The BVI Charter Yacht Boat Show is similar to a Brokers Open for a home that is just coming on the market.  The preparation, all of the details and staging, and the food and beverages are there so the Brokers will spend more time in the home and get a better idea of what their Buyers would think of the home.  The BVI Charter Yacht Boat Show is the same experience.  Except that the Yachts have much more intense work than preparing a home for sale.  All of the charter yachts attending this show are quietly saying, “Pick me! Pick me!  Pick me as your favorite charter yacht to promote to your charter sailing vacation guests this next season!”

Whether you hear those words this week or not, that is the reason why every detail has been attended to on each yacht so it is presented in its best possible condition.  You will notice that the crews look extra sharp in their “uniforms”.   This is the first Boat Show for some of the crews.  So, the Charter Yacht Society director, Janet, and her board of directors take the time to instruct the crews as to how to prepare their yacht and how to impress and engage the charter yacht brokers. You would be amazed as to what each of the crews do to assure their yachts are in prefect show condition.  Here is an example of the Action List to each of the crews.

Janet let me know that, “First impressions at each show are critical.  One charter yacht show does not a successful season make; however, a “bad show” can hurt a crew and their yacht for the entire season!  The crew’s preparation will be the best investment they will make all year to the success of your season.”

• Have the yacht charter ready. Make sure all the drawers and lockers in each cabin are clean. Brokers will check your standard for cleanliness and order aboard your yacht. There should be absolutely no loose gear in sight. This means everything unnecessary needs to be stowed away in lockers, moved off the boat, decks cleaned, etc. This means no hoses, lines, gear tackle, motor scooters, buckets, ex-wives/ex-husbands, etc. lying around. Get a storage locker if you have to!
• Provide brochures, crew profiles and menu inserts for the brokers visiting your yacht. Remind the Brokers that more are available through you clearing house. Also, have your guest book, letter and pictures from your past guests out for the Brokers to see.
• Fresh flowers are not required; but they are a nice touch.
• Linens on the beds should be crisp and smooth. Matching towels in the heads or on the beds are a nice touch. Set a dinner place for two to show off your beautiful diner settings. Be sure to leave space at the table for a Broker or two to sit around and use for note taking.
• Have your polishing, painting and varnishing DONE! Put all supplies away
• No laundry, towels, rags, etc. hanging on the life lines. No garbage on board or on the dock.
• No deliveries of provisions or equipment during the show. If you must provision, leave the show early.
• Make it easy to board as possible with a clear route from the boarding site to the cockpit and/or below.
• Ask a friend to take a “sniff test” of your yacht. There may be an odor you might not notice; but the Brokers surely will.
• Speaking of scents, have something baking in the oven for a welcoming aroma. Be careful not to burn anything! The new little fans that circulate scents from an electrical outlet are great. You want the yacht to smell as good as it looks.
• Details count! Little folded points on the bathroom toilet tissue, a mint on the pillow,  mock mementos with charter guest names are all little details that make a big impact. Have some recent photos of guest having fun on your plasma screen that is doing the continuous slide show.
• Make sure every light bulb works and have as many of them on as you can without heating up the yacht. Lighting will show the yacht off to its best advantage.

Some Other Suggestions:

• Plan ahead. Think about what you want to emphasize about yourself/your yacht and crew. Decide what type of charters you want to promote. Do you want to do more charters with children, honey-mooners, hard-core divers, big time sailors or real high-end gourmet charters? The Brokers will want to know. Think about answers to the tough questions. Brokers will ask questions such as, “What was your worst charter? Tell me about a charter that didn’t turn out well. What did you learn from it? Why won’t happen again? What was your best charter?” Have the answers ready ahead of time.
• Smokers- Be discreet about smoking as possible. This includes smoking during social events. Remember than many restaurants stateside no longer allow smoking. If you allow smoking aboard the yacht, have clean ashtrays for the Brokers.
• Politics- Go easy! There are some strong opinions and this is not the time to get into a heated into a heated debate with a Broker.
• Hospitality- Offer coffee, tea or juice in the morning and cool drinks in the afternoon. Think about serving alcohol to Brokers and make your own decision. Hors d’oeuvres are fine. Prepare them ahead of time.
• Keep the yacht as cool as possible. If you don’t have air conditioning, keep the hatches open, use fans and get wind scoops. If you do have air conditioning, don’t remain down below all the time during the show. Brokers confronted with closed hatches may assume you are away, not showing or with another broker.
• Some Brokers will want to see the crew quarters to know how it affects the guest’s quarters. Some Brokers will ask to see your bilge. Keep both as clean and presentable as possible, but don’t stress too much about it.
• Be careful about promising to fix things. Brokers don’t want to hear too much “after a few charters, we’ll replace those old cushions.” If you can’t replace it now, do the best you can with throw pillows, accents or something. Make the best of what you have and don’t draw attention to the negatives.
• Emphasize your crew’s teamwork even if you only have a freelance chef or mate for the show. The Brokers was to see you function together as a team and be happy. If you have personality differences with your crew, you don’t need to be together. Some crews find one person on deck and one below allows them to cover twice as many Brokers, but the Brokers don’t get a chance to see you together. Charter yacht shows can be a stressful time. This is not the time to decide to divorce your chef or Captain. Let it wait until after the show.

• Collect business cards. As soon as possible after the Broker leaves the yacht, write something on the back of their business card so that you can remember them. Sending a Thank you note for their visit during the show or personalized email will go a long way in helping you grow your business. Follow up! Don’t be a pest; but do be persistent.

I don’t know about you, but I am exhausted just reading these instructions.    I am off again to interview more of the crews, so stay tuned.  Tonight is the evening hosted by the BVI Tourist Board with many of the local businesses displaying their wares.  Then I am off to bed since I have not slept much since arriving in the BVI.  Until next time… your Caribbean lifestyle detective remains on duty.