Currently maintaining the largest superyacht charter fleet in the world, marine brokerage IYC is on a mission for development. U.S. Sales & Charter Director Frankie Maxwell explained more, in an exclusive interview with Inside America. Report written by IYC.
Following a stellar year of sales, IYC commenced 2024 with ongoing construction projects valued at $500 million. “In 2023, our yacht sales reached a total of $520 million,” Frankie Maxwell, U.S. Sales & Charter Director, disclosed. “This year, we've already initiated several newbuild projects with Admiral and three more with CDM, highlighting our successful partnerships with these shipyards.”
Originally named International Yacht Collection, IYC underwent a transformative merger when acquired by Greece-based Cape4 in 2015, leading to rebranding and a renewed focus on growth.
“By 2018, we had claimed the top spot in yacht sales,” Ms. Maxwell reflected. “By 2020, our expansion included new offices in Palm Beach, Stockholm, and London. This expansion coincided with IYC's attainment of the largest superyacht charter fleet globally, a distinction maintained to this day.”
Consistently ranked among the top three yachting companies in sales since 2018, IYC presently operates from 15 strategically located offices across ten countries worldwide.
Technical advantages
IYC welcomed Raphael Sauleau as its new CEO early in 2023, lever aging his extensive experience in the maritime industry. Praised for his focused leadership, Mr. Sauleau’s
appointment signaled a strategic move towards centralized oversight, complemented by the expansion of the marketing and HR teams, according to Ms. Maxwell.
IYC remains steadfast in its pursuit of company-wide development, notably excelling in technological innovation. With a keen focus on enhancing customer engagement, the company has dedicated efforts to developing proprietary tools, advancing SEO strategies, and harnessing AI capabilities through its fully owned IT company.
“We’ve recently rolled out a groundbreaking online reservation tool, a firstof-its-kind in our industry,” Ms. Maxwell elaborated. “This innovation has significantly augmented lead generation for our charter brokers, underscoring our commitment to pioneering solutions.”
Additionally, IYC has introduced a tool empowering brokers to swiftly communicate proposals and campaigns to clients . The company is committed to refining and optimizing these software solutions to deliver an unparalleled user experience.
To facilitate the invaluable contributions of its partners, IYC maintains a diverse network
of global relationships. Esteemed collaborators include Space Gallery St. Barth, the contemporary art gallery dedicated to showcasing paintings, photography, and sculptures by leading international artists with a strong European flavor. The Space Gallery team has combined experience of over 40 years liaising with artists and working with clients at the highest level. The team offers full consultation services for any yacht project.
Another fruitful partnership is IYC’s relationship with Sheltair, the largest family-owned aviation network in the United States. Sheltair proudly operates 16 award-winning FBOs and manages over 4.5 million square feet of aviation-related properties across the nation. This relationship with IYC represents a unified commitment to clients in the luxury travel space.
All these partnerships underscore IYC's collaborative approach in delivering exceptional service and bespoke solutions to its clients.
Impressive achievements
Highlighting its remarkable accomplishments, IYC adapts to the dynamic market by hosting regular global sales calls featuring distinguished guest speakers, ranging from shipyard representatives to industry experts. These sessions serve to inspire and educate team members on the latest industry trends and developments.
“We specialize in yachts of 100 feet and above,” Ms. Maxwell outlined. “We have the expertise to sell any type of new build our clients desire, regularly engaging with different shipyards to stay abreast of their offerings and unique selling points.”
Over the years, IYC has undertaken a diverse array of projects, exemplifying its versatility and proficiency. IYC boasts an almost 50/50 average of deals representing the seller or buyer in the last five years. Well-equipped to best serve clients on both sides, Ms. Maxwell recalled a recent deal where the company undertook the challenge of representing both
the buyer and seller in a yacht transaction, accomplishing the task swiftly in a remarkable three days
“Such instances are indeed rare,” Ms. Maxwell remarked. “Despite my decadelong experience, this was a first for me! Although the buyer waived survey and sea trials, achieving such efficiency was still remarkable.”
Chartering to success
Navigating towards success in chartering, IYC boasts the world's largest superyacht fleet, currently overseeing more than 160 luxurious vessels. Offering top-tier Charter Management services, the company leverages its dedicated teams stationed in key locations such as the United States, Monaco, Greece, Croatia, Montenegro, and London. Each team is committed to delivering a seamless experience, placing utmost emphasis on customer satisfaction.
“While we proudly possess the largest superyacht charter fleet globally, we treat each yacht with the same care and attention as if it were our own,”
Ms. Maxwell continued. “Our Charter Managers, overseeing a maximum of seven yachts each, excel in building strong relationships with Owners and Captains, ensuring a comprehensive understanding of every vessel.”
One standout example within IYC's charter fleet is the remarkable Tecnomar yacht named THIS IS IT. Distinguished by its innovative design, characterized by a catamaran form and extensive glass paneling, this vessel sets a new standard in yacht architecture.
“THIS IS IT stands as a testament to our commitment to offering a wide array of unparalleled experiences,” Ms. Maxwell noted. “Its unique features set it apart from any other vessel in our fleet, embodying the pinnacle of yacht
design excellence and providing a great addition to our quality-rich fleet”.
Buoyed by the success of its charter management division, IYC has set its sights on expanding its fleet to a target of 200 yachts within the next two years. This ambition aligns with the company's overarching strategy of continuous growth and evolution.
“This expansion is just one facet of our broader objectives for the future,” Ms. Maxwell said. “Our yacht management department has witnessed exponential growth, aiming to grow our fleet to over 100 yachts within the next three years. Additionally, we plan to establish a presence in new regions such as Australia and Asia, reinforcing our commitment to global expansion.”
Driven by a relentless pursuit of progress, IYC remains poised to achieve
its goals while maintaining its position as a leader in the industry. Ms. Maxwell expressed confidence in the company's trajectory, underscoring its unwavering dedication to innovation and excellence. n
