WELCOME FOREWORD
We bring expert knowledge, extensive experience, and technical capabilities to a full spectrum of services that yacht owners require most. Our priority is to enable our clients to have a truly enjoyable yachting experience, safe in the knowledge that we take responsibility for all aspects of yacht ownership and operation.
Achieving this mission requires an unparalleled level of service, with our management fleet benefiting from the dedication of five specialised team members per client service team. Each team manages a maximum of five yachts – an industry-leading ratio which ensures each client receives levels of attention and support unheard of in brokerage-led management companies.
Based in yachting hubs worldwide, our team is committed to providing consistent and unswerving support to owners, captains, and crew around the clock. Extraordinary is a word that lives at the heart of our ethos: in everything we do and in every everyday task. We all strive to deliver the extraordinary.
Inside these pages, you will discover exactly how our team delivers the extraordinary at every stage of the yacht ownership journey.
We look forward to welcoming you on board.
The Hill Robinson team
OUR SERVICES
YACHT MANAGEMENT
Our dedicated and specialist team provide full-scope operational support, financial administration, technical assistance and also ensures regulatory compliance around the world. Our fully audited and secure systems ensure a vessel is managed effectively, with full transparency and accountability.
CHARTER MANAGEMENT
As a member of MYBA, we have structured our team to ensure accountability, budget responsibility, heightened performance, and efficient, streamlined communication. Owners can rest assured that their charter operations are commercially compliant, their interests are protected, and that our reliable service will, in turn, garner their superyacht an enviable charter reputation.
ACCOUNTING
We pride ourselves on secure, accurate, and prompt payment handling. Our team of qualified, experienced chartered accountants cover everything from supplier invoices and salaries to cash flow monitoring, ships’ bank accounts, credit cards and cash. Monthly account reports are provided through our fully audited, secure, systems.
NEW BUILD PROJECT MANAGEMENT
We’ve managed some of the industry’s most exciting, high-profile, and challenging new builds. Our team of former captains, naval architects, engineers, and surveyors work together to ensure the timely and cost-effective delivery of superyachts. We offer solutions to suit each build’s specific requirements and, acting as an owner’s representative, handle each project from the client’s perspective.
COMPLIANCE
We see safety, security, efficiency, and training as an intrinsic part of yacht management and yacht operations. Alongside implementation of the International Safety Management (ISM) Code, onboard familiarisation and management, we oversee certification for the International Ship and Port Facility Security Code (ISPS), which covers international, maritime and port security regulations, and the Maritime Labour Convention, which regulates all aspects of crew employment and welfare.
REFIT PROJECT MANAGEMENT
From contract negotiation and planning to coordination and in-yard management, our dedicated team are on hand to guarantee the highest quality workmanship and standards, total transparency, and on-time delivery.
TECHNICAL SERVICES
Our technical managers are well positioned to provide emergency support, maintenance advice, and assist with refit planning. They can even help handle insurance claims if the needs arises. With naval architects, engineers, and surveyors on hand, our shoreside team are adept at finding solutions.
PRE-PURCHASE INSPECTION AND SURVEY
We take an independent, unbiased, uncompromised approach to pre-purchase and condition surveys. Our service includes in-depth inspections made by experienced surveyors, full dry-dock assessments, performance and endurance tests at sea, and damage surveys/repair estimates.
CORPORATE SERVICES
By creating a corporate entity that suits the usage and status of an owner, we ensure each yacht complies with complex industry legislation. From multi-jurisdiction company incorporation, provision of company directors, and accountancy services to VAT registration, administration, and compliance, our team is adept at creating structures that will suit even the most diverse ownership needs.
CREW SERVICES
Crew are an essential part of a yacht’s success; their professionalism is pivotal to elevating the overall onboard experience. To guarantee outstanding service delivery, keeping competent crew onboard is crucial. Reducing crew turnover has cultural, operational, and financial advantages and requires a multi-faceted approach; recruiting the right crew, providing security, and assisting their personal and professional development.
We recognise crew development and support is not just a perk, but a strategic investment, so our services are designed to promote a supportive environment on board. From crew recruitment and employment to payroll services and training, our mission is to attract, retain, and foster the growth of crew, while enhancing owner and guest experience.
PROCUREMENT
Our in-house procurement team is committed to ensuring our customers receive the most competitive prices. Fleet discounts are passed directly to clients, and our team will advise on budget optimisation and procurement forward planning.
We source spares, supplies, equipment, tenders, and artwork, and handle other special procurement requests. We have long-term relationships with key suppliers and offer an end-to-end solution encompassing logistics, transport, and customs clearances.
CHARTER & SALES
Charters and yacht sales are handled by Moravia Yachting, part of the Hill Robinson Group. Working with discretion and efficiency, our team matches discerning clients with their perfect vessel –navigating the complex marketplace with confidence and adding value afforded by our expert knowledge.
Our experienced team and extensive network of collaborative partners enables us to elevate superyacht charter and ownership to new heights, moving beyond bespoke to the truly extraordinary.
We offer personalised and strategic central agency services, and are trusted by our clients to deliver optimal investment choice on all aspects of acquisition, sale, and charter.
“Hill Robinson is one of the friendliest management companies to work with. Their managers are available to speak to you around the clock and there are always the same familiar faces.”
Mark, Captain of +80m Abeking & Rasmussen
YACHT MANAGEMENT • RECRUITMENT • EMPLOYMENT & PAYROLL • REFIT PROJECT MANAGEMENT • PROCUREMENT • CHARTER MANAGEMENT
“The best advice that I have received as a yacht owner was to employ Hill Robinson as a manager when I acquired my first yacht.”
Alasdair, owner of 39m Feadship
YACHT MANAGEMENT • RECRUITMENT • EMPLOYMENT • REFIT PROJECT MANAGEMENT
YACHT MANAGEMENT
OPTIMISING RELIABILITY & PROTECTING VALUE
—— Our yacht management team protects asset value throughout a yacht’s lifecycle, while ensuring optimal reliability and availability for owner and charter guest usage.
From design and delivery, to operation, maintenance, major refits, and eventual sale, our technical expertise adds value at every stage of a yacht’s lifecycle
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(Opposite) By being proactive with a yacht’s maintenance, we ensure the optimum reliability of all onboard systems.
(Above) Our management approach also translates into minimal asset depreciation.
For more than 20 years, one of our core businesses has been yacht management – an asset that differentiates us from our competitors. Having garnered a wealth of technical expertise over this time, we manage our yachts with a focus on protecting the asset value throughout its lifecycle, while ensuring optimal reliability for owner and charter guest usage.
From design and delivery, to operation, maintenance, major refits, and eventual sale, our technical expertise adds value at every stage of a yacht’s lifecycle. At new build stage, engaging our project management services sets a solid foundation for a yacht’s future smooth operation and efficient maintenance. “Our project managers will apply their technical knowhow to incorporate critical, value-added items such as access points and hatches,” explains Giles Hunt, Director of our Antibes office. “They will also ensure that all vessel drawings are correct and reflect any changes made during production.”
When a yacht is in operation, there are annual cruising and maintenance cycles that it goes through. Our team takes a proactive approach by planning well in advance. To do this, we work methodically with crew to determine and advise on any necessary works and maintenance. This includes the minimum system maintenance requirements set out by the manufacturers, action points from class and flag surveys, and anything above and beyond that will enhance onboard comfort and minimise asset depreciation.
In addition to protecting asset value, another key outcome of this approach is optimum reliability of all onboard systems. “By being proactive with a yacht’s maintenance, we pre-empt any issues before they occur,” advises Xavier Perrone, Commercial Manager. “So, as well as ensuring regulatory compliance and guest comfort, we ensure a yacht’s maximum availability for owner trips and charters.”
The same came be said for the necessary flag, class, and dry-docking surveys that occur on a multiannual basis. “While crew are so focused on day-to-day operations, it’s difficult for them to think about what’s coming up the following year,” adds Xavier. “As managers, we look at the full schedule ahead and anticipate any works so the survey is a formality. This removes the unknown parameters so an owner can fully enjoy his or her yacht.”
Our ability to provide efficient and proactive support stems from the allocation of extensive resources. Client service teams consisting of a yacht manager, compliance manager, technical manager, accountant, and assistant manage an average of five yachts –an industry-leading ratio of managers to yachts. “Each client service team manages a carefully weighted group of yachts to allow for continuous communication with the crew and ample support,” explains Giles. “This arrangement also means the same people are dealing with the same yachts and crew, and this consistency and knowledge retention creates a synergistic and efficient management system.”
Given their specialist knowledge of the running costs across all departments, each one of our client service teams actively contributes towards developing the overall budget. This gives owners a full and accurate picture of the expenditure required to keep each yacht in good condition and protect its value, which they can make informed decisions upon.
At the point of sale, we further protect a yacht’s value by overseeing the correct transfer of all documentation, including up-to-date drawings, manuals, and service history reports. “As well as maintenance, the retention of information plays a key role in minimising the depreciation of a yacht,” adds Giles.
Our yacht management service can be tailored to suit the level of support required by each owner. By engaging with our comprehensive offering, however, owners can be safe in the knowledge that our team of professionals are proactively taking care of every aspect of yacht ownership to enhance the reliability of onboard systems and protect an asset’s value. Our commitment to providing qualified resources and seamless support leaves owners to focus on the pure enjoyment of owning a yacht.
Our dedicated client
The way our yachts are managed creates consistency and knowledge retention.
Images (clockwise from left) We support crew so they can focus on their day-to-day roles.
service teams enable continuous communication with the crew.
CHARTER MANAGEMENT
MAXIMISING POTENTIAL
—— For owners looking to maximise charter bookings and revenue, our charter management team knows the key ingredients for success in this highly competitive market.
For many owners, the benefits of chartering their yacht go far beyond generating income to help offset operational costs. A busy charter yacht will help to keep the crew motivated, ensure systems are maintained in best working order and, ultimately, enhance a yacht’s resale value.
But how can a yacht’s charter appeal be heightened to optimise charter revenue? “A successful charter programme requires a business-like plan, reliability, budget responsibility and clear processes,” says Nicolas Fry, Head of Charter Management. “We take a strategic approach that sees us work closely with each owner to ensure his or her needs are met.”
Making sure a yacht is available in the most popular charter locations is the first step to securing the level of bookings desired. “For owners who want to receive bookings for as much of the year as possible, summers in the Mediterranean and winters in the Caribbean remain the best way of doing so,” advises Nicolas. “But that doesn’t mean the style of charter offered has to conform to the norm. We help owners and retail charter brokers devise itineraries for the yacht that will inspire, appeal, and see the yacht utilised to take advantage of its finest attributes.”
We are also seeing a growing popularity for yachts based further afield, and work with their owners to help optimise location of their vessel in more strategic destinations. “The Red Sea is one example of this, and owners making their yachts available for the Red Sea season and events such as the Saudi Arabian Grand Prix,” says Kurt Fraser, Chief Commercial Officer. “We are leaders in this region, and have yachts being booked for multiple weeks every year,” adds Nicolas.
Taking an approach to ownership that means you can be flexible around your own dates for using the yacht, or advising your charter manager of available dates well in advance, also contributes to a yacht’s charter appeal. “We encourage owners to be a little flexible on the advertised weekly rate, too. We must always consider market conditions, such as the availability and location of similar vessels,” adds Nicolas.
For owners who want to receive bookings for as much of the year as possible, summers in the Mediterranean and winters in the Caribbean remain the best way of doing so
Nicolas Fry
Head of Charter Management, Monaco
“A successful charter programme requires a business-like plan, reliability, budget responsibility and clear processes.”
Taking an approach to ownership that means you can be flexible around your own dates for using a yacht, or advising your charter manager of available dates well in advance, contributes to a yacht’s charter appeal.
Our experienced charter management team are adept at handling every facet of the charter process.
A yacht’s reputation is another key contributing factor towards a successful charter programme and ensuring it has a positive market perception is an important aspect of a charter manager’s role. “We share feedback with our network of retail charter brokers, always highlighting how that yacht was able to best serve the charter guests’ needs,” explains Nicolas. “In this way, they come to learn how versatile a yacht can be, catering for families, groups of friends, and various other demographics. The more frequently this is communicated, the more confident they can be in booking a yacht for their clients.”
As well as coordinating a yacht’s marketing campaign, promoting it to the retail charter network and responding to enquiries, our charter managers liaise closely with crew to share insight and recommendations. “It’s our job to know which yachts they may be competing against for bookings, and how one yacht may offer something better than another. Sharing our tips for delivering the highest levels of service, or styling interior arrangements in accordance with current trends, all helps,” says Nicolas.
One of the main benefits of having a yacht charter managed by us is the opportunity to align this with its day-to-day operational management. As Nicolas highlights, “This is the perfect scenario: to know a yacht inside and out, to be aware of everything that’s going on and all other factors affecting its schedule, such as maintenance periods, or surveys required. It results in optimum efficiency all round.”
Our experienced charter management team have an owner’s interests front of mind, and are adept at handling every facet of the charter process. Our systems are structured to guarantee transparency and accountability, as well as streamline communication between departments. Owners can rest assured their charter operations are commercially compliant, their personal interests are protected, and our reliable service will garner their superyacht an enviable charter reputation.
We are a MYBA member and administer each owner’s obligations in accordance with MYBA contracts. We manage all financial requirements of a charter, including deposits, balance payment, and APA distribution.
This is the perfect scenario: to know a yacht inside and out, to be aware of everything that’s going on and all other factors affecting its schedule, such as maintenance periods, or surveys required. It results in optimum efficiency all round
Images (clockwise from top)
A successful charter programme requires a business-like plan.
Making sure a yacht is available in the most popular charter locations is the first step to securing bookings.
We devise itineraries that will inspire, appeal, and see a yacht utilised to take advantage of its finest attributes.
Creating a positive market perception is an important aspect of our role.
CREW SERVICES
ATTRACTING, RETAINING, & GROWING
— We view crew support and development as a strategic investment, offering comprehensive services from recruitment to payroll and employment to training. Our mission is to attract, retain, and foster the growth of crew within the maritime industry.
In recent years, the yachting industry has witnessed a shift in focus, with employment, onboard environment, and crew management taking centre stage. Crew are an essential part of a yacht’s success as their professionalism is pivotal to elevating the overall onboard experience. Nevertheless, the yachting industry remains susceptible to shifts in generational expectations and the adverse impacts of high turnover.
“Reducing crew turnover has cultural, operational, and financial advantages and as such requires a multifaceted approach; recruiting crew to the right place,
providing security, and assisting their personal and professional development,” says Marianne Richards, Head of Employment.
Crew retention, development, and support are the foundation of our crew services. ‘’We stand as unwavering allies for owners and crew, with an integrated portfolio of services that transcend conventional expectations,’’ shares Marianne. “We are here to guide them throughout the entirety of their yachting – a journey that begins with recruitment.”
Our recruitment services have been shaped by decades of experience, capitalising on the first-hand insight of individuals such as Chief Operating Officer, Paul Cook, from his career as a superyacht captain.
“I’ve experienced applying with recruitment agencies for captaincy positions, I’ve used recruitment agencies as a captain to find crew, and I’ve experienced the challenges of employing and retaining crew,” Paul explains. “I support the team as we steer and deliver our services from this ‘user’ perspective.”
We stand as unwavering allies for owners and crew, with an integrated portfolio of services that transcend conventional expectations.
We are committed to attracting talent from both inside and outside our fleets and the industry. For instance, we recently established a cadetship initiative as part of maritime charity Trinity House’s Merchant Navy Scholarship Scheme. The initiative sees us partner with Trinity House to sponsor aspiring crew to undertake a three-year officer cadetship at Warsash Maritime School. This undertaking will lead these cadets to Maritime and Coastguard Agency (MCA) certification as a Deck or Marine Engineer Officer of the Watch (Unlimited).
Images (clockwise from top)
The professionalism of a yacht’s crew is pivotal to elevating the onboard experience.
We recognise the importance of assisting a crew’s personal and professional development.
We are committed to attracting talent from inside and outside the industry.
Our Crew Services extend to employment and payroll services.
Beyond recruitment, our Crew Services extend to employment and payroll services. ‘’Which are not limited to contractual obligations, but present a human resources service equivalent to that seen onshore,’’ says Marianne. ‘’Our objective is to create informed crew and empower the captain as a representative of the employer by providing assistance on employment matters, resolving crew conflicts, and creating a well-balanced onboard environment.’’
Starting from the offer of employment, our Crew Employment Services team ensures that all crew members receive an MLC compliant contract and all necessary employment and payroll information.
‘’Our onboarding process guides crew every step of the way, resulting in preparedness for life onboard, full compliance with appropriate regulations, and familiarisation with each vessel’s unique expectations,’’ says Marianne.
‘’As their journey progresses,’’ explains Marianne, ‘’crew naturally aspire to advance in their professional endeavours, and this is where our Academy comes in.’’ The Academy focusses on delivering impactful training for crew and staff who want to excel in their fields and improve the client experience. Our online and in-person programmes support delegates throughout their career; from onboarding to rolespecific training, hospitality curriculums, coaching, and leadership development.
Laura Henighen, Head of Academy, emphasises that the offering is designed to be as tailored as possible. “We work closely with our clients to understand their specific training needs, operating as a trusted partner to advise on development that builds on the strength of the individuals in their team,” she explains. “This results in exemplary service delivery to guests, as well as a highly enjoyable learning experience for our crew.”
CREW CARE
With our comprehensive suite of crew services, we are highly flexible in providing a personalised service based on the specific needs and preferences of individual clients. This adaptable approach positions us to effectively attract, grow, and retain top talent across the globe.
Navigating the regulatory landscape
—— Whether a yacht is commercially or privately operated, applying the standards of the International Safety Management Code enhances operational safety and minimises risk.
Over the past few decades, superyachts have been subject to an increasing amount of maritime safety, security, environmental, and employment regulations. Depending on a yacht’s size and whether it’s privately or commercially operated, various maritime codes and conventions may be applicable. Our compliance department has extensive experience navigating this complex regulatory landscape and ensuring our clients comply with the standards, even if on a voluntary basis.
Providing an international standard for the safe management and operation of ships and for pollution prevention, the International Safety Management (ISM) Code is one of the most important regulations for reducing the risk of incidents at sea. The code mandates that commercial yachts over 500gt implement a Safety Management System (SMS), and commercial yachts under 500gt implement a mini-ISM system.
While the regulations may only be compulsory for commercial yachts, many privately registered yachts opt to be certified in compliance with the ISM Code on a voluntary basis. Those that do reap the benefits of implementing clear and formal safety procedures and guidance, upholding a high standard of maintenance and operation, and improving the overall safety culture on board.
Our compliance team will encourage and support any client who wishes to achieve voluntary compliance with the ISM Code. “Regardless of its size and operational profile, a yacht is a yacht, and the risks are the same for the owner, crew, and management company,” explains Egil Nordstrom, Head of Fleet Compliance. “Compliance with the ISM Code helps reduce these risks.”
As well as the obvious benefits in terms of safety, there are further advantages for owners to consider.
“If a private yacht maintains voluntary compliance, it will have all the certification in place to easily switch to commercial registration and start chartering,” adds Egil. “As well as protecting a yacht’s resale value, insurers tend to be more agreeable to a voluntarily compliant yacht because of the reduced risk.”
There are many other key regulations owners should be aware of, most of which also have benefits of observance despite not applying to all yachts.
The International Ship and Port Facility Security (ISPS) Code, for example, establishes essential security requirements for yachts and crew to prevent maritime security hazards.
“The ISPS Code is only compulsory for commercial yachts over 500gt, but a security breach could happen on any type of yacht,” advises Egil. “There’s a risk of pirate attacks in certain regions, as well as stowaways in any port, so yachts need to have procedures in place and crew need to be trained in case an incident occurs.”
As well as protecting a yacht’s resale value, insurers tend to be more agreeable to a voluntarily compliant yacht because of the reduced risk
The Maritime Labour Convention (MLC) sets out seafarers’ rights at work, including employment terms, health and safety, living and working conditions, access to medical care, and social security. A principal aspect of the MLC is the requirement to allow crew to have a minimum number of hours rest. “While a private yacht doesn’t need to comply with the MLC officially, ensuring the crew have enough rest has a positive impact on their welfare, as well as owner and guest experience,” adds Egil. “Without enough rest, crew will be tired and perhaps not able to maintain the high standard of service expected of them. Fatigued crew can also lead to a higher risk of accidents or injuries.”
Whether a yacht within our fleet is commercially or privately registered, our compliance team is happy to advise on the best way to achieve an owner’s operational goals while supporting compliance with the relevant regulations and requirements.
Does this apply to me?
While the regulations may only be compulsory for commercial yachts, many privately registered yachts voluntarily opt to be certified in compliance with the International Safety Management Code.
Our compliance department has extensive experience navigating this complex regulatory landscape and ensuring our clients comply with the standards, even if on a voluntary basis.
NEW BUILD PROJECT MANAGEMENT
IT’S ALL IN THE DETAIL
—— Throughout all stages of a new-build project, our project managers will coordinate, supervise, prevent issues, and provide solutions to ensure the best outcome for our owners.
A new-build project is one of the most creative and exciting journeys for superyacht owners, but it is also one of the most complex, spanning from conceptual design to final delivery. Our project management team add value at each stage of the new build process – including pre-contract, construction, and warranty – by protecting an owner’s rights and ensuring the yacht meets their exacting expectations.
The first step in effective project management is capturing these expectations. “The earlier we are involved in a project, the more we can contribute to the process,” explains Kevin Laverty, Director of Projects. “From the outset, we aim to fully understand what the client wants out of yachting as this will significantly influence the choice of design, vessel type, and shipyard.”
The commercial knowledge and experience of our project managers is crucial when negotiating the shipbuilding contract with the shipyard. “A client’s lawyer won’t necessarily build in adequate commercial protections,” Kevin cautions. “In our experience, we have seen many contracts that leave commercial opportunities for the shipyard to exploit, and traps for owners to fall into.”
The most overlooked contractual snare Kevin and his team see is related to prime cost sums – a recognised mechanism that builds a variable allowance for, for example, the yacht’s luxury interior outfit into the contract price. A client’s lawyer often neglects to stipulate in the contract what this prime cost sum includes, or whether it is a prime cost sum or a provisional sum (each subtly different),
Images (clockwise from top)
The first step in effective project management is capturing an owner’s exacting expectations.
Our project managers ensure an owner’s contractual obligations are met.
By preventing an owner from defaulting under the contract, our project manager protects an owner’s rights.
or how the actual cost of this item is to be calculated, leaving room for the shipyard to claim it includes a whole host of other items on top of the interior outfit.
Most new build contracts place a range of responsibilities on the owner, such as approving technical drawings, making stage payments, and attending inspections and trials. Owners risk waiving their rights by simply failing to do something as per the contract, so the project manager will typically act as an owner’s representative with valid power of attorney to carry out any contractual obligations. By preventing them from defaulting under the contract, our project manager will protect an owner’s rights.
An example of how the project manager does this is through integrated planning. As well as the building of the vessel, a key part of any new build project involves incorporating all of an owner’s supply items on board, from tenders and toys to crockery and artwork. “All these items need to be delivered to the shipyard in accordance with the agreed timeline and process, or an owner risks defaulting under the contract,” adds Kevin. “Our project managers, design managers and procurement department work with all the stakeholders to ensure all these items are delivered on schedule.”
Our project managers will also be responsible for accepting or rejecting a yacht in a timely manner when it is tendered for delivery. “The contract will allow a very short period of time to accept or reject a vessel,” advises Kevin. “So, the project manager will have started accepting it a long time before it’s offered for delivery, space by space, system by system.”
If a vessel is not accepted or reasonably rejected within the contractual timeframe, the contract will typically include a default mechanism that allows the shipyard to request the classification society to sign off on a vessel. Kevin warns, however, that class requirements are simply the minimum safety standards and are quite different to an owner’s expectations, such as for the quality of the exterior paintwork or teak decking – two of the most common areas of dispute on a new build project.
As well as managing the quality, schedule, and cost of a build, professional project managers will protect an owner’s best interests. Throughout all stages of a project, our project managers will coordinate, supervise, prevent issues, and provide solutions to ensure the best outcome for an owner, and be on hand to assist them during a yacht’s first year of operation, processing, and resolving warranty claims against a builder and other suppliers.
Our project managers, design managers and procurement department work with all the stakeholders to ensure all these items are delivered on schedule
Kevin Laverty Director of Projects
“The earlier we are involved in a project, the more we can contribute to the process.”
The commercial knowledge and experience of our project managers is crucial when negotiating a shipbuilding contract with a shipyard.
As well as managing the quality, schedule and cost of a build, professional project managers will protect an owner’s best interests.
THE NUTS AND BOLTS
—— Behind the scenes, our technical team play a crucial role in maintaining the safety and operational standards on board to ensure each yacht is kept in optimal condition.
Our approach to yacht management prioritises a yacht’s reliability and longevity for owners and guests. Available around the clock, the technical team support crew with compliance and routine maintenance planning, as well as provide emergency technical assistance.
Maintaining statutory standards requires close collaboration with the compliance department in the lead up to, and during, class and flag surveys.
“When the compliance team carry out annual internal audits, we complement that service with a technical inspection, checking the planned maintenance has been performed and there are no defects,” Yannis Zannos, Head of Technical, explains. “During class and flag surveys, the technical team facilitates the process by contributing with our knowledge of a yacht and assisting in the surveyor-crew communication.”
The primary objective of every yacht owner is to enjoy a trouble-free season onboard their yacht. As such, the technical team implements proactive measures to ensure our fleet is maintained and serviced to the highest standards, above and beyond class and statutory requirements. “We are there to support the engineers and remind them of the standard maintenance practices that need to be implemented,” adds Yannis.
When technical issues arise, our technical team acts as a crucial resource for crew. Whether it’s a minor glitch or a more severe situation, such as an engine failure or grounding, a yacht’s technical manager is the first point of contact for the crew and will swiftly assess the situation and coordinate the appropriate assistance.
By monitoring a yacht throughout its cruising seasons, our technical team can seamlessly support preparations for a yacht’s maintenance or refit periods. This includes assisting the crew or project manager with organising berths, gathering shipyard quotes, contacting contractors, and presenting a budget with options and recommendations.
From ensuring compliance, planning maintenance, and resolving technical issues, our technical team are far more than a support system. They are, in fact, a critical component in the overall management framework that safeguards the reliability and longevity of our fleet.
The role of our technical team
The primary objective of every yacht owner is to enjoy a trouble-free season onboard their yacht.
Whether it’s a minor glitch or a more severe situation, such as an engine failure or grounding, a yacht’s technical manager is the first point of contact for the crew.
PREPARING EVENTUALITY
REFIT PROJECT MANAGEMENT
FOR EVERY
—— Our project managers recognise that a successful refit project is grounded in proper planning at the pre-project phase, especially when it comes to shipyard selection, contract negotiation, and creating a detailed work list.
Our project management team has extensive experience delivering successful refit projects encompassing everything from renewal surveys to major interior and exterior transformations, extensions, engineering upgrades, and full paint jobs. With access to all of the key refit hubs around the world, our team is available to support owners and captains with any project, whether they are part of our management fleet or not.
The earlier a project manager is involved in a refit, the better the outcome – project managers add immense value during the pre-planning stage of a refit, even before a shipyard is chosen. In fact, our project managers can help clients cut through the confusion and identify the most appropriate shipyard for each project based on key variables. These findings can be presented in a shipyard comparison report so clients can make informed decisions about where to carry out their refit.
After identifying the practical shipyard options in terms of their proximity to where a yacht is located or the route to its next destination, as well as their ability to accommodate the size and type of vessel, the next important step is documenting the refit work scope to a suitably detailed level and aligning it with each shipyard’s capabilities. “If the work scope includes replacing the generators, for example, then that requires a certain level of in-house engineering
capability,” explains Kevin Laverty, Director of Projects. “Or, if there’s underwater works to be done, the shipyard needs to have trustworthy drydocking infrastructure and management.”
Sometimes shipyards might offer to drydock a vessel at a nearby facility they do not own. In these scenarios, careful consideration must be given to what rights a yacht owner will have if there is a dispute between the shipyard and the owner of this facility. “A project manager will look at the pass-through rights in the refit contract to ensure that, if the parties to the head agreement fall out for any reason, we can stay in control of the asset at all times,” adds Kevin. Pass-through rights are an example of the nuances that our project managers will pick up on when making a shipyard selection that might otherwise be missed.
When assessing a shipyard’s capabilities for a project, in addition to its infrastructure, the project manager will also evaluate the internal and external workforce. “For major refits, the shipyards might not have enough staff onsite to adequately support the project,” cautions Chris Wright, Senior Technical Manager. “It’s also important to look at the proximity of a shipyard to the contractors that are going to be supporting the project and making sure that travel costs are kept to a minimum where possible.”
As well as ensuring a large enough workforce, the project manager will also gauge their capacity. “We will ascertain what the shipyard’s workload is going to look like while our client’s yacht is there,” adds Chris. “Shipyards and contractors always want to say ‘yes’ to projects, but it’s important to have transparent and honest conversations to find out if they can actually deliver on what they are agreeing to.”
Price tends to be the deciding factor for many clients when choosing a shipyard for a refit. But when it comes to shipyard quotes, a project manager will look beyond the bottom line. “We focus on value for money,” advises Chris. “Industry practice for a lot of shipyards is to quote low, but without presenting the full scope of works required. This means they get a yacht into the yard, but the budget and duration can quickly escalate. Our team will lock in the entire scope of work before the shipyard period starts and ensure it is quoting based on that.”
Much of the success of a refit project rests on this pre-planning stage. Understanding the required work, presenting a fully formed scope of work to the shipyards, and selecting the optimal shipyard to execute the work list on budget and on schedule, are all key parts of a project manager’s role.
Chris Wright Senior Technical Manager
“We will ascertain what a shipyard’s workload is going to look like while a yacht is there. Shipyards and contractors always want to say ‘yes’ to projects, but it’s important to have transparent and honest conversations to find out if they can actually deliver on what they are agreeing to.”
The earlier the project manager is involved in a refit,the better the outcome – project managers add immense value during the pre-planning stage of a refit, even before a shipyard is chosen.
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(Previous page) Our project managers document the refit work scope and align it with the capabilities of potential shipyards.
(Above) Value for money should be the focus of shipyard choice.
(Below) Drydocking a vessel necessitates particular considerations.
—— Given the level of investment that yachting requires, surveys are not just prudent, they can save a great deal of frustration and money. Our surveys can be valuable prior to buying, selling, and chartering.
There are many reasons why carrying out a full condition survey of a superyacht might be a good idea. Whether a potential buyer wants an impartial assessment of a pre-owned yacht, or an existing owner wants to understand the performance and value of their own yacht, an independent survey is advisable when dealing with assets of this scale. Even a charter client might be inclined to enlist a surveyor to verify the true condition of a yacht prior to chartering it for an extended period.
Whatever the reason, a survey is a step in the right direction to avoid any unpleasant surprises and give peace of mind. As Marco Rossi, Principal Surveyor, describes, “Surveys are a staple of the maritime industry, with regular surveys required to maintain vessels to a certain standard and keep them in Class or compliant with Flag. However, these surveys are normally only a verification of minimum requirements and belong to the yacht owner.”
An independent, third-party survey can instead reveal a wider range of areas that might need attention, with issues relating to the engineering systems cropping up more than most – something that cannot easily be spotted without the help of a surveyor. This trend is typical of the yachting industry and can be largely attributed to a lack of structured maintenance programmes on board; whereas the commercial shipping industry generally carries out regular maintenance to ensure its vessels run smoothly 365 days a year, the yachting industry does not operate in the same way.
“Engineering systems need to be maintained or they’re going to break, so owners in the shipping industry don’t wait for that to happen,” explains Marco. “A ship’s crew will know, for example, that a piece of equipment is likely to fail between 5,000 and 6,000 hours of operation, so they will replace it or recondition it after 4,800 hours. Preventive maintenance is the norm for careful commercial owners who want to guarantee uninterrupted service to their clients.
“Regrettably, the yachting industry does not have the same approach, as yachts are often managed by a small team or only by the crew. Therefore, corrective maintenance is more the standard and this lack of preemptive approach can often compromise an owner’s vacation, a profitable charter, or even an entire season.”
Whether a potential buyer wants an impartial assessment of a pre-owned yacht, or an existing owner wants to understand the performance and value of their own yacht, an independent survey is advisable when dealing with assets of this scale
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Our independent surveys unveil the performance and value of a yacht.
Our surveyors will identify hidden issues relating to the engineering systems.
Surveys give clients peace of mind that a yacht is fit for purpose prior to buying, selling or chartering.
While the yachting industry could learn some lessons from this precautionary attitude to maintenance, it’s unlikely this approach will be adopted across the board anytime soon. “While the larger yachts over 80 metres with year-round cruising itineraries are being maintained like commercial cruise ships, the smaller yachts are not prepared to do it because of the cost and winter seasons with no, or very little, cruising time,” Marco asserts.
A survey can reveal issues that might go unnoticed by a regular periodical inspection, giving clients peace of mind that a yacht is fit for purpose prior to buying, selling, or chartering (the price of that peace of mind is incredibly small and can be quantified as less than 0.005% of the value of the yacht). The challenge, however, can be finding a reputable and unbiased surveyor in a fragmented market.
As Marco advises, “Most maritime survey companies mainly operate in the commercial shipping industry, for which yachting is a side business, and so might only have few experienced yacht surveyors on their team. While one surveyor might be sufficient for a 40-metre yacht, any yacht over 50 metres would require more than one skilled surveyor to carry out a thorough survey.”
After 20 years in the business of managing and building superyachts, and with more than 30 experienced technical personnel, comprising marine engineers, naval architects and former captains, our team has the technical know-how and resources within our survey department to carry out thorough surveys of yachts of any size, wherever in the world they are berthed.
Marco Rossi Principal Surveyor
“Preventive maintenance is the norm for careful commercial owners who want to guarantee uninterrupted service to their clients. Regrettably, the yachting industry does not have the same approach, as yachts are often managed by a small team or only by the crew. Therefore corrective maintenance is more the standard, this lack of preemptive approach can often compromise an owner’s vacation, a profitable charter, or even an entire season.”
Whether a potential buyer wants an impartial assessment of a pre-owned yacht, or an existing owner wants to understand the performance and value of their own yacht, an independent survey is advisable when dealing with assets of this scale.
A survey can reveal issues that might go unnoticed by a regular periodical inspection, giving clients peace of mind that a yacht is fit for purpose prior to buying, selling, or chartering.
A survey is a step in the right direction to avoid any unpleasant surprises and give peace of mind
CORPORATE SERVICES
Segregating liability with corporate structuring
—— Our corporate services team sets up and maintains efficient corporate structures that limit the liability of yacht owners.
As high-value assets that employ full-time crew, it is prudent for superyachts to be owned by corporate structures for the main purpose of segregating liability. Operating under one of the leading corporate service providers in yachting, Hill Robinson Limited* – our corporate services provider – offers the many different types of corporate structuring that a superyacht owner may require.
“We work with a client’s legal and tax advisers to set up and incorporate the company in the appropriate way, according to intended usage of the yacht and the status of the beneficial owner,” explains Manager, Hill Robinson Ltd, Callum Carine. “Client requirements can be met in a package that is as bespoke as the yacht itself. Getting the key decisions right, such as tax-efficient owning structures, vessel registration, VAT payments and fiscal management, will minimise the complexities of ownership, thus enhancing the pleasures.”
Headquartered in the Isle of Man and licensed by the Isle of Man Financial Services Authority, Hill Robinson Limited has the benefit of being based in a jurisdiction recognised for its established maritime sector, favourable tax regime, and reputable professional industry. With our other strategic locations around the world, we can also provide corporate structuring in Malta and the Cayman Islands.
Once our corporate services team** have carried out an onboarding process, which entails verifying a client’s risk profile, they can carry out the statutory setup of the company. “We provide the company directors, who hold the board meetings and approve, reject, or make changes to the contractual agreements of the company,” advises Callum. “We also provide the company secretary if required and fulfil the registered office requirements, which establishes a point of contact for the company in the chosen jurisdiction.”
The team will be responsible for all administrative tasks to ensure the company runs smoothly. This includes opening bank accounts, making day-to-day payments, submitting reports, taking company minutes, and considering agreements. The company’s financial reporting is also carried out by the team, including an annual set of company accounts signed by the directors. “For our clients who are also managed by us, this process is particularly efficient as all management reports and invoices are readily accessible on our internal system,” adds Callum.
Our corporate services experts also have access to the resources of the Affinity Group, whose highly experienced team are on hand to offer compliance and finance support. With this backing, the corporate services team can proficiently set up and maintain efficient corporate structures and limit the liability of the owner to the value of the assets in the structure.
Callum Carine Manager Hill Robinson Ltd
“We work with a client’s legal and tax advisers to set up and incorporate the company in the appropriate way, according to intended usage of the yacht and the status of the beneficial owner.”
Getting the key decisions right, such as tax-efficient owning structures, vessel registration, VAT payments and fiscal management, will minimise the complexities of ownership, thus enhancing the pleasures.
We
*Hill Robinson Limited is licensed
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Getting the key decisions right will minimise the complexities of ownership.
proficiently set up and maintain efficient corporate structures.
THE RIGHT PLACE AT THE RIGHT TIME
—— Our procurement team is available around the clock and takes care of the entire procurement process so crew don’t have to.
The day-to-day duties of superyacht crew are numerous and varied, and procuring the supplies and provisions needed to keep the yacht in smooth operation is a time-consuming burden that adds extra workload onto the crew. Our procurement department is available 24/7 worldwide and can procure for everything, from technical, deck, interior, and provisions, to refit, new build, and special projects. We work closely with the crew or project teams and take on the whole process of researching, sourcing, negotiating, ordering, and shipping each item to the yacht, so that the crew can focus on their onboard roles.
“We act as the liaison between the crew and the suppliers,” explains Peter Van Toor, Head of Procurement. “For each request, we research the different options on the market, present the quotations, and handle the delivery to any cruising or refit destination around the world.” All quotes, orders and communication conducted on behalf of a client is fully transparent and auditable. The department works for an agreed fee, so there are no hidden costs.
A critical part of the procurement process is the research element. While our team has built up a vast network of reliable suppliers around the world, with whom they have special volume discounts agreed, we will always look for alternative suppliers that might be located closer to the yacht and, therefore, more economical from a delivery and cost perspective. It goes without saying there is never any compromise to the expected quality.
An important part of the procurement process that often gets overlooked is managing delivery to the yacht. “The yacht might need the item immediately, but is located somewhere that can’t be reached easily,” continues Peter. “Our advantage is that we look at the bigger picture and all the various options in addition to the traditional airfreight and road freight methods, such as hand carry, dedicated courier, or even a plane charter, to get the order to the yacht on time.”
Our procurement department utilises its strategically located warehouses in Rotterdam, London, Cyprus, and the Middle East to receive and consolidate multiple orders, and then liaises with the manager or crew to send them on to a yacht at the optimal time in the optimal location. This avoids any orders being delivered somewhere a yacht has just departed and crew having to chase the parcel’s whereabouts and potentially deal with a customs border.
The warehouses, therefore, provide our team with enhanced control of the entire procurement process, which also has benefits with dealing with customs. “We can issue export papers and ensure the correct customs documentation to facilitate seamless VATfree deliveries,” adds Peter.
Aside from receiving orders in the most time-efficient and cost-effective way possible, yachts can also benefit from our purchase order system. HRPay is a simplistic way for a yacht to create a purchase order and implement a transparent approval process for each purchase request alongside the budget. The system is flexible, easily tailored to create further efficiencies for the yacht and supplier as required, and is easy to use, providing a proper track record of all orders, scopes of supply, quotes, and invoices.
Having worked closely with yacht managers, captains, crew, and technical and project management team over many years, our procurement department has garnered a wealth of experience and knowhow in its field and has learned the procurement process inside out. By looking at the bigger picture of a yacht’s itinerary and operation, the team take control of the entire procurement process, freeing the crew to focus on their primary roles.
Peter Van Toor Head of Procurement
“For
each request, we research the different options on the market, present the quotations, and handle the delivery to any cruising or refit destination around the world.”
Our procurement department utilises its strategically located warehouses in Rotterdam, London, Cyprus, and the Middle East to receive and consolidate multiple orders, and then liaises with the manager or crew to send them on to the yacht at the optimal time in the optimal location.
Image (Previous page)
We take on the whole procurement process so that crew can focus on their onboard roles.
YACHT SALES, PURCHASE & CHARTER
—— Moravia Yachting completes the circle of services offered by the Hill Robinson Group, and assists owners with yacht sales and purchase, as well as offering retail charter to an international clientele.
When Hill Robinson was founded in 2000, the concept of yacht management was relatively new. Over the previous decade, superyachts had been subject to an increasing amount of maritime safety and environmental regulations, and to ensure ongoing compliance with these regulations, owners, and captains required additional support, so a need for yacht management services was born.
As the landscape in which superyachts operate has evolved, our approach to yacht management has adapted accordingly to offer more specialised support in relevant fields. Our offering now encompasses a full spectrum of services that owners need the most, such as compliance, project management, and surveys. And, through Moravia, yacht sales, purchase, and charter.
Kurt Fraser Chief Commercial Officer
“The reason for keeping Moravia Yachting as a separate company within the Hill Robinson Group, is so that our team can continue to act in the best interests of the client without any possibility that its recommendations and advice could be motivated or guided by commissions.”
Our offering now encompasses a full spectrum of services that owners need the most, such as compliance, project management, and surveys. And, through Moravia, yacht sales, purchase, and charter.
Having been a staple in Monaco’s glittering Port Hercule since the early 1960s, Moravia was acquired by the Hill Robinson Group in 2017 and officially relaunched in 2020. Specialising in providing yacht brokerage and charter services, Moravia offers its clients the care and attention of a boutique brokerage house with all the expertise, stability, and strength of a global group.
“In our business, there is a lot at stake and there are significant amounts of money involved,” explains Adam Papadakis, Head of Sales at Moravia Yachting.
“The technical advice Hill Robinson can offer its clients when buying or selling a yacht is far superior to what they would receive via a traditional brokerage house because of our ability to deep dive into the value of the asset, its issues, and its opportunities,” he says.
“These capabilities are high value for a client buying or selling a yacht, so we needed a vehicle to handle those transactions.”
Moravia prides itself on upholding its core values of confidentiality and discretion. “Without confidentiality, you risk losing a client, losing credibility, or even facing legal implications. Clients want to feel comfortable with their broker and be confident that we’re looking after their best interests – this is what ultimately creates long-term relationships,” says Adam.
“The reason for keeping Moravia as a separate company within the Hill Robinson Group, is so that Hill Robinson can continue to act in the best interests of the client without any possibility that its recommendations and advice could be motivated or guided by commissions,” explains Kurt Fraser, Chief Commercial Officer. “Instead, the Moravia brokerage team benefits from the strength and experience of Hill Robinson’s more than 250 specialist individuals, who can be drawn upon to provide a much deeper level of customer care and attention than most typical brokerage houses can.”
Adam Papadakis Head of Sales
Moravia Yachting
“The technical advice Hill Robinson can offer its clients when buying or selling a yacht is far superior to what they would receive via a traditional brokerage house because of our ability to deep dive into the value of the asset, its issues and its opportunities.”
itself on upholding its core values of confidentiality and discretion.
The Moravia brokerage team benefits from the strength and experience of Hill Robinson’s specialist individuals.
Images (left to right)
Moravia prides
And this is how Hill Robinson Group’s management brokerage offering fundamentally differs from other models in the industry. Hill Robinson was founded with the express purpose to provide specialised services to yacht owners in terms of safety, security, and all operational, regulatory, and technical requirements. Many management companies, however, began in the commission-led brokerage sector and expanded their services to include yacht management.
Since its relaunch, Moravia has built a team of highly qualified brokerage professionals that continues to grow. In a business where success relies on contacts – and maintaining a trusting relationship with them – confidentiality and professionalism is paramount. “Having a long-term approach towards
its relationships with clients is what has kept Hill Robinson growing, and Moravia mirrors this ethos,” concludes Adam. “Our number one priority is to sustain and develop our relationships with our clients – that’s why we have the respect of our clients and they keep coming back to us.”
Moravia completely aligns with the philosophy of Hill Robinson – super-serving clients, maintaining an acute focus on client needs, and providing the dedicated approach the Group is known for.
In a business where success relies on contacts – and maintaining a trusting relationship with them – confidentiality and professionalism is paramount
MORAVIA YACHTING
NAVIGATING THE MARKET WITH EASE
—— We have the experience and expertise to advise on all aspects of yacht purchase, sales, and charter.
PURCHASE
Every search and negotiation for a yacht purchase heavily depends on the market forces. Moravia Yachting has insider knowledge of deals and market dynamics to ensure our clients find their perfect vessel and acquire it at the correct price. “Our contact book spans the world’s leading shipyards to diplomatic channels, and this grants our clients access to every available asset, no matter how elusive or unobtainable it may seem,” advises Adam Papadakis, Head of Sales.
"There are thousands of new and used yachts on the market at one time, and each purchase requires rigorous due diligence. We make purchase recommendations from a financial and technical outlook while focusing on a buyer's goals and expectations. "With client interests at the heart of everything we do, Moravia brokers evaluate and refine the selection, using our industry intelligence to guide the keenest figure," he adds.
Our negotiation strategy is based on our deep background knowledge, which often results in significant savings. We also personally inspect, survey, and sea trial each vessel before contracts are exchanged.
SALES
We are trusted by the world’s most discerning owners to represent and execute the sale of their luxury yachts. Our strategic central agency service typically begins with a highly personalised marketing strategy; instead of blanket publicity for several competing yachts, we create a distinct campaign for each vessel we represent.
“We take the time to understand each yacht’s story, its condition and value proposition, and implement a strategic and coordinated marketing campaign that shares its full narrative with a targeted audience to maximise its value,” explains Adam.
The subsequent negotiation and transaction process is handled with prudence and professionalism. Our goal is to ensure an efficient sale at the best price possible according to market conditions.
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Our charter brokers curate tailor-made charter exeperiences.
Our insider knowledge ensures buyers acquire their perfect vessel at the correct price.
We have access to the best charter yachts available.
Our clients’ expectations are exceeded as standard.
CHARTER
We take great pride in curating tailor-made experiences to match the exacting requirements of charter parties, with expectations exceeded as standard. Our extensive network and professional reputation have afforded us access to the highest pedigree superyachts available for charter worldwide, ranging from historic vessels to the most pioneering launches.
Our experienced charter brokers advise on budget, size, style of yacht, and destination, crafting an unforgettable charter odyssey. “From tropical wildlife trekking in Costa Rica to regatta racing in New Zealand or family-focused cruising along the French Riviera, anything is possible,” says William Molloy, Head of Charter. “Some guests prefer anonymity, while others desire the head-turning allure of the latest superyacht launch.”
Curated crew teams are brought together to enhance your onboard experience. From ice pilots and cetacean specialists to gurus of wellbeing and boutique vintners, Moravia is your concierge for voyages beyond the ordinary. Wherever your charter may take you, delivering seamless luxury across all seven continents is our forte.
William Molloy Head of Charter
“From tropical wildlife trekking in Costa Rica to regatta racing in New Zealand or family-focused cruising along the French Riviera, anything is possible.”
Our experienced charter brokers advise on budget, size, style of yacht, and destination, crafting an unforgettable charter odyssey.
OUR GLOBAL REACH
MONACO
8 Quai Antoines 1er 4th Floor, Monte Carlo
MC 98000 Monaco
+377 9310 2929
AUSTRALIA
Office G50/3
Gold Coast City Marina 76-84 Waterway Drive
Coomera Queensland 4209
+61 755 731 764
CYPRUS
Shop 2, Building F2
Limassol Marina 3014 Limassol
Cyrpus
+357 25 025 750
FRANCE
Résidences du Port Vauban 17 Av du 11 Novembre 06600 Antibes
France
+33 492 90 5959
ISLE OF MAN
Second Floor, 14 Athol Street, Douglas, Isle of Man IM1 1JA +44 1624 622 523
ITALY
The Plaza Porto Mirabello La Spezia, Italy +39 392 077 6440
SAUDI ARABIA
Office 402, 4th Floor, Ibrahim Center 6492 King Adbulaziz Rd 3432 Ash Shati District, 23613 Jeddah
Kingdom of Saudi Arabia
+966 12 644 4000
SAUDI ARABIA
Showroom N2-3, Jeddah Yacht Club 7412 Al Kurnaysh Br Rd Ash Shati Dist 23614 Jeddah
Kingdom of Saudi Arabia
+966 12 644 4000
SPAIN
Avinguda de Gabriel Roca
26 LOCAL N 07014 Palma de Mallorca Spain +34 971 675 888
USA
1845 Cordova Road Suite 212 Fort Lauderdale
FL 33316, USA
+1 954 792 6112
USA
2010 Avenue B West Palm Beach
FL 33404, USA
+1 954 792 6112
UK
201 Haverstock Hill
Belsize Park
London NW3 4QG
United Kingdom
+44 20 7443 5596
UK
OVIC
4 Ocean Way
Southampton SO14 3JZ
United Kingdom +44 20 7443 5596
VISIT
hillrobinson.com | moraviayachting.mc
CONTACT
enquire@hillrobinson.com enquire@moraviayachting.mc
Image credits
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John Nassari | Glenn Petersen | Guillaume Plisson
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Copyright Hill Robinson 2024. All rights
OUR SERVICES
Yacht management
Charter management
Crew services
Compliance
New build project management
Technical services
Refit project management
Pre-purchase inspection and survey
Corporate services*
Procurement department
Sales, purchase and charter
*Hill Robinson Limited is licensed by the Isle of Man Financial Services Authority