But despite Navigo’s experience in the yachting sector, the new joint venture will not be offering services to superyachts cruising the region says ISS-Tositti’s MD, Stefano Tositti, who is also CEO of BWA Yachting.
Tositti says the art of being a good yacht agent is to retain one’s focus of expertise, which means keeping ship and superyacht operations separately. “BWA has its own offices – almost 40 – in the Med, outside the Med, in the Caribbean… and BWA will expand in other areas”, Tositti explained. “If there is a client in an area without BWA representation we will cooperate with ISS but the basis of BWA’s business is providing a local service and we don’t want to compromise that.”
However, he says it is important to understand the variances between the European, Caribbean and Asian business models – providing a support network in these territories requires very different capabilities, and Tositti will not be throwing BWA into the Far East hurriedly. “There should already be a market there, and an even bigger market in the future, but before any of that we have to understand how to establish a BWA presence there.”
However, the immediate target is to “consolidate what we already have, to maintain a consistent quality of service everywhere and provide the same quality of service to all of our clients.”
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