Big deals at Sanctuary Cove International Boat Show - insiders on ego, status and dreams on sale

Insiders have lifted the lid on how the mega-bucks deals are done with multi-million dollar boats changing hands in the Gold Coast’s thriving marine industry.

The Sanctuary Cove International Boat Show is a convention to trade boats, but look beyond the luxury and what’s really being sold are dreams.

“If it’s a new boat buyer who hasn’t owned a boat before ... it’s like 80 per cent dreams,” Keryn Spriggs said.

Keryn Spriggs on selling boats: “For some people its pure ego and status, because it is a very big obvious status symbol.”

Ms Spriggs has worked in the maritime industry for more than a decade; she’s a boatie herself, has sold luxury boats to clientele all over the world and has brokered multi-million-dollar deals. Now, she and her partner run a maritime pre-purchase inspection business.

“You’ve got to find out what it is that they want - find out what their dream is - and then you tell them how that particular boat can match what they want to do,” she said.

“For some people its pure ego and status, because it is a very big obvious status symbol.

“But if your dream is family, you’re probably going to go more for a Maritimo.”

Maritimo operations manager Phil Candler said the Gold Coast manufacturer design team constantly reimagined what luxury means: selling more boats can mean getting existing owners to dream a bit bigger.

Maritimo operations manager Phil Candler: “It’s really holding the hand of the customer to ensure they understand what we’re developing and building for them.” Picture: Jacklyn O'Brien.

“It’s really holding the hand of the customer to ensure they understand what we’re developing and building for them.”

Mr Candler pointed to a couple from the flybridge of the M50 and said the pair had recently bought their seventh Maritimo.

He said at the show, staging the boats in the most appealing way possible was crucial to help the buyer see that it would fulfil their needs and dreams.

“It’s the decor, look, cushions, pillows, it’s every aspect of how we present the boat. It’s an emotional communication but it’s a highly technical decision.”

The Sanctuary Cove Boat Show is a veritable dream factory: shoals of impossibly beautiful people flank uber-luxe boats, cooing reminders to remove shoes before stepping aboard the vessels. Real lemons are decor on tables of the Lagoon Beach Club, and each of the 700-odd boats on display holds the promise of a unique dream-come-true.

Riviera chairman Rodney Longhurst, said a show exhibition was a worthwhile investment.

Riviera chairman and general manager Rodney Longhurst: “I can’t tell you how much it costs but what I can say is it’s not loose change.” Picture: supplied.

“I can’t tell you how much it costs but what I can say is it’s not loose change.”

A first-year apprentice at Riviera Riley Henderson said he got a lot of satisfaction from his work: “I’m making someone’s dream.”

Father and son, Riley and Robert Henderson, both work for Gold Coast Boat manufacturer, Riviera. Picture: Jacklyn O'Brien.

Ms Spriggs said whether a person’s dream is a playboy party boat or family cruiser, a lot of buyers share some traits.

“Probably my most memorable client is a Chinese Australian man, and he’s self-made,” Ms Spriggs said.

“He bought a 64ft boat as his first boat and he’d never even driven a boat. His confidence and determination was admirable,” she said adding he was very casually attired and hadn’t radiated being able to afford it.

“You never know who’s got the money,” she said.

When it comes to selling, Ms Spriggs said a make or break point often comes at the sea trial, where the prospective owner goes out for the first time.

“If it’s a beautiful day and you’re out on the sea trial and the boat’s performing and the fridge is working and the ice maker is working and the toilets .... you think yeah, I trust this, this is definitely going to align with my dreams ... then it’s going to be a faster and easier sale.”