TECH GIANT
Yacht Style|Issue 61
Camper & Nicholsons’ recent achievements include selling the 105m Lady Moura and adding the 126m Octopus to its charter and management fleets, but CEO Paolo Casani is most excited about the company’s focus on proprietary technology to engage clients in the new era.
JOHN HIGGINSON

What have been the biggest changes at Camper & Nicholsons in your six years as CEO and how has the job compared to your time as CEO of Azimut-Benetti and President of Fraser?

Over the past six years, Camper & Nicholsons has evolved into one of the most important and complete luxury service companies for yachts for two main reasons. One, we’ve greatly improved the integration of all our departments, and two, we’ve been facilitated by the acquisition of a new technological platform that allows us to build new, ultramodern tools for our sales teams.

Our technology gives us incredible strength and quality on the market and increases the value of the company assets. Technological advancements are not only one of the most important changes of the past few years but will also be increasingly important for the coming years as well.

As for my earlier roles, working for a shipyard and working for a brokerage is quite different. Probably the only common thing is that we work with the same clients, but everything inside the companies is totally different.

Why has C&N focused so much on its online presence, software, and communication?

I think we are almost the leader in this area in the brokerage industry, but if you ask me if I’m satisfied, I’d tell you no. Camper & Nicholsons is growing well, thanks to the investment we’ve made, but our plans are more and more ambitious, so we plan to do much more.

The digitalization level of our company will increase more in the coming years because we believe this is one of the most important ways to develop the company. We think the combination of technology and competencies – like experienced sales and charter brokers, experienced staff in all our different departments like yacht management and insurance, which is increasingly important for us – are of paramount importance to the success of the company in the future.

Camper & Nicholsons has an important characteristic compared to the other brokerage houses in that our technologies are proprietary technologies. We do not buy our software and services from other providers. We develop everything in-house. We have a team of engineers planning and building all our in-house software. They’ve been completely re-engineering the digital ecosystem of the company. That’s the most important effect of acquiring a tech company, as we did in 2019. We’ve done a lot and there is a lot to do. We have quite an ambitious plan.

It’s very important to stress this because we store all our data in-house, which is important because we manage very confidential information for our clients.

What are your thoughts on the changes to the Monaco Yacht Show following the 2020 cancellation and the reorganization behind the scenes?

Firstly, let me say the Monaco Yacht Show is the most important megayacht show in the world by far and it’s a very important window for clients all over the world. It’s an occasion that everyone in this industry waits for to meet people and see mega yachts.

Having said that, we think the show should evolve more to attract a new generation of clients with different initiatives, with technology that’s more attractive to this new generation. The existing clients are already in touch with us, so we know how to interact with them and negotiate with them.

As such, the Monaco Yacht Show needs to attract the new, younger generation of clients with the possibility to buy or charter yachts but who don’t yet feel the need or the attraction to do so. We need to bring them, show them on board, to create the possibility to buy, show them the possibility of a different lifestyle. Connecting with the next generation of buyers is the biggest growth opportunity for the superyacht industry in the coming years.

How important is your Monaco office among your global network?

Monaco is not our headquarters, but it’s our most important operational office and has 60 staff out of our total of 140. Monaco remains the hub of megayachts, and many owners have houses or businesses there. Today, Camper & Nicholsons has offices around the world – five in Europe, three in the US and one in Asia, in Hong Kong.

Which departments generate the most revenue for C&N?

The two most important revenue generators are sales/brokerage and charter, which are almost at the same level. Under sales, I include our new build division, which was launched almost three years ago.

Continue reading your story on the app

Continue reading your story in the magazine

MORE STORIES FROM YACHT STYLEView All

Wong Tet Choong - Singapore's Most Famous Sailor

TC Wong made global headlines last year when the rapid spread of Covid left him stranded at sea in his Leopard 50 for months until he was eventually allowed into Fiji, where he has remained since. Now, the adventurous 60-year-old is waiting for borders to open so he can continue his journey around the South Pacific on his beloved Ximula III.

9 mins read
Yacht Style
Issue 61

Burgess Marks New Milestone In Asia With 20th Superyacht Transaction

Confirming its position as the regional leader in selling large yachts, Burgess’ recent sale of the 52m Amels Lind marked the 20th transaction by the brokerage house’s Asia team since it was formed in 2015.

3 mins read
Yacht Style
Issue 61

Premieres & Newcomers

Yacht Style provides an overview of this year’s exciting new models, with most on display at this year’s Cannes Yachting Festival and/or Monaco Yacht Show, some having shown earlier in the year and a couple making their debuts in other autumn shows around Europe.

10+ mins read
Yacht Style
Issue 61

Déjà Vu In Denmark

Halfway into SailGP’s second season, a familiar pattern begins to emerge. Australia, runaway winners of the first series, again top the table, despite having to sit out one of the four events held so far with gear failure.

4 mins read
Yacht Style
Issue 61

Galeon Spreads Its Wings

With Hong Kong welcoming its first Galeon 640 Fly and 325 GTO this year and Asia’s latest 500 Fly arriving in Singapore, Yacht Style looks at the builder’s 20-year relationship with Tony Castro that has resulted in some of the world’s most innovative production motor yachts.

7 mins read
Yacht Style
Issue 61

How To Build A ‘Scent Wardrobe'!

Johanna Monange founded Maison 21G in Singapore to offer customised scents for all clients and all occasions. The personal approach is proving popular, with growing understanding of how to build a ‘scent wardrobe’ and more boutiques opening around the city.

6 mins read
Yacht Style
Issue 61

Rolex Fastnet's “Coup De Cherbourg”

Fierce sou’west winds gusting 30 knots greeted 337 yachts starting the Rolex Fastnet Race, as the 49th edition of this famous offshore classic set off not for Plymouth as usual, but for Cherbourg in France, via Ireland’s Fastnet Rock.

7 mins read
Yacht Style
Issue 61

Stepping Out Of The Shadows

As founder and Director of VP Yachts, Vivian Chan is quickly making a name for herself as the Hong Kong dealer for Italian builder Sessa, even if it appears a world away from her other role as General Manager of her family’s Sun Hing Shipyard.

7 mins read
Yacht Style
Issue 61

From Pollution To Purpose

Former Singapore Idol finalist and TV producer Mathilda D’silva explains how the Ocean Purpose Project evolved from what she saw on and around her hometown beach in Pasir Ris.

4 mins read
Yacht Style
Issue 61

TECH GIANT

Camper & Nicholsons’ recent achievements include selling the 105m Lady Moura and adding the 126m Octopus to its charter and management fleets, but CEO Paolo Casani is most excited about the company’s focus on proprietary technology to engage clients in the new era.

10 mins read
Yacht Style
Issue 61
RELATED STORIES

ROYALTY & PHILANTHROPY

How Prince Albert II of Monaco works miracles for the environment

5 mins read
Maxim
November - December 2021

Monaco Magic and Majesty

The sovereign principality on the French Riviera has never been a more vibrant and glittering attraction

5 mins read
Maxim
November - December 2021

PRINCE ALBERT BEGS RUNAWAY BRIDE TO TAKE HIM BACK!

Flies 5,200 miles with their kids to convince Charlene to save marriage

2 mins read
National Enquirer
September 13, 2021

The Man from Monaco

Man of style Alexander Kraft launches a timeless and luxurious clothing line

4 mins read
Maxim
January - February 2021

CREATIVE SPIRIT

A TECHNICAL MASTERPIECE OR A PIECE OF ART? THE NEW SPIRIT 111 IS SOMEHOW BOTH, AND IS ONE OF THE MOST REMARKABLE LARGE YACHTS TOBY HODGES HAS EVER SAILED

10+ mins read
Yachting World
October 2020

WITH TRAVEL LIMITED, HOLLYWOOD LOOKS TO ‘GAME CHANGER' TECH

New LED video wall technology used in making last year’s “The Lion King” and “The Mandalorian” series could become more widespread as Hollywood production ramps back up during the pandemic.

3 mins read
AppleMagazine
August 21, 2020

NEW PERSPECTIVE

Exploring Supercross

1 min read
Cycle World
Issue 2 - 2020

Made in Monaco

The brand-new TAG Heuer Monaco Calibre Heuer 02 is the first true manufacture chronograph in this legendary watch collection. Is it the best of all time?

3 mins read
Watch Time
May - June 2020

Mischelle

COVER GIRL: Mischelle Papacova Kosice, Slovakia Instagram: @barbie_playmate Facebook: miska mpapac Blonde, Blue eyes, 5’6”

1 min read
Hot Model Magazine
October 2019

Princess Charlene in crisis WHAT'S THE PALACE HIDING?

The Monaco royal is the subject of shocking new health claims

3 mins read
Woman's Day Australia
December 6, 2021