0:00:02 > 0:00:06They are the ultimate status symbol for the rich and famous.
0:00:07 > 0:00:09When your helicopter co-ordinates with your boat,
0:00:09 > 0:00:11you know you've made it in life.
0:00:11 > 0:00:15Welcome to the multimillion-pound world of the superyachts.
0:00:15 > 0:00:18When you pull into a port in a boat like this,
0:00:18 > 0:00:20of course, you know, that plays to your ego.
0:00:20 > 0:00:22You're not going to deny that.
0:00:22 > 0:00:25Sunseeker is Britain's biggest yacht builder,
0:00:25 > 0:00:30supplying the world's wealthiest customers for the last 50 years.
0:00:30 > 0:00:34Each boat is fully customised to meet their clients' every whim.
0:00:34 > 0:00:38This is the most highly spec'ed spa tub we've ever built.
0:00:38 > 0:00:41But the luxury market has changed in recent years,
0:00:41 > 0:00:43hitting the company's profits hard.
0:00:43 > 0:00:47Come the crash, most banks didn't want to lend against assets,
0:00:47 > 0:00:50such as jets, yachts and so on.
0:00:50 > 0:00:52With smaller yacht sales falling,
0:00:52 > 0:00:56the company needs to reel in not just the super-rich,
0:00:56 > 0:00:59but the uber-rich to get them back in the black.
0:00:59 > 0:01:02And in a high stakes move, they're sinking millions into building
0:01:02 > 0:01:07a larger, more luxurious boat to net this elite group of buyers.
0:01:07 > 0:01:10Larger boats are selling much better than they used to,
0:01:10 > 0:01:15and you have to show that you can do boats like this.
0:01:15 > 0:01:18Now the pressure's on to fill the order book.
0:01:18 > 0:01:22The statistical chances of me selling this gentleman a boat
0:01:22 > 0:01:25are about me becoming the Pope. It's not going to happen.
0:01:25 > 0:01:28But as the first of the new, fully customised yachts
0:01:28 > 0:01:30goes into production,
0:01:30 > 0:01:34meeting the extraordinary demands of their new ultra-wealthy clients
0:01:34 > 0:01:36stretches the build team to its limits.
0:01:36 > 0:01:39What's disheartening is that we've actually built a yacht
0:01:39 > 0:01:41with four beautiful bathrooms
0:01:41 > 0:01:44and now we've got to, essentially, destroy them.
0:01:44 > 0:01:46If they don't deliver,
0:01:46 > 0:01:49this multimillion-pound gamble will backfire.
0:01:49 > 0:01:51We're selling dreams
0:01:51 > 0:01:54and if you don't do it the right way, you won't sell a dream.
0:02:00 > 0:02:04MUSIC: Zou Bisou Bisou by Gillian Hills
0:02:06 > 0:02:09# Zou bisou bisou... #
0:02:09 > 0:02:13For the past 100 years, the Cote d'Azur has been a magnet
0:02:13 > 0:02:17for films stars, royalty, sheikhs and oligarchs.
0:02:17 > 0:02:21This sun-drenched coastline, stretching from St Tropez to Monaco,
0:02:21 > 0:02:26is now THE Mecca for superyacht owners and their A-list guests.
0:02:27 > 0:02:32These boats range from ?20 million to ?200 million
0:02:32 > 0:02:36and it can cost over ?500 a night just to moor here.
0:02:36 > 0:02:38Do you know, I think they say
0:02:38 > 0:02:42that about 70% of the world's superyachts
0:02:42 > 0:02:44are all in the South of France in the summer.
0:02:44 > 0:02:48Don't you think that's incredible? It is busy here.
0:02:48 > 0:02:52Anyone who owns a Sunseeker will know Lindsay.
0:02:52 > 0:02:55The Cote d'Azur is stunning.
0:02:55 > 0:02:59And the best way to see the Cote d'Azur is from the water.
0:02:59 > 0:03:03Lindsay is on the front line of the superyacht world.
0:03:03 > 0:03:08Originally from Yorkshire, she left the Dales to run Sunseeker France
0:03:08 > 0:03:12and has a team of engineers and salesmen on call 24/7.
0:03:13 > 0:03:16Any problem with any system on board the boat,
0:03:16 > 0:03:20whether it's hydraulic, mechanic, refrigeration,
0:03:20 > 0:03:22they call us, that's one phone call,
0:03:22 > 0:03:25and then we take care of the rest,
0:03:25 > 0:03:28and this is where we look after them and, you know,
0:03:28 > 0:03:32preserve that dream, which can be pretty tricky.
0:03:38 > 0:03:41Today, Lindsay's making a service call
0:03:41 > 0:03:45to probably the most customised yacht the company has ever built.
0:03:46 > 0:03:51This was one of the most detailed specifications
0:03:51 > 0:03:53that has ever been written
0:03:53 > 0:03:57for any Sunseeker that we've ever built.
0:03:57 > 0:03:59It's a Marmite boat. You'll either love it or you'll hate it.
0:03:59 > 0:04:01Good to see you. Good to see you.
0:04:01 > 0:04:04How are you? Great. How's your summer been?
0:04:04 > 0:04:06Good, as usual. Yeah, I know.
0:04:06 > 0:04:08Welcome back on Black Legend.
0:04:08 > 0:04:11Black Legend is an ?8 million yacht
0:04:11 > 0:04:15with over ?1.5 million-worth of added extras.
0:04:15 > 0:04:18Every detail was designed and hand-picked
0:04:18 > 0:04:22by the oil magnate owner and his teenage children.
0:04:22 > 0:04:26And it's now looked after by captain Sean.
0:04:26 > 0:04:29I'm still having a battle with the exterior fabrics.
0:04:31 > 0:04:34It looks good. Well, from a distance it looks good, anyway.
0:04:34 > 0:04:36You don't want to see it close up.
0:04:36 > 0:04:39No, OK, OK. It's bleaching. It's bleaching out.
0:04:39 > 0:04:43For the captains, making sure these floating penthouses
0:04:43 > 0:04:46are kept in showroom condition is critical
0:04:46 > 0:04:50and Black Legend uses a specific red colour throughout,
0:04:50 > 0:04:53which is suffering in the fierce Mediterranean sun.
0:04:53 > 0:04:57The problem with classic stitching, you can see the actual threads
0:04:57 > 0:05:01of the normal stitching that was initially red, and has gone white.
0:05:01 > 0:05:03Yeah. I've spoken with a number of suppliers
0:05:03 > 0:05:06and they said that there is not a single red thread
0:05:06 > 0:05:08that will retain its colour.
0:05:08 > 0:05:13Soft furnishings aren't the only thing worrying the captain.
0:05:13 > 0:05:17Noises, coming from below deck, are keeping the owner awake at night.
0:05:17 > 0:05:20HYDRAULIC TYPE NOISE
0:05:20 > 0:05:23Hear that? And feel it. I can hear and feel the vibration.
0:05:25 > 0:05:27I can hear them. Heard them? Felt them?
0:05:27 > 0:05:30I can't feel them. I can't feel a vibration though.
0:05:31 > 0:05:33It's not a vibration, it's a clink.
0:05:33 > 0:05:37Oh, is it? Sorry, I thought you said a vibration. No, no, no, a clink.
0:05:37 > 0:05:41Black Legend also has the biggest television
0:05:41 > 0:05:43ever fitted to one of their yachts.
0:05:43 > 0:05:45When we're actually cruising...
0:05:45 > 0:05:47It wobbles. Wobbles so much. Does it?
0:05:47 > 0:05:50I was afraid we'd lose it because we had some bad weather as well.
0:05:50 > 0:05:53Terribly...when we're moving.
0:05:54 > 0:05:57Lindsay returns to port with a long "to do" list.
0:05:59 > 0:06:02But on the way back, they spot a copycat boat.
0:06:02 > 0:06:07It's not as good, is it? Clearly, clearly, it's not as good.
0:06:08 > 0:06:10CAMERAMAN: Their red's faded as well.
0:06:10 > 0:06:13Yep, not quite as much as ours though.
0:06:13 > 0:06:16When a lot of these captains have got the boss on board,
0:06:16 > 0:06:19they want everything fixed yesterday
0:06:19 > 0:06:24and that can be a bit tricky to manage, that expectation, really.
0:06:24 > 0:06:28Especially when some of the issues aren't necessarily...
0:06:29 > 0:06:31..complicated.
0:06:34 > 0:06:38Black Legend, like all Sunseekers, can be found basking
0:06:38 > 0:06:40in the most glamorous locations around the world.
0:06:40 > 0:06:45But these boats are designed and built much closer to home,
0:06:45 > 0:06:46on the south coast of England.
0:06:46 > 0:06:50Here in Poole, they employ over 2,000 people,
0:06:50 > 0:06:52making a range of boats
0:06:52 > 0:06:55that start at three-quarters of a million pounds.
0:06:55 > 0:06:58The business grew by making small and mid-size yachts,
0:06:58 > 0:07:01but in recent years, there's been a slump in this market,
0:07:01 > 0:07:04pushing the company into the red.
0:07:04 > 0:07:08Their strategy now is to try and attract new ultra-wealthy clients
0:07:08 > 0:07:12who still have cash to splash on life's ultimate luxuries.
0:07:12 > 0:07:14So they're taking a huge gamble
0:07:14 > 0:07:17on building a larger, more luxurious superyacht.
0:07:17 > 0:07:22This is our new 131 yacht. It's a real showcase yacht for us.
0:07:22 > 0:07:24We don't have the opportunity,
0:07:24 > 0:07:27we don't prototype large-scale yachts like this.
0:07:27 > 0:07:29We have to get it right first time.
0:07:29 > 0:07:32With three decks, floor-to-ceiling glazing,
0:07:32 > 0:07:37accommodation for 12 guests and a starting price of ?19 million,
0:07:37 > 0:07:42targeting the wealthy cash-rich elite is a shrewd business move.
0:07:42 > 0:07:47We can build and launch four 131s in a 12-month period,
0:07:47 > 0:07:49which is the equivalent, financially,
0:07:49 > 0:07:53to us building 40 small, mid-range boats in the same year.
0:07:54 > 0:07:56Our biggest target is to keep
0:07:56 > 0:07:58all the production lines running on time.
0:07:58 > 0:08:04Delays here will hit the company's fragile profit margins hard.
0:08:04 > 0:08:07Mark is responsible for getting the first boat out of the door.
0:08:09 > 0:08:13What you're seeing here is really some of the final bits of joinery,
0:08:13 > 0:08:18so we're just now making preparations to fit the face items.
0:08:18 > 0:08:22And from now, basically, you'll see different teams on board the yacht,
0:08:22 > 0:08:24as we do the final assembly,
0:08:24 > 0:08:27and, actually, the boat will take shape very quickly.
0:08:27 > 0:08:30Production manager Dean is the man
0:08:30 > 0:08:33who has to keep the build on schedule.
0:08:33 > 0:08:38But the first of the new 131 yachts is causing him sleepless nights.
0:08:38 > 0:08:40I've been here many, many years
0:08:40 > 0:08:43and it's probably the most bespoke boat I've come across to build
0:08:43 > 0:08:46which is, you know, fantastic and new and exciting.
0:08:46 > 0:08:49However, it has its ups and downs, as you can imagine.
0:08:50 > 0:08:54It's the sheer number of bespoke features that's causing issues.
0:08:54 > 0:08:56With ?2 million-worth of extras,
0:08:56 > 0:09:00more than on any other boat in the shipyard's history,
0:09:00 > 0:09:03there's enormous pressure on the build team.
0:09:03 > 0:09:07There's 120,000 components on this one yacht,
0:09:07 > 0:09:10and a huge percentage of that has to be specified by the client.
0:09:10 > 0:09:12It takes time.
0:09:12 > 0:09:15Some clients, we've actually managed to do the interior in two days,
0:09:15 > 0:09:19but this particular client, it's probably taken seven months.
0:09:19 > 0:09:22Today, the American businessman who's ordered the boat
0:09:22 > 0:09:25is flying in to meet Mark and make sure
0:09:25 > 0:09:29his $30 million is being spent exactly as he ordered.
0:09:29 > 0:09:31Because it's such a long build,
0:09:31 > 0:09:34there's the expectation we have to manage.
0:09:34 > 0:09:38CAMERAMAN: So this client, is he quite easy to manage? This...
0:09:38 > 0:09:40Million-dollar question, that one.
0:09:42 > 0:09:44Every client will have their challenges,
0:09:44 > 0:09:50some more than others, and there's probably not an area on this yacht
0:09:50 > 0:09:53that hasn't been...adjusted by the client.
0:09:55 > 0:09:57Fiddled with.
0:09:57 > 0:10:01The client wants to completely personalise his boat,
0:10:01 > 0:10:05so no request is too big, no detail too small.
0:10:05 > 0:10:06And in the guest cabins,
0:10:06 > 0:10:10a problem's been spotted with the silk lining on the wall panels.
0:10:10 > 0:10:13If you look at this lining and then compare it to this one
0:10:13 > 0:10:17on the other side, it doesn't have as much of a grain.
0:10:17 > 0:10:20I would imagine, knowing how detailed the client is,
0:10:20 > 0:10:22this is something that will be picked up.
0:10:22 > 0:10:25Potentially, a client may only have two weeks vacation a year,
0:10:25 > 0:10:28and we've got to make that two weeks vacation very special.
0:10:29 > 0:10:31And there are more detailing issues
0:10:31 > 0:10:34causing concern up on the sky deck.
0:10:34 > 0:10:38All of the main planks are cut straight to the margin.
0:10:38 > 0:10:42These three planks, because of the angle they're cut...
0:10:42 > 0:10:47If they were cut on the angle to hit the circle,
0:10:47 > 0:10:49they would fall on such a sharp point
0:10:49 > 0:10:52that they would be prone to breaking in service.
0:10:52 > 0:10:54It's a very sensitive issue with the client.
0:10:54 > 0:10:56He brought it up on a photograph two weeks ago,
0:10:56 > 0:10:58so we're going to discuss that with him today.
0:10:58 > 0:11:01We didn't actually send a picture of this centre feature,
0:11:01 > 0:11:03we sent a picture of the entire sky deck
0:11:03 > 0:11:05and he's obviously zoomed in to the centre feature
0:11:05 > 0:11:08and picked this up on the corner of a photograph.
0:11:08 > 0:11:10Eye for detail! Yes.
0:11:10 > 0:11:13I've seen a lot worse. Yeah, that's what they pick up on.
0:11:13 > 0:11:17This is the most highly spec'ed spa tub we've ever built.
0:11:17 > 0:11:20I mean we've got pop-up fountains, LED cup holders,
0:11:20 > 0:11:22multiple lights, multiple heaters.
0:11:22 > 0:11:25This, I know, the client will be thrilled to be able to see today.
0:11:26 > 0:11:30Yeah, very happy. I think there's enough for the client to see
0:11:30 > 0:11:33that were very specific to the client.
0:11:33 > 0:11:36It's going to be a good day, hopefully, so we'll wait and see.
0:11:36 > 0:11:41CAMERAMAN: No shouting? Hopefully not, but I'm always prepared.
0:11:42 > 0:11:47Final payment is not made until the yacht has been delivered -
0:11:47 > 0:11:52and on this boat, there's still a significant amount to pay.
0:11:52 > 0:11:54There are only a limited number of people in the world
0:11:54 > 0:11:56who can afford these superyachts,
0:11:56 > 0:12:00and with over 60% of new orders coming from repeat business,
0:12:00 > 0:12:04it's vital to keep every client happy and coming back for more.
0:12:06 > 0:12:10And today, Mark's wealthy client wants to stay anonymous.
0:12:11 > 0:12:14I'll take him over the boat now. There's a lot to take in.
0:12:14 > 0:12:17There's a lot that's happened since he was last here,
0:12:17 > 0:12:20so let's just see how it goes until lunchtime,
0:12:20 > 0:12:25make sure that actually he's happy - that's the primary focus of today.
0:12:25 > 0:12:28CAMERAMAN: Good luck, hope it goes well. Thanks very much.
0:12:30 > 0:12:33Mark spends the rest of the day on board,
0:12:33 > 0:12:36looking over every inch of the boat with the client,
0:12:36 > 0:12:38in the hope he likes what he sees.
0:12:38 > 0:12:43They need his approval on every detail to keep the build on track.
0:12:48 > 0:12:50Keeping the clients happy is key
0:12:50 > 0:12:54to ensuring future sales of this new boat.
0:12:54 > 0:12:56The boats are manufactured in Poole
0:12:56 > 0:12:59but are sold by dealers across the globe.
0:12:59 > 0:13:03In Mayfair, Sales Director, Chris co-owns Sunseeker London
0:13:03 > 0:13:07and runs 20 offices and 100 staff around the Mediterranean.
0:13:07 > 0:13:11Yep. You've got a client? Yep. Who's doing the sea trial?
0:13:11 > 0:13:14Tomorrow they will speak to you about what commissions
0:13:14 > 0:13:15and how it's split. OK.
0:13:15 > 0:13:18He knows exactly why the gamble on this bigger boat
0:13:18 > 0:13:20is crucial to the company's future survival.
0:13:20 > 0:13:24After the credit crunch, the market for smaller boats radically changed.
0:13:24 > 0:13:28Going back, many of our clients would take finance.
0:13:28 > 0:13:31They may have not had a million pounds in the bank to buy it,
0:13:31 > 0:13:33but they could afford the repayments.
0:13:33 > 0:13:35Obviously come the crash,
0:13:35 > 0:13:37most banks didn't want to lend against assets,
0:13:37 > 0:13:41such as jets, yachts and so on, and so for the last four years,
0:13:41 > 0:13:44customers have had to use their own cash
0:13:44 > 0:13:46and that affected the small boat market.
0:13:46 > 0:13:50With the number of billionaires doubling in the past five years,
0:13:50 > 0:13:54the 131 is perfectly designed to target the new money.
0:13:54 > 0:13:56It's easier to sell the bigger boats.
0:13:56 > 0:13:59The client has the money, he knows what he wants,
0:13:59 > 0:14:02and when he calls us to visit him,
0:14:02 > 0:14:06me and my team would actually close that business, usually on the day.
0:14:06 > 0:14:08With a smaller boat, believe it or not,
0:14:08 > 0:14:12we can meet people at a boat show, it can take two years to convert.
0:14:16 > 0:14:21Next month is boat show season, the biggest sales period of the year,
0:14:21 > 0:14:23where the company hopes to make
0:14:23 > 0:14:27over 40% of its annual sales in just 30 days.
0:14:27 > 0:14:30Hello, hi!
0:14:30 > 0:14:32With the shipyard's focus on bigger yachts,
0:14:32 > 0:14:35they've flown in sales staff from across the globe,
0:14:35 > 0:14:37to learn about the new 131
0:14:37 > 0:14:40and work out the best tactics to land the buyers
0:14:40 > 0:14:43who can afford a ?20 million price tag.
0:14:43 > 0:14:48Just a couple of deals on the boil, and it's only quarter to nine.
0:14:48 > 0:14:53Chris was born in the East End of London, one of seven.
0:14:53 > 0:14:57Despite humble beginnings, he's now part of the jet set.
0:14:57 > 0:15:02I would probably meet 30 owners in a year
0:15:02 > 0:15:05who would be spending anything from half a million pounds
0:15:05 > 0:15:08up to ?20 million.
0:15:08 > 0:15:11Sure, we have royal families, from around the world, buying boats.
0:15:11 > 0:15:16Of course you change when you're meeting maybe a ruler of a country,
0:15:16 > 0:15:20you may be slightly more reserved, but really it's the same.
0:15:20 > 0:15:23We're there, really... It's an advisory role
0:15:23 > 0:15:26of what we would do if you buy that boat.
0:15:26 > 0:15:31Most of the salesmen get a basic wage plus 1% commission,
0:15:31 > 0:15:35so if they sell a ?20 million yacht,
0:15:35 > 0:15:39they could earn ?200,000 from just one deal.
0:15:39 > 0:15:41Do the deal. I'll phone at lunchtime and let you know.
0:15:41 > 0:15:43And what deposit? 50% in?
0:15:43 > 0:15:4550%, yeah. We talked high deposit.
0:15:45 > 0:15:47Over the boat show season,
0:15:47 > 0:15:49I'd like to see around ?40 million-worth of sales.
0:15:49 > 0:15:53We have boats which sell for up to ?24 million,
0:15:53 > 0:15:56so we only have to sell two of those, fingers crossed.
0:15:57 > 0:16:01For the sales team, the key to getting the super-rich to buy,
0:16:01 > 0:16:04is to understand what is stopping them
0:16:04 > 0:16:06from signing on the dotted line.
0:16:06 > 0:16:08Just too expensive.
0:16:08 > 0:16:11One of the biggest mistakes a lot of the sales people make is,
0:16:11 > 0:16:14when they're talking to a husband and wife at the boat show,
0:16:14 > 0:16:17they're focusing on the husband. But it's a big mistake.
0:16:17 > 0:16:20My wife ran off with the captain on the last boat.
0:16:20 > 0:16:24With divorce, we've got a list of lawyers we can recommend,
0:16:24 > 0:16:27who have won very good cases and excellent settlements.
0:16:29 > 0:16:33Whether they have ?5 million or ?50 million to spend,
0:16:33 > 0:16:36it's just as important to know why the buyers aren't biting.
0:16:36 > 0:16:40OK, so in at number one, we've got "Needs to convince the wife".
0:16:40 > 0:16:43Needs to convince the wife? At number one?
0:16:43 > 0:16:47Or husband - whichever you go for on that one. Interesting.
0:16:47 > 0:16:51We're talking about when you are speaking to a client at a show,
0:16:51 > 0:16:55giving just as much importance, if not more,
0:16:55 > 0:16:58to the woman as much as the husband,
0:16:58 > 0:17:01because she's got to feel loved, she's got to feel important.
0:17:01 > 0:17:04If she's standing there like a lemon and we're just talking to him,
0:17:04 > 0:17:06it ain't going to happen, she's going to feel offended.
0:17:06 > 0:17:08So that's really important.
0:17:08 > 0:17:10A certain element of wining and dining them, you know,
0:17:10 > 0:17:12getting her a drink.
0:17:14 > 0:17:16Although it seems sexist,
0:17:16 > 0:17:20there is a precedent for their male-orientated approach to selling.
0:17:21 > 0:17:28I can think of two female buyers - not owner's wives,
0:17:28 > 0:17:33but two strong females that have walked onto the boat show stand
0:17:33 > 0:17:36and bought a yacht from us in their own right.
0:17:36 > 0:17:39Two. CAMERAMAN: And how many men?
0:17:39 > 0:17:43Hundreds, hundreds, yeah. Yeah.
0:17:43 > 0:17:48Matt from the Monaco office has been in sales all his life,
0:17:48 > 0:17:50but started out selling tractors.
0:17:51 > 0:17:54The psychology of sales doesn't change,
0:17:54 > 0:17:57whether you're selling a block of cheese, a Hoover,
0:17:57 > 0:18:00a multimillion-pound yacht, a multimillion-pound jet,
0:18:00 > 0:18:04but I think, also, the clients like to deal with successful people.
0:18:04 > 0:18:08If I turn up to a client's meeting in a Porsche, they like that.
0:18:08 > 0:18:10You've got to have the right watch,
0:18:10 > 0:18:13you've got to kind of have been a little bit travelled as well.
0:18:13 > 0:18:15So it's nice to be able to say, "I know a good restaurant.
0:18:15 > 0:18:19"Go to Cinq en Cinq, call this guy Stef, he'll get you a table".
0:18:19 > 0:18:23The clients like that added value, as it were.
0:18:29 > 0:18:32Selling yachts is not just about the price of the boat.
0:18:32 > 0:18:36Berthing, maintenance and crew costs all need to be considered.
0:18:36 > 0:18:40As a rule of thumb, the annual running costs of a superyacht
0:18:40 > 0:18:43are 10% of the sale price.
0:18:43 > 0:18:45It's all about selling a glamorous lifestyle
0:18:45 > 0:18:47and one smart way to tempt new customers
0:18:47 > 0:18:51is to let them charter these luxury yachts for a holiday.
0:18:51 > 0:18:54Carl, is that champagne in the cold boxes?
0:18:54 > 0:18:57Yeah, most of it is in. OK, and how many wines are there now?
0:18:57 > 0:18:59We've got to pick up some more. Is there tonic?
0:18:59 > 0:19:02What's in the fridge up there as well?
0:19:02 > 0:19:05Have you swapped the drinks over? Yeah, we need some tonic in there.
0:19:05 > 0:19:10This 28-metre yacht is booked solidly through the summer.
0:19:10 > 0:19:13So between guests, Captain Paul and his crew,
0:19:13 > 0:19:16typically have just one, 24-hour, turnaround day
0:19:16 > 0:19:19to make the boat brand new again.
0:19:20 > 0:19:22Guests generally get off at 12 o'clock.
0:19:22 > 0:19:26Literally as soon as they step off the boat, we're stripping the beds,
0:19:26 > 0:19:27get all the laundry picked up.
0:19:27 > 0:19:29We try and get as much done as possible.
0:19:29 > 0:19:34The cost of chartering this yacht, which sleeps eight guests,
0:19:34 > 0:19:38is over ?60,000 a week, including fuel and tips.
0:19:39 > 0:19:42How are the carpets doing, Kascha?
0:19:42 > 0:19:45We have to try and steam clean them in between charters.
0:19:45 > 0:19:47Looks nice, just not that practical.
0:19:50 > 0:19:54On the turnaround day chef Hanna also has to restock the boat
0:19:54 > 0:19:56with the finest food and drink.
0:19:57 > 0:20:00And I think, as well, some foie gras burgers.
0:20:00 > 0:20:03This is a bit like a hub. You come here,
0:20:03 > 0:20:05you always meet other yacht chefs... Yeah.
0:20:05 > 0:20:08You always exchange a bit of what happened to you this season,
0:20:08 > 0:20:10a few stories, a bit of gossip.
0:20:10 > 0:20:13With so many superyachts here,
0:20:13 > 0:20:16the local traders specifically cater for the super-rich
0:20:16 > 0:20:19and their super-expensive tastes.
0:20:21 > 0:20:25We spend so much time on the boats, and you don't go home,
0:20:25 > 0:20:28so when you go out and you get to look around and meet people,
0:20:28 > 0:20:31it's like a little treat, actually. It's really nice.
0:20:31 > 0:20:35Every summer, Paul and Hanna entertain over 100 wealthy guests
0:20:35 > 0:20:37from across the globe.
0:20:38 > 0:20:40There's people that come on the boat as well
0:20:40 > 0:20:42that don't even like the sea or swim,
0:20:42 > 0:20:47they just want to be on a boat for some reason, which is fine.
0:20:48 > 0:20:53You'll be surprised, as well, by how many people get very seasick.
0:20:56 > 0:20:59Sometimes it's not so easy to find what a guest asks for.
0:20:59 > 0:21:02For example, a few months ago now,
0:21:02 > 0:21:06they wanted to have bread and pastries and baked goods
0:21:06 > 0:21:10from this specific one bakery in Paris.
0:21:10 > 0:21:12And we were in Corsica.
0:21:12 > 0:21:15Hi, there. Can you do me a car for tomorrow
0:21:15 > 0:21:17from Nice airport at about 11 o'clock?
0:21:17 > 0:21:19They're not super-demanding.
0:21:19 > 0:21:22They're demanding in the way that they want good service,
0:21:22 > 0:21:25they want to have someone around all the time to offer them drinks,
0:21:25 > 0:21:27but they don't ask for ridiculous things.
0:21:27 > 0:21:32I think maybe once I booked a table for two people and their dog,
0:21:32 > 0:21:34and it was a Michelin-star restaurant,
0:21:34 > 0:21:36so that was a little bit strange.
0:21:36 > 0:21:40After eight hours of polishing and buffing,
0:21:40 > 0:21:43the boat is almost back to showroom condition.
0:21:43 > 0:21:45So, how often do you get to enjoy the boat?
0:21:47 > 0:21:51Never? Do you mean do we sit in the Jacuzzi and sit round the bar?
0:21:51 > 0:21:53Yeah. Never.
0:21:53 > 0:21:56It's weird. If you just get some time to relax,
0:21:56 > 0:21:57you almost want to get away from the boat.
0:21:57 > 0:22:00It's not like I can sit and get drunk,
0:22:00 > 0:22:02I'm responsible for the boat all the time.
0:22:02 > 0:22:05Even if we've got a few hours off, I'm still responsible for the boat.
0:22:05 > 0:22:08Like most boats over 50 foot,
0:22:08 > 0:22:12this yacht has dedicated crew accommodation.
0:22:12 > 0:22:17I'm not a lover of small spaces, but it's OK.
0:22:17 > 0:22:19Yeah, I manage.
0:22:21 > 0:22:25Two cabins. The beds are actually big enough to sleep in.
0:22:25 > 0:22:28You know, they're adult size and long enough.
0:22:28 > 0:22:30Whereas, it's not like that on all boats.
0:22:30 > 0:22:32This is luxurious for some crew.
0:22:32 > 0:22:35It's still interesting how some guests actually think
0:22:35 > 0:22:38that our job is to have a holiday with them, and they say,
0:22:38 > 0:22:41"Your job must be the best in the world
0:22:41 > 0:22:43"because you get to go on holiday with us",
0:22:43 > 0:22:47but it's not really... I mean, that's not the whole story.
0:22:47 > 0:22:51When living in such a small space, it's very important the crew get on.
0:22:51 > 0:22:56We are boyfriend and girlfriend. Yeah, yeah, we are.
0:22:56 > 0:23:00We know a lot of other couples that work on boats, yeah. So...
0:23:00 > 0:23:03They tend to be mainly the captain that's in a couple
0:23:03 > 0:23:07either with the chief stew or the chef.
0:23:07 > 0:23:11Because also the captain is the one hiring, so...
0:23:11 > 0:23:13So I'm firing.
0:23:13 > 0:23:15THEY LAUGH
0:23:15 > 0:23:17So, he can hire his girlfriend if he wants.
0:23:17 > 0:23:21The only real time that you spend is when you sleep
0:23:21 > 0:23:24and we have bunk beds so... Yeah, so...
0:23:24 > 0:23:26THEY LAUGH
0:23:29 > 0:23:32Sunseeker's new focus on bigger boats
0:23:32 > 0:23:34is part of a long-term strategy.
0:23:37 > 0:23:41When the company was founded by Robert Braithwaite 50 years ago,
0:23:41 > 0:23:45his passion was for small, fast boats.
0:23:46 > 0:23:48This is where it all started.
0:23:48 > 0:23:52That's the 17 there, one of the first ones.
0:23:52 > 0:23:54We had a little showroom at the front
0:23:54 > 0:23:57and I used to come in and try and sell my boats,
0:23:57 > 0:24:01and I said to somebody, "Why? I can't sell any boats".
0:24:01 > 0:24:04I rang a friend and he said, "Look, you've got to have a range.
0:24:04 > 0:24:06"You've only got one boat."
0:24:06 > 0:24:10So, in other words, I made three boats out of the 17,
0:24:10 > 0:24:11so different types of boats,
0:24:11 > 0:24:15and, interestingly, they all sold from that point on.
0:24:16 > 0:24:20Robert always stuck to that advice and, over the years,
0:24:20 > 0:24:23the company have made more than 150 different models.
0:24:23 > 0:24:29Their largest and most expensive boat is the 155-foot 155.
0:24:29 > 0:24:31It has over four times the floor space
0:24:31 > 0:24:33of the average British home
0:24:33 > 0:24:37and costs up to ?30 million, including VAT.
0:24:37 > 0:24:41It just shows the wealth that's around.
0:24:41 > 0:24:45CAMERAMAN: Does that come with a full tank of fuel? Everything.
0:24:45 > 0:24:48Ready to drive away, sir. You can have it.
0:24:50 > 0:24:54Larger boats are selling much better than they used to
0:24:54 > 0:24:56and, if you keep your clientele,
0:24:56 > 0:24:59you have to show that you can do boats like this.
0:24:59 > 0:25:03CAMERAMAN: Would you spend ?30 million on a boat? No.
0:25:03 > 0:25:07What makes me tick is taking the dogs out and going to the pub.
0:25:08 > 0:25:11So, I don't live this sort of life at all.
0:25:11 > 0:25:12You all right? Yes, thanks.
0:25:12 > 0:25:16Robert has now sold most of his shares for many millions,
0:25:16 > 0:25:20but still gets a buzz from the factory floor.
0:25:20 > 0:25:23You can have come up with the idea to build this business
0:25:23 > 0:25:26but, unless you have a very good team, you don't go anywhere.
0:25:30 > 0:25:33With the continued investment and plans for growth,
0:25:33 > 0:25:37the company take on over 30 new apprentices every year.
0:25:39 > 0:25:43Today, three new trainees are joining.
0:25:43 > 0:25:46I'll give you a brief tour of the factory.
0:25:47 > 0:25:51Production Manager, James, starts by explaining the basics.
0:25:52 > 0:25:56In our type of boat building, we start off with a mould.
0:25:56 > 0:25:57It's just like a jelly mould,
0:25:57 > 0:25:59so we've got two halves, the hull and the deck.
0:25:59 > 0:26:02Basically, the way we mould our boats,
0:26:02 > 0:26:05you lay in your glass fibre inside of your jelly mould,
0:26:05 > 0:26:09so what you can see here is layers of glass fibre,
0:26:09 > 0:26:11held together with resin.
0:26:11 > 0:26:13Everything we do here is done by hand.
0:26:13 > 0:26:15This is boat building at its core.
0:26:15 > 0:26:19This type of fibreglass production became popular in the 1960s
0:26:19 > 0:26:22and is now the most common way to build boats.
0:26:22 > 0:26:26All the boats here start life as a bucket of resin,
0:26:26 > 0:26:31creating lightweight, durable hulls, relatively cheap to produce,
0:26:31 > 0:26:35allowing clients to spend more on extravagant customisation.
0:26:35 > 0:26:39On this production line, nine yachts are always under construction
0:26:39 > 0:26:43and each one takes over 10,000 man-hours to build.
0:26:43 > 0:26:45What's going on specifically right now,
0:26:45 > 0:26:48is they've started to prepare for the bathing platform legs,
0:26:48 > 0:26:51so that's what those holes are, and that's the sort of thing
0:26:51 > 0:26:53you'll start off with as apprentices.
0:26:53 > 0:26:56What happens when you drill a hole in the wrong place? The wrong place?
0:26:56 > 0:26:58First of all, I get really upset,
0:26:58 > 0:27:01and if you do do it, once you've finished apologising,
0:27:01 > 0:27:04especially to me, is to learn from it.
0:27:05 > 0:27:07It's more than you think, isn't it?
0:27:07 > 0:27:11When you kind of start laying it out, it's quite an involved process.
0:27:15 > 0:27:18Across the road, on their new production line,
0:27:18 > 0:27:20the build of the new 131 yacht
0:27:20 > 0:27:22is turning into one of the most challenging
0:27:22 > 0:27:25in the shipyard's history.
0:27:25 > 0:27:29The client's visit didn't go exactly to plan.
0:27:29 > 0:27:30The whole day was very exciting.
0:27:30 > 0:27:33There's always challenges, we had some challenges,
0:27:33 > 0:27:36and now we've got to get on and get them ironed out.
0:27:36 > 0:27:38CAMERAMAN: What kind of challenges?
0:27:39 > 0:27:41The client's requested a few extras,
0:27:41 > 0:27:44which we're discussing with him at the moment.
0:27:44 > 0:27:48Mark now has to go through the long list of changes with Dean,
0:27:48 > 0:27:51to work out how they will impact the build.
0:27:51 > 0:27:55He's asked if we can put electric curtains in, instead of manual.
0:27:55 > 0:27:58The client said, "Look, I don't want to have to get out of bed
0:27:58 > 0:28:01"to open them and see the sunlight". Makes sense.
0:28:01 > 0:28:04He doesn't want to walk into a bathroom and see a toilet control,
0:28:04 > 0:28:08and that's the issue we've got with the day heads for the downstairs,
0:28:08 > 0:28:11because this is a special toilet
0:28:11 > 0:28:14with heated seat and massaging function.
0:28:15 > 0:28:17OK? Perfect.
0:28:17 > 0:28:19He's requested that all the lights are changed
0:28:19 > 0:28:21to dual colour - white and blue.
0:28:21 > 0:28:24So, I've explained the enormity of that now, at this stage.
0:28:24 > 0:28:26You know, we've got over 200 lights fitted.
0:28:26 > 0:28:29An important part of Mark's job is to make sure
0:28:29 > 0:28:32the client's alterations don't affect Dean
0:28:32 > 0:28:34and his build team's morale.
0:28:34 > 0:28:39You'll be pleased to know there's no change here.
0:28:40 > 0:28:44Every fixture and fitting on this yacht is bespoke,
0:28:44 > 0:28:48including the natural marble chosen for the guest bathrooms.
0:28:50 > 0:28:52On his visit, the client rejected the stone
0:28:52 > 0:28:55but, for now, Mark doesn't want to worry Dean about it.
0:28:55 > 0:28:59This particular stone was hand-picked.
0:28:59 > 0:29:03In the client's eyes, I think they felt that it should be
0:29:03 > 0:29:06a little bit plainer, where there's no veining.
0:29:06 > 0:29:10To give you an example, if you look at the splashback along here,
0:29:10 > 0:29:12if you notice, over that side, you've got
0:29:12 > 0:29:16a little bit more mineral content, a little bit more mottling,
0:29:16 > 0:29:18and as you move forward, it becomes very plain.
0:29:18 > 0:29:21And that's the type of thing that the client's picked up
0:29:21 > 0:29:25in he felt it shouldn't be uniform,
0:29:25 > 0:29:29but, actually, it should be a little bit more consistent on those areas.
0:29:29 > 0:29:33Yeah, I think if you take that slab in its entirety,
0:29:33 > 0:29:37if you add up the amount of little tiny grey detail,
0:29:37 > 0:29:39it's too much for the client.
0:29:39 > 0:29:43It's just not as clean - and I think "clean" is the best word to use -
0:29:43 > 0:29:45it's not as clean as he anticipated.
0:29:45 > 0:29:48And if that means that, between us, we're going to replace
0:29:48 > 0:29:51certain parts of the marble, then that's what we'll need to do.
0:29:51 > 0:29:54For just the stone elements on a yacht like this,
0:29:54 > 0:29:59you could be looking at anything between ?90,000 to ?130,000,
0:29:59 > 0:30:00just on marble.
0:30:03 > 0:30:06Replacing the marble would have a huge impact.
0:30:06 > 0:30:08Apart from the enormous costs,
0:30:08 > 0:30:11it would also create further serious delays.
0:30:13 > 0:30:16What we don't want to do is impact the build crew time,
0:30:16 > 0:30:18because it is a production line,
0:30:18 > 0:30:21we've got to make sure that the boats behind it...
0:30:21 > 0:30:24We have three 131 yachts behind it in build at the moment.
0:30:24 > 0:30:27And a delay here can change
0:30:27 > 0:30:30the whole programme for the next 18 months.
0:30:31 > 0:30:34Before I go, I've got to send five emails to this client,
0:30:34 > 0:30:36so I try and do them in batches
0:30:36 > 0:30:39and then by the time I wake up at six o'clock,
0:30:39 > 0:30:42I'll have all the responses in my inbox, so ready to go again.
0:30:43 > 0:30:45Here we go again tomorrow.
0:30:54 > 0:30:55# Si bon, si bon... #
0:30:55 > 0:30:57In the South of France,
0:30:57 > 0:31:00the charter crew are making their final preparations.
0:31:00 > 0:31:03# C'est si bon Si bon, si bon
0:31:03 > 0:31:06# Lovers say that in France... #
0:31:06 > 0:31:08The guests arrive in a couple of hours
0:31:08 > 0:31:12and, for Paul, first impressions are everything.
0:31:12 > 0:31:15I like lines in the top of the shirt which don't always come when you...
0:31:15 > 0:31:19And I like lines, creases in the trousers, so...
0:31:19 > 0:31:21When people first turn up,
0:31:21 > 0:31:26they need to think that the boat looks as much as it costs.
0:31:26 > 0:31:29# Si bon, si bon Because it's... #
0:31:29 > 0:31:32When the guests arrive, I like all four crew to be ready,
0:31:32 > 0:31:35so it looks like we've been waiting two hours in exactly this position.
0:31:36 > 0:31:39# Every kiss, dear... #
0:31:39 > 0:31:42Today's guests are a family group from London
0:31:42 > 0:31:44and it's the second time this year
0:31:44 > 0:31:47they've chartered with Paul and Hanna.
0:31:47 > 0:31:49It's definitely easier with repeat clients.
0:31:49 > 0:31:51You don't have the uncertainty of when they first arrive,
0:31:51 > 0:31:54you also know that they were happy last time, had a great time,
0:31:54 > 0:31:58so you were doing something right for them then. It's much easier.
0:31:58 > 0:32:00Good morning, good morning! Hello.
0:32:00 > 0:32:02Good to see you, how's it going? I'm not bad.
0:32:02 > 0:32:04...really lucky.
0:32:04 > 0:32:06Hello, how are you?
0:32:06 > 0:32:08Hi, welcome back, good to see you.
0:32:08 > 0:32:12Let's go with the bubbles, the bubbles. Yes, white or rose?
0:32:12 > 0:32:14One of each. One of each? Certainly.
0:32:18 > 0:32:21Cheers, guys. ALL: Cheers.
0:32:21 > 0:32:23Best of times.
0:32:23 > 0:32:25# Si bon, si bon The Left Bank
0:32:25 > 0:32:27# Si bon Si bon... #
0:32:27 > 0:32:31I have lots of choices in life, I'm very fortunate,
0:32:31 > 0:32:33and I'm completely hooked on this.
0:32:33 > 0:32:35I mean, I'm just completely hooked.
0:32:35 > 0:32:38It is very expensive but it's worth every penny.
0:32:40 > 0:32:43When you pull into a port in a boat like this,
0:32:43 > 0:32:45people are going, "Who's that? Who's this?"
0:32:45 > 0:32:47Of course, you know, that plays to your ego.
0:32:47 > 0:32:50I mean, you're not going to deny that.
0:32:50 > 0:32:53But, um, it's just part of the experience.
0:32:54 > 0:32:56You're catered for in every way possible,
0:32:56 > 0:32:58you haven't got to worry about anything.
0:32:58 > 0:33:01Um, it's... Yeah, it's amazing.
0:33:01 > 0:33:03And also you do stop off in places,
0:33:03 > 0:33:07so if you do want to get off, you still have that option.
0:33:07 > 0:33:08We're always eyeing up the other boats
0:33:08 > 0:33:10and we saw one last time, didn't we,
0:33:10 > 0:33:13that had a colour-coordinated helicopter on it. Yeah.
0:33:13 > 0:33:16When your helicopter coordinates with your boat,
0:33:16 > 0:33:19you know you've made it in life. Yeah.
0:33:22 > 0:33:25It's hoped that charter customers like this
0:33:25 > 0:33:27will one day become buyers.
0:33:28 > 0:33:33A mile along the coast, Lindsay, manager of the French sales office,
0:33:33 > 0:33:36is setting up for one of the most important sales events
0:33:36 > 0:33:39of the year - the Cannes Yachting Festival,
0:33:39 > 0:33:41which starts in two days' time.
0:33:41 > 0:33:43By the close of play today,
0:33:43 > 0:33:47we fully expect it to look like a boat show, ready.
0:33:47 > 0:33:49Carpets laid, furniture in position...
0:33:49 > 0:33:52However, we've got Chris, who arrives tonight at midnight,
0:33:52 > 0:33:55and so if he comes to the stand tomorrow and doesn't like it,
0:33:55 > 0:33:57he will start moving boats around,
0:33:57 > 0:34:00and then that's when we lose all that time that we've gained.
0:34:01 > 0:34:05The show attracts super-wealthy clients from all over the world,
0:34:05 > 0:34:08and Sunseeker are positioned next to their main competition,
0:34:08 > 0:34:11fellow British brand, Princess Yachts.
0:34:11 > 0:34:15The Princess V72. Is that a direct competitor?
0:34:17 > 0:34:20Some say. Some say.
0:34:21 > 0:34:24The company has one of the biggest stands here.
0:34:24 > 0:34:28It's a huge operation, costing one million euros,
0:34:28 > 0:34:32with a team of 30 getting 12 yachts, worth over ?50 million,
0:34:32 > 0:34:35ready to sell. And the stakes are high.
0:34:35 > 0:34:38It's our primary sales event of the entire year,
0:34:38 > 0:34:40and it's really one of the only places
0:34:40 > 0:34:44where a client can, for example, jump in between the 55,
0:34:44 > 0:34:48straight onto the 65 and straight onto the 75,
0:34:48 > 0:34:51to work out which boat actually may be best for them.
0:34:52 > 0:34:54Jen, how much are these models?
0:34:54 > 0:34:58Um, the one in our office is insured for around ?40,000.
0:34:59 > 0:35:02Yeah, let's not drop it then, eh?
0:35:02 > 0:35:06With just a model costing more than a family car,
0:35:06 > 0:35:08the investment is huge,
0:35:08 > 0:35:12so Lindsay needs to get everything right for her boss's arrival.
0:35:13 > 0:35:17It is under control. We're about half a day ahead,
0:35:17 > 0:35:20so the sooner you get here and tell us what you want moving,
0:35:20 > 0:35:22the better, to be honest.
0:35:22 > 0:35:24Don't turn up at six o'clock and tell us
0:35:24 > 0:35:27you want all these boats moving around.
0:35:28 > 0:35:31With time running out before the show opens,
0:35:31 > 0:35:34the boats are buffed and polished to perfection...
0:35:35 > 0:35:38Stainless polish, if you can get it, Jen.
0:35:38 > 0:35:42..and Lindsay's attention to detail becomes obsessive.
0:35:42 > 0:35:44Someone's run the water
0:35:44 > 0:35:47and you can see the water marks, in this side here.
0:35:47 > 0:35:50It's still got dust here on the tap, can you see that?
0:35:50 > 0:35:52It's got to be perfect.
0:35:52 > 0:35:54Who's going to forgive you for having water marks in the sink
0:35:54 > 0:35:59and opening up a cupboard and it's not immaculate?
0:35:59 > 0:36:01You know what I mean? Everything's got to be immaculate.
0:36:11 > 0:36:14Some boats, there just aren't enough pillows.
0:36:16 > 0:36:18And Lindsay has one last hurdle to clear -
0:36:18 > 0:36:21getting the approval of her boss, Chris.
0:36:21 > 0:36:24First impressions, good. Good, OK.
0:36:24 > 0:36:27If I was a client walking along here... Yeah?
0:36:27 > 0:36:30..I'd be going, "Wow", and I'd be wanting to go on.
0:36:30 > 0:36:33Flags look good. I still think the flags, for the future,
0:36:33 > 0:36:35need to be full-length flags. People don't look up in the air
0:36:35 > 0:36:38unless they're looking for aeroplanes. Yeah.
0:36:38 > 0:36:42I don't think either or changing boat positions here,
0:36:42 > 0:36:44there's no need. Yes!
0:36:46 > 0:36:49CAMERAMAN: Are you happy? Yeah, overall, yes.
0:36:49 > 0:36:52I always wanted to be here for the very start of setup,
0:36:52 > 0:36:55but over the years, I've slowed down and left it to the team to do.
0:36:55 > 0:36:58No! Not bad, not bad.
0:36:58 > 0:37:02It's like getting an A from the teacher.
0:37:05 > 0:37:08If the gamble on the new bigger boat is to pay off,
0:37:08 > 0:37:12they'll need confirmed sales of the 131 model at the boat show.
0:37:12 > 0:37:16But in Poole, completing the first one is still a long way off.
0:37:18 > 0:37:21With an endless choice of bespoke extras a key selling point,
0:37:21 > 0:37:23this client has gone to town...
0:37:25 > 0:37:28..including an item that's not normally seen
0:37:28 > 0:37:31on a seafaring vessel - a water wall.
0:37:38 > 0:37:41With lights? With lights. OK.
0:37:41 > 0:37:44Have we got any power to juice it up?
0:37:44 > 0:37:47Bit of power. We've got some power.
0:37:48 > 0:37:51SOUND OF RUNNING WATER
0:37:51 > 0:37:52What do you think?
0:37:56 > 0:37:58I think we're all going to need the toilet in about five minutes.
0:38:00 > 0:38:04Basically, the concept came from a trade show in the US,
0:38:04 > 0:38:08which the client visited, and he sent me an email
0:38:08 > 0:38:12with some Pinterest images of water walls and bubble walls,
0:38:12 > 0:38:15with the caption, "This would look fantastic in the yacht".
0:38:15 > 0:38:16OK, well, it's...
0:38:16 > 0:38:19From my initial impressions, it's better in,
0:38:19 > 0:38:22looks better with the lights, once it's framed.
0:38:24 > 0:38:27This afternoon, Mark has an important visitor
0:38:27 > 0:38:31coming to see the yacht - Rick, the dealer from Florida,
0:38:31 > 0:38:33who originally brokered the deal.
0:38:33 > 0:38:35The customer is extremely detailed.
0:38:40 > 0:38:43I'm lost for words when I try to describe his detail.
0:38:43 > 0:38:45The customer's extremely detailed,
0:38:45 > 0:38:49um...in particular, about every little item.
0:38:49 > 0:38:53Rick has to keep the client updated on the progress of the build
0:38:53 > 0:38:56and ensure he's happy with every detail
0:38:56 > 0:39:00to guarantee the final instalment and his commission get paid.
0:39:00 > 0:39:03One very, very important thing we do constantly...
0:39:05 > 0:39:09Nothing pays as much as getting the photos. The photos are key.
0:39:09 > 0:39:11It's like having baby shots.
0:39:11 > 0:39:13The customers, I think they appreciate that.
0:39:13 > 0:39:17I mean, how often do you get that request? I get it like every day.
0:39:17 > 0:39:20In the cabins, Rick has noticed an issue with the lighting design
0:39:20 > 0:39:23he's sure the client will question.
0:39:23 > 0:39:26If you come over here and look at it through the angle,
0:39:26 > 0:39:27you can see the light bulbs.
0:39:28 > 0:39:31Well, maybe the client won't notice that. Oh, he will.
0:39:31 > 0:39:33I'd put money on the table
0:39:33 > 0:39:35that it'll be the first thing the client notices.
0:39:35 > 0:39:39Basically, you're going to need a stainless back
0:39:39 > 0:39:42that's probably going to cost as much as the light.
0:39:42 > 0:39:45It did take me... I looked at it for one second, I'm like...
0:39:45 > 0:39:48You didn't want to say anything, did you? I was like that's too bad.
0:39:49 > 0:39:51I'm not taking a picture with the light.
0:39:51 > 0:39:55No, probably best not. Oh, Mark.
0:39:55 > 0:39:57Rick is also part of the team
0:39:57 > 0:40:00trying to resolve the client's marble concerns.
0:40:00 > 0:40:02Um...
0:40:02 > 0:40:04Well, I think it's stunning.
0:40:04 > 0:40:09However, the client may be looking at it a little bit closer.
0:40:10 > 0:40:13Closer? More detailed.
0:40:15 > 0:40:18There's just one last feature to see -
0:40:18 > 0:40:20the latest addition to the boat.
0:40:22 > 0:40:23Wow.
0:40:23 > 0:40:26I think the customer will be very happy. I, um...
0:40:28 > 0:40:32It's creative, it's a push, it's new.
0:40:34 > 0:40:37What happens when it's off? How do you cover it?
0:40:37 > 0:40:40Because it's probably not that attractive when it's off.
0:40:40 > 0:40:43When it's off, it basically becomes a mirror.
0:40:44 > 0:40:47Or you can do just the lights.
0:40:47 > 0:40:50You can do just the lights and it gives it... Mmm.
0:40:50 > 0:40:52It's a feature but it's half a feature.
0:40:54 > 0:40:55Is the top open?
0:40:55 > 0:40:59So, it's just a piece of PVC tube with holes in it, right?
0:41:00 > 0:41:03To have a similar water wall fitted to your yacht,
0:41:03 > 0:41:07you can expect to pay ?10,000 to ?15,000.
0:41:09 > 0:41:14# It's the good life... #
0:41:14 > 0:41:17Despite endless complications and delays to the schedule,
0:41:17 > 0:41:20the company needs to keep the order book full.
0:41:20 > 0:41:24To guarantee its future, they must sell four 131s every year.
0:41:24 > 0:41:27In Cannes, the sales team are raring to go.
0:41:27 > 0:41:31Relieved, relieved that we're here, that we've done it,
0:41:31 > 0:41:33we've made it, it looks immense.
0:41:33 > 0:41:36Everybody's happy, and now, yeah, I do feel calm,
0:41:36 > 0:41:39I feel an overriding sense of calm, if I'm honest,
0:41:39 > 0:41:43because now we get on with doing what we do best, selling boats.
0:41:43 > 0:41:45Hi, Sean, good morning, you OK?
0:41:45 > 0:41:49Waking up, you know, at three o'clock this morning,
0:41:49 > 0:41:52you always have... Is it going to be a good show?
0:41:52 > 0:41:56So, yeah, you have nerves, you've got to sell some boats.
0:41:56 > 0:41:58If any salesman moans to be at a boat show,
0:41:58 > 0:42:01they should not be in the business. What's your expectations?
0:42:01 > 0:42:04I'd like to see around ten boats sold.
0:42:05 > 0:42:09The show is known for its international clientele.
0:42:09 > 0:42:12This is a really new yacht to our range...
0:42:12 > 0:42:15But one of the first customers to arrive
0:42:15 > 0:42:17are the Johnson family from Liverpool.
0:42:17 > 0:42:22So, Peter, if you buy a boat, we will take care of everything.
0:42:22 > 0:42:26We can look after the boat, we have the service down here,
0:42:26 > 0:42:30if you want captains on beck and call, whatever you want to do.
0:42:30 > 0:42:32Stop it, stop it! LAUGHTER
0:42:32 > 0:42:34The pressure of a decision.
0:42:34 > 0:42:37Sometimes with an older person,
0:42:37 > 0:42:39they don't want the worry of the boating,
0:42:39 > 0:42:41so we will do full management.
0:42:41 > 0:42:45We can do everything. It will be ready to go.
0:42:45 > 0:42:49They will arrive back in after a day out of the islands off Cannes
0:42:49 > 0:42:52or Saint Tropez, and our cleaners will be on there,
0:42:52 > 0:42:55getting the boat ready for the next day.
0:42:55 > 0:42:57Lindsay's showing them around.
0:42:57 > 0:43:00Lindsay is charming them, in a lovely way.
0:43:00 > 0:43:03She's natural, yeah, and people like Lindsay.
0:43:03 > 0:43:06And I think, in selling, if you're liked, you succeed.
0:43:06 > 0:43:09She knows her stuff. CAMERAMAN: But she's not on commission?
0:43:09 > 0:43:11No, she gets paid a fortune.
0:43:11 > 0:43:14Nice to meet you. And you too.
0:43:14 > 0:43:17He didn't sign the contract today, so there will be a letter,
0:43:17 > 0:43:19either from myself or David to him tomorrow,
0:43:19 > 0:43:23saying, "Dear Peter, you owe it to the kids to buy them a boat.
0:43:23 > 0:43:26"It's enjoyment, it's only money."
0:43:26 > 0:43:27See you later.
0:43:28 > 0:43:31It's very rare you'll get anybody walking onto the stand
0:43:31 > 0:43:34who's going to part with X amount of millions with a complete stranger.
0:43:34 > 0:43:36So what it's about, in the background,
0:43:36 > 0:43:37is about building relationships,
0:43:37 > 0:43:40it's about introducing the brand to them,
0:43:40 > 0:43:43about people feeling secure, I guess.
0:43:49 > 0:43:52As the start of the show, I'm very, very happy.
0:43:52 > 0:43:57People are not moaning about recession,
0:43:57 > 0:44:00are not moaning about their shares, they've lost money.
0:44:00 > 0:44:02In fact, there's a story there.
0:44:02 > 0:44:04When the share market...the stock market goes down,
0:44:04 > 0:44:07we have clients saying, "You know what? I'm gonna buy a boat.
0:44:07 > 0:44:10"It will lose a bit of money, at least I'll have some enjoyment".
0:44:12 > 0:44:13Cannes runs for six days,
0:44:13 > 0:44:18but overlaps with another show that, perhaps surprisingly,
0:44:18 > 0:44:20can be an even bigger money-spinner for the company -
0:44:20 > 0:44:23the Southampton Boat Show.
0:44:24 > 0:44:27Good morning, everybody! ALL: Good morning!
0:44:27 > 0:44:30Robert, the shipyard's founder,
0:44:30 > 0:44:33has been rallying the troops here for the past 30 years.
0:44:33 > 0:44:36The reason we're here is to sell boats.
0:44:36 > 0:44:40So, it is really up to you salesmen, and I can tell you what,
0:44:40 > 0:44:43in life, if you have the passion,
0:44:43 > 0:44:48if you really believe in what you should be doing, you will succeed.
0:44:48 > 0:44:51Thank you, everybody, and make it very successful.
0:44:56 > 0:45:00We can put boats on display, we can put them at heights,
0:45:00 > 0:45:04different heights, which makes them look awesome, absolutely awesome.
0:45:04 > 0:45:07We're selling dreams and if you don't do it the right way,
0:45:07 > 0:45:08you won't sell a dream.
0:45:08 > 0:45:11David is the man who first gave Chris
0:45:11 > 0:45:14a job selling boats 35 years ago
0:45:14 > 0:45:18and they now run the Sunseeker London dealership together.
0:45:18 > 0:45:21Normally, we'd expect to sell ?50 million-worth of boats
0:45:21 > 0:45:23at this show.
0:45:23 > 0:45:25If they love it enough, they want it,
0:45:25 > 0:45:28and common sense in business is put aside
0:45:28 > 0:45:31and people say, "Am I crazy to buy a boat?"
0:45:31 > 0:45:34and I say, "Of course you are", and that's what makes it special.
0:45:34 > 0:45:36It's lovely.
0:45:36 > 0:45:38Oh, look, here, perfect man. Can I stop you?
0:45:38 > 0:45:42Why do you buy boats from me? There is only one reason.
0:45:42 > 0:45:45Because you are the nicest man in the world!
0:45:45 > 0:45:48No it's not! Do you know why he buys boats from me?
0:45:48 > 0:45:51David, kiss, kiss. Where's your wife? Here.
0:45:51 > 0:45:55This is the wife, this is the wife. May I present Sally?
0:45:55 > 0:45:58David Barraclough is charming, lovely.
0:45:58 > 0:46:00His wife's much more attractive.
0:46:00 > 0:46:03The problem with David is he's a bit strong on price,
0:46:03 > 0:46:06but ignoring that, this woman is the woman in my life.
0:46:06 > 0:46:07Absolutely, the other woman.
0:46:07 > 0:46:10The statistical chances of me selling this gentleman a boat
0:46:10 > 0:46:14are about me becoming the Pope. It's not going to happen.
0:46:14 > 0:46:16But it will lead up to banter.
0:46:16 > 0:46:19You know what? It's almost worth me buying a boat now!
0:46:19 > 0:46:22Yeah, but here's a problem for David.
0:46:22 > 0:46:23We've done rather well in Cannes.
0:46:23 > 0:46:25Every boat you wanted to buy...
0:46:25 > 0:46:28Has gone? Has gone. I hear this story every year!
0:46:28 > 0:46:31No, you can't buy a boat now, we don't have anything to sell you.
0:46:31 > 0:46:34The same story. OK, we'll go to Princess then!
0:46:34 > 0:46:38You won't go to Princess. You'll have to beg and plead and I might...
0:46:38 > 0:46:42Kiss his feet! Please, please find me a boat!
0:46:46 > 0:46:48Having left the rigors of Cannes,
0:46:48 > 0:46:52Lindsay and Chris have flown in for the delights of Southampton.
0:46:52 > 0:46:56From the Cannes Boat Show, wearing white trousers,
0:46:56 > 0:46:58into a suit, so we brush up quite well.
0:47:00 > 0:47:03Here, everyone is welcome to walk around the boats,
0:47:03 > 0:47:07but it's in the VIP lounge that the deals are done.
0:47:08 > 0:47:13All my friends, I would say, apart from one or two, are clients.
0:47:13 > 0:47:16That's what happens with clients. They become your friends.
0:47:18 > 0:47:22So, I sold these people a boat 30 years ago. So...
0:47:24 > 0:47:26They've had some new ones since, but...
0:47:28 > 0:47:32So, we've got barbecue, a griddle, refrigeration...
0:47:32 > 0:47:35I don't take ice in my drinks, so... Was this made for the client?
0:47:35 > 0:47:40That's standard. Is it? Yeah, standard. That's good, isn't it?
0:47:40 > 0:47:43I have a smaller model, which is in the South of France now,
0:47:43 > 0:47:48so this is a step up, but also loads more room, use it as an apartment.
0:47:49 > 0:47:52It's early days yet, but they're buyers.
0:47:52 > 0:47:56I will try to actually get him to sign today.
0:47:57 > 0:48:00I will put your name on that early slot
0:48:00 > 0:48:03and then I'll send you... Later on today,
0:48:03 > 0:48:07I'll send you the two figures, I'll put the part-exchange price down.
0:48:09 > 0:48:12While Chris takes a softly, softly approach,
0:48:12 > 0:48:14David is in a more bullish mood.
0:48:15 > 0:48:17Stephan will go and find out a price
0:48:17 > 0:48:20for the present boat here on the stand. Yep.
0:48:20 > 0:48:25For the past three years, Mrs Barraclough has come to Southampton
0:48:25 > 0:48:28in the hope her husband will buy a new boat.
0:48:28 > 0:48:31But every year, he's walked away from David's deal.
0:48:32 > 0:48:36The deal we offered you in January still exists.
0:48:36 > 0:48:39If you are willing to buy this boat -
0:48:39 > 0:48:43and we will ask for 3.1 million and your boat -
0:48:43 > 0:48:46I will sell you this boat with those other conditions.
0:48:46 > 0:48:50David Barraclough, the man in my life at the moment.
0:48:51 > 0:48:55I have only but one question - are we going to do a deal?
0:48:55 > 0:49:00We are going to have a wander round and come back in an hour.
0:49:00 > 0:49:04We've never bought a boat at the first bid, at the first price.
0:49:04 > 0:49:06And I don't like points. But what if I sell it?
0:49:06 > 0:49:09What if I put the price up? That's happened to you twice.
0:49:09 > 0:49:11If you sell it, you sell it. That's life, isn't it?
0:49:11 > 0:49:14He's like an old record, Sally. He's going round and round in circles.
0:49:14 > 0:49:17Sally, why did you marry this man? I don't know.
0:49:17 > 0:49:20Let's talk the price. Let's talk price. Go on, go on.
0:49:20 > 0:49:23Give me, not one of your ridiculous prices,
0:49:23 > 0:49:25because I will walk away from you again.
0:49:25 > 0:49:28Twice I've done it, right, and twice you've done it.
0:49:28 > 0:49:31I'm fed up with you. I love you, I want you to buy this boat.
0:49:31 > 0:49:34What do I do? I want to buy it. Go on... 2.9.
0:49:34 > 0:49:37You know I can't do it. I don't! You do know.
0:49:37 > 0:49:39But what you also know
0:49:39 > 0:49:41is I've always left a little bit in the...
0:49:41 > 0:49:44I always know that. So we're agreed at three?
0:49:45 > 0:49:48So have we bought a boat? Yep.
0:49:48 > 0:49:51Yes! Yes! Hey-hey!
0:49:51 > 0:49:53SALLY WHOOPS
0:49:53 > 0:49:56This time we mean it, we're doing it. Yes!
0:49:56 > 0:50:00Come on then, congratulations. Let's go to bed!
0:50:00 > 0:50:03I can't sleep with you, it's on television!
0:50:03 > 0:50:07I'm so pleased, honestly, David. It's been a journey.
0:50:07 > 0:50:10Do you know, I'm really pleased for you, not for me.
0:50:10 > 0:50:15I am pleased that finally you got what you should have had a year ago.
0:50:21 > 0:50:23As two major boat shows
0:50:23 > 0:50:27and 30 days of intense selling draw to a close,
0:50:27 > 0:50:30it's the moment of truth.
0:50:30 > 0:50:32The unit numbers - one, two, three...
0:50:32 > 0:50:36Probably 28 boats, 28 boats I would think. 27?
0:50:36 > 0:50:39Hopefully, 40, that's very good, that's a high number.
0:50:39 > 0:50:44The London office have sold over ?40 million-worth of boats,
0:50:44 > 0:50:46good news for everyone.
0:50:46 > 0:50:48If someone says to me,
0:50:48 > 0:50:52"On commission this year, I will earn 300,000,"
0:50:52 > 0:50:55the good news is the company's benefited from their sales.
0:50:55 > 0:50:57That's what we want.
0:50:57 > 0:51:00But for the ones that really are on a mission to succeed -
0:51:00 > 0:51:03if that is success - of private school, a high quality car
0:51:03 > 0:51:05or two or three in their driveway,
0:51:05 > 0:51:08a wife that occasionally runs amok and buys shoes
0:51:08 > 0:51:10she shouldn't really spend money on -
0:51:10 > 0:51:12if they want that, that's good for us, and you know what?
0:51:12 > 0:51:15I'm delighted to give it to them.
0:51:15 > 0:51:19I don't think we're flash. We enjoy nice things, like our clients do.
0:51:25 > 0:51:30The sales team may be able to relax, now their bit is over,
0:51:30 > 0:51:33but in the Poole shipyard, it's a different story.
0:51:33 > 0:51:37In just two days, the buyer of the first 131
0:51:37 > 0:51:39is flying in from New York.
0:51:39 > 0:51:40The hope is he will be happy
0:51:40 > 0:51:44and sign off the boat for delivery and final payment.
0:51:44 > 0:51:48But a decision about the marble bathrooms still needs agreeing.
0:51:48 > 0:51:51He's coming out anyway, we've got nothing to lose.
0:51:51 > 0:51:55I'd rather seal it and he say... It adds to the impact. Yeah.
0:51:55 > 0:51:58Dean has got his men to complete the bathrooms,
0:51:58 > 0:52:01in the hope that when the client sees them finished,
0:52:01 > 0:52:02he will leave them as they are.
0:52:02 > 0:52:06We don't really want to be taking stuff out at this stage of the build
0:52:06 > 0:52:09because it creates more damage, shower doors end up getting damaged
0:52:09 > 0:52:11and we end up with more aggro than what we started with really.
0:52:11 > 0:52:15That's not going to be a nice job to do.
0:52:15 > 0:52:18While Dean's hoping the marble will stay,
0:52:18 > 0:52:21Mark is preparing for the worst.
0:52:21 > 0:52:24'We basically got a decision from the client
0:52:24 > 0:52:28'with the... Well, it's the alternate marble that we sourced
0:52:28 > 0:52:31'and then hopefully, we can give the go-ahead
0:52:31 > 0:52:33'for them to start manufacturing the replacement.'
0:52:33 > 0:52:36It's very rare that we'll have a client
0:52:36 > 0:52:40so, so focused on some of the detail, on stone.
0:52:40 > 0:52:44But we've discussed with the client, we've agreed a way forward
0:52:44 > 0:52:45and we are going to replace it.
0:52:45 > 0:52:49What's disheartening is that we've actually built a yacht
0:52:49 > 0:52:51with four beautiful bathrooms
0:52:51 > 0:52:54and now we've got to, essentially, destroy them.
0:52:54 > 0:52:57In the call we had with the client, he feels very bad.
0:52:57 > 0:52:59He really does feel bad, genuinely.
0:52:59 > 0:53:05But not bad enough to accept the stone, but he feels bad for us.
0:53:05 > 0:53:08CAMERAMAN: So how much is all this going to cost you?
0:53:08 > 0:53:10In total, probably in the region of ?100,000.
0:53:12 > 0:53:16We've actually come up with a solution now to share the cost.
0:53:16 > 0:53:19We want the client to leave happy and walk on the boat again,
0:53:19 > 0:53:23in a few weeks time, when it's replaced and say, "Wow".
0:53:25 > 0:53:28It's the morning of the client's final visit.
0:53:28 > 0:53:33The team are way behind schedule, so it's crucial all goes well.
0:53:35 > 0:53:38This is the worst part really.
0:53:38 > 0:53:40What we don't want today is any major changes.
0:53:40 > 0:53:42There are little things we could do -
0:53:42 > 0:53:44give him an extra cupboard or a shelf here and there,
0:53:44 > 0:53:47but at this stage of the build, we are just trying to finish the boat,
0:53:47 > 0:53:49get it to the end date and get it delivered.
0:53:49 > 0:53:51CAMERAMAN: A big day today?
0:53:51 > 0:53:55Very big day today, customer's coming. How's everyone been?
0:53:55 > 0:53:58On edge a little bit, so we're just waiting to see
0:53:58 > 0:54:01if he does make any changes, but time will tell when he arrives.
0:54:03 > 0:54:06PHONE RINGS
0:54:08 > 0:54:10Good morning.
0:54:11 > 0:54:16The client was due to fly in and be at the shipyard around mid-morning,
0:54:16 > 0:54:18but today he's arrived early.
0:54:20 > 0:54:21OK.
0:54:21 > 0:54:24That's an excited man, I think.
0:54:24 > 0:54:26The client is here with his wife
0:54:26 > 0:54:29and the interior designers from New York,
0:54:29 > 0:54:33so I think they've been to Paris to choose some items
0:54:33 > 0:54:36for their apartments and houses in New York
0:54:36 > 0:54:40but, perhaps, they've chosen some stuff for the yacht as well.
0:54:40 > 0:54:44So, it'll be a good day, hopefully, and he'll be here tomorrow
0:54:44 > 0:54:46and they're leaving tomorrow night.
0:54:46 > 0:54:51With the stakes high and the sale of a ?20 million yacht in the balance,
0:54:51 > 0:54:54Mark needs this to be the client's final visit
0:54:54 > 0:54:57without any further purchases to scupper it.
0:54:59 > 0:55:03MUSIC: The Good Life by Tony Bennett
0:55:11 > 0:55:14For the London dealership in Mayfair, there's great news -
0:55:14 > 0:55:18it's officially their most successful sales year ever.
0:55:18 > 0:55:21I met a man today that is on his third wife.
0:55:21 > 0:55:25He wants to buy a Sunseeker. I don't want him on his fourth.
0:55:25 > 0:55:28He's on his third wife. So you've got to be a good boy as well.
0:55:28 > 0:55:31I don't want any divorces. Hang onto him.
0:55:31 > 0:55:33I need him to have money to buy another boat.
0:55:33 > 0:55:38For the sales team, the recession is now just a distant memory.
0:55:38 > 0:55:41The property guys are back, they're doing very well.
0:55:41 > 0:55:44They may have another business but they made money in property.
0:55:44 > 0:55:48That is the boat money, that's the toy money, we're seeing that.
0:55:48 > 0:55:50I go out with these guys two or three times a year.
0:55:50 > 0:55:54I shoot with them, I sail with them, and I like them. They're good.
0:55:54 > 0:55:57The biggest thing for me is that, when something goes wrong,
0:55:57 > 0:56:02which of course it does, it's sorted out, quickly.
0:56:02 > 0:56:06We've ordered more boats for 2017, more than '16,
0:56:06 > 0:56:09so we are confident the market is back.
0:56:18 > 0:56:22But in the Poole shipyard, the champagne is on ice,
0:56:22 > 0:56:25as the client is still not satisfied.
0:56:25 > 0:56:28The illuminated cup holders, we won't fit.
0:56:28 > 0:56:32The 131 is two months past its delivery deadline
0:56:32 > 0:56:35and the build team are now working through the night,
0:56:35 > 0:56:37seven days a week.
0:56:37 > 0:56:39It's been a long year.
0:56:39 > 0:56:43I think we're getting extremely close now and it is a journey.
0:56:43 > 0:56:48It's taken 13 months and over 100,000 man-hours
0:56:48 > 0:56:51to get Sunseeker's new flagship yacht finished,
0:56:51 > 0:56:53but it's been worth it.
0:56:53 > 0:56:56It's nice to see it in this position, isn't it? Yeah.
0:56:56 > 0:56:59After all this time. Now that's come out extremely well.
0:56:59 > 0:57:02Hopefully, that's one tick in the box.
0:57:02 > 0:57:04We did mention to him, he might want to go to the toilet
0:57:04 > 0:57:06every 15 minutes, but there you go.
0:57:09 > 0:57:13In the guest cabins, Mark has managed to fix the silk lining
0:57:13 > 0:57:16and lighting design to the client's approval.
0:57:16 > 0:57:19We've manufactured a special shroud to go behind the bulb.
0:57:19 > 0:57:23It's really removed that dominant reflection.
0:57:23 > 0:57:27And up on the sky deck, the hot tub is ready for action.
0:57:29 > 0:57:33This must be the highest-specified Jacuzzi that we've ever done,
0:57:33 > 0:57:36certainly in my 22 years here.
0:57:36 > 0:57:39The last few weeks have been pretty busy.
0:57:39 > 0:57:42For me, personally, it's been tough.
0:57:42 > 0:57:46'It's had its tensions at times, as we do with many clients,
0:57:46 > 0:57:50'but it's because the desire to get something 100% right
0:57:50 > 0:57:53'carries a lot of passion, a lot of weight.'
0:57:53 > 0:57:56And, of course, now, if we were to do this again,
0:57:56 > 0:57:58and, hopefully, this client will come back
0:57:58 > 0:58:00and buy a larger yacht, we're better prepared.
0:58:00 > 0:58:03You know, we'll do things slightly differently,
0:58:03 > 0:58:05we'll work more in tune with the client
0:58:05 > 0:58:08and we'll actually have a better understanding
0:58:08 > 0:58:10of those expectations from the start.
0:58:10 > 0:58:13MUSIC: Fly Me To The Moon by Frank Sinatra
0:58:58 > 0:59:01This is where people spent their first night.
0:59:01 > 0:59:03Is that a bucket to pee?
0:59:03 > 0:59:05You look nice. That's what I'm talking about.