Kevin Corfa, Head of Asia for Fountaine Pajot, on Dealer Investment

Kevin Corfa, Head of Asia for Fountaine Pajot, elucidates in a column for YACHT STYLE the rationale behind the French catamaran manufacturer's substantial investment in selecting and training dealers, while providing support both locally and from the La Rochelle shipyard.

During the tumultuous period of Covid, the primary determinant for prospective boat owners in selecting one brand over another was frequently the lead time. This was particularly evident in the catamaran industry, where numerous brands were significantly impacted by supply chain disruptions.

In the most unfavorable scenario, robust and consistent demand for cats resulted in an astonishing waiting period of two to three years. For the majority of dealers, the emphasis transitioned to rapidly locating a boat instead of delving into sales training, product expertise, and competitive advantages, which was deemed acceptable at that time.

The tumultuous period has concluded, as the majority of shipyards have reverted lead times to pre-Covid durations of one to one-and-a-half years. Lead time is no longer a competitive advantage. Consequently, owners are now conducting more thorough evaluations to inform their decisions. At Fountaine Pajot, we promote thorough contemplation and investigation due to our unwavering confidence in our construction methods and the quality of our products.

Upon closer examination, owners may ascertain the reasons for Fountaine Pajot's longstanding trust in key countries such as Europe, the United States, and Australia, and why we anticipate the brand's continued expansion in Asia. Fountaine Pajot's expanding presence in this region is a notable accomplishment; nonetheless, we must acknowledge that the brand remains relatively unfamiliar in numerous Asian regions, indicating much work ahead.

We recognize the significance of consistently delivering transparent, comprehensive information to the buyer, promptly addressing inquiries, and eventually guiding them throughout their purchasing experience, from the sea trial of a demonstration unit to the acquisition of their own vessel.

Understanding the boat thoroughly, including similar specifications, customization choices, and the shipyard's history, highlights the advantages of owning a Fountaine Pajot catamaran over those from other brands, which can significantly influence the decision-making process. The dealer network is crucial, which is why Fountaine Pajot is enhancing its operations significantly.

The majority of our dealers in Asia are seasoned boat dealers and specialists; yet, opportunities for enhancement persist. Consequently, we continue to furnish them with the most current training techniques and resources to guarantee they excel when queried by a prospect who may have utilized downtime during Covid to enhance their understanding of their requirements.

The era in which a dealer could achieve a simple close is finished; so, we must consistently demonstrate to the market our superiority in class—justifying this through technological characteristics, construction methodologies, engine specifications, and power alternatives. Sea trials must corroborate this.

Our dealers will consistently receive support from the shipyard; yet, we aim for them to possess extensive knowledge as the primary representatives of the brand's client relations. Consequently, we have initiated several programs since last year to enhance the expertise inside our network.

Qualified Flagship Premium Dealers, authorized to sell the Samana 59, Alegria 67, Thira 80 sailing cats, and Power 67, may participate in a '5+2 day' program at our La Rochelle facility and on the sea.

Over the course of two days, the Fountaine Pajot-specific sales broker from each dealership acquires knowledge on subjects such sales contracts, the KYC (Know Your Customer) procedure, charter operations, sales methodologies, and many relevant issues.

There are five days allocated for the technicians, whose role is becoming increasingly vital as our vessels grow more capable yet complex. The dealer expressly appoints both the broker and technician, who are endorsed and certified by the shipyard.

This enhances the owner's confidence by guaranteeing consistent care. Upon successfully completing the examination and obtaining certification, the dealer will possess significantly greater confidence in engagements with owners, prospects, and shipyard personnel.

Furthermore, we are hosting a series of online events for the Fountaine Pajot Academy, accessible to all dealers. The shipyard has made significant efforts to elevate this training initiative to a premier industry standard. Throughout the year, there are consistent training sessions on stimulating and practical subjects, interspersed with interactive exams and the opportunity for certification, serving as additional motivation.

The initial presentation concentrated on the shipyard's history and its intrinsic characteristics, which we contend should be incorporated into the storytelling by dealers in their presentations. The objective is not to distinguish and segregate the dealer based on performance and abilities, but to enhance and equalize the collective information disseminated across our network and among our key personnel.

The outcome remains unchanged. We aim to guarantee that upon entering any Fountaine Pajot dealership, visitors receive a uniform level of knowledge. In Tokyo, Jakarta, Ho Chi Minh City, Hong Kong, Singapore, or Taipei, our network will be poised and prepared.

Ultimately, we provide in-person instruction at the location, aboard the vessel, and within the classroom. We utilized the Hong Kong International Boat Show late last year as a pilot to assist our inaugural post-Covid intensive training, enabling us to address all significant facets of the product and its life cycle from order to delivery.

We supplied revised information regarding the shipyard and product development; however, the primary focus remains on our existing model lineup and the competitive landscape confronting our dealers. We consider it a matter of principle to refrain from disparaging our competitors. This does not represent our identity.

Every brand possesses unique attributes, although we highlight the superior qualities of our boats, including their lightweight design, enhanced sailing performance, and distinctive features found exclusively in a Fountaine Pajot.

We also prefer those events to be stimulating. Markets are often characterized by distinct local idiosyncrasies and customs that must be acknowledged. Consequently, these training sessions are reciprocal and assist us in developing the most appropriate vessel for our clients, whether in Southeast Asia or East Asia.

We maintain a continuous dialogue with our dealer network, fostering a sense of unity and familial connection throughout Asia. Interactions occur not just between the yard and dealers but also inside the Asia network itself. The primary objective is to enhance the purchasing and ownership experience for our clients, as our dealers anticipate the arrival of another Fountaine Pajot in Asia.

KEVIN CORFA

Since 2018, Corfa has served as the Head of Asia for Fountaine Pajot and Dufour, overseeing the dealer network for both brands throughout the area. The Frenchman has resided in Asia since 2003, initially in Shanghai and subsequently in Taiwan. From 2010 to 2018, he served as the General Manager of Asia for Peters & May in Hong Kong. Corfa is proficient in French, English, and Mandarin, and is the founder of Embasea Marine Consulting.

kevin@embasea.com

www.fountaine-pajot.com