Corralling that break them all down into more readily understandable options. And fountain of energy, experience and leadership qualities has become a who more qualified than Jeff Stanley with years of running his own labor of love for me. successful business to be entrusted by you to caretake our treasury and By the time this article is read in Compass, we will have bid a fond shine the flashlight on the path to continued financial stability? farewell to Kristen and Paul and installed two new Board members. I Kristen Klein is always ready and able to remind us of our social look forward to working with them and the remaining Board members and environmental obligations to maintain the waters upon which to promote our industry’s professionalism, provide for better working our clients sail in pristine condition. Paul Burgess brings a pragmatic environments, and be on guard to serve our membership constituency.

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www.IYBA.org | february/MARCH 2021 13 THE MARKET TOOL CHEST by Casey Noble, Sales and Marketing, IYBA WHICH API FEED FITS YOUR COMPANY BEST? IYBA.PRO OFFERS THEM ALL

In the past five years, IYBA. of a more targeted audience. Take the IYBA members at Nautical Ventures for Pro has grown to be one example, who recently began sending of the most significant their feed to Costco. member services our Taking advantage of this open API has proven to be very valuable not only association offers. Our in gaining leads and boosting your SEO team has worked hard to but also in productivity, with the ability build a robust tool that is to integrate your custom data, such as CRM, with certain advertising sites. tailored to yacht brokerages Users over at HMY were even able to and their daily workflow, work with BoatQuest to have their own intake form that is compatible with their offering the ability to HubSpot CRM. With an open-source market your listings, platform like IYBA.Pro, the options to enhance SEO and quickly market your listings are endless. Cost: Free with your account create elegant marketing For more information on getting material. started with BoatQuest, contact Jessica Schultz at 239-738-3132 or email “What IYBA.Pro provides is so much [email protected]. better than the rest, and the cost isn’t that much when you take into account all the other fees companies charge,” said Keith Perfect of WordPress Websites are now available through IYBA.Pro, which Northrop & Johnson. includes both the live and marketing API feeds. This website template One feature that our platform has mastered is the implementation of is completely customizable to fit each brokerage’s specific branding and our numerous APIs (application programming interfaces), not only for necessities. With unlimited yacht search pages, you have the ability for brokerage houses, but for advertisers global search, featured search, by broker, and data analysts throughout the by manufacturer, or whatever you’d like! yachting industry as well. Having the “What IYBA.Pro provides is so Our program designers are available to ability to store all company data on much better than the rest.” set up all webpages that pull data from your own servers, feed it directly to our portal and design your site look as your website, and enhance your public presence online through our luxurious and refined as the top names in the industry. feeds has shown to be extremely beneficial to many of our current users. Cost: $250 per month. So, which API feed is most suitable for your brokerage and its To see an example of everything our WordPress templates can bring to the needs? Here’s a description of each API feed we currently offer with table, visit https://demo.iyba.pro.stagingsite.biz/. IYBA.Pro. Scraping API, which gives your company the capability to store all Live API, presently our most utilized API feed, can feed all inputted the portal data locally, provides you with full control over data delivery data, and co-brokerage data, from the portal to your website. The feed so you can use it strategically. It also allows you to blend feeds from consists of on-demand, targeted data that is necessary for a specific other systems along with ours, so your website will have some of the webpage. The information appears fast and saves brokerages from most intricate and exclusive information on vessels for sale. having to update their information in more than one place. Cost: $499 per month. Cost: $150 per month. Clearly, there are many options available to help you find the API Marketing API allows users to freely send all of their inputted data, feeds that are most appropriate for your company, even outside of what and co-brokerage data, to any public-facing site you wish for approved IYBA.Pro offers. With our low prices, you’ll come to realize that the purposes. IYBA already has a substantial number of advertising partners benefits and quality of our platform is superior to any other offering in available that offer discounted pricing and extended trials to display the yachting industry, and with our members’ continued support, IYBA. your listings, including BoatQuest (newly launched by AIM Media), Pro will continue to grow and improve its features until it has become Rightboat, Yacht Authority, TopBoats.com, and many more. the most robust and elegant platform that is truly industry-owned. Want to get your listings on an advertising site we aren’t partnered with? No problem! Many users of this API have formed their own For more information on IYBA.Pro, please contact [email protected] or relationships with reputable companies to get their listings in front [email protected].

14 FEBRUARY/MARCH 2021 | www.IYBA.org 1- "č/-N 7 "č/-N*"7 , "č/-N-č "č/-

THE SEARCH FOR YOUR NEXT BOAT BEGINS—AND ENDS—HERE.

>vw>ÌÜÌ Ì i9 č]Üi>ÀiV >}}Ì iÜ>ÞÞÕV>ÃÌÞÕÀiÜ>`ÕÃi` ÛiÌÀÞi°7 iÌ iÀÞÕ>ÀiÃi}ÀÌ i>ÀiÌ]}iÌ>VViÃÃÌ`>ÞÌ V«Ài iÃÛi]VÌiÌ`ÀÛi]L>ÌÃÌ}ÌÃ°7i>iÞÕÀÃÌ}>`Ãi>ÀV } «ÀViÃÃÃ«i]v>ÃÌ>`Ì i}°For more information on how to enhance your listings and company contact Jessica Schultz at [email protected]

/ ÕÃ>`ÃviÜ>`ÕÃi`L>ÌÃvÀÃ>i]L>ÌLÕÞiÀÃ}Õ`iÃ]>ÀÌViÃ]Û`iÃ]ÌiÀÛiÜÃ>`Ài° THE MARKET MIASF UPDATE by Patience Cohn, Marine Industries Association of South Florida ADVOCACY UPDATE – BOATS, TRAINS AND REGULATION

Rules, regulations, and legislation impact marine back to headquarters with his recommendations on the regulation. The item offering the most impact to large vessel sales and interest businesses and their customers regularly. The to the IBYA community may be the ongoing struggle of compliance start of the new year is a good time to look at a with Certificate of Financial Responsibility (COFR) insurance and few issues that have surfaced over the past year. Non-Tank Vessel Response Plan (NTVRPP) after a change of vessel ownership. Several years ago, Mariners Safety The U.S. Coast Guard (USCG) Sector Miami issued a Information Bulletin Round Table at the 2020 Fort Lauderdale (MSIB) stating it International Boat Show this year was would no longer issue waivers because led by the new leader of Sector Miami of the exposure and risk should there Prevention Division, Commander Steve be an incident based on the quantity of Elliot. With 38 years of experience and hazardous liquids onboard. a solution-oriented disposition, he is an The problem came in the turn-around asset to their team. time for approval of the new plan; Issues of highest priority discussed reportedly up to 60 days, thus keeping at the event included the alarming the vessel offshore for that period and number of recreational vessels that are not in a Florida shipyard or marina. failing to file an Advanced Notice of After several visits to headquarters and Arrival (ANOA) in a timely manner. following a discussion with Captain of the Currently there are approximately 19 Port, Captain Burdian, Miami is again cases scheduled to go to hearing for issuing waivers to vessels on a case-by- failure to comply, and it should be noted Vessels wait for a bridge opening on the New River case basis if the plan is current, and there the significant fine attached is $94,219. is a COFR in place. The USCG also mentioned when a vessel MIASF is currently drafting legislation reports it was unable to connect to the to respond to a Congressional request system, they can and do verify there was a on addressing the problems with the failed attempt. definition of a recreational vessel and U.S. Longshore and Harbor Workers’ The status of Fort Lauderdale’s Compensation Act insurance. Approval New River bridge is always a topic. Two of federal legislation can be a slow positive steps are being taken. The first process, but there is cause for optimism is a new regulation that guarantees the as the language was requested. Should bridge is open to navigation the first 10 the changes pass, it will reduce the minutes of the hour is close to the final USL&H burden for those who work on rule process. The second step is Broward recreational vessels. County and the Florida Department of Transportation (FDOT) have signed a Additional item of note memo of understanding (MOU) about The Florida Keys National Marine future commuter service on the Florida U.S. Coast Guard Round Table Sanctuary has a marine zone called the East Coast Railway (FEC) track. This Area to be Avoided (ATBA) where any MOU has triggered FDOT vessel greater than 50 meters to move to the study phase An alarming number of recreational is not allowed to operate. The for the new bridge that will be zone appears on all nautical needed. vessels that are failing to file an ANOA charts as a “Prohibited Area” and covers an area from just U.S. flag working group in a timely manner. south of the Port of Miami There was discussion to the Dry Tortugas. Florida on the status of the development of the regulation to permit private Fish and Wildlife Commission is responsible for enforcement and there recreational yachts over 300 gross tons to register under the American has recently been an increase of violations by the yacht segment. flag. Commander Elliot took the initiative and spoke to headquarters. The old saying, “The squeaky wheel gets the grease” apparently For more information about the Marine Industries Association of South has a different meaning in the USCG. Elliot is now responsible for Florida, please visit www.miasf.org. developing a working group of industry representatives and is to report

16 FEBRUARY/MARCH 2021 | www.IYBA.org THE MARKET COFFEE IS FOR CLOSERS

by Jenny Burkett, Boats Group ®

Q4 2020 BROKERAGE REPORT SHOWS SIGNIFICANT INCREASES IN DATA REFLECTS PERIOD U.S. SALES, VALUE SOLD AND PRICE FROM OCTOBER 1 - DECEMBER 31, 2020 U.S. 2019 2020 YoY % Change According to reports from Boats Group’s soldboats.com and Boats Sold 8,006 9,561 +19% YachtCloser data sources, sales of brokerage boats in the U.S. and around the globe increased signiﬁcantly year-over-year (YoY) during the Value of Boats Sold - USD $1,340,469,177 $1,993,902,717 +49% Oct. 1 - Dec. 31, 2020 reporting period. The data show transactions in Avg Boats Value - USD $167,433 $208,545 +25% the 2020 fourth quarter (Q4) rose 19 percent YoY in the U.S. and 17 percent YoY internationally. International 2019 2020 YoY % Change With strong sales recorded for boats of all length groups, the total value of boats sold increased by 49 percent YoY in the U.S. and the Boats Sold 2,377 2,790 +17% average price per boat sold jumped 25 percent. A similar trend could be Value of Boats Sold - USD $761,067,278 $750,494,401 -1.4% seen in Florida, with unit sales up 21 percent, total value increasing 42 Avg Boats Value - USD $320,180 $268,988 -16% percent and the average price per boat sold up 18 percent YoY in the state. In contrast, while boat sales were up internationally, the total value Florida 2019 2020 YoY % Change of boats sold fell 1.4 percent YoY, while the average price per boat Boats Sold 2,157 2,602 +21% sold declined by 16 percent. Markets outside the U.S. saw far greater Value of Boats Sold - USD $696,296,042 $988,252,268 +42% demand for smaller boats. In Q4, international sales of boats under 26 feet increased 33 percent YoY, compared to growth of only 17 percent Avg Boats Value - USD $322,808 $379,805 +18% YoY in the U.S. Overall, boat sales went full-throttle worldwide and provided a strong YachtWorld’s data is derived from Boats Group's soldboats.com ﬁnish to the year. and YachtCloser data sources.

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www.IYBA.org | february/MARCH 2021 17 T H E

T ON THE HARD f t E e K r M A R by Miguel Pineros, Flamenco Marina DEDICATED SERVICE AMID SPECTACULAR VIEWS AT THE ENTRANCE TO THE PANAMA CANAL

Flamenco Marina is located on Flamenco Island, on Amador Causeway, a popular Panamanian tourist destination. Its beautiful, panoramic pathway offers views of the Bridge of the Americas and the entrance to the Panama Canal on the Paciﬁc Ocean side.

Just 15 minutes from Panama City, Flamenco Marina is a well- established port of call with full marina services. It is the only local marina with International Ship and Port Facility Security (ISPS) Code certification, offering berthing for yachts up to 200’, and wide navigation channels for your maneuvering convenience. Our friendly, bilingual marina staff offer mooring assistance from the moment your yacht arrives. Our mission: We are a Panamanian company that provides a first- class marina, along with tourism and entertainment services, with a high sense of social responsibility. We are committed to provide our visitors the best maritime and entertainment experience during their visit. stores on site. Flamenco Marina amenities Marina is strategically located Flamenco Marina is protected by two breakwaters. Maximum near the local fishing grounds. depth is 23´; minimum 5ón zero tide for your arrivals and departures. Government offices on site include Migration, Quarantine, and the Lots to see and do Panama Maritime Authority. Yacht owners, guests and Among the marina’s many services and amenities you will find: crew will find a lot to see and • Floating docks with permanent water and 24-hour access do on Amador Causeway. • 20- to 240-V 50-amp electricity They can enjoy the gift • Four fuel docks with low-sulfur diesel and non-ethanol gas shops and the only duty- • Free WiFi • Drinking water • Laundry services It is the only local marina with • Foreign garbage disposal International Ship and Port Facility • Marine firefighters. free shop outside the international Security (ISPS) Code certification airports, as well as the Felipe Motta Boatyard on site wine shop and deli. There also are a Flamenco Marina also has variety of restaurants located near the marina. Other Amador Causeway a full boatyard for yacht repairs and maintenance. It is equipped with attractions include the Biomuseo designed by noted architect Frank a 100-ton Travelift for convenient haul-outs. This facilty offers a full Gehry, and the Smithsonian Tropical Research Institute is nearby. menu of technical services, including: Marina guests can find exercise, walking, jogging and biking paths right • Painting off the canal path, • Fiberglass repair Flamenco Marina is only 10 minutes from Albrook Mall, the second • Welding largest mall in Central America, and it’s just 15 minutes from the • Mechanical engineering Miraflores Lock and Visitors Center, where guests can learn all about • Electrical supplies and electronics the Panama Canal. Historic Casco Antiguo, Cinta Costera and its • Motor parts vibrant nightlife are also just minutes away. • Propellers Flamenco Marina is located at Lat. 8° 54.730Ń. Long.79° 31.316 W. • Shafts and shafts seals service. For berth reservations, please call: +507 314 1980/ 314 1535; email: There also are chandleries and marine stores, and fishing tackle [email protected], or call on VHF Channel 10.

18 FEBRUARY/MARCH 2021 | www.IYBA.org ALL BROKERS WELCOME TO INTRODUCE THEIR CLIENTS VAN DER VALK HAS NO EXCLUSIVE AGREEMENTS

VAN DER VALK EXPLORER SIZES BETWEEN 65-132 FT (20-40M) | DELIVERY FROM 14 MONTHS

BEACHCLUB PILOT RAISED PILOTHOUSE FLYBRIDGE Sizes between 62-132 ft Sizes between 76-132 ft Sizes between 85-132 ft Sizes between 65-98 ft (19-40m) (23-40m) (26-40m) (20-30m) Delivery from 12 months Delivery from 15 months Delivery from 15 months Delivery from 12 months

Van der Valk Shipyard has been constructing both steel and aluminium motor yachts since 1967. The family-owned shipyard employs more than 50 craftsmen and is located in Waalwijk, the Netherlands. Its founder Mr. Wim van der Valk is still a driving force behind the company. The yard has primarily earned its worldwide reputation from several award-winning semi- custom yacht series. Van der Valk also has the capacity to build fully custom designs.

Contact our experience center +31 (0)416 651 562, Waalwijk, the Netherlands Find out more at www.vandervalkshipyard.com THE AFTERMARKET TECH by Joe Schwab, Bluewater Chairs FINISH AND REFINISH: THE GOOD, THE BAD, AND THE UGLY – AND THE SOLUTION

You have a showing at 2 p.m. It’s a 6-year-old sitting in the driveway. Egg sinkers, soda cans, hooks, needles and other miscellaneous items end up getting placed on them as well. Using a bait sportfish that the current owner takes to the knife to cut something directly on the wood surface can expose exterior Keys and Bahamas to fish with friends. You finish, which allows moisture and sunlight to advance the aging of the arrive at the boat ahead of time to get the lights wood in that area. turned on, confirm the air conditioning is What’s the cure? running and make sure there are no surprises. Preventative measures include sealing the broken finish. A dab of epoxy, clearcoat or even clear nail polish will reseal the surface and buy When the customers arrive, they step into the cockpit and the first some extra time before the sun and weather begin their transformation. thing they do is ask about the chair or rocket launcher. After all, it is Even though it is the first thing that guests see or notice, exterior the centerpiece of the cockpit that guests will see first when they walk up to the boat. As the cover comes off, you’re shocked to see the rocket launcher looks like it was shot with birdshot and left in a field. What happened? When the piece was made, it likely was sanded before the finish was put on. Usually, this requires several coats of varnish or epoxy and sometimes a clearcoat over all of that. Generally, it’s varnish, which is a clear coating that has long been used to seal wood and give it a deep rich finish. Varnish by its nature cures and hardens with exposure to the environment and time. Epoxy is a similar coating but uses a chemical reaction to physically cure the mixture. When doing a refinish, it is important to make note to the rest of the wood in the area so that the aging and coloring will match. Varnish tends to lighten or turn golden over time. The epoxy-coated parts will age by turning darker and some hues of red. The piece of wood is now sealed under this clear coating. Moisture and contaminates cannot get to the wood. The coating sometimes has UV stabilizers to help withstand the direct sunlight. Natural wood ages and this sealed cover Time and patience are the keys to a successful refinishing job. will help it do so evenly. Typical maintenance here would be like any other piece on the boat, soapy water, rinse, chamois and a wax wood furniture maintenance often is overlooked, or corners are cut every now and again. with repairs. Because of the environmental exposure, they fail almost The boat’s chairs, table and rocket launcher are exposed every day to immediately. the elements. Add to that, impacts from an excited angler’s rod butt, a In addition to your routine maintenance, examine tables, the rocket mate’s pliers/crimpers or a mechanic’s misplaced tool. Imagine setting a launcher or chair for necessary touch up and perhaps another coating pair of steel pliers directly on the hood of a brand-new Range Rover or of clear coat with UV inhibitors. Of course, an experienced crew can an unprotected fishing reel on the trunk lid of a Mercedes while it was do this but a company or yard that specializes in furniture refinishing

20 FEBRUARY/MARCH 2021 | www.IYBA.org THE AFTERMARKET TECH

Even though it is the ﬁrst thing that guests see or notice, exterior wood furniture maintenance often is overlooked, or corners are cut with repairs.

At this point, we will have to separate the fishing equipment from the tables. Again, both methods can be done by a crew member. However, because of the difficult job of sanding or the dangers of the chemicals, we recommend delegating this work to a company that specializes in this work. Once stripped, the surface needs to be prepped and left in smooth bare clean wood condition. This stripping method can be done to any hardwood or solid surfaces. Many tables are built using veneer to save weight and cost. Veneers allow for the creation of different surfaces with inlays, starbursts and other designs. Unfortunately, these veneers are paper thin and do not allow for any stripping or refinishing.

Time for a touch-up Preventative maintenance is just as important for wood finishes Harsh sanding and or chemicals will eat through the veneer exposing as for other areas of the boat. the plywood below. The best solution on these tables is a “touch-up”, or have a qualified group apply a new veneer and finish. Given the amount of labor involved, purchasing a new table often is the most cost-effective is better prepared to find and make the repairs and inspect the overall route. condition and hardware. They also can source and replace any worn Table manufacturers and boat builders sometimes make top surfaces or broken pieces. Since they have the proper tools and materials, the from book-matched solid wood. Usually the surface is ¼- 3/8 inches of turnaround time and headache factor are greatly reduced. solid hardwood. These will be more stable over time and stand up to During a touch-up, any damaged or “lifted” areas can be spot- heavy sanding and refinishing. repaired, recolored and resealed. These will appear as lighter yellow Now that we have raw wood, we need to prep the surface and build freckles or spots. When a hard corner like a rod butt impacts the up the finish. There is no fast or inexpensive way to do this. Time surface, the finish and wood tend to flex. During that movement, and experience are the two main ingredients to assure a great looking, the bond with the layers of finish or wood can separate or lift. If left mirror quality, long-lasting finish. Seal the wood and apply several build unrepaired, the atmosphere will begin to weather the wood underneath, coats along with several finish coats. In the end, a stripped piece should like a teak deck, which will begin to turn a slivery gray. look exactly as if it rolled out of the showroom. Now the repair will require removing the discolored wood surface down to the natural brown and then rebuilding the finish. The result About BlueWater Chairs will be a slightly darker area that will eventually mellow to the same Based in Fort Lauderdale, BlueWater Chairs specializes in color as the rest of the piece. With a regular touch-up by a qualified refinishing and repairing all types of marine furniture. Our primary company, many of these problems can be caught and corrected early on. focus is exterior helm chairs, fighting chairs, rocket launchers and tables. With more than 33 years’ experience building and refinishing Additional issues all types of chairs, furniture and hardware we truly are a one-stop shop. Depending on the finish that was originally used or the time in At BlueWater, we are able to make the necessary repairs, refinish it between touch-ups, the coating itself can change appearance. This is and complete the work efficiently. And, because of our scale, the cost is caused by UV exposure, natural expansion and contraction of the wood reasonable. due to ambient air temperature or surface temperature and even a Since most customers have a trusted mechanic, a trusted refinisher breakdown in the chemical structure of the finish itself. is also important. As with mechanical systems, routine and preventative Silver or gold flecks under the finish are caused by wood movement, maintenance will always lead to less down time and less headaches while milky or white spots or large flaking areas are signs of a finish with wood finishes. Besides, it will keep the exterior looking great and failure. In this case, stripping all of the material may be the best avenue. guarantee positive first impressions when guests or potential buyers In addition, if there are spots or a large, damaged area in a visible walk down the dock. location, the piece will need to be stripped. Stripping can be done two ways. The first is sanding off the finish using anywhere from 40- to 120- For information about BlueWater Chairs, please visit grit and lots of elbow grease. The second is to use chemicals to break www.bluewaterchairs.com. down and remove the finish. This method will still require sanding the remaining residue.

www.IYBA.org | february/MARCH 2021 21 THE AFTERMARKET TECH by Louisa Beckett, Turnkey Communications & PR, Inc. SANITIZING A SUPERYACHT FROM THE INSIDE OUT

During the global COVID-19 pandemic, director superyacht business development. Through its air purification system, PYURE technology creates superyachts have functioned as luxurious powerful hydroxyl molecules (OH) to sanitize a yacht’s interior spaces. “bubbles” in which owners can enjoy socially • Hydroxyls cleanse the atmosphere of harmful substances, replacing distanced getaways on the water. But with them with critical organic compounds. • When the PYRURE Dynamic Protection system is installed into a guests, crew, security, vendors and service yacht’s HVAC system, hydroxyls work to disinfect the air, surfaces, technicians continually coming and going from and fabrics onboard proactively and continuously. these vessels, how sanitary and COVID-safe are • Hydroxyls become powerful sanitizing agents that immediately eliminate viruses, bacteria, odor molecules, mold, volatile organic they, really? compounds (VOC), and more. • Newly formed hydroxyls react with contaminants, forming new VIKAND, a leading global healthcare solutions provider for the oxidants that quickly disperse to sanitize air and surfaces. maritime industry – including 23 cruise ship lines – offers an answer: the “Recent lab test results on COVID-19 (SARS-CoV-2) indicate PYURE Dynamic Protection™ the following PYURE log air purification system, available The crew think the PYURE system reductions: 1) In air: 99% in 20 for installation on yachts and minutes and undetectable in 80 superyachts. helped protect them from a major minutes; 2) On surfaces: 99% “VIKAND is responding in one hour and undetectable in rapidly to the needs of the outbreak onboard. three hours,” Hallberg said. yachting and superyachting markets to supply and manage proven COVID-19 prevention, Easy to retrofit identification and mitigation strategies and products,” said Peter Hult, “PYURE units – hydroxyl generators – are easily retro-fitted into VIKAND CEO. “It cannot be understated that our proven track existing HVAC systems without any pressure drop,” Hallberg said. record installing PYURE Dynamic Protection in the luxury cruise and “The solution is very safe, efficient, has low power consumption, low commercial shipping industries can be mirrored in yachting. We have maintenance requirement and can save a lot of energy (money and the technologies, understand the logistical considerations, and have a CO2 emissions) on the HVAC systems. PYURE is available as custom superb technical, medical and management team.” in-duct units and/or portable units. Every solution produces hydroxyls that cascade into interior spaces to break down COVID-19 and other How it works pathogens, preventing cross contaminations.” “PYURE [is] an FDA-approved technology that proactively and In addition, the PYURE Dynamic Protection system offers continuously addresses virus, bacteria, odors, black mold, allergens, and substantial energy savings by allowing a higher recirculation of air, while VOCs both in air and on surfaces,” said Mattias Hallberg, VIKAND maintaining highest air quality possible, and a significant ROI.

Success story Hallberg reports that recently, a superyacht with a PYURE system Pyure PYURE Dynamic Protection installations installed onboard had a COVID-19 scare. “They were six-plus days at on Superyachts sea with 40+ people onboard; all had tested negative prior to boarding. Therefore, the crew were not following any protocols. The crew were To date the PYURE system has been installed on nine large yachts, unaware of COVID-19 being present onboard until they reached their with many more in the pipeline. destination, and all were tested,” he said. “Only one crewmember got Heesen 36M (full interior) infected by the person bringing it onboard. The crew think that the • PYURE system helped protect them from a major outbreak onboard.” • Mondomarine 51M (grey water) Hallberg added, “No company needed to come onboard and • Codecasa 60M+ (full interior spray chemicals or destroy the interior with poisonous ozone or other • Benetti 60M+ (full interior) toxic treatment…. The PYURE system sanitizes the entire vessel Feadship 60M+ (full interior) continuously 24/7/365 and means an extra, extremely strong layer of • protection against the worst pandemic in modern history. • CRN 80M (full interior plus black and grey water) “In closing…, this green, safe and proven technology saves money • Feadship 100M+ (full interior, plus black water) while protecting the yacht, owners and crew against all present and • Superyacht 120M+ (full interior) future pathogens in decades to come.” Superyacht 125M+ (full interior). • For more information, please visit https://vikand.com/pyure-yacht.

22 FEBRUARY/MARCH 2021 | www.IYBA.org tomorrow in...

worldwide boat transport +31 20 214 2124 | [email protected] | weshipyachts.com | The Netherlands

www.IYBA.org | february/MARCH 2021 23 T H E THE WORLD SCENES w o r l d by Jennifer Bohmann, TTH Marketing Group BAY STREET MARINA’S MAJOR DEVELOPMENT PROGRAM

Located in the heart of Nassau, Bay Street Marina is The Bahamas’ first marina conveniently located on East Bay Street, within walking distance of Paradise Island to the east and downtown to the west. It also serves as a convenient gateway for cruisers bound for Eleuthera, Marina amenities the Exumas, and beyond. • Swimming Pool (open 6 am – 8 pm) • Fitness center (open 8 am – 10 pm) Now, Bay Street Marina is pleased to • Guest Lounge with television and announce a major expansion. The marina kitchen (open 8 am – 5 pm) has added 30 new slips, for a total of 120. • Business center These new docks can accommodate vessels • Showers (open 8 am – 10 pm) up to 22’ draft and 500’ in length. • Full laundry facilities (open 8 am – In addition, the following items have 10 pm) been completed in and around Bay Street • Grilling station by pool Marina: Fuel service is now available at • Fish-cleaning station RUBIS fuel dock at Dock D and the marina offers ultra-fast WiFi with • Multiple dining options right on On-Spot. Communication will be easy with this high-powered WiFi the docks system, as well as CCTV to ensure the security of your vessel and • Courtesy transport to Solomon’s property. Each slip is equipped with fresh water and electrical service Fresh Market from 30-amp power up to direct 480-V feeds. • Minutes from Paradise Island and An amenity-rich “home away from home”, Bay Street Marina has historic Nassau. a tranquil swimming pool, air-conditioned restrooms and showers, Port of Entry laundry room, crew lounge, fish-cleaning station, BBQ grill station, For boaters who have not already cleared Bahamian Customs & and an on-site bar and restaurant, Green Parrot, for enjoyable dining Immigration prior to arriving at Bay Street Marina, please have the experiences right on the docks. yellow quarantine flag up and we will call immigration and customs to clear the vessel upon arrival. Marina information For more information, and to make reservations, email • 120 slips for transient or permanent docking [email protected]; call 242-676-7000 or use VHF Channel 16. • Accommodates vessels from 40' to 500' www.baystreetmarina.com. • 12' draft, low tide – up to 22' • Electrical supply: 30-amp to direct feeds of 480-V Bahamas Charter Yacht Show Info • Ultra-fast WiFi with On-Spot • Finest Brazilian Ipe wood docks The 2021 Bahamas Charter Yacht Show, originally scheduled • 24-hour dockmaster services to be held at Bay Street Marina in late February 2021, has moved • Ice to the Rybovich Superyacht Marina in West Palm Beach, Florida. • Full CCTV, 24-hour security It will be held February 25-26, 2021. Yachts and brokers will be • High quality reverse-osmosis fresh water at every slip treated to a Bahamian-themed two-day event. The goal of the • Wastewater disposal facility show is to celebrate the charter yachts that travel The Bahamas • Pumpout and to educate the international brokerage community about the • Pets welcome boundless charter opportunities and provide up-to-date travel • Immediate yacht wash down & polishing available information from around The Bahamas. • Fuel Station – RUBIS fuel dock at Bay Street Marina Dock D. Beginning in 2022, the annual Bahamas Charter Yacht Show will return to Nassau.

24 FEBRUARY/MARCH 2021 | www.IYBA.org Reach more, sell more.

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www.IYBA.org | february/MARCH 2021 25 THE WORLD SEAS by Kim Kavin, Imagine Media LLC HOPE ON THE HORIZON

Sarah Sebastian of Nicholson Yacht Charters & started in Palm Beach with weeklong itineraries to the Keys. One client Shaffer worked with on a Bahamas itinerary used a Services on Antigua only booked about a third seaplane to get to the yacht while avoiding crowds (literally, to get of the Christmas charters she normally handles. within feet of the swim platform, where the seaplane landed). That And a few broker friends, she says, told her she’s client never left the boat once in The Bahamas. “They wanted no touching of land whatsoever,” Shaffer says. the only one they know who booked any holiday “Everyone was tested – the crew, the guests – and they didn’t come in charters in the Caribbean at all. contact with land except to be retested after ﬁve days in The Bahamas.”

That’s not to say that Caribbean charter yachts have been sitting Caribbean challenges remain completely idle. Sebastian says the three biggest Caribbean clients she had over the “We’ve got lots of boats here, and the docks were empty over holidays flew privately as well, albeit on jets. Clients who can afford that Christmas and New Year’s,” Sebastian says. That’s a good thing. It kind of travel tend to book bigger boats, so those are the yachts getting means the owners and guests were on board. Apparently, St. Barths was most of the bookings in the islands, she says. absolutely mobbed.” Things are so challenging in the Caribbean right now that she Most of her charter clients didn’t want to travel this winter because has stopped encouraging her clients to book charters altogether. of the continuing COVID-19 pandemic, she says. The older clients, Regulations in the islands – which have limited medical facilities in case with vaccines now coming online, canceled existing bookings and said of an outbreak – are cumbersome. they would wait. “I just don’t want “I think if we can just Clients awaiting their turn to get a vaccine to encourage people knuckle down for the next to book and have them few months, things will shot … are already talking about charters for cancel two weeks before start to get better,” she they’re supposed to adds. “I can’t believe that this summer and next winter. come out,” Sebastian last year, my biggest concern was whether the fish-food golf balls would says. “We feel like the COVID testing center of English Harbour. arrive in time for the charter. Now, I’m worried about people’s lives.” Sometimes I’m doing 12 guests and 20 crew. It’s thousands in fees. It’s quite intense. Everything is intense. Shipping is slow, cargo planes are Florida & The Bahamas have business getting canceled –everything is taking four times longer than it should.” Some of the business that typically carries the Caribbean charter But looking ahead, she says, clients awaiting their turn to get a season appears to have shifted farther north, to Florida and The vaccine shot all around the world are already talking about charters for Bahamas. U.S. clients who did charter for the holidays stayed closer to this summer and the winter 2021-22 season in the Caribbean. home, embarking and cruising in South Florida. “We’re thinking that by May,” she says, “with all the vaccinations “Business for charters happening in Florida and the Florida Keys, coming online, by July or August, the whole world should be looking there has been an unbelievable amount. I’ve never booked so many like a much better place.” charters in these places. That and The Bahamas,” says Jeff Shaffer, charter management director at Superyacht Sales & Charter and co-chair of the IYBA Charter The 118’ charter yacht Legacy in Professionals Committee. The Bahamas His Caribbean business, like Sebastian’s, has been flat, but his Florida business has been booming since well before the holidays. “One of my yachts, with the exception of March and April, I’ve booked one to two charters a month,” Shaffer says. “The owner said he can’t believe there’s this much business. A majority of those charters have been in Florida.” Many of the clients, Shaffer says, are starting in Miami or Fort Lauderdale and cruising to the Florida Keys. Four of the yachts he booked for the winter holidays

26 FEBRUARY/MARCH 2021 | www.IYBA.org S"ĺGJ7#Jĺ =ĺ7J#8

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THE WORLD’S AQUARIUM: ISLAND-HOPPING IN THE SEA OF CORTEZ

The narrow Sea of Stargazing at night will soon Cortez is flanked by become your favorite pastime. mainland Mexico Day 2: Isla Espiritu Santo and Baja California, Watch the undulating scenery unfold as the yacht cruises offering an intriguing to Bahia San Gabriel at the coastline that remains southern end of uninhabited Isla somewhat of a secret Espiritu Santo. Renowned for a geological rainbow of colors, destination. Aptly Balandra Beach the vibrant red, pink and brown named “the world’s volcanic rocks, lapped by bright aquamarine sea and fringed by aquarium” by Jacques white sands, are an incredible sight. Punta Prieta to the north end offers Cousteau, the waters here are thrive with an sublime snorkeling grounds, while hikers will enjoy the trail leading abundance of fascinating marine mammals from the beach to beautiful Playa Bonanza on the east side. A declared UNESCO Natural Protected Area and World Heritage Site, the such as whale sharks, humpbacks, sea lions biodiversity of endemic flora and fauna, varied marine life together with and mobula rays. The contrastingly rugged important archaeological remains found here is astounding. Take time desert islands, scattered across the sea, rise with to explore in the tender, kayaks or PWCs and go ashore to stroll along white-sand beaches plus enjoy some amazing snorkeling. For those towering cacti-dotted crags while powder-sand feeling active, take a hike to watch the sunset from the hills, with the beaches are strewn below. These hidden gems reward of a refreshing cocktail at the top. Head back to the yacht for a are ideally discovered by yacht to explore and delicious al fresco dinner prepared by the chef and taken on the aft deck. experience the countless riches on offer. Day 3: Isla Partida Head to enchanting Isla Partida, separated by a narrow channel from Day 1: Balandra Cove Espiritu Santo, at sunrise and drop anchor in the turquoise waters on Captain and crew members meet you at La Paz’s Manuel Marquez the northern tip at Ensenada Grande. Watch lively sea lions frolicking de Leon International Airport and escort you to your yacht, berthed in the waters at the nearby Los Islotes isles whilst taking a leisurely approximately 20 minutes’ drive away. Following a refreshing glass of breakfast on the flybridge. Tender over to explore and take the unique Champagne or cocktail, the yacht will get underway and head to an opportunity to swim with the sea lion pups as they playfully whirl anchorage in the stunning bay at Balandra Cove. Keep your eyes out for around you – a truly memorable experience. pods of dolphins playing in the warm water along the route. Go to the eastern side of Isla Partida for some lively snorkeling spots During the afternoon, take time to enjoy the water toys in the and marvel at the reefs twinkling with life in the sunshine. On land, crystal-clear, shallow water and then take a sunset cruise around the visit the sea caves and explore the beaches famed for turtle nests. Great gorgeous Baja California bay on the yacht’s tender. Look out for the fishing action can be found at Marisla Seamount a few miles away, which El Hongo de Balandra (translated as “the mushroom of Balandra”) – a is also a top spot for diving with manta rays and schools of hammerhead unique rock structure resulting from thousands of years of erosion. sharks.

28 FEBRUARY/MARCH 2021 | www.IYBA.org THE WORLD SCENES

great local shopping. From Loreto you can arrange a variety of specialist tours, horse riding, spa visits or golﬁng opportunities.

Day 6: Isla Monserrate Starting the journey back south, your yacht will anchor off the deserted island of Monserrate. Very few visitors stop here, so Isla San Francisco you can relish the complete privacy. The clear waters are teeming with fish and it is an ideal location to try reef fishing or Day 4: Isla San Francisco billfishing – today’s catch can be tonight’s Cruise to anchor in Half Moon Bay at uninhabited Isla San dinner! Enjoy time snorkeling around the craggy cliffs with manta rays Francisco, once home to gold miners and pearl prospectors. Soak up the and whale sharks. Yellowstone Beach on the north end, named for the relaxed atmosphere and snorkel the rocky reefs teeming with yellow-tail mustard color of the sandstone cliffs, is almost a mile of pristine sand surgeonfish. Enjoy the yacht’s tenders and toys for a day of fun; soak up and a lovely place for a relaxed stroll and snorkeling. the sun on deck, or go paddleboarding in the secluded bay. For those Diving at Isla Galeras, a small set of islets about two miles north, is seeking adventure, hike to superb – expect rocky ledges the top of the mountain for populated by large schools panoramic views and watch Mobula Ray of yellowtail snappers and for schools of bottlenose pacific creole-fish – guitar dolphins leaping out of the sharks are often spotted water. here, too. Nearby, inhabited Isla Coyote, aside from a wealth Day 7: Isla Partida of snorkeling sites, offers Enjoy the final full a great place to mix with day of your charter in an the friendly local fishermen anchorage at the Partida – go to the quaint cantina Cove. It’s full of secret spots perched on top of the hill to explore on WaveRunners for a warm welcome. The or kayaks. At high tide, take village itself is charming a dinghy ride through the The Malecon with a whale museum and in La Paz channel between Partida some interesting sculptures. and Espiritu Santo to Alternatively, explore explore the fascinating sea Bahia Amortajada – through the dense caves. Alternatively, at low tide, the mangroves you will find a beautiful sandbar pass is a unique place to enjoy a lagoon to snorkel or kayak along picnic and some fun beach games. the reef. It’s also a perfect spot to Some six miles north of Partida is admire the flocks of pelicans splashing the El Bajo seamount and an ideal dive around. Walk along the white sandy site. This group of pinnacles hidden shoreline flanked by cactus gardens, red some 60 feet below the water is very mountains and turquoise waters. popular with moray eels, mantas, whale sharks and hammerheads. Day 5: Isla Carmen After a day of activity on the beach Cruise across the calm Sea of Cortez and in the water, spend the evening early and enjoy breakfast while passing relaxing on deck under the stars and through the Loreto Triangle. Your yacht will drop hook in a protected enjoy a mouth-watering dinner prepared by your yacht’s chef. anchorage ready for you to enjoy a full day of activities. Set in the Loreto Bay Marine Park, Isla Carmen is one of the Day 8: La Paz largest islands. Tender ashore to explore this once bustling salt-mining The yacht will get underway during brunch on board, passing by community, now turned to ghost town, with a mile-long pink salt pond. Espiritu Santo on the way through the Bahia de la Paz. Once ashore, Birdwatching enthusiasts will delight in the species here, such as the enjoy the small seaside city of La Paz with its wonderful waterfront scissor-tailed flycatcher, brown pelican and blue-footed booby. The Malecon walkway and local markets. Stop at a seaside cantina to enjoy a water also flourishes with marine life including turtles, orcas, dolphins locally made Margarita and a fish taco as a perfect end to your voyage of and sea lions, a veritable nirvana for snorkelers and divers. island discovery. From the yacht, soak up views of the Gulf of California and the looming Sierra del Gigante on the mainland above Loreto. Across For more information, visit www.oceanindependence.com. the channel, stroll around the small village of Loreto and enjoy some

www.IYBA.org | february/MARCH 2021 29 T H E INSURANCE

l a w by Scott Stamper, Atlass Insurance Group BOAT AND YACHT INSURANCE – NOT BUSINESS AS USUAL

Marine insurance is more challenging than ever, a constructive total loss greatly increases. As an causing angst among some in the brokerage example, let’s take a very community. What until recently was an easy and nice 30-plus year-old relatively inexpensive boat to insure is now often boat with a purchase price of $650K today expensive to insure or sometimes uninsurable. that might have sold for around $6 million when The reason is that numerous insurance carriers either have new. The new version withdrawn from recreational marine insurance, gone out of business of the boat would have entirely, or substantially restricted their underwriting appetite. had a hull deductible of 1 Meanwhile, boat sales have been robust, with many of the boats selling percent ($60K), while the to first-time boat owners. older version might have This is great for all of us in the boating industry at large. But deductible of 3 percent insurance carriers are not enthusiastic about offering coverage to new ($19.5K). boaters who often have a steep learning curve. The new boat would of course also generate considerably more Many recent boat sales have been for outboard-powered boats. premium. However, should the older vessel suffer a grounding, Triple and quad 400-hp and 425-hp outboards are now commonplace. lightning strike or similar physical damage, the repair expenses are equal Quints and sextuplet-powered boats with values well into the millions to if not greater than a new boat would incur for the same damage. are not uncommon. The performance potential and high hull values of When the repair expense approaches 80 percent of the insured value, these boats give insurance underwriters serious anxiety. underwriters most often will declare a constructive total loss. Insurance claims for theft of these types of vessels and their navigational electronics have Other coverage issues increased exponentially in recent Today’s marine insurance Another challenge is the years. In response, underwriters underwriting logistics can be increasing size of vessels with a have imposed conditions in their request to be insured as an owner/ policy language that require complicated and time-consuming. operator without paid crew. the vessel to be equipped with a Carriers do not have a hard-and- monitored security system that provides GPS tracking and notifications fast rule in this underwriting concern. But 65 feet is a fair rule of thumb to the owner or designees when the vessel breaches the geo fence. to use as a cutoff. It is not that a 75-foot boat is exponentially more Of course, the vessel can still suffer electronic component theft difficult to navigate. However, larger boats generally represent higher without being moved. So, many insurance companies are beginning to values, more complicated systems, etc. The higher value means greater insist that the vessel be equipped with a theft intrusion deterrent system. risk to the underwriter. We are all accustomed to such levels of security for our homes, cars and When the insured value at risk is significant, underwriters generally businesses, but it is becoming a standard insurance requirement for will insist that the vessel be maintained and operated by professional crew. our boats. Many owners are far more qualified to maintain and operate a larger boat than some licensed crew. This is understood. The reality is that owners Higher deductibles with the financial ability to own a high-value boat have other professional Following Hurricane Andrew in 1992, we began to see the and recreational activities that often keep them away from their boat, imposition of Named Windstorm deductibles. Initially we had double which does not make for a good risk. Underwriters prefer to insure vessels deductibles for wind. Now, we are accustomed to 5 to 10 percent where the crew is paid to attend and maintain the vessel on a full-time standard wind deductibles. Today, we also are seeing insurance carriers basis, mainly to mitigate risk, especially during the windy months. impose higher deductibles for lightning damage on vessels that will be Today’s marine insurance underwriting logistics can be complicated in Florida during the summer months. These deductibles also are in the and time-consuming. But insurance challenges most often can range of 5 to 10 percent of the insured hull value. be successfully resolved if you consult with a marine insurance The old boat issue is probably the most difficult insurance challenge specialist early in the process of vessel acquisition. Give the insurance to overcome. Statistically, older boats have a much higher incidence of negotiations as much time as it takes to arrange the financing and most mechanical failures, which often leads to a claim being filed with the of the last-minute anxieties will be avoided. carrier. But that is not the main crux of the challenge. Where a vessel has depreciated over time to a market value near to For more information, please contact Scott Stamper at or less than 20 percent of her new replacement value, the likelihood of [email protected] or call 954-525-0582.

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www.IYBA.org | february/MARCH 2021 31 THE LAW LEGAL BRIEFS by Sergio A. Botifoll, Esq., Villanueva & Hibbe P.A., with Steven N. Hibbe as a contributor FOREIGN FLAGS & OFFSHORE COMPANIES: WHY SOME CLIENTS NEED THEM AND OTHERS STILL PREFER THEM

On July 1, 2010, the Florida sales and use tax cap of $18,000 for vessels went into effect. While this forward- looking reform has been an empirical success for vessel owners, the Florida Department of Revenue, and the Florida marine industry at large, there are still reasons why boat owners may choose to or be required to use foreign ﬂags and offshore corporate jurisdictions. This is a brief primer to familiarize industry professionals with various options to better advise their clients.

In South Florida, specifically, there is no shortage of between living in the U.S. as a lawful permanent resident and not being foreign citizens who would prefer to pay the sales tax and U.S.-flag their able to U.S.-flag their vessel. Almost all of the commonly used foreign vessels. However, Lawful Permanent Resident (Green Card) holders are flags now allow for corporate ownership from jurisdictions outside of disallowed from U.S. documentation under the Jones Act. The law is that flag state. clear that only a U.S. citizen may U.S.-document his or her vessel. As an example, the British Virgin Islands (BVI) recently allowed For a vessel which will not engage in international travel, a Florida for foreign ownership of BVI-flagged vessels by entities of 64 non-BVI title and registration may seem like a good alternative. For any vessel corporate jurisdictions. A U.S.-based corporate entity now can utilize engaged in international travel, the best practice is to have a national a myriad of foreign flags including Cayman Islands, Marshall Islands, flag. Under international law, a vessel with a state title or registration is London Registry, Isle of Man, Jamaica and many other commonly used not considered a flag and assumes the nationality of its owner. This can flags. create problems for vessels The foreign flag approach travelling internationally. The law is clear that only a U.S. citizen allows for more options to suit Many lenders also require the specific needs of clients. more than a state Uniform may U.S.-document his or her vessel. However, there are limitations Commercial Code (UCC) to using a U.S. entity to own filing and prefer a recorded mortgage against a flag. a foreign flag vessel. For example, a foreign flag vessel operating in In addition to restricting the U.S. flag to U.S. citizens, the Jones Act U.S. waters must pay foreign citizen crew from a “foreign source.” This also requires U.S.-flagged vessels to be crewed solely by U.S. citizens. requires that the ownership entity be a foreign corporate entity. The Also, regardless of where the vessel may operate, a U.S.-flagged vessel is bank account may be from a U.S. bank, but the account must be in the always subject to U.S. federal law. These restrictions have replaced legal name of the foreign ownership entity. avoidance of sales tax as the primary drivers for U.S. citizens who still To further shift gears to the corporate side, it is always wise to prefer to foreign-flag their vessel. advise a client to own the vessel through a corporate entity. Corporate Many U.S. citizen clients want to avoid such strict limitations on the ownership provides liability protection which separates the assets owned hiring pool for crew. Other clients primarily use their vessel outside of by the company from the remainder of the client’s assets, with limited the U.S. and would prefer the optics of a foreign flag in addition to not exceptions. Estate planning is also a consideration. being subject to U.S. federal law in the event of a lawsuit. A common example is that corporate ownership of a vessel can allow for the asset to pass on to a surviving spouse if the membership Benefits of a foreign flag interest or shares of the entity are held in joint tenancy with a right Foreign flag options increasingly accommodate clients in the bind of survivorship, saving the estate money by allowing the asset to

32 FEBRUARY/MARCH 2021 | www.IYBA.org THE LAW LEGAL BRIEFS

automatically pass on to the surviving Corporate structure and flag spouse outside of probate. Corporate Corporate structure and flag choice are dependent on each specific ownership also can provide privacy choice are dependent on each client’s circumstance. Besides liability and anonymity to the owner. This protection and avoiding restrictions sort of privacy is important, generally, specific client’s circumstance. imposed on use of the U.S. flag, there when dealing with high net worth and are various other considerations, ultra-high net worth clients. especially when it comes to insurance or financing the vessel. It is always Given the various options allowed for by foreign flags, clients now advisable for a client to seek independent legal advice as well as consult have a wide range of choice in corporate ownership. The benefits with their tax advisors in connection with the choice of ownership of corporate ownership can be achieved using U.S.-based entities. structure and flag. The good news: there are currently a multitude of Delaware, Nevada, Wyoming and other jurisdictions, specifically, cater flexible options for clients to choose from. to these needs. However, many clients still prefer foreign corporate entities. On a personal note…. I would be remiss to not mention the passing of my mentor, Steven Additional considerations H. Hibbe. Many of you had the pleasure to know and work with Steve The combination of a foreign ownership entity and a foreign flag, throughout the years. His advocacy for individual clients always aligned especially for vessels that will not always operate in U.S. waters, does with not just the law but also the betterment of the marine industry, provide added liability protection in keeping almost any claim outside of both in South Florida and globally. U.S. jurisdiction. I have the privilege to have his son, Steven N. Hibbe as a Foreign corporate jurisdictions have increasingly strict due diligence contributor to this article and a future colleague as he is in his final year requirements. It is common now for these offshore jurisdictions to at the University of Miami School of Law. Steve will be missed, but it require much more due diligence information to be provided by falls to those he impacted to carry on his traditions of kind-hearted and the client as opposed to the requirements for creating a U.S.-based level-headed counsel to continue the betterment of the industry that he entity. There are also undeniably higher costs of maintaining a foreign loved so. corporation and a foreign flag. These costs are not without benefit or appeal to certain clients besides the current restriction imposed on For more information, please visit www.yachtcounselor.com or email foreign citizens. [email protected]. Committed To Helping Brokers Succeed

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www.IYBA.org | february/MARCH 2021 33 T H E MEMBER NEWS m e s m b e r

AMIIKIDS would like to DEANGELO MARINE EXHAUST is 89’ Moonen thank Josh Gulbranson of pleased to announce Justin Montes as its Fraser Yachts, Bruce Tait new CEO. A South Florida native, Justin of Tait Yachts, Jennifer graduated from the University of Miami Richards of Down East with a Bachelor of Business Administration. Yachting, and Jon Mitchel During this time, he assisted in several of Galati Yacht Sales for improvement projects for the University, their recent contributions ultimately earning him a Black Belt in Six to the AMIkids mission. Sigma (first undergrad to do so in school The proceeds from the 89’ Moonen, 40’ Feadship, 29’ Hinckley, and history). After a successful consulting stint, 106’ Custom Houseboat will support the AMIkids mission of helping Justin joined DeAngelo in 2005 where he vulnerable youth in 10 states. helped implement continuous improvement Justin Montes controls company wide. After a brief hiatus BOATHISTORYREPORT.COM announces that although 2020 was to help launch Advanced Waterjet Solutions with sister Jaclyn, Justin is a hard year in many ways, we are grateful that boating was a solution now back to oversee DeAngelo’s operations. (#quarenSEA) and thus the yachting EX.PLO.RE is pleased to announce that we are the fastest-growing industry thrived. broker platform. As the featured partner of IYBA, we turn your Florida continued to membership into leads through IYBA database integration, listing see YOY increases comparison and global yacht map search tools, a top tier website that is in new titles being your 24-hour showroom floor, and hands-free social-media integration issued, with October and engagement across up 24%, November all digital platforms – all up 21%, December at an affordable cost with up 31%, and a 12% minimal resources. Our increase for the entire greatest impact and value year. These stats add is that we help you gain were generated from our database of more than 120 million unique exposure, drive leads, and records, with over 21 million unique boats. If your brokerage is looking gain recognition for your for more specific market data, please reach out to Caroline, caroline@ hard work and save time so boathistoryreport.com, to discuss your unique needs. you can focus on client relationships and let us handle the rest. To find out more about our broker success, contact Becca Eisenberg at becca@ CONCENTRIC ADVISORS ex.plo.re. is pleased to announce the extension of their private yacht GALATI YACHT SALES (GYS) announces the opening of our security services to South Florida 14th location at The Luminary in downtown Fort Myers. The location clients. Their services offer includes slips on the Caloosahatchee River to showcase our new and a unique approach to private pre-owned inventory. This is the second new location in less than four maritime security highlighting months, and we are actively recruiting experienced sales professionals physical security, cyber security, for all locations; if interested, please email [email protected]. and medical support. Concentric curated a team of specialists Additionally, GYS has opened a customer support center in Fort Myers and is partnered with trident Group American and Moran Cyber. Let to further expand our yacht services from Marco Island to Charlotte us manage your risk everywhere to keep you safe. To learn more, visit Harbor. Currently, Galati has four full-service operations – Anna Maria www.concentricadvisors.com or email: [email protected]. Island, Tampa, Destin, and Naples, Florida – dedicated to serving the customers who purchase new and late model yachts from GYS. COOKSON ADVENTURES, an ultra-luxury experiential GLOBAL MARINE TRAVEL announces as part of our regular company, has seen a sharp rise updates, we have been following multiple conversations regarding in yacht-based adventures as the very first global health pass apps to help reopen businesses and explorers turn to isolated travel restore the global community. The two leading apps are: CommonPass, for 2021. Educational elements Cookson launched by the World Economic Forum and The Commons Project are weaved into most of the Adventures Foundation, and the IATA Travel Pass, developed by The International in the Cookson’s itineraries for young Solomon Islands Air Transport Association (IATA), a highly trusted industry body. These families who are looking to turn digital health passes will record passengers’ COVID-19 test results their time away into hands-on learning opportunities. These “legacy”- and vaccination certificates and will likely become a permanent part of style trips, which aim to enrich the lives of those exploring, are in high our lives. GMT will be providing regular updates on the latest travel demand due to the time lost in 2020. Activities planned include shark app technologies, so we encourage you to visit our website for more tagging with conservationists, learning how to pilot a submersible, and information: www.flygmt.com. survival techniques taught on deserted islands.

34 FEBRUARY/MARCH 2021 | www.IYBA.org THE MEMBERS MEMBER NEWS

HURRICANE HOLE MARINA in The Bahamas announces the Nautical Ventures’ new Boat Showroom – North Building marina is being redeveloped as Hurricane Hole Superyacht Marina Nautical Ventures Reveals Plans at Paradise Landing to include luxury residences, retail services and Hurricane Hole for New Flagship Location exceptional dining. Separate pool, Marina today lounge, and gym facilities dedicated Nautical Ventures Group recently announced it has for yacht captains and crew add to the property’s unique appeal. purchased the property at 1400 S. Federal Highway (US 1) Featuring 6,100 linear feet of deep-water concrete docks with slips up in the heart of Fort Lauderdale to serve as the site for its new to 420 feet, its crew-friendly features include 24-hour security, on-site flagship location, boat dealership and yacht tenders & toys customs & immigration services, 400-amp/480-volt power, fuel and superstore. Nautical Ventures will be moving its inventory pump-out service, laundry facilities, gourmet grocery store, provisioning and staff from its current location in Dania Beach to the new services, wine and liquor boutique, luxury day spa and nail salon, gym, location by February 1, 2020. dry cleaner, bank, medical clinic, and pharmacy, all just 120 steps from “This site was previously a BMW dealership, so the existing Atlantis Bahamas Resort and Casino. Construction is underway with infrastructure and site plan allowed for a natural transition completion scheduled for Q4 2021. to bring over our unique boat dealership model,” said Roger Moore, CEO of Nautical Ventures Group. “The roadway traffic INTERNATIONAL SEAKEEPERS SOCIETY supports count at our current store is 4,200 cars per day. The traffic count on US 1 is 58,000 cars per day, so you can imagine what that oceanographic research, conservation, and education through direct will do for our drive-by exposure. Also, these showrooms will be involvement with the boating community. Today, SeaKeepers’ mission is supported by our 10-acre marina, located nearby on the Dania focused on the DISCOVERY Yacht Program which comprises scientist- Cut-Off Canal, which will facilitate all boat service and boat led expeditions, citizen science trips, educational outreach events and deliveries.” community engagement activities. Annual programs are made possible Nautical Ventures Group was the recipient of Boating through the collaborative Industry’s Top 100 Dealer Award for five consecutive years DISCOVERY effort of academic partners, Yacht Program and ranked #11 nationwide for 2020. South Florida Business government agencies, other like- Journal currently ranks Nautical Ventures at #5 by revenue minded organizations, and the in South Florida. For more information, please visit www. boating community. Donating nauticalventures.com. your vessel can considerably reduce your income tax burden while furthering philanthropic goals by contributing to ocean HMY YACHT SALES is seeking two experienced, hardworking conservation. Our motto is, “Research. Educate. Protect and Restore.” salespeople in the Fort Lauderdale area who are looking to up their For more information about programs and donating a vessel, contact game. HMY recently opened an office at Bahia Mar, which gives us [email protected] or call 786-924-6209. additional reach into the motor yacht market. If you are considering a change, please take a look at what HMY has to offer. In 2020, HMY INTERNATIONAL YACHT CORPORATION (IYC) announces sold almost 500 yachts for nearly $600,000,000, making our average that Mark Elliott of IYC sold 164’ Trinity Ocean Club 2009/2018, which transaction over $1,200,000. The average income for our salespeople was on the market for less than 100 days. Ocean Club will remain with IYC exceeded $280,000. We have an extensive marketing and business for charter. In addition, luxury M/Y Revelry, 128’ Hakvoort, sold in an in- development team which helps generate leads and activity for our house deal at with Mark Elliott representing the buyer and Kevin Bonnie salespeople. If you have any interest in learning more about what HMY representing the seller. Revelry has joined the IYC charter fleet. has to offer, please contact Rick Young at [email protected] or call him at 786-309-4625. JFA YACHT & SHIP welcomes Mark Outlaw’s transition from 34 years of HORIZON WORLD CLASS YACHTS announces having a very government service to the JFA team as Yacht busy end to 2020 with the deliveries of the first FD92 tri-deck to her & Ship Consultant (CPYB in progress) and owners, who immediately left for the Caribbean; an FD90 that features JFA’s Chief Information Officer (CIO). His the owners’ specific wish career designing and managing information for a custom country Horizon FD92 sistership systems for U.S. Customs, the Treasury kitchen layout; an FD87 Department and Homeland Security has Mark with a custom bridge layout given Mark a unique perspective, strong Outlaw providing more outdoor organizational skills and valuable experience. living space, and the arrival Attributes which will enhance and protect JFA’s ability to serve our of the first FD75 in the clients and ensure the firm’s business systems are secure. Many of U.S. – available to be seen the programs Mark manages involved international banking, trade in early January. 2021 is regulation and the marine industry. Mark is a proud member of IYBA, shaping up to be equally busy with the first new arrival, the second recipient of the U.S. Customs Commissioner’s Award, and a graduate of FD92 tri-deck with 2,000hp MAN engines slated for mid-January. George Mason University – BBA in Management/Finance.

www.IYBA.org | february/MARCH 2021 35 THE MEMBERS MEMBER NEWS

KENNEDY YACHTS is a full-service yacht brokerage. Our owners Palm Beach, Fla.; Detroit and brokers have 50+ years of experience in assisting our clients with Mich., New Rochelle, their boating needs. We pride ourselves on being a boutique firm N.Y.; Cleveland, Ohio, and focused on building long-term relationships, not merely a financial Charlevoix, Mich. Most transaction. If your current dreams are to fish, cruise or run to the recently, Luke Brown Yachts islands, we would be honored to help you navigate your next water has expanded its footprint adventures. In today’s market for used vessels, Kennedy Yachts would and formed a joint venture also be glad to find a buyer for your current boat. with Nicholson Yachts of Ocean Club Rhode Island to broaden our LAUDERDALE MARINE CENTER is thrilled to announce the relationship in the charter market. The expansion and new ownership has great success of its Foreign Trade Zone throughout 2020. As the first driven sales to record numbers with multiple closings each week. marine FTZ available in the United States, LMC was able to offer brokers the chance to sell foreign-flagged MARINEMAX is happy to announce that the Ocean Alexander 27 vessels right from their docks – resulting Explorer (27 meters) made its world debut at FLIBS, sporting industry- in 13 vessels ranging from 78-164’ sold leading innovation from her explorer cockpit, abundant floor-to-ceiling within the year. We’d like to thank the window view living spaces, practical space usage throughout, to a following brokerages for entrusting LMC fully equipped aft crew’s quarters. Chuck Cashman, MarineMax chief to be a part of your sales process: RJC revenue officer, comments, “No Yachts, LaFortune Yachts, Moran Yacht Ocean Alexander surprise this amazing vessel sold & Ship, IYC, Fraser Yachts, Chamberlain 27 Explorer and delivered at FLIBS. The Yachts, Denison, Hinton Yachting, owner was looking for a family- SanLorenzo, Ocean Independence, Ray style layout with great water White Marine Australia, MarineMax, Rick interaction. The 27E has a huge Obey, VALHALLA, Benetti, Worth Avenue aft deck allowing flexibility for Yachts, Parsifal Yachting, Italian Yachting toys, lounging, and entertaining Group, and Northrop & Johnson. The FTZ is available all year round close to the sea. Dan Aultman, for showing and previewing vessels. Call Amie at Lauderdale Marine MarineMax Sales consultant and Center for more info: 954-713-0333. eight-time Chairman’s Circle winner, sold and facilitated immediate delivery so the family could enjoy Thanksgiving onboard.” LUKE BROWN YACHTS announces there has been an upward energy since Luke Brown Yachts was acquired by KAM Yacht Sales earlier MERLE WOOD & ASSOCIATES is pleased to announce the sale this year. We are more than thrilled to announce the continuous growth of the 197’ Lurssen Huntress and the 247’ Lurssen Bella Vita. Merle A. of the company, bringing on eight new brokers with five new locations in Wood represented both the buyer and the seller in both transactions. Additionally, Merle Wood & Associates would like to IN MEMORIAM: announce the addition of the following yachts to its sales fleet: Falcon CA, 108’ Ferretti JAY Custom Line, and Checkmate, 145’ Benetti, both listed with JURGENS yacht brokers John Cohen and Huntress James Clayton. HMY Yacht Sales is deeply saddened to announce the tragic MUTLUTUR YACHTING announces that 166-foot Aresteas passing of our co-worker and dear charter yacht is now for sale with Noyan Mutlugil of Mutlutur Yachting friend, Jay Jurgens. Jay had been representing the seller. She is offered for sale at $18,300,000. Aresteas is an accomplished sales professional one of the finest examples of her kind, combining the timeless elegance with HMY Yacht Sales in our Dania of sailing with the generous volume of a motor yacht. Providing levels Beach location for close to 20 years of comfort and facilities normally found on larger motor vessels, she Jay Jurgens and he will be greatly missed by offers the ultimate space for stylish indoor and outdoor living and all of his colleagues. At the time with state-of-the-art entertainment of his passing, Jay was doing what he loved most by enjoying facilities throughout. For more the outdoors with his wife and children. Aside from being a Aresteas information, contact Noyan Mutlugil valued team member at HMY, Jay was a dedicated father and at +905542337077 or noyan@ husband who loved his family immensely. He was well known mutluturyachting.com. The Mutlutur for his community involvement, respected for his knowledge and Yachting Charter Department also integrity in the yachting industry, and set an excellent example of would like to welcome Benan Eris what it is to be a gentleman. Our hearts go out to his wife, Maria, as charter broker. Contact Benan at and two young children that he leaves behind. [email protected] or Jurgens Family Fund: www.gofundme.com/f/in-memory-of-jay-jurgens +905325463606.

36 FEBRUARY/MARCH 2021 | www.IYBA.org THE MEMBERS MEMBER NEWS

NORWOOD & SKIFF YACHT SALES, based in Cape Coral, WESTPORT YACHTS is pleased to announce its new charter central Fla., announces it has been named the Century and Coronado boats Hannah, 112’ Westport. Hannah underwent a complete transformation dealer for the Charlotte, Lee, and Collier County markets. Lee Scheele, during her nine-month refit in 2020 by award-winning designer Destry brand ambassador for the Coronado line at Norwood Skiff, said: “The Darr. The 2003 Westport has been brought up to 2020 standards and entire team at Norwood & Skiff is excited to be representing this iconic is like brand new with clean, American boat builder in our marketplace, and are pleased to say that Hannah modern spaces and a high- we have secured a significant number of boats into inventory for our end contemporary décor. Life clients, which begin arriving this month.” is beautiful aboard Hannah! Available for charter in The RMK MERRILL-STEVENS announces the opening of several new Bahamas and Florida. For positions at the historic shipyard. We are currently seeking applicants to further information contact, fill a wide variety of roles including but not limited to marine fiberglass Kim Vickery at kim.vickery@ technician, marine painter, marine mechanic, travel-lift operator and westportyachts.com or call assistant project manager. Submit your resume online at www.rmkms. 954-249-7592. com/careers or directly to [email protected]. YACHTSALESINTERNATIONAL.COM is pleased to announce RPM DIESEL ENGINE CO., INC. says, don’t wait until the day of that Mayor Dean Trantalis and special guests joined the Yacht Sales survey to find out you can’t go for sea trial. RPM Diesel will give you International (YSI) team for a dockside survey so you will know what to expect the day of survey. a ribbon-cutting ceremony at Maximum time of four hours for only $600. If you utilize RPM Diesel their newly opened office on for the engine survey, RPM will credit back the $600 toward the survey the New River at 400 SW 1st changes. Offer includes general inspection of mains and generators, Avenue in Fort Lauderdale. YSI check for oil leaks, run engines at dock, check for old alarm codes with has partnered with Greenline laptop and inspect Racors. Yachts to bring hybrid and electric yachts to North SEATTLE YACHTS INTERNATIONAL is pleased to announce America, a partnership that a new office opening in Annapolis, Md. Located right on Annapolis serves to protect and preserve Harbor, our new office will represent several new boat brands including cleaner waterways for future Hampton, Endurance, Northern Marine, Nimbus, Regency, Nordic generations of boaters. “We Tugs, and professional brokerage services. Seattle Yachts currently not only sell boats; we change lives,” said Marketing Director Brewster has offices in Fort Lauderdale, San Diego, San Francisco, Seattle, and Knott. The new office showcases vividly humorous and color-driven Anacortes. We are hiring brokers at all locations! Visit SeattleYachts. creations by Marine Artist “Steve” Diossy. com to contact us. Also, coming this spring is the launch of the brand- new Northern Marine 57. Hull #6 is available for purchase. Visit NorthernMarine.com for details.

TOM GEORGE YACHT GROUP is proud to announce the sale of Melvinville III, a 2006 Lazzra 80 motor Pliske Marine yacht. She is in excellent Chris Pliske 305.431.1244 condition with many Butch Pliske 305.342.1893 updates and upgrades, with Melvinville III a ﬁve-stateroom, ﬁve- [email protected] [email protected] head layout and luxurious worldyachtsurvey.com accommodations throughout. Jimmy Rogers of the Tom George Yacht Group represented the seller and Dean Stuhlmann of Denison Yacht Sales represented the buyer. The asking price of this yacht was $1,699,000. For more information contact [email protected].

UNITED YACHT SALES (UYS) would like to announce that after opening its doors more than 19 years ago, Founder Peter Schmidt has sold the majority of the company to Brian Boettler and professional yacht broker/Captain Jeff Palmer. Recognizing the importance of having a secession plan, Peter wanted to maintain the broker-centric culture of UYS, while also leaving the company to someone committed to moving it forward successfully into the future. Peter will stay on as president for the next several years to ensure a smooth transition. UYS also is pleased to announce that there was a 31 percent growth in total sales in 2020.

www.IYBA.org | february/MARCH 2021 37 Alternative dispute resolution for the yachting industry.

To learn more about the International Yacht Arbitration Council call 954-522-9270

38 FEBRUARY/MARCH 2021 | www.IYBA.org Join the THE MEMBERS International Yacht IYBA COMMITTEE UPDATE Brokers Association

and enjoy a long by Kristen Klein, Membership Committee Chair list of invaluable New Members member benefits. IYBA MEMBERSHIP REMAINS For more STRONG AS MEMBERS ENJOY PROFESSIONAL ACTIVE information, visit Michael Mattimoe – Wassa Yacht Brokerage LLC www.IYBA.org. MANY BENEFITS William Redmond – Redmond Boats & Yachts Brian Weisman – Exclusive Yacht Group IYBA’s membership strength continues with close to 1,600 Herbert Postma – Postma Yacht Group CHARTER ACTIVE members, including 869 professional members, both active and Robyn McCarty – Chillaxin’ Charters associate. PROFESSIONAL ASSOCIATE Drew Baldwin – Yacht Access Yacht Last year, among the many benefits to members, IYBA hosted Josh Bryant – Miles Yacht Group Charters three Broker and three Charter Open Houses at Bahia Mar in Fort Nick Bischoff – Benetti Tamara Jadric – Adriatic Sailing Ltd. Lauderdale, with 46 and 39 yachts participating, respectively. IYBA’s seminars adapted to a virtual platform in 2020 with Rob Piwowarczyk – Jeff Merrill Yacht Sales incredible success as members and participants logged in from across Johnny Jakubcin – Galati Yacht Sales CHARTER ASSOCIATE the globe. Yacht Engineering Week saw an increase of 70 percent in Rich Beliveau – David Kay & Associates Charline Francis – FGI Yacht Group Inc. attendance over previous, in-person years, and will continue to be held Kyle Ewing – David Kay & Associates virtually. IYBA will once again join forces with Between Two Yetis to Robert McKee – National Liquidators AFFILIATE ACTIVE put together another superb event. Kevin St. Clair – National Liquidators Christian Denhard – Rybovich IYBA also hosted our first annual Topgolf Tournament in December Tracy Wolschlager – Grove Yacht Sales to support the association’s legislative efforts, with over 40 participants. Kimber Tracy – Grove Yacht Sales AFFILIATE ASSOCIATE Members can look forward to both the Golf Scramble Tournament Rick Ridky – Aqua Sol Paige Fisher – YATCO on May 5th this year (plan for a Cinco de Mayo-themed event) and another Topgolf Tournament in December. NON-FLORIDA BROKER SUPPORT European members can look forward to IYBA hosting another Stephen Varrow – The Multihull Company Cindy Ross – IYC Yacht Summit at the Monaco Yacht Club, with plans currently Michelle Mant – Ita Yachts Canada Inc. Deana Kapiskosky – Worth Avenue Yachts underway to host the event in March.

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www.IYBA.org | february/MARCH 2021 39 THE MEMBERS GREEN INITIATIVES by Paul Flannery, Executive Director, IYBA INTRODUCING ECO CHART – ENVIRONMENTAL BEST PRACTICES FOR YACHTS

Developed by The Yacht Club Say NO to plastic de Monaco and endorsed by IYBA, the SEA Index was the ﬁrst offering in a set of guidelines for eco-friendly yacht construction and reﬁt methods. Eco Chart is a follow-on guide that gives mariners a roadmap to green operations whether they are implementing new technologies or operating older vessels. The practice of these recommendations will help boat owners and captains adopt responsible behaviors that enhance their boating experiences and keep an eye toward sustainability. Respect and preserve the marine IYBA is proud to stand with The Yacht Club de Monaco in environment. endorsing these practices.

1. Prevent marine pollution 5. Preservation of fauna and flora a. All yachts, including yachts exempted by size, should comply with a. Use zero impact/fully biodegradable cleaning and personal hygiene MARPOL IV Sewage discharge regulations and avoid discharging products. sewage at anchor or close inshore. b. Equip yachts with technologies such as REPCET for cetaceans b. Avoid discharging grey water at anchor or close inshore. collision avoidance. c. Use environmentally friendly cleaning products. c. Always anchor with care and whenever practical use mooring buoys and/or Dynamic Positioning to protect the seabed. 2. Save natural resources and reduce waste a. Use water carefully and conscientiously. 6. Be ethical and responsible b. Donate unwanted food, towels, linens, clothing and equipment to a. Respect and preserve the marine environment. local charities and associations. b. Participate and encourage actions to mitigate our impact, e.g. c. Always compact and sort waste to MARPOL V Garbage regulations cleaning beaches. or as per local marina/port rules. 7. Inform and Educate 3. Say NO to plastic a. Help others understand the challenges and our responsibility to a. Reduce or avoid all plastic such as straws, bottled water, containers protect the marine environment. and packaging. 8. Collaborate and share 4. Reduce energy consumption a. Share information and ideas with other Captains through the a. Promote the use of more efficient and cleaner technologies. Captains Club. b. Optimize speed and use weather forecast and weather routing to b. Look for opportunities to collaborate with the scientific reduce consumption. community and other stakeholders. c. Turn off lights and equipment when not in use. c. Be an ambassador of the Captains Club Blue Pledge. d. Properly maintain engines, generators, hull and propellers to ensure optimum efficiency. For more information, please visit https://yacht-club-monaco.mc.

40 FEBRUARY/MARCH 2021 | www.IYBA.org Boating Memories CPYB Brokers Make Boat Buying A Breeze

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YBAA_LifestyleB_IYBA_FULL.indd 1 5/18/20 9:26 AM THE MEMBERS GIVING BACK by Jorge A. Mahauad, AMIKids AMIKIDS: 50+ YEARS HELPING VULNERABLE YOUTH FIND A BRIGHTER TOMORROW

In 1969, Chief Juvenile Court Judge in Fort Lauderdale, Judge Frank Orlando, was frustrated with seeing the same young men come before his court time and again. He saw an opportunity to send some of these boys to the Florida Atlantic Ocean Science Institute (FAOSI), where his childhood friend Bob Rosof was the director.

At FAOSI, the staff role-modeled appropriate behavior. They provided the youth with an opportunity to work hard, have fun, develop meaningful relationships, and to get rewards for their progress. The results were overwhelmingly positive, and soon additional programs in A contribution to AMIkids is a Tampa, St. Petersburg, Jacksonville, Panama City, and Dade County, Florida, adopted the same revolutionary approach with very consistent tool that brokers can use as a safe results. and convenient alternative to

Personal Growth Model selling or trading a vessel. As the model replicated, the multiple locations became a group have demonstrated behavior that could lead to offenses, or have been of member organizations, “Associated Marine Institutes”, and the adjudicated and in lieu of incarceration. AMIkids Personal Growth Model© (PGM) was born. The PGM is a Since 1969, over 140,000 youth have received programming in comprehensive approach to treatment for youth who have experienced multiple models, including marine education, alternative schools, family issues, are struggling in school and are at risk of dropping out, family-centric therapy, residential facilities, vocational training, and job placements. In 2019, AMIkids served 4,812 youth in our 44 unique Top Brokerage Contributors programs across 10 states and 222 counties through federal, state and local government contracts and grants. Here are the ﬁrms that contributed the most vessels to AMIkids Today, youth entering AMIkids programs face number of challenges. between 2015 and 2020, by the number of vessels. A vast majority of them experience poverty, have diagnosed mental conditions, including suicide ideation, substance abuse or • United Yacht Sales: 13 proclivity to violence. • Northrop & Johnson: 9 Despite these challenges, over 80 percent of youth have shown • HMY Yacht Sales: 7 • The Hinckley Company: 6 motivation for treatment and were open to receive services. • Gilman Yachts: 6 In 2019, 82% of youth successfully met their goals, and • Tait Yachts: 5 completed programming. • Luke Brown: 5 As a result, in 2019 alone a third of youth increased one or more grade levels; 153 youth earned high school diplomas or GEDs; 974 industry-recognized certiﬁcates in multiple 120' Benetti Believe, donation facilitated by Neil Emmott, subjects were earned, and 6,500 credits in varying levels from Superyacht Sales and Charter middle school to college were earned.

42 FEBRUARY/MARCH 2021 | www.IYBA.org THE MEMBERS GIVING BACK

Florida-based charity The organization is headquartered in Tampa and currently operates 21 programs throughout the state. AMIkids Greater Fort Lauderdale (formerly FAOSI) was the ﬁrst AMIkids location and continues to be one of the ﬂagship programs of the organization, currently serving youth in Broward County. Miami-Dade County is also served by AMIkids with two local programs, one in North Miami Beach and the other in Key Biscayne. AMIkids programs in Fort Myers Beach, Bradenton, Wimauma, Pinellas Park and Tampa serve the youth from southwest Florida and the greater Tampa Bay Area. AMIkids also serves central Florida with programs in Orlando, Melbourne, Gainesville, and Daytona; and the Northeast region through two locations in Duval County - Jacksonville, and one in Clay County. Programs in the Florida Panhandle serve vulnerable youth in Tallahassee, Quincy, Panama City, Fort Walton Beach, and two locations in Pensacola.

Natural fit for the marine industry A lot has changed since 1969, but AMIkids remains committed to providing marine education as an opportunity Students Served by AMIKids for supporting behavior modification, encouraging good stewardship Greater Fort Lauderdale Area statistics. of our natural resources, incentivizing healthy hobbies, and providing vocational discovery. • 594 students served in the past five years (40 percent Every year, the AMIkids marine education program provides an endured depression, drug use or obesity) average of around 200 education experiences. These experiences • 150 students served in the last two years (2019-2020) include a floating classroom in partnership with MOTE Marine • 450 courses completed in the last two years by those Laboratory and Aquarium, sea kayaking, snorkeling and scuba diving, students. fishing and small-boat experiences. AMIkids provides several career readiness and employment

opportunities to meet the needs of older youth, providing them with general vocational trades that are applicable to the marine services sector, including NCCER Core Curriculum (Construction and Carpentry), and OSHA 10-hour safety training. The organization also works with over 300 hiring partners (employers) to provide job placements and is currently working on expanding relationships with employers in the maritime industry.

Yachting industry support Initiatives such as marine education, experiential challenge events, ﬁeld trips, scholarships, and other vital elements of the AMIkids Personal Growth Model are funded through the revenues generated by philanthropic giving by individuals and corporations. AMIkids accepts yacht donations nationally through an extensive Save Our Pool network of maritime industry professionals and reputable yacht brokerage ﬁrms. A contribution to AMIkids is a tool that brokers can AMIkids Greater Fort Lauderdale currently is use as a safe and convenient alternative to selling or trading a vessel. AMIkids makes the brokers who facilitate a yacht donation the central fundraising to repair its on-site pool, a keystone listing agent of the vessel until it leases or sells. of its Aquatics program. The location already has Between 2015 and 2020, AMIkids processed 118 yacht donations. met a $200,000 goal. You can help support this FY15-FY20 donations totalled 6,357’ in LOA; 24 motor yachts (above 65’) averaged 81.2’ LOA. The charity also received 19 sailboats between local initiative by donating online at www.give. 38 and 80 in LOA, averaging 59 feet. Other powerboats (all under 65’) amikids.org/GFL. totalled 58 contributions with an average 40’ LOA.

To learn more, visit www.AMIkids.org/yachtdonation.

www.IYBA.org | february/MARCH 2021 43 THE MEMBERS GALLERY Photos by Casey Noble, IYBA

IYBA’s Annual Golf Tournament is one of our most popular events of the year. So, when COVID-19 2020 IYBA GOLF ﬁrst postponed, and then threatened to cancel the outing, the IYBA team got creative. They held TOURNAMENT it at Topgolf Miami, where separate bays kept the golfers safe and socially distant. Congratulations to tournament winners Babb Yachts, in First Place; HMY, in Second Place, and Ghost Yacht Sales, TOPGOLF MIAMI in Third Place. Our thanks also go to event sponsors Galati Yacht Sales, AIM/Power & Motoryacht, Miami Gardens, Fla. Bluewater Yacht Sales, Bluewater Yachting (USA), Cox & Company Law, Ghost Yacht Sales, HMY, MarineMax, Northrop & Johnson, Romora Bay, YachtWorld, AME Solutions, Benetti, JetLoan December 10, 2020 Capital, Concentric Advisors and ex.plo.re.

44 FEBRUARY/MARCH 2021 | www.IYBA.org www.IYBA.org | february/MARCH 2021 45 THE MEMBERS GALLERY Photos by Tom Serio Photography

Pier Sixty-Six was the site of a six-hour in-water Open House that showcased NOVEMBER CHARTER seven luxury charter motor yachts along with their crew. The stews pulled out OPEN HOUSE all the stops setting the tables, the chefs prepared mouthwatering dishes, and there were even some costumes and hilarity on the docks. Yachts in attendance Pier Sixty-Six Marina included: 84’ Cheoy Lee Jus Chill’n, 88’ Sunseeker Splashed Out, 92’ Lazzara Fort Lauderdale Helios, 92’ Monte Fino Triple Net, 120’ Christensen Cherish II, 130’ Trident M4, November 18, 2020 and 140’ Feadship Never Enough.

46 FEBRUARY/MARCH 2021 | www.IYBA.org THE MEMBERS GALLERY

www.IYBA.org | february/MARCH 2021 47 THE MEMBERS HISTORICALLY SPEAKING

COMMEMORATING THE PASSING OF FRASER YACHTS’ FOUNDER AT AGE 99, A LOOK BACK AT THE COMPANY’S HISTORY

David L. Fraser, founder $300 and made just $30 commission but that was fine – I made the sale.” of Fraser Yachts, passed His enthusiasm and ability went from away peacefully on January strength to strength and the company in 6, 2021 at the age of 99. In its present form came about in 1961. A close friend was going to design the logo celebrating his life and life- for him, and having heard stories about his long love of boats, it’s fitting adventures aboard the Heidritter, her image to take a look back at his seemed to be the logical choice. Indeed, she still can be seen in the Fraser Yachts company’s rich history. logo to this day. The company expanded from Newport David was a passionate sailor from an A more recent Beach, Calif., to San Diego, San Francisco, photo of David early age, building his first and Seattle during the 1960s, sailboat at age 9 or 10 (it sank making the hop to the Eastern on its maiden voyage). He David was a titan in the world of Seaboard around 1967, when spent high school summers it opened an office in Florida. crewing aboard the coastwise yachting and brokerage who touched schooner Anna R. Heidritter, the lives of many over his long career. Encouraging women to plying the U.S. East Coast. take key roles His jobs onboard included Starting in the mid-1980s, David’s two daughters joined the setting sails 100 feet above the deck, standing watch and steering for company, starting out with part-time jobs. The family connection up to six hours at a time, and filling the seawater tank for the captain’s worked well and was something he was clearly proud of. His daughter head. There was no power, no electricity and no refrigeration, but Diane has continued to play a key role within the company through according to David, “It was fabulous!” today. The Second World War pulled David out of college, and he “Diane’s early rise in the company is just one example of many that saw three years of active duty in the Navy, then later retired as a exemplify David’s commitment to including and encouraging women to Commander. He was the gunnery officer aboard Dauntless – the take key roles in yachting, at a time when that was not always the case, 256-foot steam-driven yacht Delphine belonging to the Dodge family, and specifically in the business and growth of Fraser,” the company said subsequently refitted after the war and available for charter through in a statement after his death. “The foundation that David built in 1947 Fraser Yachts! and established in Fraser, based on a love of yachting, trust, attention In 1947, David applied for his yacht brokerage license in Los to detail, respect among colleagues, and a determination to do the best Angeles and Fraser Yachts was job possible with the utmost integrity, runs through Fraser today in launched. David used his passion everything we do.” David L. Fraser for both sailing and sales to build Fraser CEO Raphael Sauleau said, “David was a titan in the his business. “I hated not being world of yachting and brokerage who touched the lives of many over involved in his long career. A passionate yachtsman with a vision, a drive and a a sale – any set of principles that not only built the company that today proudly sale,”s he said. continues to carry his name but equally continues to apply the values, “If there was thoroughness and ambition he was personally renowned for. He was a yacht on quite a guy as many would thet market, Anna R. Heidritter have said! Fair winds and I didn’t care following seas David....and about the thank you!” price – I just wwanted to Portions reprinted with be the one permission from Fraser to sell it. I David on thee magazine, Issue 8. For more cross trees of thee once sold a information, please visit Anna R. Heidritterr sailboat for www.fraseryachts.com.

48 FEBRUARY/MARCH 2021 | www.IYBA.org FULL-SERVICE BOATYARD • DOCKSIDE CARE

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