You try, Your old to sell? Regardless of the current situation on the market, nothing changes in terms of the basic procedures and the necessary tricks to ultimately be successful. But one thing is clear: if you want or even have to sell in an oversaturated market, it is much more difficult. Especially if this is to be done quickly, there is hardly any way around discounts on the originally estimated sum. Interested parties can then draw from the full, are spoilt for choice at best and hold all the trump cards, especially when negotiating the price.
Used boat sales on used boat exchanges
It is therefore best to have patience and nerves of steel. However, to get it over with as quickly as possible, you should do everything you can to make a positive impression on prospective customers at first glance. Make your sales offer visible by advertising it on various platforms. A lot helps a lot. You can reach the readers of YACHT, for example, in the YACHTmarket with a Print classified ad. Because a steadily growing proportion of prospective customers are searching on the Internet, a Online advert now almost more important.
In addition to the relevant specialised portals, eBay classified ads have also become an interesting and serious address. The portal is no longer a place where only cheap and run-down boats can be sold. Rather, the boat section of the classifieds is now one of the best places for buyers and sellers to go. The platform is also the only provider that does not charge any fees. Only if the advert is to be advertised and highlighted more prominently are there any costs for the seller.
Of course, the notice on the notice board in the marina can also help. Just like the sales sign in the pulpit, announcing your intention to sell at the bar of the sailing pub and the like. But these are all measures aimed at chance hits.
Professional sale via a ship broker or boat dealer
The opposite of this is to go to a professional, i.e. a ship broker or boat dealer. This investment is usually worthwhile. Especially if you are not trying to sell a popular, sought-after boat model. On the one hand, the expert knows what needs to be done to get the boat ready for sale. He knows, What a professional exposé should look likethat presents the ship in the best possible light. He can place targeted adverts for the boat, present it at trade fairs and on his own website. And in the best case, he has an extensive customer file in which one or two potential buyers are already listed.
In addition, a broker is better trained than a layman when it comes to "selling". He is more likely to convince a hesitant prospective buyer of the merits of the boat than the owner. He should be consulted even more during price negotiations. This prevents the seller from behaving too leniently. A broker will play poker, bring other prospective buyers into play, perhaps offer additional equipment instead of agreeing to a price reduction.
An estate agent also gives both parties a sense of security and the feeling that everything is above board. He is experienced when it comes to drafting contracts and processing payments.
Last but not least, the vendor does not have to go to the ship himself for every vague enquiry. A good estate agent will only confront his client with interested parties who have serious intentions to buy.
A convincing appearance: how to advertise correctly
As mentioned at the beginning, it is worth advertising your boat in various media, but this also requires more effort. Simply copying the short advert that appears in a magazine onto the web is not enough. You should also invest some time and effort in a boat exposé. This "advertising medium", which can be sent to interested parties on request, also differs from print and online adverts.
The correct length of the display
It starts with the length. In the classifieds section of a trade magazine, there are often no more than six to ten lines plus a single photo available for cost reasons. Every word needs to be carefully considered and the motif of the ship chosen with care.
Online exchanges generally offer much more space to present a boat, list accessories and upload dozens of photos. Some technical data is also requested by the seller as standard, so you don't run the risk of forgetting anything important. Finally, how extensive a Exposé is entirely at the discretion of the seller.
Choosing the right photo(s)
But from the front. The eye-catcher among all the other adverts on a magazine page or in a long list on the website of an online boat exchange is the photo of the boat. It's about nothing more and nothing less than getting the buyer to read the whole advert in the first place.
First rule: Do not show the boat in the harbour, but under sail. Ideally, the yacht should not be shown in a sterile side view. To suggest good sailing characteristics, the angle at which the boat is photographed is crucial.
Only classics with a pronounced leap can afford the wide side. A boat is shown to its best advantage when you see the leeward hull slightly from behind, while the boat is travelling upwind or downwind. This creates a dynamic effect and the viewer recognises a lot of the deck from this perspective.
Processing is permitted when selling used boats - but not too much!
As classified adverts usually work with landscape formats, don't even try to show the boat from the waterline to the masthead. This would automatically make it unrecognisably small. It is better to crop the picture to the height of the spreaders at the latest and zoom in close to the hull.
Some sellers work with image editing programmes, not only to retouch minor blemishes, but also to tweak the optical size effect with slightly distorted settings. But be careful, you shouldn't try too hard. If an eight-metre motorsailer suddenly appears in the advert like a stylishly stretched eleven-metre deck saloon yacht, you are bound to be disappointed at the viewing appointment.
Also pay attention to the surroundings when taking photos. The worst sin is a larger or more beautiful boat in the background. A well-maintained GRP yacht can fade in its effect even if a classic wooden boat, however old, can be seen next to it.
A good first impression: the background also counts
The background should also always appear property-related. A dinghy cruiser is better on the beach than on a lock or sheet pile wall. A regatta yacht should be photographed in racing mode, not cruising mode.
And people should also be banned from the boat during the photo shoot, except when sailing. Even veritable yachts look disproportionately small with people on deck - and "used" too. But nobody wants to feel like they are taking over other people's maritime lives. The point is to arouse desire for the boat. The more undisturbed the viewer's eye can rest on it, the deeper the first impression.
The basic colour requires different shooting techniques. A white yacht is not photographed at midday, a dark one not in front of a dark shore. The late afternoon with warm colours suits everyone. The low sun provides contrast and depth, the morning dew has dried. Nobody wants to lie on a wet deck.
Interested parties like tidy pictures better
The rule continues in the cabin. Nevertheless, pictures of untidy cabins are presented time and again. No matter how old the yacht is, the new owners want to have the feeling that they have been given a virgin boat. Therefore, all visible compartments must be emptied. Toothbrushes and worn-out soaps should be removed, as should hairdryers and shampoo. Bed linen also does not belong in the picture.
Once enough images have been created, the next step is to select the cover photo and the image sequence. It should be noted that it is mostly men who surf the pages of the forums. However, family sailing projects do not work without the enthusiasm of the wife and offspring. So don't just focus on technical details such as the anchor locker, engine room and navigation, but also show the seating area, the galley, the toilet rooms and the berths.
The perfectly formulated text
Formulating an appealing and informative classified advert is a challenge that should not be underestimated. After all, every line costs money. That's why most boat sellers try to be as brief as possible. This sometimes means that comprehensibility suffers. For example, when uncommon abbreviations are used that leave the reader guessing. Or basic information is forgotten, in the worst case the contact address.
You are freer with the boat description that is to appear in an online exchange. It can even be a little prose. This is particularly suitable for yachts from large-scale production. If you manage to make it clear right at the beginning how your Hanse, Bavaria or Jeanneau differs from all the other second-hand yachts of the same type, you have a clear advantage. Then a prospective buyer might still read the rest of the text, regardless of how many similar adverts they have already studied.
Figurative language inspires dreams when buying a used boat
After a classic headline, the wording should be as active and visual as possible. In particular, an alternation between more descriptive passages and technical data is very convincing.
A text in an online boat exchange may therefore also begin like this: A cruising yacht for the Wadden Sea, rivers and the high seas - "Tiame" is perhaps one of the most beautiful sailing yachts on the North Sea coast: aft deck, classic jib, jib boom combined with modern sailing technology. The light-flooded cabin with 192 cm headroom is enchanting. The yacht goes smoothly through the waves. Nine tonnes of displacement and her spoon bow are ideal. Thanks to her large rudder in front of the propeller, she turns on the disc. She steers herself on the wind. This makes her suitable for single-handed sailing worldwide. To Heligoland on your own or through all the locks on the dam estuary route? Mooring on shallow canal banks on the way to the Mediterranean? Falling dry upright? No problem at all. With a draught of just 1.2 m and three tonnes of lead ballast in the bilge keels, "Tiame" can reach any destination.
This should be followed by various sections, including technical data, information on the rig, sails and cockpit, safety equipment, mooring, a plausible reason for selling, telephone number and e-mail address. Much of this can be listed in keywords. This makes it easier for the prospective buyer to keep track of extensive lists.
Second-hand classic: the ideal classified advert
- Designation: For print adverts, pay attention to the alphabetical sorting, and for online boat exchanges, pay attention to the search options
- Age: State the year of construction or alternatively the year of first launch (EW) if, for example, the boat was built in autumn but not launched until the following year
- Dimensions: Specify length, width, (variable) draught and weight
- Rig: Specify the sail area. Only mention individual sails if they are spinnakers or gennakers or if the sail wardrobe is unusually large. It is also worth mentioning a furling system or high-quality cloth
- Motor: Brand and performance of the machine. If applicable, refer to a general overhaul that has been carried out
- Equipment: Do not list all items on the equipment list, but only the two or three most expensive and newest items.
- Condition & use: Owner-operated yachts should be labelled as such, as they are usually better maintained than charter yachts. If necessary, add the words "1st hand". Indicate at least good, preferably excellent condition
- Berth: Important for the purchase decision of a prospective buyer, especially if the ship is located abroad. Possibly offer the takeover option
- Price: Always quote! The amount shows the prospective buyer whether a boat basically fits into the budget. The addition VB (basis for negotiation) signals that the money can still be discussed
- Contact: Place both the telephone number and e-mail address at the end of the advert. Some interested parties prefer to pick up the phone, while others prefer the written form
One size longer: How to write a good exposé
You can use other sales tactics in the exposé that is sent to serious prospective buyers. For example, by adding a description to each photo. In this way, for example, you can explicitly point out the practical mast steps, the immaculate teak deck or the generous width of the forward berths - details that the casual observer might otherwise have overlooked. Photo galleries in online portals do not usually offer this possibility of photo labelling.
The photos and technical lists should also be supplemented with other useful documents. It would be conceivable, for example, to enclose a test report of the same type of boat from a trade magazine with the exposé. The YACHT offers a special Online archive which can be used to access many hundreds of test reports.
The challenge: to present as much important information as possible in an appealing way
If available, the seller should also add an expert's valuation report or the crack drawing for the type of boat being sold. These can often be found on the website of the manufacturer's shipyard or in other places, such as on the website of a class association.
The odd logbook extract or travel report is also helpful. In this way, the seller demonstrates what is possible with the boat and makes the prospective buyer want to do the same.
In addition to an attractively prepared exposé, sellers can also easily create a website for the boat on the Internet. This is now quite simple and, in today's fast-moving world, is an effective way of providing even impatient potential buyers who don't want to wait for an exposé sent by post with in-depth information about the property for sale.
The right place for used boat sales
Selling a boat is almost like selling a house: those who can offer their property in the perfect location have a better chance of success. This is particularly important if your boat is in strong competition with similar or even better offers for sale. You can compensate for this disadvantage by getting closer to the buyer. After all, this is the decisive difference to property sales: the seller can ensure that his ship is in the perfect place for sale. Or rather, it is.
Water or land?
The first fundamental question that arises is whether the boat for sale should remain in the water or whether it is better to present it on land. Both options have their advantages and disadvantages.
In the water is a boat in its element. This is important from a psychological point of view. A prospective buyer does not have to use his imagination to form a picture. He experiences the object of his desire right where it belongs. He sees with his own eyes that it floats. How it moves gently in the water as soon as you step on it. That's a big difference to a boat on land, which you just assume can swim and sail and doesn't react to movements on deck.
Which brings us to the next point: a boat in the water can be test sailed immediately if the buyer is seriously interested. Once you take the tiller or the wheel in your hand and feel the wind blowing through the sails, you unconsciously build up a relationship with the boat. This may even ensure that one or two shortcomings are generously overlooked.
On land On the other hand, the boat first has to be put into the water - which may not be possible on the same day - which increases the risk that the buyer will change their mind at home. Or that he will take a closer look at other offers in the meantime.
On the other hand, ships appear larger on land than in the water - another psychological advantage that should not be underestimated. So if you know that a boat crane will be available immediately if required, you may be better off with the land version. Then the prospective buyer can also admire the - naturally immaculate - underwater hull.
Environment: Where can the used boat shine the most?
Whether on land or in the water, the specific mooring or berth plays a role. Surrounded by many larger boats, your own boat looks unnecessarily puny. So look for suitable neighbours. They should be no more than the same size. If you are staying in the water, you can also move your boat to a particularly beautiful spot in the harbour, such as a free head pier with a view of the open sea. This opens up space for dreams.
It is a good idea not to lie in a box with the bow or stern facing the jetty, but somewhere alongside. Just not on a high pier so that you can look down on the ship. This also visually diminishes its size. A shallow floating dock with a freeboard that extends well beyond it is better. In this case, the potential buyer will have to literally board the boat. But getting on board shouldn't be too difficult either. So if in doubt, provide a small step as a boarding aid and open the railing wire.
Touching should be allowed
This also applies to the space on land. You don't want to entrust yourself to a decrepit wooden ladder that doesn't inspire confidence. So at least provide a solid aluminium ladder. Perhaps you can even find a work platform that can be used as an access aid.
In the water, lying alongside a jetty not only means that nobody has to awkwardly climb over the pulpit onto the deck. No, the prospective buyer also has the opportunity to admire the full length of the boat and gently run his hand along the hull.
This is exactly what people do, quite unconsciously: they make contact with their desired object. Sellers should therefore refrain from looking grumpy when yet another potential buyer leaves their fingerprints on the polish. The same thing often happens at a boat storage site on land. There, too, prospective buyers looking for a new boat often roam under the hulls with their arms stretched out wide, run their fingers over the outer skin, feel the condition of the keel, feel the shaft, let their fingers glide over the rudder blade.
Quiet or busy sales location?
A change of location can sometimes work wonders. For example, from a marina that is scenic but far away from any metropolis to a region that has a large, lively sailing scene. An extreme example: prospective boat buyers rarely stray onto a Wadden island or into a small village somewhere on the coast. On the other hand, prospective buyers are more willing to travel to Cuxhaven, Wedel, the Flensburg or Kiel Fjord, Warnemünde, Greifswald or other large or well-connected sailing centres.
The same applies to inland areas. On Lake Constance, for example, it is certainly easier to sell a boat in Lindau, Friedrichshafen or Constance than in idyllic but small Öhningen or Arbon.
Not because the latter places are too far away. But many buyers secretly hope to be able to take a closer look at one or two alternative used boats on site. The chances of this are much higher in a large marina, where there may even be boat brokers, than in a small village harbour.
Class strongholds, boat dealers and more - utilise the advantages of the location
For some boat classes, a very special change of location can even be useful. This usually applies to yachts, and more often to dinghies that are used for regattas. A conger, for example, is most likely best disposed of in its strongholds, such as on Hamburg's Outer Alster, rather than anywhere else. Archipelago cruisers are sought after on some inland waterways in southern Germany. A fast X-Yacht, on the other hand, is most likely to be sold in regatta metropolises such as Kiel or Rostock.
Of course, there are also boats that are particularly suitable for certain areas and should be offered there. For example, yachts that can fall dry, such as keelboats on the North German Wadden coast.
As if that wasn't enough, there are numerous boat dealers from various shipyards who also trade in used boats or sell them on behalf of owners. It can certainly be a worthwhile idea to put an old Hanse in the yard of a Hanse dealer, for example. This is where prospective buyers who are specifically looking for this type of boat are most likely to look.
And who knows, perhaps some prospective owners will realise that their budget is too small for a new boat from their preferred boatyard, but that they have enough money for a second-hand boat from the same brand.
Free sample purchase agreement
One as a sample free of charge available purchase contract exists here.
The used boat purchase contract in this version serves as a template and should be customised to suit individual requirements. For example, the contractual guarantees can be extended or limited.
Sell more successfully with these 10 tips
1. the first impression is decisive!
Let the hull and deck sparkle! Scrub the deck and bring the fittings to a high lustre, remove streaks and salt crusts from the underwater hull. If in doubt, briefly sand the antifouling and renew with a thin layer. Replace pitted sacrificial anodes. And polish the propeller. The same applies below deck: shiny painted surfaces, clean windows and spotless upholstery are pleasing to the eye.
Even worse than dirt and dust, however, are imperfections in the gelcoat and wood finish. Remove these or hire a company to repair them. This costs money at first, but In case of doubt, a buyer will demand a discount anyway.
2. moisture is a no-go
Banish any moisture from the cabin and ensure that condensation does not form so easily, even in the cooler months of the year. Clammy upholstery, water stains in the wood or mouldy corners during a viewing rapidly reduce the chances of a sale. If necessary, remove the water from the air inside the boat using technical or chemical means. In winter, a fan heater can be used to ensure a pleasant room temperature before a viewing appointment. This will make the potential buyer feel much more cosy.
3. fresh air
If the upholstery smells musty, you should have it professionally cleaned or replace it completely. Remove yellowed curtains without replacing them. And Nothing is worse than a buyer who turns up their nose first when they go below deckbecause it smells of old grease behind the cooker, rotten food from the fridge, oil and diesel residue from under the floorboards or faeces from the toilet.
Fight any odours decisively! There is no way around the conscientious use of cleaning agents and disinfectants. If necessary, use a special air purification device.
4. clear out the boat
Make it easy for the prospective buyer to feel like a new owner in your boat. An empty boat makes it possible to let your own ideas and visions germinate, which To stimulate the imagination as to what you could do with the new acquisition if you bought it. Once a prospective buyer starts to reorganise the cupboards and lockers with their own things in their mind and to play through the first conversion measures, the seller has almost won. So give him this room to manoeuvre and remove everything that is not permanently attached to the boat and absolutely necessary for its use. Exception to the rule: A boat is explicitly offered "with pots and pans". This awakens the bargain hunter in the buyer, who secretly hopes to not only get a boat this way, but also equipment at a favourable price.
5. space miracle
Don't make your boat unnecessarily small, especially below deck. Create space! This means that even things that should remain on board, such as the sails, should be removed from the boat for the inspection. However, if sail bags, the life raft, empty canisters or other bulky equipment clutter up forecastle boxes or even berths, you will quickly feel cramped. Empty bunks and empty cupboards, on the other hand, create a feeling of space reserves.
6. conceal gaps
If you want to keep electronic navigation equipment, remove or dismantle the corresponding devices. If this leaves large openings in the wooden panelling on the navigation unit, conceal them with cover plates that are as inconspicuous as possible. Smaller screw or drill holes can be filled. The purpose of this exercise is to The customer should not get the feeling at first glance that he is receiving a completely gutted ship.
7. order must be
Whether behind the wall panels, in the engine compartment, in the stowage spaces under the berths or in the bilge: criss-crossing hoses and cables make a bad impression. More attractive are properly laid and, at best, labelled cables. Above all, put a stop to the cable chaos behind the fuse panel. This can be done very quickly: A few cable ties in the right places will quickly bring order.
8. clean the machine
Not only should the hull, deck and saloon shine, the engine should also be free of dust, traces of oil, rust spots and the like. Engine sprays work wonders in this respect. In the case of very old engines whose paintwork may have flaked off over a large area, there is no way around a new coat of paint. You should literally be able to "eat from the engine's belly". Also take a look at the oil, water and diesel filters and clean them if necessary. Check the fill levels of the batteries.
9. maintain fittings
Every prospective buyer will try out turning the winches, pulling the sheets, moving the tiller or the steering wheel, adjusting the cruising slide and operating one or two sea valves. Woe betide you if it squeaks, snags or jams somewhere! Therefore, make sure that everything runs smoothly and is fully lubricated during operation.
10. full function
An engine that won't start. Instrument displays that remain dark. Hydraulic winches that don't move. A tap from which not a drop of water flows. A prospective buyer unconsciously experiences all this as a disappointment of his expectations of a fully functional yacht. No matter how plausible your reasoning is - power switched off, water tank drained, battery removed: To the buyer, the boat looks "dead" and not alive. Make sure that everything runs smoothly. If you first have to locate a loose connection during the inspection so that the reading lamp lights up, you will reduce your chances of selling the vehicle. Things look even worse if the engine doesn't start or only starts on the second or third attempt. Even the most thorough preparation will never completely protect you from breakdowns during the presentation, but the prospective buyer will tend to perceive this as an exception on an otherwise flawless yacht.
The big YACHT used boat special:
- New, used or chartered - here's what to consider
- Which type of boat is the right one? Decision-making aids
- Overview: Used boats under 6 metres
- Overview: Used boats under 7 metres
- Overview: Used boats under 8 metres
- Overview: Used boats around 9 metres
- Overview: Used boats over 9 metres
- Dream yachts: These are the favourite ships of YACHT readers
- Buying a used boat: Your guide through the online jungle
- Own inspection or surveyor? What you need to look out for
- How to avoid traps in the purchase agreement
- The boat is bought - what's next? The first steps
- What insurance do I need for my boat?
