The market for used boats is changing significantly - and in favour of buyers. Three industry experts explain why 2026 is the year of the boat buyer - and how to make the most of this opportunity.
Sales figures collapse
The figures paint a clear picture: "Business for sellers has never been as bad as it is now," says Martin Dotti from the Boat24 online portal. In some months, sales figures fell by more than 40 per cent compared to the previous year. At the same time, the average duration of an advert has risen from 34 to 52 days. According to Dotti, almost every second seller now has to reduce the original asking price, on average by 15 per cent.
"Today you have to work with discounts to sell at all," confirms boat dealer Dennis Pfister. His The company stocks twelve boat brands, from Bayliner and Quicksilver to Sea Ray. There are also numerous used boats from other shipyards. There are always 100 to 150 new and older boats in the dealer's showroom and yard in Schwebheim near Schweinfurt.
Boarding area particularly affected
Not all length segments are equally affected by the fall in prices. Larger premium yachts and particularly sought-after mid-range models are comparatively stable in value. The smaller boat segment, which is often of interest to newcomers, is struggling. "The trade in boats between 25,000 and 45,000 euros has slumped dramatically," says Pfister. One reason for the discount battle is the market overheating that set in during the pandemic. "Smaller boats suddenly went up in price by 25 to 35 per cent in some cases. Long-distance travel was not possible at times, so everyone wanted to get out on the water instead," explains Pfister.
Today, buyers no longer accept such inflated prices. Anyone who bought an expensive boat in boom times and now wants to part with it again will have to accept painful losses.
Portals fuller than ever
There are quite a few of them. The portals are fuller than ever: more and more owners want to sell, while buyers are rare. This leads to a classic buyers' market with a large selection and favourable offers on used boats.
There are many reasons for the pressure to sell. In addition to increased mooring costs, fuel prices in particular are prompting many owners to sell. "When marine diesel costs well over two euros, many people no longer enjoy boating," explains Nils Leutloff. The boat expert adds: "Then there are the ongoing maintenance costs, which are incurred even when the boat is not in use."
Buyers can take their time
One man's sorrow is another man's joy: for buyers, this means they have more time. "Three or four years ago, people who were interested in a six-metre boat, for example, usually had two to seven days to make a decision. Otherwise, another interested party would beat them to it," reports Pfister. "Today, they can take up to three weeks without any worries. And compare very carefully at their leisure." In addition, buyers are increasingly better informed thanks to the internet. If a provider charges more than others for a similar boat, prospective buyers quickly realise this.
Demographic change exacerbates the situation
Pressure on the boat market is also a result of demographic change. Many owners are parting with their boats due to their age. Leutloff predicts: "In the next five to ten years, the market will be literally flooded. Then it won't just be the owners who sell, but also the heirs." All too often, they just want to get rid of an inherited boat as quickly as possible so that they don't have to bear the running costs. "Above all, they see the financial burden," says Leutloff. The result: prices continue to fall.
First check, then negotiate
The room for negotiation is correspondingly large, especially in the case of private sales. Leutloff advises buyers: "If possible, don't enter into price negotiations before an expert has been there. You have the better arguments after the expert report." He also emphasises: "A ship should be craned before you buy it. Anything else can be monetary suicide." Defects such as osmosis, corrosion on the drives or bent propellers can only be discovered on land.
Comfort beats tradition
Martin Dotti has observed a completely different change in the market for used boats: "For many buyers, the driving and living comfort that a boat offers has become much more important." This is shown by the analysis of search queries entered into the online platform. Dotti: "The most searched attribute is the bow thruster. This is followed by stern thruster, heating and air conditioning." Dennis Pfister adds: "Modern deck coverings, electric anchor winches and GPS plotters are extremely popular." This type of equipment often determines how quickly a boat can be resold later on.
Rely on these brands
To ensure that your purchase retains its value as much as possible, you should not only look for popular equipment, but also for tried and tested brands. In the case of motorboats, this includes classics such as Grand Banks and modern lifestyle brands such as Saxdor and Sea Ray.
A look at the history is also crucial. A fully documented, well-maintained boat protects against expensive surprises and can even justify a higher starting price in case of doubt.
Cleanliness is the calling card
When viewing a used boat, first impressions are always important. Dealer Pfister warns against a lack of cleanliness and unkempt cabins, as they often indicate a general maintenance backlog. Leutloff recommends consulting an engine technician for larger motor yachts and thoroughly checking the on-board electrics. During the test drive, all functions, from the autopilot to the hot water, should be thoroughly tested. For larger investments and possibly unclear ownership, he also advises seeking advice from a specialist yacht lawyer.
Here are the bargains
Special bargains can often be found in places that are remote from Germany. "Boats in Turkey or Greece, for example, are extremely difficult to sell," confirms Dotti. If you can organise a cheap transfer or want to use the boat locally, it is not uncommon to find sellers willing to negotiate.
Don't forget fuel consumption
In view of the current high fuel prices, prospective buyers should also take a look at fuel consumption. The additional expenditure at the petrol station may be bearable for a while thanks to a low purchase price. However, it is still better not to buy a petrol guzzler.
Conclusion: Buyers have the power
The experts' judgement is clear: the market currently belongs to the buyers. Those who have patience, check carefully and negotiate confidently have a clear advantage.
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Antonia von Lamezan
Volontärin
