Many individuals work behind the scenes to keep everything running smoothly in the hustle and bustle of a boat show. While both charter yachts and yachts for sale are on display, yacht crew can play a crucial role, often expanding far beyond their regular duties to showcase the yacht — and even make or break a sale or charter agreement. As we move into boat show season, we spoke to three YATCO brokers and asked them: What are owners looking for in crew at boat shows, how does a crewmember’s role change, and what are the impacts of the crew’s presence at these events? Heightened Expectations The pressure on yacht crew intensifies dramatically during boat shows. As Roy Sea, sales consultant for IYC, succinctly puts it, “Both [owners and captains] want crew to present themselves well, as it costs the owners a lot to be there.” This sentiment is echoed by Marie Perrier, manager of sales and marketing at YACHTZOO. “During boat shows, the expectations of both the owners and captain can elevate significantly. If the yacht is for sale, the crew must ensure that the vessel is presented in immaculate condition — this includes cleanliness and upholding the high standards potential buyers can expect of a superyacht, but also all should be knowledgeable enough to answer any questions about the yacht.” Ultimately, the yacht’s owners want the crew to reflect the vessel’s quality and value. “An owner will expect the crew to prepare and show the yacht as best as possible to generate maximum sales and charter interest,” said James Pool, a yacht broker for Y.CO and a former crewmember. “Additionally, a caring owner will want the crew to come across knowledgeable, happy, and full of energy — as ambassadors of the onboard team and culture.” Expanding Crew Roles and Responsibilities During boat shows, the lines between traditional crew roles often blur. As Sea points out, crewmembers find themselves “catering to buyers coming through frequently,” which can be “similar to a charter” in terms of demands and fatigue. Perrier provides a more detailed breakdown of how roles evolve under pressure: “During yacht shows, crew roles often expand beyond their standard responsibilities. For instance, stews take on additional duties such as giving tours of the yacht, answering detailed questions about the yacht’s history, capabilities, specifications, technical aspects, and all the amenities they have on board.” For yacht crew, preparation is key to feeling ready and confident to take on these new roles. “Boat shows are very different to normal operations; crew need to be ready to complete tours of the yacht and answer questions geared towards sales and charter. Preparation for a show is key and makes all the difference in terms of presentation and onboard efficiency when managing numerous groups of interested buyers,” Pool added. The Importance of Presentation A good first impression is paramount during boat shows. “The yachts are expected to be presented with fresh flowers, elegant table settings, and even conducting mock services to demonstrate the level of luxury and attention to detail clients can expect,” Perrier said. Crew will be expected to showcase the best of their talents when entertaining potential guests. The yacht also will need to look in top condition. “For a captain, executing a successful show means organizing the crew with sufficient time to wash, clean, and detail the yacht ahead of the show starting,” Pool added. “The yacht should be set up to highlight her key functions where practical, [while] crew doing tours should be familiar with the optimal route and knowledgeable of the yacht.” Temporary Crew: A Necessary Support for Boat Shows? While some yachts bring on temporary crewmembers to manage the increased demands of boat shows, opinions on this practice vary. “The primary reason [to bring on temporary crew] is the increased demand for specialized skills and additional manpower during these events. Temporary crew might be brought on to enhance certain areas, such as hospitality, or to ensure that the yacht has the sufficient crew required to manage the larger number of visitors and potential clients that a show entails,” Perrier said. Pool offers a different perspective on temporary versus established crew during shows. “Our advice is that you want longstanding crew aboard who have knowledge of the vessel and can convey that to interested buyers and charterers where needed,” Pool said. “Temporary crew are great to help prepare the yacht for the show; however, those giving tours are ideally permanent crew with knowledge and can give a good sense of the onboard experience and culture.” The Impact of Crew Interactions Perhaps one of the most critical aspects of a crew’s role during boat shows is their interaction with potential buyers and charter clients. These interactions can significantly influence sales and charter decisions. Sea affirms that crew can create “a positive experience for prospective buyers.” “Crew interactions with potential buyers and charter clients can be a factor in the sales or charter decision-making process. The crew often serves as the first point of contact and can influence a client’s perception of the yacht. A knowledgeable, attentive, and personable crew can create a positive, welcoming environment that showcases the yacht as not just a vessel, but a lifestyle and lets the client envision themselves aboard,” Perrier explained. “Unfortunately, poor interactions or lack of professionalism can quickly diminish interest, regardless of how well the yacht is presented.” However, owners want to make sure that the crew discuss the yacht appropriately without revealing any personal details. “Discretion is paramount. Owners expect the crew to safeguard any personal information or details they have become privy to through their experiences on the yacht. The crew must strike a balance between being personable and maintaining the expected level of confidentiality, ensuring that no private information is disclosed inappropriately,” Perrier added. Crew can have a positive impact and provide guests insight into what a charter would be like on board. “For charter especially, the charter broker and client will look for a crew with a good reputation that can deliver the best onboard experience for their trip. For sales, a knowledgeable and longstanding crew shows the operation has been well run by a caring and attentive owner, which is a positive for a buyer and their broker,” Pool added. The crew’s role during boat shows remains critical in the success of sales and charter yachts. Their ability to adapt, expand their roles, and provide exceptional service under pressure can make all the difference in a competitive market. The Frontline of the Yacht Although not part of the “normal” job description for crew, boat shows can be vital to their time on board. “A boat show is not what crew are recruited to do. However, they find themselves on the front line at a show, showing buyers and brokers around their yacht, and for this reason, should be well briefed and supported by the broker to give the best possible viewing experience,” Pool said. Yacht crew are key to boat shows — they maintain immaculate presentation, offer insightful tours, and demonstrate unparalleled hospitality. Their dedication, versatility, and professionalism showcase the vessel itself and also provide a glimpse into the luxurious lifestyle that awaits potential buyers and charter clients. This article was powered by YATCO.