11/07/2014

Ketch of the Month

Gerry Laster, CPYB, Tartan Yachts - Southeast

This monthly spotlight on YBAA Members asks questions ranging from personal interests and hobbies to musings regarding the industry as a whole. In their own words, members share their secrets for success, as well as how to become a more visible entity in the community of yacht sales professionals.

If you would like to be featured in an upcoming installment of “Ketch of the Month” please submit your request to jforte@ybaa.com.

Gerry Laster, CPYB

Gerry Laster’s involvement in the boating industry began by building small sailing Cat boats, day sailing sloops and recreational center console fishing boats for a small boat manufacturer. This involvement eventually migrated to consulting and developing dealerships and fleet activities. After years of consulting and delivering on the side, Gerry connected with one of the largest brokerages on the Gulf Coast and began his career as a Yacht Sales Professional in earnest.

Gerry has recently transitioned to the position of Regional Director of Sales for the Southeastern U.S. and the Caribbean for Tartan Yachts.

Gerry is the current President of YBAA; having previously served as the President of Gulf Coast Yacht Brokers Association (GCYBA) and as an officer for both GCBA and YBAA. Gerry received the 2011-2012 Broker of the Year Award from GCYBA.

Gerry lives in the Houston area with his wife, Jana, with whom he has three grown children. He enjoys sailing as a hobby, especially solo sails, reading, writing and playing music.

YBAA News: Who would you say has influenced you in your life so far?

Gerry Laster: My dad and my sons have had the most influence in my life. Professionally, that is hard to say because I have had the opportunity to meet and work with so many creative and smart people.

YN: What was the best/worst experience you have had in your professional life? What did you learn from this experience?

GL: Any best or worst experience always seems to relate to trust and the delivery of same, or not. Trust works both ways and closely mirrors this ethical charge that we, as CPYB, strive to convey and enforce within our industry.

YN: What is your business philosophy?

GL: Be a consultant and provider of solutions.

YN: Why should a customer work with you to sell or buy their next yacht?

GL: I listen and try to honestly focus on providing the solution that fits their needs or requests. I believe I represent them best, whether selling or buying, in providing what they seek.

YN: What advice would you give up-and-comers or people who are interested in becoming a broker?

GL: Listen. Listen to the customer and if they do not volunteer what and how they want to use a boat, ask—then listen. Selling is not about telling everything you know, it is about listening to the buyer and providing solutions.

YN: What is your favorite thing about the yachting industry/yacht brokerage profession?

GL: Sailing with customers and just “messing about on boats.” This is an industry where we have the opportunity to deal with people who have a passion for something and we get to help satisfy that passion.

YN: What are the biggest challenges facing the yachting industry? What are ways to mitigate these challenges, in your opinion?

GL: Promotion of the boating lifestyle to a younger generation is one of the biggest challenges. Closely related to that challenge is the development of entry-level boats that are accessible to that younger generation. We, as yacht brokers, arguably have an ongoing interest and benefit from selling larger yachts. But, if we ignore the younger generations and entry-level boats, we will eventually reduce the boating market and industry. Solving this problem is more involved, but it takes teaching, introducing and providing the opportunity for younger generations to experience the boating lifesty