Following the announcement in February 2019 that Cantiere dell Marche (CdM) had opened a pre-owned sales department, focussing solely on the sale of CdM vessels, the Italian new build shipyard has announced that it has been appointed the exclusive sales agent for three second hand Darwin Class superyachts, one 26.2m and two 31.1m vessels.
“Our targets for 2019 were once again very clear. Among them, the sales department focussed on starting a structured penetration of the US market and setting up a pre-owned sales department trying to have as many second hand CdM yachts as possible in our portfolio,” begins Vasco Buonpensiere, co-founder and sales and marketing director at CdM. “It seems that after only three months the results are beyond our most optimistic expectations: two US contracts are at closing stage, and three out of four used CdM yachts for sale worldwide are CdM exclusives.”
“We know how to match one of our explorer yachts to the right client and, as we only enlist yachts to our pre-owned fleet after strict technical tests, our clients can be sure of buying the best CdM yachts available,” adds Carlo Aquilanti, sales manager and head of the pre-owned sales department. “Our terms of reference are offering our clients a bespoke service and also acting as advisors and technical consultants.”
According to the yard, CdM vessels differ from competing superyachts and, as a result, require an altogether different sales strategy. Additionally, by handling the vessels throughout their entire lifecycle, CdM is able to provide detailed yacht histories for prospective buyers and help support the client during refit periods and so on. By internalising the process CdM believes it can be more transparent with its clients.
According to The Superyacht Agency, since entering the 30m-plus superyacht market in 2015, CdM has delivered an average of two vessels per year, this figure is expected to rise to three deliveries in 2019. Delivery numbers are then expected to double in 2020 with six scheduled deliveries. During an exclusive press visit earlier this year, Buonpensiere explained that CdM has no desire to grow at an unsustainable rate, commenting that CdM is “a shipyard, not a factory” and that the business will never risk lessening the quality of its product by attempting to produce too many superyachts year on year. He also outlined the business model that allowed CdM to produce is vessels at such a competitive price.
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