Purchasing a yacht is only the first step. According to Bruno Dessì, founder of Elica, the real value begins after delivery: refit, management, maintenance, selected charter operations and future upgrades are all part of a long-term journey that accompanies the owner for years. A model focused on customer loyalty and integrated yacht management.

Buying a yacht is only the first step. According to Bruno Dessì, founder of Elica, the real value begins after delivery: refit, management, maintenance, selected charter operations and future upgrades are all part of a journey that accompanies the owner for years. A model designed to build long-term relationships and provide integrated yacht management.

PressMare - Bruno, in our previous conversations we discussed yacht brokerage and refit. But listening to you, another concept emerges: the sale seems to be only the beginning of the relationship with the owner.

Bruno Dessì - Exactly. If we simply sold boats, we would be just another brokerage. Our goal is to support the client throughout the entire life cycle of the yacht. The purchase is only the first step.

PM - What happens after delivery?

BD - A great deal. Very often the yacht enters a customization or refit program. Afterwards come day-to-day management, maintenance, technical assistance and, in some cases, selected charter activities. The idea is that the owner has a single point of contact capable of coordinating every need.

PM - So the relationship does not end once the contract has been signed.

BD - On the contrary. That is precisely when it begins. If we have followed a yacht from purchase through delivery, we know its history, we know which works have been carried out, we know its systems and how to maintain them over time. This enables us to provide a much more effective service.

PM - Let’s talk about charter. Here too, your approach seems different from that of many specialized charter companies.

BD - We are not a traditional charter agency. We mainly work with yachts owned by our clients. When an owner decides to generate income from the yacht, we do so within a framework that takes into account both the owner’s requirements and the preservation of the asset.

PM - In what sense?

BD - The objective is not to maximize the number of charters. The objective is to preserve the yacht’s value while allowing the owner to offset part of the operating costs. That is why we carefully select charter clients and establish clear rules regarding the use of the yacht.

PM - So we are talking about a highly controlled charter operation.

BD - Absolutely. The yacht always remains the owner’s asset and must be treated accordingly. It is a different approach from one driven purely by commercial considerations. We prefer fewer operations that are well managed rather than constantly pursuing volume.

PM - Does this also contribute to customer loyalty?

BD - Definitely. When an owner sees that the yacht is being managed properly, they tend to stay with us over time. They entrust us with winter maintenance, future works, technological upgrades and often the purchase of their next yacht as well.

PM - Is this where the concept of the yacht’s complete life cycle comes from?

BD - Exactly. Imagine an owner who buys a yacht, enjoys it for several years, keeps it in excellent condition through professional management and then decides to move up to a larger model. At that point we are able to take the yacht back, reposition it on the market and accompany the owner through the next purchase. It is a continuous process.

PM - It is a model that partly resembles the premium automotive sector.

BD - There are some similarities. In the premium automotive world, the relationship does not end with delivery. There is after-sales service, maintenance, trade-ins and upgrades. The principle is similar in our industry, although the technical complexity is naturally much greater.

PM - How important is direct knowledge of the owner?

BD - Extremely important. Every client has different needs. Some mainly use the yacht with their family, some cruise extensively, some prefer charter operations, while others want the yacht exclusively for private use. Understanding these different profiles allows us to propose genuinely tailored solutions.

PM - As part of your future strategy, you are also developing digital tools for your clients.

BD - Yes, we are working on solutions that will further improve interaction with yacht owners and help us better understand their needs. We strongly believe in innovation, without ever losing the direct relationship that remains at the heart of our business.

PM - Today many companies talk about customer experience. What does that mean in practical terms for Elica?

BD - It means being there. It means responding whenever a client needs advice, assistance or simply someone to discuss an issue with. It means knowing their yacht as if it were our own. In the end, trust is built this way: by supporting the owner over time, not just during the purchase.

PM - Is this your idea of growth?

BD - Yes. We are not aiming for huge volumes. We prefer to build lasting relationships and follow every project with great care. It requires more commitment, but it is also the approach that creates value for both the owner and the company.