The Power to Create Transparency in an Industry

Erin Pavane is Partner and CEO of Sanderson Yachting in Newport, RI.

By Erin Pavane

One moment that really shaped how I lead happened while I was building partnerships between Sanderson Yachting and travel advisors.

As I began speaking with more advisors, I kept hearing the same thing. Many believed private yacht charters were simply out of reach for them. The industry felt closed off. The booking process seemed complicated. Commission structures often favored larger agencies or long-established brokers with deep relationships in the space.

What struck me most was that many talented advisors had written yacht charters off entirely, not because they couldn’t sell them, but because they felt the door was already closed.

That didn’t sit right with me.

I believed that access to this segment of the travel industry should not depend on who you already know. Yacht charters are one of the most rewarding experiences advisors can offer their clients in the luxury market, and they can also be one of the most lucrative bookings an advisor can make.

So instead of accepting the status quo, I decided to change how we approached it at Sanderson Yachting.

We built a transparent advisor program where travel advisors receive a full 7.5 percent commission, which is the highest in the industry. We also began offering webinars and educational resources that break down the yacht charter process step by step so advisors who have never booked a charter before can confidently guide their clients.

Watching advisors book their first yacht charters after believing it was impossible has been incredibly rewarding.

For me, leadership often comes down to one simple question. If something feels unnecessarily exclusive, how can we break down the barriers?

Erin Pavane is Partner and CEO of Sanderson Yachting in Newport, RI. https://www.facebook.com/SandersonYachting/ ;https://www.instagram.com/sandersonyachting https://www.linkedin.com/company/sanderson-yachting ; https://sandersonyachting.com/