All at Sea chats to Stuart Brotherton, Sales Director at Ancasta International Boat Sales.
AAS: What does your role as Ancasta’s Sales Director involve?
SB: I oversee all aspects on the sales side of the business which includes our own central offices and all franchise locations. Combined, this is 22 sites across the UK and Europe. As well as focusing on the brokerage network, I also work with our new boat Brand Managers to help ensure we maximise opportunities across our new boat offering.
AAS: You have been with Ancasta for more than 10 years – how has the technology you use evolved in that time and how has it improved the buying and selling process for customers?
SB: At Ancasta, we are lucky to have our own CRM system which we have built from the ground up and can update and develop as, and when, we see fit.
This is a fantastic asset, and we have recently integrated an AI element into the programme to make us even more efficient and professional in the way we manage our clients.
On the client side, we introduced a tool that allows any snags or warranty claims to be managed in one simple app on their phones. Before this, it was all on email.
AAS: Despite ongoing economic uncertainty, Ancasta reported strong sales even in the traditionally quieter end of last year. What were the reasons behind this?
SB: Last year’s Cannes Yachting Festival saw our best performance on record for that show. There are two main factors I would attribute this success to. The first is how many strong brands we represent, which in turn creates a lot of opportunities. The second is our structure. We have a very strong and capable sales team which means we can react quickly and effectively to maximise opportunities when they are presented to us.
AAS: How would you describe the new and used boat market in 2026, and is it a similar story in Ancasta’s brokerage offices across Europe?
SB: It is no secret we are in a tough market – both on the new boat and brokerage fronts. On the new boats side, as I mentioned we are lucky to represent so many strong brands, which means that we have consistent interest across the portfolio – if one brand is quiet, then another will be busy, so it evens out.
On brokerage, we have had some recent successes both in the UK and across our European offices – across both power and sail boats, and across all sizes and price brackets. This comes from having a strong network covering multiple locations which puts us in a great position. Total number of sales is not what we would like to be seeing of course, but there is business being done.
AAS: What is your advice to sellers aiming to realistically achieve the highest market value for their boat?
SB: Make sure the basics are done well. It is obvious that condition counts for a lot, so ensuring the boat is clean and well-presented is key. Consider removing personal effects from the interior of the boat if there are unnecessary items onboard as first impressions really do count.
AAS: What are buyers’ biggest misconceptions when looking to buy a new boat?
SB: I would not say that I could pinpoint one thing in particular as no two boat deals are ever the same. Every client has different requirements and levels of expectation, so we have to be dynamic in our approach and ready to react to whatever is presented to us.
AAS: Are you a sailor, and if so, what is your dream boat?
SB: I do enjoy sailing, but I would say I am generally happy if I am afloat in some way – whether on a yacht, a powerboat or a paddleboard. If I were to choose one boat, without question it would the Beneteau Oceanis Yacht 60. It is a beautiful looking boat, has a fantastic interior and can certainly get a move on when required.
AAS: Will Ancasta be at the Southampton International Boat Show this year?
SB: This autumn we are doing things a little differently. We are excited to announce we will be exhibiting a selection of both new and used sail, power and multihull yachts at a new appointment-led showcase in Swanwick Marina, following on from the Cannes Yachting Festival.
QUICKFIRE QUESTIONS
Are you a morning or night person?
I am okay with an early start, but I am more of a night person
Favourite country to visit on holiday?
Croatia
What is your favourite sport to play/watch?
Without question, rugby
Moment in history you would love to have been at?
2003 Rugby World Cup Final
What is your favourite film?
The Wolf of Wall Street
If you could have dinner with one person, who would it be?
Jonny Wilkinson
