Ian Andrews has spent most of his life around boats, first serving in the Royal Navy for 25 years and then across a string of senior marine industry roles. Now he's the Brand Manager for Protector Boats Europe, operating under Ancasta International Boat Sales, and travelling the continent selling New Zealand-built boats to an audience that increasingly understands what they're getting.
Ancasta is Europe's largest new and used yacht brokerage network, headquartered in Hampshire in the UK with more than 22 offices across the UK and Europe. The group holds the exclusive dealership for Protector Boats on the continent, and the arrangement has given the brand a genuinely local presence in a market it previously serviced remotely from New Zealand.
Andrews, known as Andy, came to the role with a background that spans Royal Navy deployments across Africa and the Middle East, time based in Kenya supplying boats and equipment for British operations in the region, and a hand in setting up Sail Oman after leaving the military. By the time he arrived at Protector, he was no stranger to running a marine sales operation.
The role keeps him moving. "This is not a job that you can do sitting behind a keyboard," he says. "It's 80% travelling out of the office all over Europe. I've done some work in Croatia, I've got a trip to southern Ireland coming up. We're off to the Channel Islands shortly, as Protector really is the ideal commuter between the islands and the mainland."
The Ancasta network means warranty and aftersales support is handled locally rather than routed through New Zealand, and that changes the conversation with buyers. "Previously Protector Boats customer service was remote via New Zealand, and they did a great job, but the distance made it difficult. Now thanks to Ancasta, we have offices throughout Europe, mobile engineers. We're incredibly well established."
On the product itself, Andy doesn't hedge. "Some people say I could buy something for less, but nothing compares. Once you've driven a Protector you understand. The capability of these boats, the seakeeping ability, the strength, and the build. It's completely unique."
He's equally direct about who his best prospects are. "Pros who've used them professionally understand this and they'll always buy them for private use. It's a boat that will get you out of trouble in gnarly weather, your clients, your team, your crew and your family will always get home safely."
That conviction extends to the team back home. "I've got complete faith in the brand. I can stand in front of my team and my clients and educate them about Protector because it's an amazing product. And I always say, the best way to sell these boats is to find some bad weather and get yourself onboard."
He adds, with a degree of useful honesty: "I'd love to sell more, but the only problem is they last forever."
