10 useful tips for starting a yacht charter business

• 14.07.2025.
• News, Regulations

Starting a yacht charter company requires more than a good idea and a love for the sea. Success depends on a clear strategy, knowledge of the market, and well-organized operations. This guide offers 10 tips for those who want to enter the yacht charter industry prepared and avoid the most common beginner mistakes.

If you are seriously thinking about starting a yacht charter business in Croatia, the good news is that the market (obviously) is still not saturated. This is shown by the fact that new charter companies open every year.

There is also a need for yacht charter operators with a clear offer, a well-defined niche, and an organized approach to business.

In an environment where competition is enormous, it is not only the boats that make the difference but also the people, the service, and consistency.

 

1. Research demand in the region where you want to operate

The yacht charter market in Croatia is highly localized and behaves differently from region to region. A vessel that rents out easily in Split may sit without inquiries in Zadar or Pula.
Local differences in guest profiles, flight availability, distance of marinas from highways, and even the mentality of the people play a huge role in demand.

It is not enough to simply know how many marina berths are available. It is far more important to know who the actual guests are, whether they come via agencies or directly, whether they are interested in premium service or looking for a boat with a lower price.

Solution:

• Conduct a basic market analysis lasting 10 days.
• Walk around local marinas and talk to existing yacht charter operators.
• Monitor competitors on booking platforms. Note which types of vessels have the most available dates, what the reviews are like, and what prices the most sought-after boats hold.
• Check which countries dominate the inquiries – Germans, Czechs, French, or domestic guests?

Advantages of this approach:

1. You get a concrete picture of demand before investing.
2. You can target exactly the guests that region already attracts.
3. You avoid investing in a fleet that “does not work” in that location.

2. Choose the legal form of the company that suits you best

Choosing a legal form is not just a bureaucratic step but the foundation on which you build your entire business structure.
In the yacht charter industry, it directly affects financing options, cooperation with leasing companies, payments through agencies, and handling potential damages. The three most common options are sole proprietorship, limited liability company (d.o.o.), and simple limited liability company (j.d.o.o.), each with its advantages and limitations.

• A sole proprietorship is the easiest to register. Minimal costs, simple bookkeeping, and quick activation make it attractive for starting out, especially if you are entering with one vessel and no employees. However, a sole proprietorship ties the owner’s private assets to the business. This means that in the event of damages, lawsuits, or debts, you are personally liable. Additionally, scaling the business from a sole proprietorship is technically and organizationally more complex.
• A limited liability company (d.o.o.) requires higher initial capital (minimum €2,500) but provides business and financial separation between the owner and the company. This is the most common form for yacht charter operators because it enables transparent business operations, cooperation with banks and leasing companies, and building credibility with partners.
  Leasing companies often require a d.o.o. as a prerequisite for financing boats. You also have more room for hiring, fleet expansion, and negotiating better commercial terms.
• A simple limited liability company (j.d.o.o.) is a solution for those with minimal initial capital (only €10). While you can quickly enter the market, you will encounter limits in profit distribution, administration, and perception among business partners. If you plan for serious expansion, a j.d.o.o. may be only a temporary solution that you later transform into a d.o.o.

Solution:
Consult an accountant with experience in the yacht charter industry. An experienced person knows what leasing companies require, how to structure vessel rental agreements, how to manage bookkeeping with foreign clients, and how to correctly calculate VAT on international reservations.

Advantages and benefits:

• d.o.o.: suitable for leasing, offers legal protection for owners, more professional image.
• Sole proprietorship: fast and cheap start, but higher personal risk and weaker growth potential.
• j.d.o.o.: entry point for beginners, but limited financial maneuvering space.

You can find more information about the differences on the official websites of the Croatian Chamber of Economy and Fina.hr.

 

3. Develop a business plan – but realistically

On paper everything may look simple, but reality and actual costs are different.
There are many costs in yacht charter – maintenance, services, spare parts, cleaning, fuel, agency commissions... And because yacht charter business is seasonal, it also requires very precise planning.

A business plan in the yacht charter industry must be a document that reflects the actual situation on the ground. Charter business has high cost intensity that comes in waves.

1. The first wave is before the season starts – annual service, new equipment, advertising, booking software...
2. The second wave includes operational costs – marina fees, fuel, cleaning, technical interventions, guests arriving late...
3. The third wave comes at the end of the season – dry dock, winter preparation...

Solution:
Create a realistic business plan with three occupancy scenarios: 50%, 70%, and 90%. In each scenario, include realistic figures, e.g., annual maintenance costs per boat should not be less than 20% of the charter income.

Advantages of this approach:

• You can plan cash flow more easily.
• You avoid unrealistic expectations.
• You have a basis for negotiations with leasing companies or investors.

For simple business plan templates in tourism, you can visit the HAMAG-BICRO website or use tools such as Bplans.

4. Find accounting support familiar with the yacht charter industry

Accounting in the yacht charter industry requires specific knowledge that goes far beyond the scope of classic trade or service activities.

In charter, it is essential to handle VAT correctly for foreign clients, process advance payments properly, post leasing installments accurately, organize costs, and understand the seasonality of income.

Solution: hire an accounting service that already has active charter clients and cooperates with leasing companies and marinas.
For additional information about VAT specifics in the yacht charter industry, visit the Croatian Tax Administration.

Useful resources are also available through čarter.hr Info, where you can find all the important information in one place.

 

5. Are you buying boats or entering yacht charter management

The decision whether to invest in your own fleet or work with third-party vessels in yacht charter management has long-term consequences for your finances, operational model, and business rhythm.

Buying a boat gives you full control – you choose the equipment, manage pricing, and build your brand without restrictions. However, with control come high initial costs: down payment, VAT, excise tax, annual maintenance, depreciation, and the risk if the season underperforms.

On the other hand, yacht charter management offers a faster entry into the market without the need for large investments. You work with boats owned by third parties and take over part or all of the operations. The most important aspect is the relationship with boat owners – you must be transparent, responsive, and organized.

Solution: if you have a limited budget or are only testing the market, the management model can be a rational first step. It allows you to try out the region, cooperate with a marina, get to know local suppliers, and test your own booking capacity without committing long-term to assets.

Collaboration models:

1. Full management: you handle everything – reservations, check-ins, maintenance, cleaning, administration. The boat owner only receives reports and a share of the earnings.
2. Booking only: you deal exclusively with selling bookings, while the owner manages the boat. Your commission ranges from 15% to 25%, depending on the season and service quality.
3. Hybrid model: responsibilities are shared – for example, you manage sales and cleaning, while the owner pays for servicing and spare parts. A flexible option for trial cooperation.

For more information about contracts and the legal framework of yacht charter management, it is recommended to consult lawyers specializing in maritime and commercial law.

6. Registration of boats and technical requirements

For commercial yacht charter operations in Croatia, it is not enough to own a boat – the vessel must be technically sound, properly registered, and fully compliant with legal requirements for commercial use.

This means it must be entered in the appropriate register, have a usage permit, a certificate of seaworthiness, and be equipped with mandatory safety and technical equipment. Without these, renting a boat to tourists is not allowed.

In practice, every boat used for charter must be registered in the Small Craft Register at the Harbor Master’s Office. Depending on the size and type of the vessel, the requirements and procedures differ.

For boats shorter than 12 meters, the process is simpler, while yachts require additional technical inspections and certificates, extra conditions for charter vessels with a skipper, and mandatory equipment.

The list of mandatory equipment for charter vessels includes:

• Life jackets for all passengers and crew members (certified and in good condition).
• Signaling devices: pyrotechnics, flags, sound signal.
• First aid: a kit compliant with the Ministry of the Sea regulations.
• Boat documentation: logbook, crew list, rental agreements.
• Navigation equipment: charts, compass, lights, radio device (VHF).
• Fire extinguishers and engine compartment fire suppression systems.

More information and official forms can be found on the website of the Ministry of the Sea, Transport, and Infrastructure and through the eNautika system.

7. Check the situation in marinas and conditions for using berths

Without a reserved berth, there is no operational yacht charter business. Period.
A boat without a base does not exist in a functional sense. And securing quality, available berths is becoming increasingly difficult, especially in marinas already working with large fleets.

The location of the base must meet several criteria: transport accessibility, infrastructure, logistical support, service level, and most importantly – a realistic possibility of signing an annual contract.

What to pay attention to when choosing a base:

• Location: proximity to airports, main roads, and shops.
• Service infrastructure: technical capacities (crane, water, electricity, service).
• Guest conditions: parking, sanitary facilities, office space, security.
• Contract terms: what is included in the berth price, possibility of daily berths, utilities.
• Commercial flexibility: does the marina allow the promotion of your yacht charter.

Advantages of choosing the right base:

• Operational stability during the season.
• Easier coordination of technical support and servicing.
• More pleasant experience for guests, increasing the likelihood of repeat bookings.
• Professional presentation of the fleet and better communication with local partners.

For current information on capacities and conditions in Croatian marinas, it is recommended to contact the marina management directly.

8. Digital presence must be the focus

The first impression is created online – before the guest sees the boat or communicates with an agent.
A website, presence on social media, and visibility on booking portals are not added value but should be your foundation.

Guests increasingly search for offers via mobile devices, compare prices, look at photos, analyze reviews, and expect information that is accurate, up-to-date, and easily accessible.
If you are not online – for guests, it is as if you do not exist. If you do not appear in search results, your competition certainly will.

Invest in creating a simple, functional website optimized for mobile devices and search engines (SEO). Use real photos of your boats, include virtual tours if possible, and enable quick communication via WhatsApp or live chat.

Advantages of quality digital presence:

• More direct inquiries: you save on agency commissions.
• Better positioning in search engines: organic traffic surpasses paid ads in the long run.
• Strengthening the brand: professional presence builds trust with guests and partners.
• Control of the narrative: you create your own story, highlight advantages, and eliminate doubts.
• Faster communication: integration with CRM systems allows tracking inquiries and responding efficiently.

For creating and managing websites, platforms such as WordPress are recommended.

 

9. Cooperation with reliable local partners

Without a functional network of collaborators, no yacht charter business can survive – let alone grow. Every breakdown, delay in cleaning, or disorganized check-in directly impacts revenue and reputation.

Professionals who support you behind the scenes are often invisible to guests, but their impact is felt in every comment and rating.

Build a network of collaborators based on trust, clearly defined terms, and long-term agreements. Do not wait for a breakdown or the start of the season – arrange everything before the season begins. Create a list of reliable craftsmen, cleaners, and freelancers and treat them as part of the team.

Regular payments, clear expectations, and a fair relationship open the door to priority service when it is most needed.

Types of collaborators worth engaging long-term:

• Engine and electronics service technician: specialized in quick interventions and regular servicing.
• Professional skippers: licensed, with strong communication skills and basic maintenance knowledge.
• Boat cleaning companies: experienced in charter bases, know how Saturdays work in charter, and can organize multiple teams in parallel.
• Check-in agents: who speak multiple languages, use booking software, and can communicate both with guests and the base.

Advantages of a stable network of local collaborators:

• Faster resolution of breakdowns: fewer canceled bookings.
• Consistent level of service: positively affects reviews and returning guests.
• Less operational stress: you know someone is on call when you cannot be.
• Better organization of the day: especially on Saturdays when everything must “run smoothly.”

For verified contacts in the region, you can contact local harbor master’s offices, chambers of craftsmen, or join groups on Facebook or LinkedIn.

10. set realistic expectations for the first season

Entering the yacht charter business does not begin with a full booking calendar and hundreds of inquiries. The first season is actually a test – for you, for the team, the fleet, and the sales system.

Many new operators expect high numbers right away, but the reality is that the market is usually built slowly.
Reputation, reviews, and trust do not develop overnight. Even if you have a new boat, an attractive location, and competitive prices – without a business history, your success on the market will progress step by step.

The focus in the first year should be on service quality, operational stability, and learning from every situation.

Solution: start with a smaller number of vessels – two to three boats in the base are a completely sufficient beginning.
This allows you to test every part of the chain – from servicing and cleaning to check-ins, communication with guests, and handling unforeseen situations.

Success is not measured only by revenue but by how much you are able to improve for the next season.

What to test in the first season:

• Market response to your fleet and prices
• Speed and accuracy of the booking process
• Functioning of logistics during Saturday turnovers
• Quality of service, skippers, and external collaborators
• Feedback from guests and agents

Realistic goals for the first year:

1. Occupancy of 50–60% is a very good result for a new operator.
2. Zero complaints due to technical malfunctions.
3. Positive reviews on at least three booking platforms.
4. Guests interested in returning for the next season.

Setting realistic expectations at the start means building a stable business that lasts more than just one good season.

Starting a yacht charter business requires a good strategy, patience, and a reliable network of collaborators.

With quality preparation and transparent service, you can build a yacht charter company that delivers stable income and growth.

For current regulations and information:
Info – čarter.hr
Regulations on boats and yachts – Narodne novine
Ministry of the Sea, Transport and Infrastructure – Nautics

 

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