An interview with Hein Velema
After well over a decade at the helm of Feadship in Holland, Hein moved to warmer climes in the summer of 2007 to become Commercial Director at Fraser Yachts, Monaco. In addition to these years at the very peak of the yachting profession, Hein has a unique perspective when it comes to the financial aspects as he also has a background in the banking sector. We caught up with Hein after Ciris Capital had held a special training day in Monaco for Fraser brokers from around Europe.
What was this training course about?
We have an intensive training programme for our brokers, with regular trips to shipyards and educational courses. This all-day training with Ciris was designed to make our brokers feel more comfortable discussing yacht finance with their clients. It taught them about the complexities of the issue and how best to advise clients.
This was very much appreciated by all present and one of the best trainings we've ever had. Remco was so well prepared; he explained the market, the different types of products, the problems they might have in getting yacht finance and how to solve them. We will have a follow-up training day for our American brokers at the Ft Lauderdale office. After all, yacht finance truly is an international market.
Is this a good example, in your opinion, of how well Ciris Capital knows the market in which it operates?
Yes. Remco and Hans have a tremendous amount of knowledge on the market and practical experience to match. The turbulence of the finance business, as new trends and parties come and go and the credit crunch bites deeper, gives Ciris Capital a priceless overall understanding that transcends time. In addition to yacht finance, they also know a great deal about clients, boats and shipyards.
Let's be honest, to many people yacht finance is so much 'abracadabra' and they want to stay out of it. The fact that Ciris Capital understands the market and the way yachts are priced puts in a very strong position. Moreover, during the training Remco proved both the value of preparation and the ability to communicate. Both are very important in his everyday work as the commercial person at Ciris Capital because educating clients is a crucial aspect.
How does a banking background help in the yachting industry?
My own experience in this sector makes me aware of the processes in a bank and how proposals must be written in a way that reflects this system of procedures. Information and figures must be presented in a manner that makes it easier for banks to accept a loan proposal. Sometimes the decision-making in banks is completely shut off from the real world. Staff rarely if ever meet clients and judge proposals based on paper. The banks might have good reasons to operate like this but you have to understand how they work in order to make the right proposal. And that is what Ciris Capital does so well.
Would you recommend Ciris Capital?
Unreservedly! The speed with which the company reacts to proposals or suggestions is amazing. Ciris Capital is exceptionally professional in everything it does.
