Barbara Dawson
Senior charter broker, Camper & Nicholsons International
How did you get started as a charter broker?
In 1989, I formed a company called New Horizon Charters. My fiancé was a boat captain at the time, and we ended up doing a lot of work for convention groups, boat fishing charters, small sailing regattas—anything--for corporate clients in Palm Beach County, Florida.
I also gained some experience with crewed yacht charters, and when Camper & Nicholsons began looking for a new broker in 1994, I went to work for them. I've been with the company ever since.
What kinds of boats do you typically book?
Only crewed, both power and sail, typically 80 feet and above.
What are some of the best charter destinations you’ve personally visited?
I love Turkey. The people are wonderful, and the history—you can’t find anywhere in the world like it. The Greeks were there, the Romans, the Asians, the Arabic culture. I love the diversity of the people. I also think the cruising grounds are some of the best-protected in the Mediterranean, so the sailing is easier and not as hindered by the seasonal winds.
I also love the Bahamas. Being in the Bahamas on a boat is all about the water and the activities that boats offer. In the Bahamas, you don’t have land activities, per se, that you would find elsewhere, so it’s all about fishing, snorkeling, diving, water skiing, and finding your own peace and quiet. There are a lot of places you can go where people aren’t around, and the water is shallower than in the Caribbean, so you can see a spectrum of colors. You can see the coral reefs. It’s easy for a beginner to go boating there.
What is the first thing you ask a new charter client?
I ask whether they’ve ever been on a boat before. From there, I can determine their expectations. A lot of people come in with a preconceived notion about what boating is about, and most times, those ideas are very different from reality. I try to understand their expectations and how I can help achieve them.
Describe your ideal charter client.
I don’t know if there’s an ideal charter client. I deal with all different individuals, and I don’t like to lump everybody into what works best for me. I suppose I find it easiest to work with people who are open to ideas and suggestions.
Describe your nightmare charter client.
They want to do it their way. They’re not always wrong, but they’re paying an awful lot of money not to take advice from a broker or a captain.
Sometimes, they encounter problems that could have been avoided by simply asking questions and listening to what we say.
Describe a previous booking where you worked “above and beyond” for a client.
I had clients on charter in Italy, and they wanted to see the Vatican—but without any of the crowds. I managed to get them a private tour, and that’s the kind of thing that I think differentiates me from other brokers. I have good sources in places like that.
A lot of those “above and beyond” situations happen if a boat breaks down, or if I have to negotiate something if there’s a problem. My job is to pull off the charter, to make it a success, and I do.
What are a few of your favorite charter yachts, and why?
My favorite charter yacht has a crew that is willing to go the distance. Their job is to make the vacation special for the client, whether the client wants an aggressive itinerary or complex arrangements on land or anything else. I look for yachts with go-to captains who are willing to help me get things done for the clients.
There are a lot of clients who will take a sub-par boat if the captain and crew are above average. One boat may be gorgeous, but its crew can’t pull off what you need to have done. You might not like the interior of another boat, but the crew and the service are going to be better.
At the end of the day, you’re on the boat for one week. If the crew is phenomenal, odds are the charter is going to be terrific. And a lot of times, if the boats are older, you can save money and get a better experience.
What makes you different from other charter brokers?
One of the biggest differences, I would say, is that I know the laws, rules and regulations pertaining to charter. I can confidently negotiate contractual details. There are a lot of brokers who can show you a boat without any knowledge about what is happening onboard, and who quite frankly don’t know the business.
You need to know that your broker has your best interests covered. Some of these so-called brokers who put up websites full of pictures of boats aren’t qualified and are not affiliated with a major organization within the industry. A good broker is affiliated with at least one professional organization. I’m on the Board of the American Yacht Charter Association, and I’m the first American member on the highly respected Board of the Mediterranean Yacht Brokers Association.
What else should CharterWave readers know about you and your business?
I think a person should work with a broker based on the broker’s expertise, and because they feel comfortable communicating with that broker. What makes me different is my knowledge of the industry, and my ability to listen to the client's needs and make sure that in turn translates to a perfect charter..
How can CharterWave readers contact you?
My phone number is (561) 655-2121, and my e-mail is bd@pal.cnyachts.com.
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