created a new strategic services division that will offer finance
and insurance services to its customers.
Over 90 percent of Benetti’s customers use a leasing or loan
facility when acquiring a yacht, according to Paolo Casani,
Benetti’s newly appointed chief operating officer who will head the
new division.
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“Today, we work in the normal way with the different banks that
specialise in this industry. But the idea is not to continue in
this way – we want to create a very focused, captive package,”
explained Casani.
In fact, he believes the current economic climate is an
opportunity to be seized: “When the general market is down, the big
players can sometimes gain market share, particularly on bigger
boats. That is why we created this division.”
By the end of the year, Casani hopes to seal a partnership
with one of the major banking players in the industry. “Some
customers have had difficulty with financing. The philosophy of
this new division is to create tools to sell boats. We want to be
competitive, and it will be a profit centre, but the main idea is
to deliver a service to our customers,” he added.
Benetti is the leader in the super-yacht market in terms of
orders, with 111 hulls on its books.
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