Used boats 2026: "You have to work with discounts today to sell at all"
BOOTE: Mr Pfister, everyone is talking about the crisis. How are things going for you?
Dennis Pfister: Things are actually going quite well for us. The entry-level segment between €25,000 and €45,000 has slumped dramatically, that's true. These boats cost 25 to 35 per cent more than before corona. Customers are saying: I pay 50,000 but only get a boat that used to cost 30,000. But we are selling more in the non-trailer segment. From 30 feet, even more than ever. And: The experienced customer with a budget continues to buy.
Do you see new groups of buyers in the used boat sector?
Yes, indeed. German customers who also have a property in Spain, Croatia or Italy and buy a day boat of 30 feet or more there. I've seen a lot more of that in the last two years.
Why should a buyer come to a dealer instead of buying from a private individual?
The modern customer wants to put the keys in and drive off. With a boat, it's not quite the same as with a car, but as far as possible - carefree all round. We do a complete refit: new anti-fouling, cleaning including bilge, automatic service at the next due date and a twelve-month warranty on everything. Cleanliness is then the most important factor. I had this recently: family arrived, boat hadn't been refurbished yet, cabin still smelled, upholstery had stains. They came out backwards.
What about discounts?
You have to work with discounts to be able to sell at all. The more you give, the better. With a 60,000 euro boat, ten per cent - 6,000 to 8,000 euros - can make the difference to the competition. This brings us back to prices like in the times before the coronavirus pandemic.
Has buying behaviour changed?
Absolutely! People interested in a six-metre boat used to take two to seven days to decide. Now it's up to three weeks - people have become much more hesitant. What's more, the boat market is small, and every used boat can be found at at least three other dealers for almost the same price. People are prepared to drive 300 to 500 kilometres.
Which brands do you recommend when it comes to value stability?
Sea Ray is one of the largest boat manufacturers in the world, very good quality. Sea Ray has a boat to suit everyone - families, dog owners, sports enthusiasts. Second recommendation: Saxdor, the counterpart to Axopar. Lifestyle character, they do a lot of marketing themselves - which also makes resale easier later on.
What is particularly attractive about the equipment?
Deck coverings - flexi-teak, soft teak. Then electric windlass and GPS plotter. Solar and lithium do not yet play a role 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 to a first-time buyer?
Rely on a dealer with a warranty. There are no extended warranties on engines or hulls - engine damage can quickly cost 5,000 to 15,000 euros. I often have customers who say: "We've just bought a second-hand boat and now the engine is rattling." Bang, 6,000 euros in repairs, huge stress, and the buyer has no boat for the season. So: Warranty or have an expert look at it first
Your forecast for the next few years?
In two or three years, we will have a classic back-to-reality situation like 2016 to 2018. Corona was a special case - high purchasing power, not being able to travel abroad, everyone wanted to be on the water. That's normalising again. But today you can get a good boat for good money.
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