Born in France, with tertiary education in international management at universities in Holland and Italy, after a decade climbing the yachting industry management ladder in Europe and then Singapore, Julien Solari became Chief Commercial Officer for Asia with Camper & Nicholsons, the full-service luxury yacht company headquartered in Monaco. Discover his insights on the current global strategy of Camper & Nicholsons, particularly in the Asia-Pacific region.

How did Camper & Nicholsons perform at the 2024 European boat show season?

Camper & Nicholsons showcased a commanding presence during the 2024 European shows, reinforcing our status as a leader in the yachting industry. At the Cannes Yachting Festival, we displayed five exceptional yachts in the brokerage section at Port Canto, ranging from 27-39m.

Additionally, we partnered with renowned shipyards at the Old Port, in particular showcasing the premiere of Numarine’s 30XP as well as our project-managed masterpiece, the 43m Columbus Atlantique Frette.

The Cannes Yachting Festival remains a crucial platform for Camper & Nicholsons. Last year, we were able to sell five of our seven exhibiting yachts, highlighting the significance of this event for driving impactful sales.

The Monaco Yacht Show, the crown jewel of the superyacht calendar, is equally important for our brand. This year, we presented five remarkable yachts: Lioness V (a 65m Benetti), Kahalani (55m Feadship), Aifer (60m CRN), Black Legend (50m Overmarine Mangusta) and New Waves (42m Benetti).

With an additional 10 yachts at anchor, our presence was diverse, and during the four-day show, we welcomed nearly 1,000 guests to view the yachts. The 2024 autumn season positioned us for a highly promising year ahead.

Did you and your colleagues meet many yacht owners or potential owners from the APAC region?

Our team engaged with several, yes. Many were clients we already had established relationships with, and we had carefully curated specific yacht selections and itineraries tailored to their preferences. While the number of buyers from APAC was slightly lower this year, those who did attend were highly motivated and seriously exploring their next yacht purchase.

We had strong engagement from buyers based in Australia, Thailand, China, Hong Kong and Singapore, all of whom expressed considerable interest in the yachts Camper & Nicholsons presented. Beyond APAC, we observed a notable increase in interest from Turkish and Greek clientele.

How was the Singapore Yachting Festival 2024 for Camper & Nicholsons?

It was a resounding success there for Camper & Nicholsons and marked a significant increase in interest from high-net-worth individuals across the region. This was our first time showcasing yachts at the event since 2018, and we were proud to present Hye Seas II, an Azimut 116, and Joyous Journey, a Ferretti Yachts 780.

For my colleague Della Pearce and I, this show was our first Singapore Yachting Festival working with Camper & Nicholsons, following many years leading the two main yacht dealerships in Singapore. It was the perfect platform to reconnect with long-standing clients and it was great to have our CEO Paolo Casani with us to spend time with the team.

Additionally, we were pleased to have Federico Rossi, COO of Rossinavi, join us at the event. His presence facilitated productive discussions regarding Nolimits and Rossinavi. The Singapore Yachting Festival remains the premier yachting event in Asia, and we intend to maintain a strong presence, returning in 2025 and beyond.

How have your approximately 18 months at C&N Asia been?

It has been both a dynamic and rewarding time. Joining Camper & Nicholsons means becoming part of the oldest and most prestigious name in yachting. There isn’t a superyacht owner who hasn’t heard of Camper & Nicholsons.

With such a rich heritage comes a deep responsibility – to deliver the highest level of service and professionalism to our esteemed clients, while continuing to write new chapters in this incredible story that began in 1782 in Gosport, England.

Shortly after joining, we expanded our footprint by opening a second regional office in Singapore, at Raffles Place in the heart of the financial district. This move was a natural progression for Camper & Nicholsons, given the rising number of superyachts in Southeast Asia, the significant influx of ultra-high-net-worth individuals relocating to Singapore, and the thousands of family offices established there in recent years.

How are sales this year?

We have focused on strengthening relationships with new clients, particularly in key markets like Singapore and Hong Kong, while also deepening ties with our existing owners. We have grown our sales team, adding experienced brokers who embody both the ethics and expertise that are essential to our brand.

Hong Kong remains a core market for us, with strong contributions from Carmen Lau, and we were thrilled to welcome Della Pearce earlier this year.

We’re also looking to bolster our presence in dynamic markets like Thailand and Indonesia, which have shown tremendous growth potential in recent years. We’ve closed several notable sales in recent months, including Blue Sky (45m Feadship), Lucy (Tecnomar Evo 120), and Belle Isle (27m Kingship). Additionally, we’ve expanded our number of central agency listings with yachts such as Miss Candy, Hye Seas II, Taku, Zeepard and Speranza II, with several others under discussion.

What about on the charter side?

Our charter portfolio is particularly strong in Indonesia, where we represent the largest fleet of superyachts, including Lamima, Aqua Blu, Vela, The Maj Oceanic and Sequoia. Thailand is another area of focus, as the most charter-friendly destination in the region for yachts over 30m, and we see considerable potential for growth there.

Demand for charters in Southeast Asia has been robust, with clients increasingly seeking longer, more adventurous itineraries.

What trends are you seeing in the APAC region in terms of yacht-owner interest and shipyard collaborations?

Interest from the APAC region remains strong. Over the past decade, most European shipyards have made concerted efforts to expand into this market, particularly in the 70-110ft range, where several established brands have successfully built dealership networks.

At Camper & Nicholsons, we maintain excellent relationships with leading shipyards, and Daniela Duck, our Head of New Build Division, fosters these connections. She keeps our brokers informed on the latest opportunities, ensuring our clients are up to date on exciting developments.

In the past three years, our New Build Division has managed, together with Carmen Lau, seven projects for Asia-based owners, including a 37m Benetti, a 43m Columbus and a 24m Codecasa for Hong Kong. Currently, the team is working on several 50m-plus projects, solidifying our position as a key player in new builds not only in Asia but across the world.

While numerous shipyards have approached us for assistance in growing their presence in Asia, we have been selective in choosing our partners. Asia-Pacific offers vast, year-round cruising grounds with stunning waters, but the region still faces infrastructure challenges, aside from established hubs like Phuket and Singapore.

As such, we’ve strategically aligned with shipyards that specialise in building yachts designed for exploration and long-distance cruising, which are ideal for this market. We see the 30-50m tri-deck, sub-500GT segment as having the most potential in this region. This size range is a natural progression for owners transitioning from 24-35m yachts, allowing them to fully explore the region’s incredible cruising grounds.

Both Nolimits and Numarine yachts are well-positioned to meet this demand, each offering distinct market positioning and price points. On the client side, we’ve seen a steady flow of in-person enquiries from potential owners. Many of these are particularly interested in luxury explorer yachts and green energy solutions for their vessels – reflecting the region’s growing focus on sustainability and adventure yachting.

Over the next two to three years, we anticipate a significant increase in demand, especially for yachts catering to exploration, with growth markets emerging in Singapore, Thailand, Indonesia and Australia.

How does the balance between brokerage and charter business in Asia-Pacific compare to Camper & Nicholsons’ operations in other parts of the world?

In the APAC region, business leans heavily toward sales and brokerage, whereas globally Camper & Nicholsons maintains a more balanced ratio between brokerage and charter activities. The superyacht charter market in APAC, while growing, has yet to reach the scale of more established markets like Europe or the Caribbean.

Thailand and the South Pacific are the key regions for foreign-flagged superyacht charters, but other areas face regulatory challenges. For instance, Indonesia – a vast archipelago with over 17,000 islands and some of the world’s best diving spots – is currently dominated by locally built phinisi yachts. While these traditionally built wooden vessels have seen significant luxury upgrades, foreign-flagged yachts face restrictions on charters in Indonesian waters.

If the Indonesian government introduces a temporary superyacht charter licence, like that implemented in Thailand and Australia, we believe the market would see tremendous growth. This would attract more owners to relocate their yachts to Southeast Asia, knowing they could offset costs through charters, and open up the region for a greater influx of high-end charter activity.

Bali’s upcoming marina, set to launch in 2025, is a positive step in the right direction for infrastructure development.

Globally, our charter division is thriving. We manage nearly 60 yachts ranging from 24-90m in length. Our charter management is largely driven by our Monaco office, while our retail charter divisions are spread across our offices in Europe and the US.

Charter demand is growing rapidly, particularly for experiential, longer-term charters, with a noticeable increase in interest from the younger generation of HNWIs. This trend, coupled with our global presence, positions us well to meet evolving client expectations in the luxury yachting sector.

How does your region collaborate with other Camper & Nicholsons offices around the world on a day-to-day basis?

Collaboration between our region and the broader Camper & Nicholsons network is essential. Monaco, as operational headquarters, is where our heads of key divisions are based, and regional teams in the US, Middle East, and APAC work closely with them to ensure seamless service.

For example, when we’re preparing a yacht management proposal for a superyacht in Australia, we collaborate with Marianne Danissen (Group Head of Yacht Management) and her Monaco team. Similarly, when presenting a charter management proposal for a superyacht planning to be based in Phuket for the winter season, we coordinate with European colleagues.

The market intelligence team also plays a crucial role in supporting our brokers by gathering data for central agency sales proposals. Our strength lies in the breadth of expertise within the company. When working on a client proposal, we ensure that the right specialists are involved at every stage, so we deliver a tailored, comprehensive plan that addresses client queries with precision.

On the sales side, we work closely with other in-house teams on cross-regional deals, particularly when clients or yachts move between APAC and Europe. Our European charter team often handles requests from Asian clients, especially for Mediterranean charters during the summer.

I ensure that any time a member of our Asia team needs support, I quickly connect them with the right people and information. Additionally, I’ve been directly involved in joint marketing efforts, business development initiatives, and facilitating client introductions between regions, ensuring smooth collaboration across borders.

How has the market responded to Nolimits by Rossinavi following its dual launch in Hong Kong and Singapore, and what distinguishes these yachts from others in the 30-45m range?

The dual launch has been a success, generating high-quality meetings and leading to ongoing discussions with potential buyers. Rossinavi’s stellar reputation is well-known, and Nolimits perfectly embodies the finest elements of European craftsmanship with the sophistication, elegance and flair of Italian design – truly the pinnacle of ‘Made in Italy’.

These yachts are designed for the discerning, experienced owner seeking the level of features, build quality and philosophy typically reserved for vessels above 500GT, all within 30-45m. Built entirely in aluminium, Nolimits have heavy-duty CAT engines, advanced tropical-grade air conditioning systems, transatlantic range (with Suez and Panama certificates), zero-noise technology, double stabilisation, and full commercial compliance.

These yachts are engineered for limitless global exploration, living up to their name in every sense: Nolimits by name, no limits by nature.

How is the early progress of your new partnership with Numarine shipyard, and the prospects for APAC clients?

The early stages of our collaboration with Numarine are looking promising. The partnership gained momentum at the Cannes Yachting Festival this year, where Numarine showcased the 30XP model. We had several clients visit specifically to view it, and others went to Monaco to see the 37XP.

There has been significant interest from potential buyers in these exceptional pocket explorer yachts, with ongoing discussions about custom builds we’re organising client visits to the shipyard in Istanbul.

Numarine’s designs impress, and next year the 40MXP arrives, which we expect to be a great success. This collaboration is shaping up to be mutually beneficial, particularly for our APAC clients seeking robust, long-range yachts. Numarine has already enjoyed considerable success in the US market, and we are optimistic about replicating that success in the APAC region.

How do your responsibilities at Camper & Nicholsons differ from your previous role as a country manager at a top regional yacht services company?

Both the companies and their structures are quite distinct. In my previous role as a country manager, my focus was almost entirely on the Singapore market, where I concentrated on driving new yacht sales for the brands we represented. As is typical with a yacht dealership, the objective was specific – promoting the portfolio of yachts from a range of manufacturers.

However, at Camper & Nicholsons we operate on a global scale, which matches the global needs of our clients. With offices worldwide, we are much better equipped to serve our clients wherever they may require assistance. The range of services we offer is also broader, supporting clients through every stage of yacht ownership.

From a sales perspective, the role now requires us to act more as a consultant, helping buyers find the right yacht that perfectly suits their needs, regardless of the shipyard. The depth of market knowledge needed is greater, which I find much more rewarding.

In this new position, I frequently travel to Hong Kong, which is Asia’s largest yachting hub and home to our main Asia office since 2017, as well as to meet with our shareholders, the Lai Sun Group – who are true yachting enthusiasts. I work closely with our CEO, Paolo Casani, a visionary leader with ambitious plans for the company.

While I now oversee the broader regional market, I am also more involved in shaping global strategy, building relationships with clients and partners, and participating in cross-regional initiatives. The pace is faster, and there’s a stronger focus on elevating Camper & Nicholsons’ global luxury brand and delivering bespoke client services across all regions.

What upcoming initiatives or exciting developments can you share about Camper & Nicholsons?

We have several projects in the pipeline, and Camper & Nicholsons is evolving to position itself as a global luxury lifestyle company. Our vision goes beyond yachting – we aim to offer an all-encompassing experience for clients.

We’re unique in being the only global brokerage firm that provides a full suite of services related to superyacht ownership: from sale and purchase, new builds, and charter (both retail and management) to yacht management, crew placement, insurance, and corporate services.

On top of that, we have developed our own technology and digital infrastructure to enable greater speed, efficiency and precision, ensuring that our clients receive the best possible service no matter where they are. Some exciting new projects are currently in development and will be announced soon.

In our region, our main goal over the next two to three years is to expand sales of new builds and brokerage. We’ve recently launched collaborations with Rossinavi and Numarine, and we’re eager to deliver these yachts to Asian owners, seeing them cruise in APAC waters. To achieve this, we’ll continue to expand our team, bringing in individuals with the right skills and expertise.

At the same time, we plan to grow our charter and yacht management fleets in the region. We also want to continue expanding services like insurance and corporate offerings to ensure a fully comprehensive experience for our clients.

Globally, we’ve opened three new offices in the past three years – in Dubai, Athens and Singapore – and we’re looking to open two more by mid-2025 in key markets where we don’t yet have a physical presence. We remain open to further expansion whenever the right opportunities arise, ensuring that Camper & Nicholsons is at the forefront of the yachting industry worldwide.

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This article was first seen on YachtStyle.co

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