Before this year’s International Charter Expo, we talked with several experienced charter brokers who have been attending the event for many years. They shared their experiences, what they enjoy most, and why ICE is such an important meeting place for charter companies around the world.
Their stories show how the International Charter Expo helps people in the yacht charter industry connect, learn, and grow, and why new charter brokers and charter companies should take part too.
This time, we spoke with Anne from Tubber, Bora from Charterberater, Veronique from GlobeSailor, and Marvin from 1a Yachtcharter, who all shared their experiences and insights with us.
Can you tell us about your company and what you do in the yacht charter industry?
- Anne – Tubber:
At Tubber, we help people enjoy these unforgettable adventures on the water. Whether you prefer to email, call, WhatsApp, or use Messenger, it doesn’t matter to us, it’s totally up to you. We just want to make the whole process smooth and stress-free. We’ve also built these strong, long-term relationships with our partners too. Whether that’s a large fleet operator or a small family-run boutique charter company in Greece or Croatia, that personal connection really matters to us.
- Bora – Charterberater:
After running a successful agency together with my family for several decades, we sold the business and I recently founded a new agency called “Charterberater”, which is German for “charter advisor”. The name of my new business is an epitome of what I consider the sole purpose of an agency. A real human person, knowledgeable, reliable and readily available for customer questions and needs and to consult them objectively and independently.
- Veronique – GlobeSailor:
GlobeSailor is a yacht charter and travel agency. We are based in France, but we have clients all around the world, from south America to Australia. Most of our sales advisors are real sailing lovers and destination experts, and they can help clients to book flights and excursions as travel agents as well.
- Marvin – 1a Yachtcharter:
1a Yachtcharter is an independent yacht charter agency based in Germany. We have been arranging sailing yacht, catamaran, and motorboat charters worldwide, from the Mediterranean to exotic destinations such as the Caribbean, Thailand, and French Polynesia. Our mission is to provide clients with objective, personal advice and ensure full transparency about the quality of our partner fleets.
How many years have you been coming to the International Charter Expo (ICE)?
- Anne – Tubber
I think I’ve only missed one – so that means I’ve been coming to ICE for… quite a few years now! It’s become this fixed moment in the calendar, you know? The most memorable edition? Oh, definitely Opatija, during that snowstorm. It was complete chaos on the roads, but the atmosphere at the event was just unforgettable. That combination of business and unexpected adventure, it kind of sums up what this whole industry is about, doesn’t it?
- Bora – Charterberater:
I don’t even remember… In the very beginning I could not participate because it overlapped with our main B2C exhibitions. As ICE is a B2B event, I strongly believe the CEOs or management staff should talk on the same level in order to achieve actual business improvements, so I didn’t send any staff if I couldn’t attend myself.
- Veronique – GlobeSailor:
It’s going to be the 7th time for me, counting the online version you organized during the Covid period. I do think that changing the location every 2/3 years is also a good idea to get the feeling you’re attending a different exhibition each time!
- Marvin – 1a Yachtcharter:
We have been attending the International Charter Expo since around 2012, back when it was still called DHC in a small gym in Zagreb. That was wonderful.
Many charter brokers say they make 80% of their new partnerships in the first three months after ICE. Do you see similar results after attending ICE?
- Anne – Tubber:
Absolutely. Even though many of the partners we meet at ICE are already known to us, we always come away with new collaborations and stronger relationships. It’s just the perfect moment to speak with existing partners in a much faster and more efficient way than you could ever manage online.
- Bora – Charterberater:
For sure ICE is a good opportunity to lay the groundwork for new partnerships, where there was none before. Just having access on a booking system is not enough for my own quality standard. In order to justify a base level of trust for my clients, I have to meet the partner in person, before sending clients, ideally visiting their operation. This way of working has been important for us and just works in the long run.
- Veronique – GlobeSailor:
We do get the chance through ICE to find new good partnerships and meet some of them for the first time! However, we have been in the charter business for 15 years, so we work with most of the attendees. And we try to develop our network in many ways.
- Marvin – 1a Yachtcharter:
Yes, I would agree with that. The first few months after ICE are always the most productive period for new partnerships and collaborations. It’s when fresh contacts turn into real cooperation and bookings.
Can you share a story about a partnership or booking that started because of ICE?
- Anne – Tubber:
One great example is CV Yacht, this boutique charter company we met at ICE. What started as just a business connection quickly turned into a really strong partnership – and even a friendship, actually. We’ve worked closely together ever since. And that’s just one of many. ICE has always played a huge part in creating those connections. It’s not just about business, it’s about trust, shared values, and growing together.
- Bora – Charterberater:
I can confirm that my business relations, my social network, have become more personal and efficient with every ICE.
- Veronique – GlobeSailor:
2 years ago at ICE, we met one of our new important partners in Turkey, Most sailing. Another Spanish partner introduced us, and we bounded very quickly at the show after being impressed by their professionalism and their will to promote their company!
- Marvin – 1a Yachtcharter:
Yes, in 2023 I went to grab a drink and happened to start a conversation with a charter operator because we both ordered the same cappuccino. We introduced ourselves and immediately realized it was a perfect match. Since then, we’ve built a very trusting and successful cooperation.
How has ICE helped your company get more bookings or stronger partnerships?
- Anne – Tubber:
ICE has helped us strengthen our partnerships by enabling us to make better, clearer agreements on things like commission, booking conditions, and mutual expectations. It’s so much easier to align when you’re face-to-face, and those conversations often lead to more strategic collaborations, especially with larger partners. Things like this would’ve taken so much longer over email or Zoom. And even then, they wouldn’t have had the same impact, you know? We don’t start booking with every new partner right away – trust has to be built first. When someone shows up at ICE year after year, it sends a really strong signal: they’re serious about their business. And for us, that consistency builds confidence. It’s a key part of how we choose who to work with.
- Bora – Charterberater:
Strengthening partnerships and especially personal relationships on ICE has proven to be worth the effort. Be it for negotiations or helping each other in problem cases. Knowing the person/face helps a lot to build this trust.
- Veronique – GlobeSailor:
We try to visit marinas, boat shows as much as possible, but ICE gives us the chance to meet all our main partners at the same place. It’s so much easier for everyone! Thanks to this exhibition we have the chance to exchange ideas, insights and even create new products together!
- Marvin – 1a Yachtcharter:
ICE gives us the opportunity to meet many of our partners in person within just a few days and talk about the past and upcoming season. It’s a great setting to discuss improvements and mutual expectations. Meeting face-to-face is always much more personal and productive than talking over the phone or in a video call.
