Boating Business October 2019

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OCTOBER 2019

Washington Post 6 | Person Behind the Face 6 | Marketing 9 | Business Matters 14 | Brexit 14 | Profile 24 | People 25

NEWS

SUNSEEKER SUPERYACHT DIVISION

180 new jobs Golden anniversary Marine industry honoured pages 1-12

Photo: Sunseeker

MARINE EQUIPMENT

Sunseeker has announced its intention of moving into metal-built yachts with the launch of a dedicated superyacht division.

Announcing the new direction, chief executive Andrea Frabetti also spoke of the company's ambitions to double the yard's range to 26 models from 38ft to 50m by 2022. Since 2000 Sunseeker has delivered 137 yachts over 100ft and has now set its sights on a distinctive range of superyachts from 101ft to 161ft.

The expansion of its superyacht line has in part been motivated by the loss of customers as the market moves into larger, metal-built vessels. It has been a long-term ambition of Sunseeker's to move into metal-hulled designs and the company has now teamed up with Falmouth-based Pendennis and ICON in the Netherlands to realise those plans.

Global sales director, Sean Robertson, added, “A move into

8 The new 161 yacht. Sunseeker is launching a new superyacht division

metal means there is no ceiling as to how big we can go in the future, but obviously this requires different expertise and so it was essential to find the right partner to support the project.”

Pendennis will build the new 133 yacht with its 'dramatic new look', announced earlier this year at Cannes Yachting Festival, whilst ICON will build the flagship 161 yacht at its Harlingen shipyard.

Between 2019 and 2020, Sunseeker plans to invest between £10m and £15m a year in new products, starting with the Hawk 38 and Predator 60 Evo in 2019.

Andrea added: “Looking ahead, we will further develop the framework for the business, aided by a £50m CAPEX investment in R&D, new products, innovation and technology over the next five years."

SIBS 2019 HAILED ‘ONE OF THE BEST EVER’ More than 100,000 people visited Southampton International Boat Show powered by Borrow a Boat, a 5% rise on 2018, leading organisers British Marine to dub the show 'one of the best ever'.

With more than 600 brands on show, the event also featured a record-breaking number of debuts with more than 240 new boats and products on show, as well as over 82 new brands including Pearl Yachts, Nautor's Swan, Gulf Craft, Kayacat, Kingfisher Yachts Ropes, Proboat and York Marina.

“We have seen fantastic numbers through the door and out

on the water. It have been a very buoyant boast show,” said Lesley Robinson, BM's chief executive who added that the show was 'absolutely spectacular'.

This year's event was opened by Olympic rowing legend, James Cracknell OBE and TV personality, Lucy Mecklenburgh.

Visitors enjoyed the water-based activities on offer such as Try-a-Dive, a purpose-built dive tank, alongside favourites Try-a-Boat and Get Afloat. There was an increased focus on sustainability and the launch of the Exhibitor and Contractor Environmental Charter.

Now distributing Båtsystem Marine Equipment Contact Sales for further information I www.cquip.com I info@cquip.com

Compliance achieved New accessories Visible and resilient pages 15-17

ONBOARD POWER

Links strengthened New range More power pages 18-21

SIBS REVIEW

Brilliant boats pages 22-23

NEWS

VIEWPOINT

REVENUE INCREASE IN 2018

KATINA READ ❘ Editor kread@boatingbusiness.com

Is this really SIBS? So the sun shone and the crowds came – one could almost be forgiven for thinking we were in a different country and at a different show. It certainly wasn’t the weather we usually associate with SIBS and the resulting rise in attendance figures has led organisers British Marine to dub it one of the most successful shows ever.

While there’s no doubt it was a good show and there is no doubt that BM has made improvements it’s clear there’s room for more still.

The new Quarterdeck was one of the improvements, however other eating places around the show showed little sign of progress. As usual there was a lack of seating, despite there being space for more; the new manufacturers showcase was a great idea but severely lacking in manufacturers. And the security guards also left much to be desired, particularly when they refused to let exhibitors back into the park for the exhibitor’s party despite said exhibitors showing their identity badges and refused to let people with passes into the show at certain gates.

And the pledge that the show was the most environmentally friendly yet left lots of people bemused and scratching their heads.

On asking BM about recycling facilities, one shoe retailer was given some large plastic bags to put his empty cardboard boxes in. When the plastic bags ran out, the boxes then had to be put into the regular bins.

I was given plastic bottles of water by exhibitors who are supposed to have signed up to a new environmental charter along with plastic cups and when I asked about a recycling bin in the press office, I was told there wasn’t one.

And how about dedicated bins for food waste? I appreciate bins do take up space and are not very pretty to look at but It’s always going to be a slow process changing people’s opinions and habits but without the facilities such as recycling bins placed in full view in front of people it’s going to be harder than it need be.

RECORD NUMBERS And while there were record numbers of boat launches – it was noticeable that most of these were UK launches rather than World or even European launches. It would be strange if there were not record launches since the demise of London Boat Show. While there has been a plethora of regional and local boat shows springing up, SIBS is the only remaining international leisure marine boat show left.

Yet despite all the successes, BM could be set to alienate more than half the existing exhibitors with discussions taking place with regards to making it a members’ only show as part of the changes the organisation is making.

This year, 45% of exhibitors were members of BM so that means either finding a lot of new exhibitors or persuading those who are not members to join. Either option could be another uphill battle.

2 | OCTOBER 2019

Britain’s boatbuilding revenue increased by 21.3% in 2018 with the boating market now worth £1.4bn annually to the UK economy according to British Marine.

This rise, totalling £777m in turnover, has been attributed to increased exports of inboard motor cruisers and motor yachts (+11.4%) and rigid inflatable boats (RIBs) (+5.5%). More than 65% of new boat production in 2018 went to overseas markets, with combined exports of new and used boats totalling £627m in 2018.

“We’re pleased to see that the UK’s boatbuilding sector enjoyed positive growth last year, despite Brexit and economic uncertainty,” said Lesley Robinson, BM chief executive. “We are seeing increased demand across nearly all vessels, from

motor yachts to canal boats and dinghies.

“Whilst it’s encouraging to see the UK remain a global hotspot for boat production, with exports accounting for a large portion of this year’s growth, we’re also reminded that the sector continues to face challenges such as lower consumer confidence in the UK. Over the past year we’ve seen local sales remain flat and with the prospect of further Brexit delays dampening domestic spending, the future health of the sector is uncertain.”

YACHT SUCCESS The figures show builders of motor yachts sized 12-24m saw a 12.3% expansion in production with two of the UK’s largest yacht manufacturers – Sunseeker International and Princess

8 Britain’s motor yacht builders are enjoying growth

Yachts – enjoying record sales and forward orders.

These two are not the only success stories, with both Pearl Yachts and Fairline Yachts also revealing double digit sales growth.

Output by manufacturers of RIBs also grew 5.5% largely driven by strong demand across superyacht tender and leisure markets. Manufacturers Williams Jet Tenders, Ribeye Boats and Cobra Ribs all reported double digit growth over the past year.

Meanwhile, production in the UK’s inland narrowboat market grew 1.2% with total new boat registrations up 0.5% on Canal and River Trust waterways. Sailing dinghies and small sailboats also experienced growth of 2.5%, with exports of £15m in 2018.

SEVEN YEARS OF GROWTH Britain’s superyacht industry recorded its seventh year of consecutive growth in 2018/2019.

Figures released by British Marine association, Superyacht UK, show the industry generated revenues rising to £660m, representing an increase of 7.1% on the previous year. The findings also highlight the sector’s contribution to the UK economy with a 7% increase in the value that

Britain’s superyacht businesses add.

Two-thirds of UK superyacht revenue is derived from exports with just over half coming from the US and Eurozone.

“The UK is the third largest builder of superyachts in the world and these new figures show that ‘British built’ continues to remain in high demand across the globe,” said Lesley

Robinson, BM chief executive.

The US export market has grown substantially in recent years, with the US share of British superyacht exports growing from 34% in 2018 to 41% in 2019, thanks to the increasing popularity of British luxury products and strong marketing efforts of UK boatbuilders. Other growth regions include emerging markets in Southeast Asia and the Middle East.

For the latest news and analysis go to www.boatingbusiness.com/news101

NEWS

180 POSITIONS TO BE CREATED Fairline Yachts is recruiting for 180 positions across a variety of roles at its manufacturing facility in Oundle, Northamptonshire.

The roles include carpenters, electrical engineers, mechanical engineers, GRP moulders and assemblers to help meet demand for the boatbuilders' yachts. “We are pleased to be growing our highly skilled team at Oundle to meet increased demand for our luxury boats from around the Greek based safety equipment manufacturer Lalizas, is to open Lalizas UK, jointly owned and headed by Charlie Mill.

Charlie, formerly of CFront Trading and Ocean Safety, will be supported by Jack Sharland and Finley Mill. “I have been impressed with the wide range of safety

8 The Squadron 68 is one of Fairline's latest models

our outstanding worldwide dealer network.�

globe,� said Fairline CEO David Tydeman. “This success is thanks to an innovative

and desirable product portfolio, a talented and dedicated workforce and

REDUNDANT The news comes less than a month after the company announced plans to make up to 40 staff redundant at its Hythe, Hampshire, facility after reversing its decision to build boats at the site.

At the time the boatbuilder said the geographical separation did not maximise the best team approach.

CHARLIE MILL TO HEAD LALIZAS UK and marine equipment that Lalizas manufactures,� said Charlie. “Having a UK based sales team and warehouse and will enable us to offer better support to existing and new customers.�

The formation of the Lalizas UK office means that

the range of Lalizas products will be available in a UK based warehouse by the end of the year including safety products, Nuova Rade, Ocean Fenders, Max Power and Lofrans.

In addition to the Lalizas brands, the UK office will

distribute ACR Electronics and Comet products for the military, commercial and leisure marine markets.

Lalizas was founded in 1982 and manufactures many of the safety products it offers, distributing to 129 countries.

INNOVATIVE POWER SYSTEMS Safe, fast and Optimum heavy duty Powerful eďŹƒcient charging extreme performance seamless energy

BRIEFS Best marinas Royal Quays Marina and Poole Quay Boat Harbour have been named UK Coastal Marina of the Year at the Yacht Harbour Association (TYHA) Towergate Inland Marina of the Year award.

Mayflower Marina and Emsworth Yacht Harbour were the runners-up in the UK Coastal Marina – over 250 berths and under 250 berths categories whilst Church Minshull Aqueduct Marina and BWML Lemoryd Marina were the winner and runner-up in the UK Inland Marina category. The winning marinas are voted for by their berth holders.

Renewal The European Boating Industry (EBI) and ICOMIA have renewed their partnership aimed at championing the interests of the leisure marine industry across the EU.

Initiative The RYA has become a signatory to the United Nations Global Compact sustainability initiative and also renewed its environmental policy.

The UN Global Compact is the world’s largest corporate sustainability initiative, with businesses around the globe signing up to Ten Principles on human rights, labour, environment and anticorruption.

SMG day

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An SMG fishing experience day has given four Lowrance users the chance to test the company’s latest equipment. The users were the winners of an SMG competition who took to the water with Lowrance ambassador Ross Honey on board his Rodman 900.

OCTOBER 2019 | 3

NEWS

Canvas Tecsew has provided protective canvas for HMS Alliance, the only remaining Second World War-era submarine which is based at the Royal Navy Submarine Museum in Gosport.

Restoration Pendennis Shipyard in Falmouth has begun the restoration of 1930s yacht which was used for naval service during the second world war. Originally built

by Camper & Nicholsons in 1931, the 59m MY Marala will spend the next 18 months undergoing a painstaking restoration, with the team at Pendennis ensuring she retains her original character and pedigree.

Golf day The North Sails Golf Day 2019 will take place on November 8 at Cams Hall Estate Golf Club, Fareham. This will be the 23rd edition of the annual event which is organised to raise money and awareness for the John Merricks Sailing Trust (JMST).

Since its inception more than 20 years ago, the event has raised more than £200,000 for the Trust whose patron is America's Cup skipper, Sir Ben Ainslie. The objectives of JMST are to advance the education and development of young people in need within the UK and to help them achieve their maximum potential through sailing.

Registration will run from 8am and the day will include lunch and a charity auction.

To book, see: https://www.northsails.c om/sailing/en/loftnews/golf-day-2019

4 | OCTOBER 2019

BOAT DEALER CELEBRATES 50 YEARS Family-run dealership, boats.co.uk, is celebrating its 50th anniversary this year.

The company, with its offices in Essex, Dorset, Spain and Mallorca, handles some of the biggest names in the business including Princess, Williams, Parker Boats and Arvor.

The company was founded by David Barke who began his career in 1969 in South Woodham Ferrers in Essex, selling trailers for speedboats. With fibreglass boats opening up boat ownership to a much wider audience he began selling a variety of small, fast boats including Shetland, Fletcher, Norman, Cleopatra, Mitchell and Colvic.

FAMILY BUSINESS By 1978 the business had grown significantly and was now trading as David Barke Marine. The company

Photo: boats.co.uk

BRIEFS

obtained the freehold of a boatyard at Maldon on the River Blackwater, moving again eight years later to Paglesham Boatyard on the River Roach, at which time three of David's sons joined and the family business took off.

In 1999 David launched Essex Boatyards and in the same year the company won the rights to sell Arvor boats with a dealership for Fairline yachts following in 2004. A year later Essex Boatyards

8 Boats.co.uk is celebrating its 50th anniversary

purchased Essex Marina on Wallasea Island and moved its operations from Paglesham.

In 2011 the company was awarded the Essex dealership for Jeanneau

sailing yachts and in 2014 started a charter business in Mallorca, offering customers the chance to try out some of the new boats before purchase. The same year, David's sons acquired the boats.co.uk domain and the company rebranded.

Fairline took its boat sales back in-house in 2015, but Princess was quick to step in to sign boats.co.uk as its East Coast distributor. Since then, the company has continued to grow, opening sales offices in Mallorca, Spain and Poole and signing dealership agreements with Williams, Axopar and Parker Boats in addition to existing ones with Princess and Arvor.

SAILING RETURNS TO CURRICULUM Sailing and windsurfing will once again be part of PE in schools following a public consultation by the Department for Education.

The consultation looked at proposals to add activities to the published GCSE, AS and A level PE activity lists. A total of 1,077 responses were received putting forward 82 activities. Sailing and windsurfing are two of 13 new activities that have been added, having been removed in 2014.

“It opens the door for even more young people to experience sailing and what it can do for their personal development, as well as providing even more variety across the PE curriculum,”

said Sarah Treseder, RYA chief executive.

“We are hugely grateful to the many RYA members, affiliated sailing clubs, schools, teachers and parents who supported our campaign for inclusion in the list by responding to the consultation and appreciate the opportunity to have worked with DfE officials and awarding organisations to explain and make the case for the inclusion of sailing and windsurfing.”

The RYA will now work with the government to develop guidance on how sailing and windsurfing can be taught and assessed in a consistent way. The revised lists will be used from September 2020 onwards.

8 The RYA has welcomed news that sailing and windsurfing will once again be taught in schools

For the latest news and analysis go to www.boatingbusiness.com/news101

NEWS

Photo: CMN

CORNISH MARINE NETWORK CELEBRATES 3,000 JOBS A Cornish marine trade organisation is celebrating having created 3,000 new jobs since 2005.

The not-for-profit Cornwall Marine Network (CMN) secured its first investment in 2005 to support marine business skills. Since then, the network has embraced more than 350 companies and the team has grown to 30 permanent and specialist staff. Its latest support programme, Propel Cornwall, is nearing completion with beneficiary businesses creating 90 new jobs. “Since 2005 our specialist business support team has

8 The team at CMN celebrating the creation of 3,000 jobs since 2005

attracted more than ÂŁ30m of investment into Cornwall's marine sector," said Paul Wickes, CMN's chief

executive. "There is no other privately-owned marine network in the UK or Europe that operates on the scale of success that the team at CMN achieves."

Propel Cornwall helps

REDUNDANCIES CLAIM DISMISSED Princess Yachts says it is 'bitterly disappointed' by a claim that it has instigated redundancy procedures, stressing that it is conducting business as usual.

Trade union Unite claims Princess is planning to 'sack' more than 100 employees in their probation period, calling it a 'shoddy move' which has been 'taken without the agreed consultation process'.

However, a Princess

spokesperson told Boating Business the statement is incorrect and it is 'not making any redundancies', but it does maintain a stringent appraisal process. “We are bitterly disappointed with Unite,� the spokesperson said. “This is by no stretch of the imagination a redundancy step. This is just the regular performance appraisals.�

The spokesperson said Princess was willing to talk

OXFORD MINT TAKES ON AQUAFAX Aquafax has been appointed as the exclusive UK and Ireland distributor for Oxford Products Mint marine valeting range.

The company was formed in 1973 and produces a range of cleaning, restoring and protection products that are made in Britain. The range was initially developed for the motorcycle and bicycle aftermarket and has now been re-formulated for the marine market. “Oxford Products is a very well-established brand and has an excellent reputation in the motorcycle market,� explained Richard Pardoe, Aquafax product and marketing manager. “We're very pleased to

8 Oxford Mint products include cleaners, polishers and restorers

work with the company to help expand its reach into the marine sector.�

Products include cleaners, polishers and restorers for GRP and RIBS. The company has worked closely with Rodella Ribs based in Poole to develop the technical specifications required for RIB products.

through employment data and performance reviews but instead Unite chose to give them less than ten minutes notice before releasing its statement.

NORMAL TURNOVER Princess has around 3000 staff and from January until the present has hired 342 new starters, however during its 12-month probation period staff are appraised and reviewed between four and five times, confirmed the company.

Speaking about Unite, the spokesperson said: “If they believe our appraisal process is not up to scratch, that has never been voiced as a concern by anyone in our organisation.�They said that working at Princess takes a high degree of skill and is labour intensive.� We are quite a unique manufacturer, one of the last remaining in the United Kingdom where we go from raw material to finished yacht onsite.�

Princess confirmed that in 2017, 138 employees didn't pass the probation period and in 2018 this figure was 198. “We're expecting around the same amount this year. It works out to be about 20% of new starters,� said the spokesperson.

For the latest news and analysis go to www.boatingbusiness.com/news101

small and medium sized marine businesses improve their business systems, processes and develop new products.

Examples of how the funding has supported local businesses include the development of Helford River Children's Sailing Trust's specialist training centre.

A critical goal for CMN has been to address the skills gap in the marine sector through strategies such as building bridges between education and industry.

Since 2008, CMN's Marine Academy has recruited more than 95 industry ambassadors, sharing information with more than 35,000 young people. CMN also encourages young people into the industry through its subsidiary, the Cornwall Apprenticeship Agency, helping to create 1,350 apprenticeships since 2012.

BRIEFS Partnership Boat maintenance product brand, August Race, has partnered with Huggins Bros Marina Group that will stock the detailing products at its three boatyards around Plymouth. The group offers a range of marine services and facilities from dry storage and lifting to brokerage.

Day cruiser Jeanneau is entering the world of large outboard day cruisers with the launch of the latest in its Cap Camarat line.

The new Cap Camarat 12.5 WA follows on the heels of the 9.0 WA and 10.5 WA models and will make its global debut at this year’s Paris Boat Show in December.

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OCTOBER 2019 | 5

NEWS

BEST OF MARINE INDUSTRY HONOURED WASHINGTON POST JIM NOLAN runs US based James Nolan Associates Digital marketing is very important when it comes to generating new leads and sales in today's boating market, it is also an increasingly complex subject requiring constant attention and updates.

It is worth remembering that while social media is prominent it is only one of the channels of digital marketing. Other major channels include content marketing, banner ads, search marketing and, email marketing.

The Grow Boating Marketing Summit, Digital Marketing: Charting Your Course for Success that took place at the end of September provided insights and tips our industry could/should use. Carl Blackwell, Grow Boating president and chief marketing officer for NMMA summed up the objective of the Summit when he said: “This year's all-star speaker line-up of third-party marketing experts will offer insights and applications to help your business utilize your website, social media and digital marketing to attract new boaters and move the sales needle.”

The speakers included Mari Smith, author and Facebook marketing expert whose presentation covered three key areas Facebook is prioritising today and what marketers need to know.

Also Jack Ellis, Info- Link MD, whose session The Who Behind the How: The People We Need to Reach with Digital Marketing shared notable observations about today's boat owners.

Recordings of the presentations can be found on GrowBoating.org.

6 | OCTOBER 2019

Nine outstanding marine companies have been recognised for excellence within the industry, picking up a British Marine Award 2019 at the Southampton International Boat Show powered by Borrow a Boat.

Now in its sixth year, the ceremony took place during the Exhibitor Party with winners including Ancasta International Boat Sales (Best Marine Company - over 20 employees), Marine Resources Recruitment (Best Marine Company - under 20 employees), Pendennis Shipyard (Best Training and Development Award) and Andrew Simpson Sailing Foundation (Marine Charity of the Year).

“Our congratulations go to all the winners and runners up of this year's British Marine," said Lesley Robinson, BM's chief executive. "We all want to be the best at what we do and these recognised companies and charities can justifiably say that they are.”

This year saw the launch

and celebrate the thriving marine industry.

Dave Manesseh, European sales manager for Shakespeare Marine, accepted the award for the company's GALAXY-INFL8 emergency VHF antenna. "We are incredibly proud to be awarded the first ever Maritime UK Innovation Award. This is testament to the pioneering nature of our team and everyone involved with Shakespeare Marine," he said.

of two new awards – Entrepreneur of the Year in honour of Robert Braithwaite, won by William Jet Tenders and the Exhibitor Environmental Award, won jointly by Spirit Yachts and RS Sailing, with Rockley Watersports and Sunsail and The Moorings second and third runners-up respectively.

Spirit Yachts ran a 'paperless boat show' avoiding the use of printed materials and instead opting for digital copies. It also operates a

8 Spirit Yachts' Nigel Stuart and The Green Blue's Kate Fortnum

recycling policy, uses refillable water bottles and eschews single-use plastics. "We hope the introduction of this new award will encourage other marine companies to examine their sustainability initiatives," said MD Nigel Stuart.

Also scooping an award was Shakespeare Marine who won the Innovation Award at the inaugural Maritime UK Awards which are held alongside the boat show

THEPERSONBEHINDTHEFACE Interview by Alice Driscoll

DAVID TYDEMAN

How I got into this industry...

I saw an advert in late 1987 to recruit an MD for Beneteau UK and applied.

I'd bought my first race yacht, an SJ30, a few years earlier and was working in the oil industry in Scotland.

I thought that joining Beneteau UK was a great change of direction.

Best advice I've ever received...It was from Owen Parker, about sailing in the Solent: “When the wind is in the north, nipper, go north” You should really read...

“A short walk in the Hindu

Kush” by Eric Newby to remind us of English eccentricity. There are many British sailors who similarly take on amazing challenges.

One thing the industry needs less of is...More marketing hype. I've noticed the changes in the last decade and post crisis, of senior industry management being increasingly irresponsible about giving real facts.

end of the Hobart Race.

Spectacular 1000ft cliffs.

Don't worry about...Sales targets. Get the brand and the team right and clients will come to well-run boat builders.

Favourite meal...Breakfast at a quiet anchorage after a night passage One thing I couldn't live without...Sailing friends

Most hated buzzword or workplace expression...

“Ultimate”

How I cope with stress...I go sailing

Best place I've been...Far too many to choose just one.

I loved turning the corner at the bottom of Cape Pillar Tasmania as we neared the

Something about you that people might be surprised by...There is a Dutch Naval vessel - HMS Tydeman which is named after a relative.

POWER PRODUCTS TAKES ON MARATHON Marathon Leisure has been appointed as a new retail sector distributor for all Power Products LLC recreational marine and speciality vehicle brands.

The portfolio includes Mastervolt, Blue Sea Systems, Lenco, BEP, Ancor and Marinco amongst others.

“We are delighted to have been chosen to represent this extensive range of exceptional brands,” said Tim Millinder, Marathon Leisure MD. “We believe there is great scope to work with Power Products to fully extend its reach into the retail markets.

“Marathon has always been strong in the retail sector which is one of the reasons Power Products has chosen to work with us and we are ready to work closely with them to help achieve their ambitions.”

Power Products is a global manufacturer and supplier of electrical systems and components for the marine market and specialty vehicles, industrial power and transportation.

8 Marathon Leisure is a new distributor for Power Products LLC

For the latest news and analysis go to www.boatingbusiness.com/news101

NEWS

BUCKLER'S HARD CLOSES FOR REDEVELOPMENT 8 Buckler's Hard Yacht Harbour is undergoing a major new redevelopment

Photo: Buckler's Hard Yacht Harbour

Buckler's Hard Yacht Harbour will be closed temporarily to allow a major redevelopment of the Beaulieu River marina.

From 23 September 2019 to 31 January 2020 the harbour will be closed to visiting yachtsman with limited availability running until 31 March 2020.

The closure is to make way for a £2m upgrade under the guidance of Marina Projects to improve access and facilities.

Dredging operations will be taking place from 1 October until the end of the

year during which time river users are advised to maintain a listening watch for

BOATING NEEDS NEW PARTICIPANTS British Marine is urging businesses to increase participation in boating to help halt a decline in growth in the marine industry.

According to BM, only 22% of businesses currently report revenue growth, 10% fewer than in November 2018. The figures also show static profit margins, with just 6% of

companies reporting an increase in profits, a decline of 6%.

"Whilst Brexit uncertainty and a potential recession are factors completely out of our control, increasing participation is not. It is crucial that the industry turns its focus to attracting new customers both old and

young from a variety of backgrounds," said Lesley Robinson, BM chief executive.

UK marine businesses continue to experience flat markets with only 7% of companies experiencing an increase in revenue over the past six months. Prices in hire and charter boats have also dropped.

broadcasts and to navigate with caution.

Swinging moorings will be available but with only limited landing facilities for tenders to come ashore.

Fuel dispensing will be closed from 11 November until 28 February and the hoist dock for lifting will be closed from 11 November until 1 December.

The redevelopment will preserve the unique character of the Beaulieu River and Buckler's Hard Yacht Harbour whilst securing its future as a desirable place to moor. The scheme will reduce overcrowding and create more dedicated tender storage areas, improve access to berths and upgrade electrical and other services including a new pump-out facility.

We are proud to welcome International Paint and Glomex to the Barrus portfolio.

BRIEFS Distributor Panel Systems has become the official UK distributor for Alucoil, extending its range of composite panels for the rail, marine and engineering industries.

Alucoil’s Larcore aluminium honeycomb panels are A2 fire rated structural panels combining high load performance with low weight. The panels are manufactured in a continuous process, with a honeycomb core and skins that are coated with a primer suitable as a finished surface or for further processing, such as colour coatings.

Quality Marine product supplier, Ocean Footprint, has reached ISO 9001 quality level.

The company successfully completed its ISO9001:2015 second audit and has been recommended for certifying by Lloyds Quality assurance.

Organisations which are awarded the certification must demonstrate that they have a robust quality management system.

Ship repair

The UK’s leading trade distributor of premium brands T: 01869 363690 marine.chandlery@barrus.co.uk www.barrus.co.uk

For the latest news and analysis go to www.boatingbusiness.com/news101

Ship repairer and marine engineer, the SMS Group, has partnered with Portico, Portsmouth’s International Cargo Terminal, to provide short stay ship repair wharfage to all ship operators within the Solent. SMS specialises in ship repair, marine engineering and major fabrication projects in the superyacht, commercial marine and defence sectors.

OCTOBER 2019 | 7

NEWS

Environment Putting sustainability at the heart of its business, Princess Yachts has recently joined MarineShift360, a programme of life cycle analysis of materials and manufacturing processes in the maritime industry.

The boatbuilder has previously achieved ISO 14001, which maps out an effective environmental management system (EMS) enabling companies to reduce their environmental impacts and also supports the Marine Conservation Society.

Apprentices British Marine has honoured 60 apprentices at the trade association's annual Apprenticeship Graduation at Southampton International Boat Show powered by Borrow a Boat. The apprentices, who graduated in a range of different specialisms including carpentry, engineering, computer-aided design and welding, completed their apprenticeships with six different BM members – Princess Yachts, Pendennis Shipyard, Berthon Boat Company, Richardson’s Leisure, Sunseeker International and the RNLI.

HENRI LLOYD CEO STEPS DOWN Henri Lloyd CEO, Magnus Liljeblad, has stepped down from his role, having led the brand since it was bought out of administration in 2018.

Jonas Andersson, board member of Henri Lloyd will take on the role until a permanent solution has been found.

"There are many areas of the brand's relaunch we can look back at with pride and be confident that we have started something really special in the market,” said Hans Eckerström, chairman and controlling shareholder.

“Our strategy of building on

8 Henri Lloyd launched its Fremantle collection in 2019

our heritage of performance and functional fashion in a contemporary way has been extremely well received.”

And he said the company is now entering the second phase of its comeback, building on customer relationships.

Solar Technology International has signed a deal with Dutch component manufacturer Exalto to distribute the company's Hollex electric propulsion package.

The Hollex EP motors of

4.0kW, 7.5kW and 10.0kW directly drive a propeller shaft without the need for a transmission and complement Solar Technology's Lifos lithium ion phosphate batteries.

“With our solar panels and

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New group

• Unlimited runtime

Brunswick Corporation has formed the Aluminum Boat Group (ABG), comprising seven of the organisation’s boat brands. The formation follows closely from the recent establishment of the Venture Group, a new organisation within the Brunswick Boat Group.

• Brushless motor

8 | OCTOBER 2019

“A strong relationship is based on honest dialogues regarding what has worked and what hasn't worked so well,” he said.

“With this approach of being responsive to customer and other stakeholder feedback we have decided to make improvements and additions to the very top of our management structure so that we can grow and fully achieve our vision for the brand.” And Hans thanked Magnus for his vision, efforts and work on beginning to reposition the brand.

SOLAR TECHNOLOGY SIGNS WITH EXALTO

• Up to 93% efficient • THE solution for charter fleets

FIND OUT MORE AT W W W.V E T U S . C O M SALES@VETUS.CO.UK | 023 8045 4507

ENGINES | STERN GEAR | FUEL | INSTRUMENTS | FRESH WATER | WASTE WATER | MANOEUVRING | ELECTRICAL | STEERING | HATCHES | VENTILATION

BRIEFS

Lifos batteries giving us a growing foothold in the marine market, we are delighted to add the Hollex EP to our portfolio,” said Jeremy Usher, Solar Technology sales director.

“Our Lifos batteries are being used very successfully in electric boats and our partnership with Exalto will allow us to offer a complete electric propulsion package.”

The Lifos battery is available in 68Ah and 105Ah options and uses lithium battery chemistries LiFePO4 to deliver long lasting, reliable power in a lightweight package, added Jeremy.

The batteries are less than half the weight and a third of the size of an equivalent lead acid batter and can be charged and discharged six times more than the traditional option.

8 Solar Technology is to distribute electric propulsion packages from Exalto

ANNUAL SPENDING REPORT The Canal & River Trust’s annual report shows the importance of licence fees in keeping the inland waterways flowing smoothly.

A fifth of the charity's funding comes from licences and moorings, enabling works such as dredging, culvert and towpath repair, replacing lock gates and providing pump out facilities and emptying canalside bins.

The Trust's income last year was £210m with licences and mooring fees making up £40.2m. Funding come from investment and property income of £53.4m and a £51.3m Defra grant. Total expenditure in 2018/19 was £201m with day-to-day operations and waterway assets costing £37.8m and £26.4m respectively.

PROJECTS AND REPAIRS A further £23.8m was spent on major infrastructure works such as repairing bridges, grouting lock chambers or repairing culverts. The Trust took on 130 major projects during this period and conducted 800 planned repairs.

Through its planned stoppage projects 1,000 defects were fixed and 137 lock gates repaired. These projects are against a daily backdrop of responding to incidents, providing assistance and keeping water supplies at the right levels as well as looking after vegetation. The Trust also responded to 117,500 calls from customers as well as rescuing one million fish and emptying 86,000 bins.

The Trust cares for the 2,000 miles of inland waterways across England and Wales; looks after 1,589 locks with around four million lockages per year. It also cares for 72 reservoirs, most of which are around 200 years old.

For the latest news and analysis go to www.boatingbusiness.com/news101

NEWS

Holman & Pye

YACHT DESIGNER DON PYE DIES

8 Don Pye has died aged 93

Yacht designer Don Pye has died aged 93 following a heart attack.

Don partnered with Kim Holman in 1964 and the pair formed Holman & Pye, designing yachts for several production yards including Bowman, Wauquiez, Seamaster, Hustler and Oyster.

After David Cooper joined the business, the firm became respected

throughout the sailing world for designing practical seagoing yachts with great performance.

The company had a close relationship with Oyster and the boatbuilder's founder Richard Matthews designing the UFI 34 and other UFO models before the first Oyster branded yacht - the Oyster 37 - in 1978.

Rob Humphreys took over the design of Oyster yachts

after Don retired from Holman & Pye in the mid1990s, with many of his original concepts still incorporated in the yacht designs.

Today around 5,000 yachts designed by Holman & Pye are still sailing around the world - and winning races including six Rustler 36s that took part in the 2018 Golden Globe race around the world for amateur sailors.

BARRUS TAKES ON GLOMEX AND INTERNATIONAL Barrus has signed as exclusive UK and Ireland distributor for the Glomex range of antennas and connectivity products.

In addition, Barrus has signed to distribute International Paint products.

Glomex manufactures a wide range of marine and RV antennas and modular

wireless system monitoring solutions.

“Due to the forward thinking Glomex has put into its product development over the years, it has positioned itself ahead of the competition, in both marine and RV,” said Ben Allen, Barrus general manager, marine leisure.

And he said both

partnerships are part of Barrus’ continuing quest to build its Marine Equipment Division with high quality brands.

International Paint was formed in 1881 and is a division of AkzoNobel.

Barrus will distribute the company’s highperformance yacht coatings, boat paints and marine

For the latest news and analysis go to www.boatingbusiness.com/news101

protective coatings.

Marine sales company SailForce, supported by the marine equipment team at Barrus, will represent the brands, backed up by the company’s electronic ordering portal, DIAL 247 that provides live information on stock, order entry, back order status and order history.

MARKETING CHRIS JONES is founder of the Knot Agency Many hours are can be spent each month crafting written copy for clients, writing sentences and even whole paragraphs, only to then promptly delete them and start over.

We look up words to see if there is a more eloquent way of telling the story and quite often stare into space figuring out what to write in the first place. However, when it comes to images to accompany the text, the real challenge often begins.

It is said that a picture is worth a thousand words and I strongly agree. In our fastpaced lives, a quick glance at an image often tells us a good chunk of what we need to know. Here are my top tips for marketing images.

1) Make sure images support the surrounding context. If someone doesn't read the text will they understand the topic.

2) Keep in mind the end goal of your marketing material.

How will the image help you reach it?

3) Ensure images used fit with your brand. Does the content reflect how you want to be seen?

4) Think about who will view the image and at what time. Will it resonate with them and play positively with their emotions?

5) If possible avoid stock images. Sometimes there is no other option, so if you have no choice, try to find those less used.

6) Make sure images are high quality and not pixelated.

7) Edit your images to make sure they are well cropped and colour corrected.

8) Build up a library of images. Use every opportunity to capture pictures related to your business.

OCTOBER 2019 | 9

NEWS

BRIEFS Window coverings Dometic has been selected by Dufour Yachts to provide window covering solutions for its Grand Large Range.

Dometic was selected on the back of the company's successful installation of Dometic Oceanair Skysol Sheer Blinds in Dufour’s Exclusive Range yachts and its ability to provide a unique service, tailoring and optimising the room's lighting to the owner’s specification.

Spanish expansion Armada Engineering has opened a workshop in Barcelona as part of its commitment to expand worldwide services in the superyacht sector.

The Falmouth-based marine hydraulics specialist believes its new workshop at the MB92 Barcelona yard will help it expand its superyacht customer base across Europe and beyond. An initial contingent of four staff from Cornwall will be based in Barcelona from September 2019, with further staff to be recruited.

FIBRE MECHANICS INVESTS Composite boat builder FIBRE Mechanics has invested in a new 48m hull oven at its Lymington factory.

The oven will be used to cure carbon fibre pre-preg yacht hulls and decks and was designed by the in-house project team.

“We constructed our first pre-preg oven here in the Lymington factory over 25 years ago when we were building a 90ft carbon cruising yacht,” said Gary Vaughan, director of operations. “This new oven has come together far quicker than that one and requires a lot less energy to get up to temperature.

“It's good to see we have learned something over the years.”

ASSEMBLY OPERATIONS The new oven has a retractable roof to allow use of the overhead gantry crane

during assembly operations and can be sectioned into smaller units as required.

At present it is partitioned to form a 34m oven for the hull of a new project starting this month and a 14m oven for a large vacuum table, currently being used to

10 | OCTOBER 2019

8 FIBRE Mechanics’ new oven was designed in-house

Temperature and vacuum pressure can be controlled, monitored and logged across all component surfaces for cure cycles that are often in excess of 48-hours duration.

BALTIC SAFETY PRODUCTS SOLD

From the largest supplier in Europe we can supply you with all of your anode needs in zinc, aluminium and magnesium.

New site E P Barrus is to invest in a new facility as it continues to expand and take on the distribution of additional brands.

The company, that entered the UK marine equipment distribution arena last year, is due to expand into a new 17.5-acre site in Bicester in November 2019 while continuing to grow production and specialist services on its existing site, also in Bicester.

manufacture bulkheads and structure for the Gunboat 68 catamaran.

Powered by electric heaters, with 15 separate heat inlets, the new oven is capable of raising the temperature to 105° centigrade.

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JCE Group has acquired lifejacket and marine safety equipment company Baltic Safety Products AB. The company was founded in 1977 and is based in Sweden and Southampton.

Founder Per Frode will remain as minority owner of the company. In connection with the acquisition, Johan Lövqvist will take over as CEO of Baltic.

“Since its inception in 1977, Baltic has been successfully developed by Per Frode to become a market leader in the Nordic region within the premium segment, a stable market share and fantastic product portfolio,” said Carl Backman, CEO of JCE Group.

PROFITABILITY “The ambition now is to continue to grow our business in Europe and the world together with Per Frode and new CEO Johan Lövqvist.”

Johan has a background in the retail sector, most

8 Baltic Safety Products has been acquired by the JCE Group

recently as CEO for leisurewear and marine clothing producer, Tenson Group where he tripled the company's turnover with improved profitability.

"This is a very great assignment that I look forward to very much.

To have the opportunity to develop Baltic and its strong brand further together with fantastic employees and new owners will be very exciting," says Johan Lövqvist.

For the latest news and analysis go to www.boatingbusiness.com/news101

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NEWS

C-QUIP SIGNS WITH BÅTSYSTEM C-Quip has signed a distribution agreement with Båtsystem marine equipment for the UK and Ireland.

The Swedish company was established more than 30 years' ago and specialises in stainless steel boarding solutions, davits, outboard hoists, bowsprits, transom platforms and a modular radar arch.

Båtsystem also has a range of marine lighting encompassing cabin lights, navigation lights and underwater lights.

QUALITY “Båtsystem products complement C-Quip's existing portfolio,” said C-Quip MD Ian Cooke.

“Our focus has always been on supplying quality products with a focus on stainless steel, lighting and marine fittings and we believe the Båtsystem

will be very popular with our clients.”

The Båtsystem range was launched to the UK market at this year's Southampton International Boat Show.

SHOCKWAVE DISTRIBUTOR

8 Båtsystem products complement C-Quip's existing portfolio

8 Båtsystem products were introduced to the UK market at SIBS

Landau UK has signed to be a UK distributor of Shockwave S5 marine suspension seating.

The shock mitigating seating is designed and manufactured in Canada using military-grade components for protection and safety.

“Shockwave seating is making waves in the recreational and commercial marine sectors with a new easy to install, cost-effective, marine suspension module that protects boaters from the shock of wave impact

and increases their comfort and safety,” explained Sara Boyes, Landau marketing and tender manager.

PERFECTLY PLACED “Based in the North Pacific they are perfectly placed to constantly test their products in real-world conditions in some of the most severe seas on the planet.”

Landau UK is able to supply the marine suspension modules, seats, swivels and swivel slide, height adjust and shock pump and gauge.

EXPANDED TERRITORY FOR ENERGY SOLUTIONS Energy Solutions has signed an agreement with ASEA for an expanded distribution territory.

Energy Solutions started supplying ASEA frequency converts to the UK 20 years' ago and also provides technical back-up and a commissioning service.

The company will now also supply and support ASEA products in Holland, Germany, Denmark, Finland, Norway and Sweden.

ASEA Power is based in California and produces shore power conversion products for vessels of all sizes.

Energy Solutions works with OEMS, ship yards and individual boat owners, from initial enquiry to specification to supply and commissioning onboard.

12 | OCTOBER 2019

For the latest news and analysis go to www.boatingbusiness.com/news101

SHAFT SEAL DRIPLESS OPERATION REDUCED COST LOW MAINTENANCE REINFORCED SILICONE BELLOW SECONDARY SHAFT RETENTION COLLAR SS316 HOSE CLAMPS OPTIONAL NITRONIC 50 ROTOR

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BUSINESSMATTERS ADAM BERNSTEIN is a freelance financial journalist

A CROWNING MOMENT FOR HMRC? It's bad enough that failed firms leave a trail of financially hurt creditors.

But when the taxman steams in, takes preference over other creditors, it can leave a particularly nasty taste in the mouth, writes Adam Bernstein This situation, known as Crown preference, was abolished in 2002. However, it's about to be reinstated through the Finance Bill that is going through parliament.

There are broadly two different types of security, a fixed charge over immovable or larger assets and a floating charge over moveable items or assets such as stock and debtors. In an enforcement scenario, the amount a secured creditor receives from the proceeds of sale of a secured asset differs depending on whether the secured asset is subject to a fixed or floating charge.

INSOLVENCY COSTS A receiver, administrator or liquidator selling a floating charge asset will distribute the proceeds with insolvency costs first in the pecking order followed by

In an enforcement scenario, the amount a secured creditor receives from the proceeds of sale of a secured asset differs depending on whether the secured asset is subject to a fixed or floating charge preferential creditors (employees currently), the 'prescribed part' and then the floating charge holder, unsecured creditors and lastly, shareholders. Fixed charge assets realisations are sent directly to fixed charge asset holders only unless there is a surplus.

This process leads to banks wanting a fixed charge over any assets with any significant value and a floating charge over everything else; banks lending against floating charge assets will be concerned to know what creditors get paid before them in calculating the value of the security and how risky the lending is. This in turn determines the cost and availability of borrowing.

SECURED CREDITORS As noted earlier, under the old regime, the Crown (that

is, HMRC), used to be a preferential creditor. The Enterprise Act 2002 removed that to drive a rescue culture.

However, in the hope it would still get something, the government inserted the 'prescribed part', a percentage of the floating charge realisations that by-pass secured creditors holding a floating charge and are paid to the unsecured creditors including the taxman. This is roughly speaking 20% of net floating charge monies recovered to a maximum of £600,000.

The Finance Bill reintroduces a different form of Crown preference. If

passed, VAT and 'relevant deductions' (probably PAYE, employee NICs and Construction Industry Scheme deductions) will place HMRC second in line after employees and above prescribed part creditors.

Worryingly for those lending (or trading) without security, there is to be no cap to the amount or the look-back period for HMRC to reclaim tax; under the old regime, Crown preference for VAT had a six-month look-back period while for PAYE it was one year.

The government ran a consultation on the proposals but barely any changes were made when the proposals appeared in the draft Finance Bill two months after the consultation closed.

Firms ought to be worried as the proposed changes will impact the potential

Firms ought to be worried as the proposed changes will impact the potential recoveries an asset-based lender (ABL) could make on insolvency

recoveries an asset-based lender (ABL) could make on insolvency.

LOOK-BACK PERIOD More worryingly, it impacts on those potential recoveries by an unknown and uncapped amount. This means more risk for lenders and therefore more cost, for any borrowing and more rejected attempts to obtain finance.

Worse still is the retrospective application of the proposal. Lenders may have to take out insurance on existing floating charge loans, while they will also have to review every borrower's books to check for unpaid taxes which may pose a risk to their capital. This will add cost for borrowers.

Lastly, lenders will start to ask for a greater number of personal guarantees from directors as additional security. It doesn't take a rocket scientist to realise that this will deter business growth, as directors – understandably – will be wary of the risk to their own finances in case of insolvency of their business; SMEs are going to suffer.

BREXIT SEAN ROEBUCK: Pro-Cast Products

BREXIT HASN’T, YET, HAD A LARGE IMPACT Sean Roebuck, director at Pro-Cast Products based in Bristol, distributors and fabricators for SeaDek Marine Products, is very much pro-Europe..

“I voted to remain as I feel that the UK needs to be a part of the EU to prosper in the future. I understand a lot of people's reasons for voting out, however as a business owner I feel that we need to be part of the EU.” While Brexit hasn't, yet, had

14 | OCTOBER 2019

a large impact - “we have had a busy year to date” – Sean has had some customers with larger projects put them on hold until they've seen what the outcome of Brexit will be.

“The biggest effect that Brexit has had to date on our business,” he says, “is the drop in the value of sterling against the euro and the US dollar.

All of our SeaDek materials come from the factory in the US. When we first

started bringing product in, we were getting around $1.50 to the pound, we are now struggling to get $1.24, our base pricing rate is $1.25, therefore we are now eating into our margin.”

APPRENTICE He says that the company is doing its best to avoid a price increase in the hope that things may settle down and the pound may recover later in the year, however he is not

hopeful whilst the situation drags on.

It's worth noting that he had planned to take on a new apprentice in October to complement the one that he already has in the design department, but “this has now been put on hold until we know how we can trade within the EU going forward.”

Sean has a growing network of certified installers around the UK and Ireland and will add another five

by the end of the year, two of them to specifically cover the Channel Islands and Gibraltar.

He's unsure of how the trade into Gibraltar and Spain will work – “we have written to our local MP and didn't get a response... we hope that our European customers will still trade with us, however if we have to charge tariffs and VAT we fear we will lose them to some of our EU based partners.”

For the latest news and analysis go to www.boatingbusiness.com/news101

MARINA EQUIPMENT

TETRADOCK SUPPLIES YARMOUTH HARBOUR

8 The LSM80W unit can be wheeled to a customer's berth

ACHIEVEABLE COMPLIANCE Lee Sanitation has supplied a black and grey water mobile pump-out unit to Plymouth-based Mayflower Marina.

Manufactured from stainless steel and plastic, the LSM80W mobile unit has a standpipe and pump out connector which ensures the discharge process is clean and efficient. When a customer requests a pump out the compact mobile unit can be wheeled to the berth and then returned to the marina's dedicated sewer discharge point for emptying.

“We are an award-winning marina and we aim to provide an environment where customer experience is paramount,” explained Charles Bush MD of Mayflower Marina.

“Compliance is a major aspect of what we do and it's becoming increasingly burdensome, so we rely on good quality suppliers that stand above the legislation required for marinas.”

Lee San's unit is designed to meet Mayflower Marina's current customer requirements, but in future could form part of a larger permanent pump out facility if required. Both Mayflower Marina and Lee San work closely with the Green Blue, the joint environmental programme of British Marine and the RYA promoting sustainable boating across the UK marine leisure sector.

Lee San offers a full range of services extending from products to full technical support and maintenance.

Tetradock was contracted to build a 60m by 1.5m berthing pontoon for Yarmouth Harbour Commissioners on the Isle of Wight.

“The new pontoon at Yarmouth was ordered by the harbour commissioners to allow easy short-term access to Yarmouth town for visitors arriving by boat and is proving very popular,” says Tetradock's chief design engineer John Crane.

The pontoon runs along the harbour wall between the Wightlink ferry terminal and the slipway.

It is made from 360 individual cube floats and has protective bumpers

along the sides as well as heavy duty cleats and a rope safety railing.

NEW ACCESSORIES

Walcon Marine has launched a range of accessories developed to improve safety and protection to boats and enhance the overall appearance of a marina.

New larger corner fenders are designed to fit over the top of pontoon decking making them more visible and offering better impact protection.

The fenders are available in a wide choice of colours and can be retrofitted to existing finger and hammerhead pontoons.

“Berthing facilities are practical structures where safety, durability and ease of use comes first, but marina operators also want to be able to upgrade their facilities in visually distinctive ways,” says MD James Walters.

A new longer lateral fender

Tetradock designed the pontoon to be chained to steel runners bolted to the harbour pilings allowing it to rise and fall smoothly with the tide. When not required, the docking can be dismantled and removed for over winter storage.

Headquartered in West Sussex, Tetradock designs

8 Tetradock's cube float pontoon rises and falls with the tide

and manufactures a wide range of standard and bespoke docking and pontoon solutions including walkways, work platforms and heavy-duty drive-on docks for commercial and military installations.

8 Walcon's fenders are available in a range of colours

for Walcon's System 2000 pontoons has been developed to suit the increasing number of motorboats fitted with bathing platforms that choose to berth stern-on.

They can also be used as bow fenders.

Walcon's new duct covers are made from composite GRP enabling them to be produced in a range of colours and widths.

“This offers marinas more choice than the current standard aluminium option and can be easily retrofitted,” says James.

With a projected life of at least 25 years, the new duct covers have a gritted nonslip surface and are resistant to oxidisation and corrosion.

For the latest news and analysis go to www.boatingbusiness.com/news101

Big stocks, great service and sound advice.

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OCTOBER 2019 | 15

MARINA EQUIPMENT

RETROFITTING METER Maricer has developed a Measuring Instruments Directive (MID) approved pre-payment card meter which enables marinas to take payment for electricity prior to consumption Operated in conjunction with Maricer's Alpha software the Radio Frequency Identification (RFID) card meter can be retrofitted into all makes of existing service pedestals.

Users hold the authorised card over the reader, which is embedded into the meter housing, to activate.

“This din rail mounted four module RFID metering system is a world first in MID approved pre-payment card meters and since its launch earlier this year has already proved to be extremely popular within the UK leisure industry assisting with the prepayment of electricity,” says Ted Waring of Maricer.

TARIFF OPTIONS The meter offers several features including multiple tariff options, low credit alarm and an emergency credit facility. It is fitted behind either a fixed viewing window or customer reset flap if the emergency credit facility is required.

The company offers a wide range of multi-service pedestals to accommodate electrical supplies up to 1000amp three phase with metering options, water supplies, internet/auxiliary outlets and LED lighting.

Additional services include emergency SOS pedestals, lighting and pump-out options.

LOWER FREEBOARD HEIGHTS Increased participation through 'pay and play' schemes means that many marinas and yacht clubs are facing challenges with the provision of safe and comfortable access to the water according to Inland and Coastal Marina Systems.

“The increase in popularity of activities such as stand-up paddle boarding requires pontoons that are durable and non-slip with lower freeboard to enable users to get on and off the water easily,” says business development manager Jon Challis.

“Conversely, standard marina pontoons are going the other way and often increasing in height above the water to reduce the distance between a boat's deck and the pontoon.”

Inland and Coastal Marina Systems pontoons are designed to maximise reserve buoyancy while maintaining flexible freeboard heights by using all available space above the waterline in the pontoon structure for floatation. During the design process the type of boats to be docked and the lifting capacities of users are

8 A lower freeboard has been used at Belfast Rowing Club

analysed and considered ensuring that multiple types of participants can be on the pontoon simultaneously.

Jonny Baird from Belfast Rowing Club worked with Inland and Coastal to upgrade the club's access to the water and says the investment has transformed participation and enjoyment at the club.

And he said the broad access ramps and anti-slip mini mesh decking means members feel more confident when moving boats in a wider range of weather conditions.

ONE TO ONE INPUT IS INVALUABLE

8 Maricier's meter offers several features including multiple tariff options

Specialists in heavy duty industrial grade pontoons, jetties, walkways and working platforms for every situation

info@tetradock.com

16 | OCTOBER 2019

Maintaining the highest safety standards and keeping up to date with changing legislation is essential for marinas, boatyards, yacht clubs and other storage facilities that lift and move boats.

Organisations can miss changes in safety and legislation through lack of time or resources says Will Blagdon of Marine Lifting and Safety.

Marine Lifting and Safety was formed to offer affordable specialist advice, training and knowledge to those involved with all aspects of boat lifting and moving.

“This one to one input has proved to be especially valuable to marinas who offer lifting services, but need to ensure their staff are fully trained to undertake the challenges of lifting and moving a wide variety of boats with mast and engines creating different loads and in varying weather conditions,”

says Will. ML&S offers clients guidance and assessment on lift planning, lift equipment and on balancing cost and safety requirements.

“Many marinas, yards and other storage facilities rely on their historical tried and tested methods of lifting, but in this age of increasing legislation and requirement for formal training and assessment for staff, is that enough,” asked Will.

8 MLS offers guidance and assessment on lift planning and equipment

“At ML&S we transfer the highest standards of expertise from leading sectors such as the construction industry and marinise that knowledge to provide the best advice and hands on training for marine companies, while ensuring they are fully aware of all relevant legislation.”

For the latest news and analysis go to www.boatingbusiness.com/news101

MARINA EQUIPMENT

INSTANT COMMUNICATION

8 The Guardian lifebuoy cabinet protects a lifebuoy from UV damage

DEVICE SAFE KEEPING Glasdon Guardian lifebuoy cabinets are designed to be both highly visible and resilient, protecting important life-saving equipment in all weather conditions.

The cabinet is manufactured from robust and corrosion-resistant Durapol material.

The construction and security features have been developed to prevent theft and vandalism and protect the equipment stored inside from UV damage which also reduces the frequency of lifebuoy replacement, explained marketing communication analyst Emma Hutchinson.

The product is available in a choice of two sizes and a range of mounting options.

The cabinets have built-in security and inspection features, including a Ropemaster Quick Release Rope Management System to help with the quick and easy use of a lifebuoy and rope in an emergency.

The housings also include a use indicator for speedy inspection, easy to follow instructions, and security seals.

As an optional extra, Glasdon offers personalised graphics with instructions or warnings along with company or authority branding.

With boat movements in and out and numerous facilities and services to organise, quick and efficient communication is vital for any marina operation.

A communication solution frequently used by marinas is PMR466 licence free UHF radios often referred to as 'walkie talkies'.

PMR446 radios provide effective, general-purpose communications at a low cost and can offer a range of up to 3km depending on the terrain and environment they are used in explained Ian Lockyer of ICOM UK. “PMR446 radios are licence free meaning that beyond the initial purchase there are no real barriers to equipping staff with them,” says Ian. “PMR446 radios are also simple to use.

There are generally only a few buttons on the handset and by just using the Press

8 The radios provide instant communication between marina staff

to Talk feature your team is up and running.”

BUSINESS APPLICATIONS And he explained that PMR446 radios are less expensive than conventional licenced two-way radio equipment, with the lower priced models suitable for leisure use through to more expensive units ideal for professional business

applications. The power source of these radios can vary from basic models using AA cells through to commercial-grade models using Li-ion rechargeable packs and chargers which offer longer operating time.

Digital versions such as the Icom IC-F29DR2 provide greater encryption and voice quality.

NEW 11 TONNE LIFT A larger HarborHoist able to handle vessels up to around 11 tonnes is the latest development from HydroHoist Boat Lifts.

The hydro-pneumatic boat lift is constructed with rugged, marine-grade, impact-resistant polyethylene tanks and an aluminium frame to extend the life of the product and includes a self-levelling lift system for added safety when launching and stowing.

“We have seen incredible reception to smaller versions of the HarborHoist we introduced this year and received immediate requests to increase lifting capacity,” said Mick Webber, CEO, HydroHoist Marine Group.

“To meet customer demand, we increased the side of the product, maximised lift capacity and increased the flexibility of the types of boats supported.”

Yacht cradles

Powerboat stands Stands to suit all sizes of craft

For the latest news and analysis go to www.boatingbusiness.com/news101

OCTOBER 2019 | 17

ONBOARD POWER

LATEST BATTERY CHEMISTRIES USED Solar Technology has added a larger model to its Lifos range of lightweight lithium batteries.

The 105Ah model is suitable for boats with electric propulsion or as a leisure battery on a yacht connected to a solar panel.

It has the equivalent power of a 200Ah lead acid battery and it has a life expectancy that is seven times longer, explained Caroline Rawlinson, Solar Technology PR and marketing manager.

“As a result, the cost per charging cycle is up to 40% lower than a traditional lead acid battery,” she said. “Plus, at just 11.9kg, it is a quarter of the weight and a third smaller in size (328 x 177 x 218mm).”

The battery uses LiFePO4 – lithium iron phosphate – the latest in battery chemistries, added Caroline, so is safe and clean with no risk of gassing so

8 The new Lifos 105Ah battery incorporates the latest battery chemistries

it can even be used on its side.

Up to four Lifos batteries can be connected together in parallel or series to increase current or voltage.

MANAGEMENT SYSTEM As with the Lifos 68Ah, the new 105 version comes with a built-in battery management system to protect the battery from deep discharging and speed up charging times.

Monitoring the state of charge in the battery can be carried out via a free to download Apple or android Bluetooth-enabled app.

Once connected to a smart device, the app will also send users a reminder to put Lifos on charge once the battery has been discharged to 30%, further helping to prolong the battery's life.

FAIRLINE CHOOSES WESTERBEKE Westerbeke generators have been chosen for the new Fairline F//Line 33 high performance sports boat.

The petrol generators are low weight and compact with a slow running speed.

“We are delighted to have been chosen as generator supplier for the F//Line F33,” said Dave Moore, sales and technical manager at Westerbeke’s

18 | OCTOBER 2019

UK distributor Advance Yacht.

“Alternative approaches using a diesel generator in a petrol-powered boat can lead to cross contamination issues with fuel and so the low-CO petrol generators from Westerbeke are now the premier choice for the world’s leading petrol powered high performance sports boat manufacturers.”

Energy Solutions (UK) has introduced a resized version of its Iso-Boost shore power transformer unit that is identical in size and functionality to the Charles Industries discontinued IsoBoost.

This has given boat builders and owners a fit and form replacement for existing units and provides a solution to the product gap created when in 2016 Charles Industries announced it was ceasing production of the IsoBoost – a shore power transformer with a boost feature to compensate for variations in dockside shorepower voltage.

“If a boat needs to replace an existing Charles Industries IsoBoost our 12kVA and 24kVA USA units will slot into the space perfectly - a huge help in keeping installation and refurbishment costs as low as possible," said Paul Holland, Energy Solutions MD. "Obviously they are also a great option for new builds and we are seeing a strong demand from that area as well.”

The units provide all

Image: Energy Solutions

RESIZED ISO-BOOST TRANSFORMER

features of a normal isolation transformer, as well as providing a boost function to manage the volt drop on heavily loaded shore lines, or to cope with a 208V (phase to phase) supply.

Units are available in Euro and USA specifications, with both 12kVA and 24kVA models. In the 24kVA size we also offer a European version that accepts 400 volts or 230 volts input. This allows owners to connect to three phase outlets - using two of the three phases.

AGREEMENT Energy Solutions has also signed an agreement to become the exclusive UK

8 Energy Solutions' Iso-Boost shore power transformer unit is identical to the Charles Industries discontinued range

distributor for the WaterWorld range of electric inboard motors, which use the Simarine PICO smart battery monitors.

The monitors allow users to view the status of batteries on their smart phone or device.

Simarine's PICO range ensures precise measurement of a battery's voltage, current and temperature. Benefits include a visual status on the state and health of a battery alongside air pressure and tank level monitoring.

SOLAR PANELS SOLVE PROBLEM SUNBEAMsystem has unveiled a new solar panel with an integrated carbon fibre stiffener said to solve the problem of installing panels on canvas.

Typically canvas, such as a Bimini, does not offer adequate support for a traditional soft solar panel, leading to material wear and breakdowns. Yacht owners have instead been opting for heavy, rigid framed solar panels that demand a complicated installation.

SUNBEAMsystem's new Carbon model has an integrated carbon fibre stiffener which produces a lighter panel thanks to the strength/weight ration of carbon fibre thus allowing for the use of large solar

panels on top of a soft top.

The Quick Fix system enables a semi-temporary mounting on canvas or other surfaces and is said to be easy and fast to mount with the stainless steel studs, making it suitable for sprayhoods or Biminis.

Designed for professional purposes and high-end installations, the series comprises a reinforced

8 SUNBEAMsystems’ new carbon fibre solar panels can be easily installed on canvas

Tough+ surface with buttons for fitting on canvas.

All models are fitted with Sunpower cells with an efficiency of at least 23.7%, ensuring continued performance even in partial shade whilst the anti-slip profile catches light even in low sun angles.

For the latest news and analysis go to www.boatingbusiness.com/news101

ONBOARD POWER

8 Merlin has been appointed as a UK distributor for TBS Electronics

After winning a 20-year contract for the product with the US Army and a focus on the project for the last four years, Merlin is now refocusing on the marine market with several new products.

As one of the few British manufacturers in the sector, Merlin launched its new range of PowerCell lithium batteries, solar panels and battery management systems at the 2019 Southampton International Boat Show.

“I have been congratulated by many trade and retail customers on our return to the boatshow,” said MD James Hortop. “It is clear to me that there are many box shifters in the market but very few engineering companies who know how it all goes together.”

The company has also been appointed UK distributor for TBS Electronics for its inverters, chargers, monitors and combis and the UK exclusive distributor for Fullriver Batteries. These batteries are pure lead deep cycle AGM cells that be cycled to 80% depth of discharge and have a five-year warranty.

FISCHER PANDA STRENGTHENS LINKS Fischer Panda is to supply its variable speed iSeries 5000i Neo and 8000i generators for the F//Line 33, adding to the current deal for the supply of its Panda PMS 10,000i model as standard for the Fairline Targa 43 OPEN. The F//Line 33, the latest day boat from Fairline, is designed by the 2018 World Yacht Trophies Yacht Designer of the Year winner, Alberto Mancini.

“Confirmation of this exclusive agreement for the

F//Line 33 really highlights our capabilities to supply multi-voltage, multifrequency generators to fulfil the requirements of global boatbuilders," said Chris Fower, marketing director, Fischer Panda UK. Whilst the iSeries are AC generators, Fischer Panda is seeing DC generators become an increasingly popular choice as more boat owners opt for hybrid system power solutions.

DC gensets dramatically extend a vessel's cruising

NEW BATTERY RANGE DBS Leoch's Superior Lead Carbon AGM (SLCA) batteries are designed to provide a long-life and super-fast charging power solution for the marine sector.

The batteries can charge up to 90% in three hours and have been developed for deep cycle performance with a positive plate formula to minimise water consumption and provide a longer service life at 1,500 cycles at 50% DoD (depth of discharge).

The company has used a mixture of carbon and other key additives found in negative material to allow the SLCA range to perform in partial state of charge (PSoC).

This increases charge acceptance, optimises fast charging capability and reduces sulphation that is a key reason for premature failure.

The range also features a bespoke separator, designed to lower internal resistance, which keeps plates wet,

8 Fischer Panda and Fairline are strengthening links

Photo: Fischer Panda

MERLIN RETURNS

range and recharge the batteries more quietly and faster than any other generator of comparable size and weight.

“With the improvements in battery technology and

larger battery banks, onboard power will be increasingly supported by DC generators with a large on-board inverter system," explained Chris.

"Solar and wind is not enough, so the diesel input is needed as a back-up source.

A battery-charging DC generator can run for a certain period, such as a couple of hours a day. This solution means range problems will not be an issue, while an inverter can provide 230 volts AC for ample onboard power."

Complete Electrical System Design

8 DBS Leoch's SLCA batteries are maintenance-free, durable and have a long shelf-life

maintains cell compression and prevents acid stratification. Other features include double wrapping to prevent short circuiting.

“The SLCA range offers a very low cost, simple to install bank of batteries,” explained DBS Leoch MD Henry James. “They're maintenance-free, durable and long shelf-life batteries.”

For increased amp hours, a second bank can be fitted in parallel. The batteries also have a gelled composition to enhance their performance in deep discharge applications.

DBS Leoch is the UK subsidiary of lifestyle and leisure battery manufacturer Leoch.

01634 290772 www.energy-solutions.co.uk/marine

WATER AIR POWER

The Essentials of Life from Fischer Panda

www.fischerpanda.co.uk For the latest news and analysis go to www.boatingbusiness.com/news101

. . . Appreciate the Silence . . .

OCTOBER 2019 | 19

ONBOARD POWER

Photo: Mastervolt

BOAT OWNERS DEMAND MORE POWER

a more leading product."

The increased use of technology in daily life means that boat owners are demanding more from their onboard power. Electronic devices that require

becoming a crucial selling point.

“I am convinced that service-ability and reliability will remain important as this new functionality comes through,” said Nick. “This is

8 Boaters are demanding more from their onboard power systems

something which Mastervolt is committed to providing for our customers.”

FUEL CELL SYSTEM PROVIDES CLEAN POWER A unique challenge to row across the Atlantic and Indian Oceans in a 29ft boat crewed in part by people living with Parkinson's Disease and PTSD is being supported by hydrogen fuel cell technology.

The Brain Waves Challenge aims to generate research data to better understand these conditions

Tel: 01488507050 email: enquiries@fuelcellsystems.co.uk website: www.fuelcellsystems.co.uk

EFOY COMFORT from Fuel Cell Systems – clean, quiet, onboard power

• Continuous onboard battery charging via fuel cell technology • Almost silent in operation, eco­friendly, emission­free • Compact with easy installation

20 | OCTOBER 2019

charging, hair dryers and microwaves are all becoming more common on boats and, as a result, batteries and inverters have a higher demand on them resulting in the life-cycle and efficiency

and if successful, will achieve two world firsts – the first crew to row nonstop between Australia and Africa and the first to row across two oceans in the same year.

On board will be Berkshire-based Fuel Cell Systems' eco-friendly EFOY COMFORT to provide continuous onboard battery charging via fuel cell technology. There is no need for charging via the engine or generator and the unit can be used as stand-alone or in conjunction with solar and wind power.

There has been positive feedback from other users.

Mark Phillips has had the fuel cell system installed on his Rustler 42, Yacht Ismana, for the past four years. "EOY COMFORT has given a clean quiet and trouble-free alternative to an onboard generator with only water as a bi-product," he said.

Photo: Fuel Cell Systems

A revolution in power electronics is giving users ultimate control and easy access to information is beginning to make its mark on the marine industry, according to Mastervolt's international sales manager.

Digital switching and the use of apps and smart devices, such as Alexa and Siri, have changed the way we interact with technology and this is beginning to change boaters' onboard power demands.

“Each and every boat owner will demand similar control of their powered systems as they are used to in the home, controlling everything from a smart device,” explained Nick Holland, Mastervolt and Power Products' international sales manager.

“The marine and vehicle market is not quite there yet but these systems are appearing on superyachts and other high-end large vessels."

Digital switching simplifies the installation of electrical systems through the replacement of complicated traditional wiring. “It is perfect for marine and mobile automotive applications, providing ultimate control of your electrical systems,” said Nick.

“Similarly a 'one app' solution has an advantage over many discrete apps so that is where digital switching will really become

"Perfect to top up batteries when at quiet anchorages without short power and even better when sailing on passage to maintain the running of the electronic navigation systems without having to run a noisy engine or generator.

"It saves marina fees and gives independence to the sailor on passage."

The EFOY COMFORT fuel cell produces electricity using the fuel in the fuel cartridge and adding

8 Fuel Cell Systems EFOY COMFORT Systems

oxygen from the air.

Virtually emission-free, the bi-products are water vapour containing an insignificant amount of CO2 and waste heat.

The integrated charge controller continuously monitors the charge level of the 12V battery and starts and stops automatically as required. It is also possible to operate 230V devices with the use of an inverter.

For the latest news and analysis go to www.boatingbusiness.com/news101

ONBOARD POWER

PERMANENT INSTALLATION The units are approved for permanent installation and come supplied with a 4m cable with M10 eyelets.

An impact-resistant casing and IP44 rating means that both units can handle the challenging marine environment.

The units are said to ensure that a safe, fast charge is delivered to exactly meet the needs of the individual battery through a built-in temperature sensor which adjusts the charge rate.

They also have a dedicated reconditioning programme to restore battery life and recondition flat batteries.

Photo: CTEK

EXTEND BATTERY LIFE Both units have maintenance programmes that allow indefinite connection to the battery, for example, if the boat is moored for longer periods of time or taken out of the water for winter.

FLOAT and PULSE MAINTENANCE stages ensure that the battery is kept at optimum charge levels and CTEK calculates that by regularly charging and conditioning the battery, its life can be extended by as much as three times.

8 CTEK's M25

Mase Generators has introduced several new products to its range including the latest variable speed generators and lithium batteries.

The company introduced its variable speed (VS) generators last year and now has launched a 15.5 15kW model. And the Mariner and Intercooler System range has been updated with the new Stage V engines.

“The company is carrying out an important renewal of its range of generators and has started the development of new systems for the

8 Mase Generators launched its Variable Speed range last year

production and use of energy on board on pleasure and professional boats, both for powering electric utilities and for propulsion with electric engines,” explained spokesman Maurizio Bulleri.

“The use of new technologies has made it possible to create systems capable of reducing consumption and environmental impact, as well as reducing costs.”

In addition, there is a new Mase Mild Hybrid system

DOUBLE THE POWER WhisperPower has launched a new technology enabling parallel connection of its complete range of variable speed diesel generators.

Using twin-power, the company's genverters can now provide double the power by connecting two units in parallel by means of a communication cable. Large switch boxes and other additional system components are not required.

"Traditional fixed speed generators are, in many cases, over-sized because they are designed to accommodate any maximum required (peak) power of all combined AC equipment," said Martijn Favot, chief technology officer of WhisperPower.

“By connecting two genverters in parallel, in accordance with the actual power required, none, one or two genverters are switched on. Furthermore, with the genverter variable speed generators, the speed of the engine is then also adjusted to the required power."

And he explained that the combination of WhisperPower's genverter technology together with the twin-power technology offers advantages in comparison to large traditional 1500/1800 speed generators.

"These include a much higher efficiency, a reduction in fuel consumption of up to 25% as well as less wear, emissions, noise and vibration.

For the latest news and analysis go to www.boatingbusiness.com/news101

8 Twin-Power allows batteries to be connected in tandem, doubling the power

Photo: WhisperPower

Compatible with any 12V lead-acid or lithium-ion (LiFePO4) battery, the M25 (25A) and M15 (15A) are suitable for small to medium motorboats.

NEW 15KW VARIABLE SPEED GENERATOR

Photo: WhisperPower

CTEK LAUNCHES PAIR OF BATTERY

composed of special super chargers and lithium batteries.

The system is capable of rapidly accumulating and carefully managing the energy on board to offer extended periods with the generators turned off, added Maurizio, providing greater comfort and eliminating emissions.

The new Super Charger range for lithium batteries

consists of three models 48V, 220V and 400V with maximum charge currents of 115, 40 and 20Ah. “Today, more than ever, Mase Generators is looking for new products and technologies for the production of energy on board and for the propulsion of boats and this important challenge is only at the beginning,” said Maurizio.

POWER POWER ON THE MOVE MOVE

A NEW W GENE GENERATION ERA AT TION OF SMAR SMART TB BATTERIES ATTERIES T

L LONG ONG L LIFE IFE

LIGHTWEIGHT

P POWERFUL OWERFUL

E ECONOMICAL CONOMICAL

www www.lifos.co.uk .lifos.co.uk OCTOBER 2019 | 21

SOUTHAMPTON INTERNATIONAL BOAT SHOW REVIEW

My first impressions of Southampton 2019 were not good, writes Peter Poland. In order to plan my day, I need a show catalogue. But there wasn't one. I was given a hard-to-read folding map and invited to download an app onto my phone and read that instead. Which I and many others I talked to - thought were poor substitutes.

The first boat I saw, however, was brilliant. Steve Dean of RS Sailing said the British Keelboat League (established in 2016) selected the RS21 to encourage teams from sailing clubs to compete in several qualifiers leading up to an annual final. US, Scandinavian and Australian authorities also wanted a new racing keelboat so RS introduced this exciting yacht to attract newcomers to keelboat racing. The RS21 is fast, fun and one design. Six can be transported to events in a 40ft container thanks to

THE BOATS WERE BRILLIANT its lifting keel. A clever new retractable electric outboard from Epropulsion powers the boat when sails are lowered.

RS dinghy sales - led by the Aero, Feva and Tera models - are booming. While new generation CNC-milled solid aluminium moulds introduced for the Quest dinghy produce an exceptional standard

ofrotomoulded finish.

In the marina, UK builders Cornish Crabbers and Swallow Yachts were taking orders. Both yards produce yachts of character, thus wisely dodging the competition coming from mass-produced all-purpose imported boats. I was relieved to hear from Swallow's Matt Newland that the company is recovering from a fire in its factory and that - when rebuilding is completed - production will be quicker and slicker. And like Crabbers - he was finding that UK clients fed up with waiting for Brexit were placing orders.

The story at Rustler Yachts was similar. These handcrafted, elegant, Steve Jones-designed British yachts are bought by 8 The RS21 is fast, fun and one design

experienced sailors (including the Princess Royal). The 37 and 42 models are in demand and a new 57 is imminent.

The distributors of large imported brands were working hard to sign up clients. Richard Hewett of Clipper Marine exhibited five each of Bavaria's yacht and motorboat ranges plus the new Greenline Neo. Orders were being placed and

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8 Rustler Yachts are bought by experienced sailors

Hewett said that the flagship Bavaria 57 had sold well throughout the year to couples or families planning bluewater cruises, adding that the combination of self-tacking jib, electric winches and in-mast furling makes light work of handling a 57-footer.

FINANCE DEALS Ashley Overton of Ancasta told me their sales of Beneteau yachts and motorboats and Jeanneau's Prestige motorboats were up on the 2018 show. Meanwhile Lagoon catamarans continue to grow in both sales and size. He added that SGB's competitive fixed rate 15year finance deals were proving popular - even with buyers who came intending to pay cash.

Hanse and Moody dealer Inspiration Marine was also pleased with results. By Friday Peter Thomas said they had already taken six orders, including one for the range-topping Hanse 588.

Thomas added that the Moody deck saloon cruisers were also much admired and hopes were high for more orders.

These distributors also run brokerage businesses and all commented on the shortage of good boats coming onto their books. Some owners are hanging on to what they have. Others sell to foreign buyers who are only too happy to cash in on the weak pound and bag a bargain.

For the latest news and analysis go to www.boatingbusiness.com/news101

SOUTHAMPTON INTERNATIONAL BOAT SHOW REVIEW

Worse still, these boats are then lost to the UK pool of used boats so future brokerage turnover reduces.

OUTBOARD POWER An ever-growing trend amongst motorboats is towards outboard power. The upper size limit for this move is now approaching 11m in Europe and - judging by some 40ft US-built powerboats that perch four outboards totalling 1200hp on their sterns - there is further to go. Boats on show such as the elegant Castrodesigned Parker Monaco and Beneteau Antares and Jeanneau Merry Fisher models are following this trend.

Tony Lewis of Suzuki explained that developments like 'fly by wire' controls, ' plug in and play' installation, lean-burn economy and inexpensive servicing (compared to inboards) all help to swing the momentum towards outboards. Judging by the growing number of Suzuki-powered Beneteaus, he's right.

Many of the main marine electronics companies had large stands. Most now manufacture their products overseas; so they face the problem of sterling devaluation when selling in the UK. Craig Davis of Navico said their manufacturing facility in Mexico is extremely efficient. What's more Navico's B&G arm is a top brand in the sailboat sector with different models tailored to coastal and bluewatercruising, racing, superyachts and high-end racing. In the last Vendée Globe race, the first three boats carried B&G gear.

Anything that can steer an IMOCA 60 planing at 25 plus knots in Southern Ocean seas gets my vote.

Z Spars was also happy with business. Despite the paucity of UK builders buying masts as OE for new yachts, I was told that replacement and one-off business has increased turnover by 50% over the last four years.

Much the same applies to Beta Marine with many owners choosing Beta for their replacement engines.

Everyone I know who has followed this route is

8 Orders were placed for Bavaria's yachts

delighted with the new engine and excellent service from the Beta team.

The large motoryacht is

8 Ancasta's sales were up on 2018

For the latest news and analysis go to www.boatingbusiness.com/news101

still the jewel in Britain's marine industry crown.

Princess and Sunseeker lead the way, followed by Fairline.

Bill Barrow - international sales manager at Princess Yachts - told me that 2018 was the company's best year ever. Export business through 45 worldwide distributors represented 95% of turnover and the order book is still healthy. Bill put much of this success down to the 'DNA of a Princess motoryacht'. The Olesinski designs advance; yet there is a consistency to the style and hand-built quality of a

8 2018 was Princess Yachts' best year ever

Princess. The new X95 will retain this DNA while adding a whole new dimension to a Princess.

New additions to the show included marina berths for the Westerly, Nicholson, Hunter, Old Gaffer and Broom owners associations to display their wares and enlist new members. These boats and the new theatre – with its busy schedule of unpaid guest speakers – were great successes and ably organised by John Goode.

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OCTOBER 2019 | 23

PROFILE

ANDREW SIMS AJS TECHNICAL SERVICES 8 Andrew grew up far from the sea

Growing up in Kettering, Northamptonshire, far removed from the sea, a career in the marine industry was never on Andrew Sims' radar. He had no coastal connections and completed an engineering apprenticeship straight from school.

His love of engineering, which Andrew says was realised after some high-jinx in a French lesson, set the path for what later prompted the launch of AJS Technical Services. “I was thrown out of French at school after working out that by changing the headset plug settings in the audio lab everyone could talk to each other rather than listen to a French tape - I still believe I invented the first chat room. After three strokes of the cane I was sent to woodwork and metalwork, which I loved.”

MEASUREMENTS Aged 15, this led to a fouryear apprenticeship with Timsons Engineering printing press manufacturers mainly catering for the US market in Kettering. Andrew learnt imperial and metric measurements - which he says is 'useful for the marine sector' - and worked in all business areas, including the foundry, machine shop, inspection area and office.

At the end of his apprenticeship in 1984, Andrew moved to a local engineering company as production controller. This led to jobs in production engineering, running a design office and quality control - setting up BS5750 and roles as production manager, general manager and operations director. The latter were in the marine manufacturing sector.

In 2013, Andrew used his marine engineering, manufacturing, process management and logistical experience to set up AJS

24 | OCTOBER 2019

Technical Services. “I realised very early in my engineering working life - particularly when experiencing the downturns of the 80s/90s that you can be the best in the world, but if no one knows about it, you have a problem.

“In every role I've had, I've tried to ensure the business marketed itself and created awareness in whatever way it could. Engineering and supply chain promotion was therefore the foundation for my business.”

Having relocated to Hythe Marina near Southampton, Andrew likens his role to that of a reputation/project manager, working behind the scenes to ensure all supply chain elements are assessed and risk managed so the business runs smoothly.

“I advise on everything that interacts within a business; from managing company-driven projects and logistics, looking at equipment supply and manufacturing solutions, to resolving engineering issues and supporting business development, sales and marketing. It's a mixture of business organisation and engineering review while protecting a company's reputation.”

Firms keen to improve their basic engineering processes and business profiles keenly embraced this concept and many remain with Andrew today.

Clients include Quick, Prop Deflector, Bucklers Hard and HP Watermakers and in order to maintain service levels, Andrew keeps client

numbers low. “I view customers as partners and focus on the key areas where our team can make a difference.”

Four people work at AJS, including MD Andrew and although based in the south, they spend time with customers around the country, bringing in extra staff for events such as boat shows.

There's also an online shop, launched two years ago. “This is still work in progress, but a natural extension of key products that customers want to view online then discuss the technical aspects before purchasing.”

Andrew ran the Marine Manufacturing Showcase (MMS) from 2010 to 2017 and with support, would like to

re-establish it in 2020.

“The concept grew from a meeting at the Dubai International Boat Show with Sunseeker's Robert Braithwaite who suggested smaller suppliers could use the space under his exhibited boats to market their companies.

“I developed the idea further and booked a stand at the London Boat Show with six companies seizing the opportunity to promote their products and services.

“It's key for companies without the size, skills or budget to be able to promote themselves without spending the time and incurring the high costs this would otherwise entail.”

TWO WHEELS Coming from a family of motorbike lovers (Andrew's initials AJS are the name of a bike), it's no surprise that outside work, two wheels are his passion. For the past 25 years Andrew has supported the charity Riders for Health/Two Wheels for Life, which provides motorcycles to African medics and he's off to Lesotho, South Africa, in November for another charity event. “We service the bikes so they don't breakdown which means medical treatment gets to where it's needed.”

Andrew's nickname among the biking fraternity is 'Gaffer'. In 2007 he broke his neck and sustained serious injuries affecting his collarbone, ribs, pelvis, feet and arm. “I was in Africa and with ten days' riding to go, was given morphine and gaffer-taped together. I didn't realise I'd broken my neck until afterwards.”

His philosophy 'don't wait for your ship to come in, swim out and meet it' is a quote from Andrew's hero, world motorcycle racing champion Barry Sheene.”

8 Andrew on a 1962 AJS bike

For the latest news and analysis go to www.boatingbusiness.com/news101

PEOPLE: MOVEMENTS

Adam Ramsden Arleigh Group

Andrew Jones Aquamare Marine

David Parslow ILAMA

Adam Ramsden has been promoted to the role of group managing director, Arleigh Group, taking on the role from Alastair Thomas.

Adam joined the organisation earlier this year as group sales director; Alastair will remain with the business as business development director, Arleigh International.

“I am delighted to have joined the Arleigh Group at an exciting time for the organisation,” said Adam. “Alastair Thomas, the founder of the business, will remain in a strategic business development role, supporting the growth of the group.”

Arleigh Group trades via six wholly owned subsidiaries - Arleigh International UK, Arleigh Europe, Midland Chandlers, Nova Leisure, ASAP Supplies and Aquafax.

Aquamare Marine has appointed Andrew Jones as technical sales manager to help drive business growth and manage key client relationships for the Plymouth based company.

Andrew is new to the marine sector but started his career as an electrical and electronics engineer and has since worked around the world managing large multidiscipline railway projects and more recently has focussed on business development roles in the South West.

“We have some of the best engineers in the world and provide an excellent service in partnership with leading OEMs, we don't want this to change,” he said.

“My focus will be on developing and implementing the strategies and structures we need to take the company to the next level of growth whilst working closely with our clients and suppliers every step of the way.”

Survitec's David Parslow has been appointed vice-chair, board of directors, of the International Lifesaving Appliance Manufacturers Association (ILAMA).

David, who is the marine industry surveillance manager at Survitec, has been involved with ILAMA for almost 30 years and has been party to both the association's management and technical committees, representing the organisation on IMO's Ship System and Equipment and Maritime Safety Committees.

He also participated in the development of the rules and regulations for life saving appliances on ships sailing in polar regions.

Through ILAMA, David is an observer at MarED and also represents ILAMA on the EU Passenger Vessel Safety Committee. He is also participant at both ISO TC8 and TC188 working groups.

For the latest news and analysis go to www.boatingbusiness.com/news101

Andy Goode Attwater & Sons

Philip Easthill EBI

Aidan Batten Actisense

Daniel Kerkhof Technological Innovations Group

Laminates company Attwater & Sons has appointed Andy Goode as its new MD. Andy has worked within the sector since 1983 and joined Attwater 18 years' ago.

His main objective in his new role is to steer the fifth-generation family-owned company, which recently celebrated its 150th year in business, towards its next century-and-a-half. Training of existing staff and the recruitment of four new apprentices, will be his early focus. "I will be looking to the future, investing in our people and continuing to increase our spend on upskilling new and future staff, while continuing with the traditional company values," he said.

Philip Easthill has been appointed secretary-general of the European Boating Industry (EBI), following in the footsteps of Sandrine Devos.

Philip joins EBI after working in public affairs and association management. He also has a strong personal connection to the recreational boating industry, having grown up as an avid sailor and worked as a commercial skipper.

Together with the council and its new president, Jean-Pierre Goudant, he will lead the association on key topics from skills to environmental policy, tourism and international trade relations.

“The sector is integral to tourism, job creation in local economies and the success of small and medium-sized companies across Europe,” said Philip.

Marine electronics company, Actisense, has hired Aidan Batten as junior hardware engineer.

Aidan recently finished a degree in electronic engineering at the University of Portsmouth and will work alongside the senior members of Actisense's hardware team whilst he develops his workplace experience.

His role will encompass ensuring that Actisense has the capacity to handle the increase in orders for their marine electronics, maintaining the quality of the company's products and providing support for senior members of staff.

AV sales agency Technological Innovations Group has appointed Daniel Kerkhof as director of marine business EMEA. Daniel will be responsible for growing TIG's sales across the marine sector focusing on TIG's partners Crestron and YachtCloud.

“I have been working with some of our marine dealers since I joined the company in 2011 and have always enjoyed the complexity of these projects,” he said. “Because it is a market with a limited number of active parties we believe we should be able to implement a global approach for them.”

Additionally, Daniel will head up the creation of Crestron's authorised marine dealer network.

OCTOBER 2019 | 25

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