Second-hand boats 2026: "These days, you have to offer discounts just to make any sales at all"

​BOATS: Mr Pfister, everyone’s talking about the crisis. How are things going for you?

Dennis Pfister: Things are actually going quite well for us. It’s true that the entry-level segment between 25,000 and 45,000 euros has slumped dramatically. These boats now cost 25 to 35 per cent more than they did before the pandemic. Customers are saying: ‘I’m paying 50,000, but I’m only getting a boat that used to cost 30,000.’ But we’re selling more in the non-trailer segment. For boats 30 feet and above, sales are actually higher than ever. And: experienced customers with the budget are still buying.

Do you see any new buyer groups in the second-hand boat market?

Yes, indeed. German customers who also own a property in Spain, Croatia or Italy and are buying a day boat of 30 feet or more there. I’ve definitely seen a lot more of that over the last two years.

Why should a buyer go to a dealer rather than buying from a private seller?

Today’s customers want to just hand over the keys and set off. With a boat, it’s not quite the same as with a car, but we make it as hassle-free as possible – a completely worry-free experience. We carry out a full refurbishment: new anti-fouling, cleaning including the bilge, automatic booking of the next scheduled service, and a twelve-month warranty on everything. Cleanliness is the most important factor. I had a case like this just recently: a family turned up, the boat hadn’t been prepared yet, the cabin still smelled, and the upholstery had stains. They turned on their heels and left.

What about discounts?

You have to offer discounts just to make any sales at all. The more you offer, the better. On a €60,000 boat, ten per cent – €6,000 to €8,000 – can make all the difference compared to the competition. This brings us back to the prices we saw before the coronavirus pandemic.

Has consumer behaviour changed?

Absolutely! In the past, people interested in buying a six-metre boat would take two to seven days to make up their minds. Now it takes up to three weeks – people have become much more hesitant. What’s more, the boat market is small; every second-hand boat can be found at at least three other dealers, at almost the same price. People are prepared to drive 300 to 500 kilometres.

Which brands would you recommend when it comes to retaining value?

Sea Ray is one of the world’s largest boat manufacturers, offering excellent quality. At Sea Ray, everyone can find a boat to get them excited – families, dog owners, sports enthusiasts. My second recommendation is Saxdor, the equivalent of Axopar. It has a lifestyle appeal, and they do a great deal of their own marketing – which also makes it easier to resell later on.

What stands out in particular about the features?

Deck coverings – Flexi-Teak, Soft-Teak. Then there are electric windlasses and GPS plotters. Solar and lithium power are not yet a factor in the five- to seven-metre range. These are day cruisers; you don’t sleep on them.

​What is your most important piece of advice for a first-time buyer?

Go with a dealer who offers a warranty. There are no extended warranties on engines or hulls – engine failure can easily cost between 5,000 and 15,000 euros. I often have customers who say: “We’ve just bought a second-hand boat, and now the engine’s rattling.” Bang – a 6,000-euro repair bill, a huge amount of stress, and the buyer has no boat for the season. So: make sure there’s a warranty, or get an expert to check it over beforehand.

What is your forecast for the coming years?

In two or three years’ time, we’ll be back in a classic ‘back-to-reality’ situation, just like between 2016 and 2018. The pandemic was an exceptional circumstance – high purchasing power, people unable to travel abroad, and everyone wanting to get out on the water. Things are returning to normal. But these days, you can easily find a good boat for a reasonable price.

You might also be interested in:

• ​Second-hand boats 2026: How to make the most of a buyer’s market
• ​Buying a second-hand boat: The key to success – Here’s how to do it right!