The scarcity strategy: How Edmiston turned market intelligence into €3bn of yacht sales

In a year when buyers had money but yachts were hard to find, Edmistion, a superyacht brokerage found a way to win by making scarcity work in its favour.

The global yacht brokerage market spent 2025 navigating a familiar problem: strong demand at the top end, but very limited supply. Finding yachts above 60 metres, and especially above 80 metres, became increasingly difficult. Against this backdrop, Edmiston delivered what its leadership describes as a standout year built not on one major deal, but on repeatable execution.

The firm sold 44 yachts over 30 metres in 2025, with total transaction values exceeding €3 billion. More strikingly, it accounted for 57 percent of all global sales in the 65-metre-plus segment, completing seven of the nine largest yacht transactions worldwide.

Performance in a scarcity-driven market

At the top of the market, demand from ultra-high-net-worth buyers remains strong. But supply is the constraint. According to the firm, newer, high-quality yachts continue to transact quickly, while older vessels require realistic pricing to avoid stagnation.

Design expectations have also shifted. Buyers now prioritise beach clubs, wellness spaces, volume and open layouts. Environmental performance and new propulsion systems are emerging as the next dividing line, shaping resale values and future demand.

This has created a two-speed market. Newer yachts show price stability and, in some cases, modest appreciation. Older yachts move more slowly. Against this backdrop, Edmiston’s yachts sold at roughly twice the speed of the wider market.

The rise of off-market transactions

A key differentiator in 2025 was the firm’s focus on off-market transactions. Deals such as Alchemy and U-81 were completed even though the yachts were not publicly listed.

This approach relies on deep relationship networks, strong intelligence on owner intent, and fast execution once opportunities appear. With limited public inventory, brokerage performance increasingly depends on turning “unavailable” assets into viable deals.

Technology, culture and private ownership

Edmiston credits technology investments with enabling faster decisions and sharper pricing advice, while stressing that systems support, not replace, broker judgement.

As a privately owned firm, leadership says it benefits from agility, collaboration and long-term thinking. This structure allows senior expertise to be pulled into deals quickly, improving conversion in complex negotiations.

Charter as a demand engine

Charter continues to act as a gateway to ownership. High-specification yachts such as the 87-metre Vento and a new 72-metre Sanlorenzo flagship reflect the growing role of luxury charter revenue in introducing new buyers to the market.

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