Listening Comes First: Insights From Our Founder Andrey Lomakin

For Andrey Lomakin, Founder and CEO of West Nautical, the path to success in yacht sales and management has always been more than just about luxury – it’s about truly listening to clients. Recently, Andrey shared his unique approach to yachting and client care in an interview with SuperyachtNews, emphasizing that successful relationships in the industry are built on the art of listening. His entrepreneurial journey from selling mobile phones in post-Soviet Russia to selling yachts along the French Riviera speaks volumes about his commitment to delivering precisely what clients want.

At West Nautical, Andrey explains, listening isn’t a final step – it’s where every relationship begins. While it’s common for brokers to lead with polished pitches and technical details, Andrey’s philosophy is simple yet profound: first, understand the client’s individual vision. By placing listening at the forefront, West Nautical tailors each yacht purchase and management experience to align perfectly with each owner’s lifestyle and specific needs. Whether that means arranging for additional wardrobe space on board for an extended voyage or sourcing an antique dining table with sentimental value, Andrey’s team knows that the smallest details often matter the most.

Reflecting on the evolving market, Andrey notes that today’s yacht owners are shifting away from grandeur and opulence toward a simpler, closer connection to the sea. This new generation of owners values clean, open spaces and intimate design, wanting their yachts to feel like a home at sea, rather than a floating palace. This change mirrors West Nautical’s own approach, offering elegant designs and services that prioritize comfort, efficiency, and sustainability. “If clients wanted a palace, they’d stay in Paris or London,” Andrey jokes, underscoring that yachting today is about creating an authentic connection to the ocean.

The foundation of this philosophy is evident in West Nautical’s growth. From its beginnings as a small team to its current 50-strong workforce with offices across the UK, Monaco, Dubai, and Cyprus, the company’s success has been driven by long-term client relationships. Andrey emphasizes that, while new sales are essential, a satisfied client who feels truly understood will always return – and often brings friends along. “You can’t buy that kind of loyalty with advertising,” he says. “Happy clients are our best ambassadors.”

This client-centric approach has enabled West Nautical to grow sustainably, supporting a diverse fleet of yachts under management, as well as a comprehensive charter and brokerage portfolio. Andrey’s entrepreneurial insight has been integral to this expansion, from his decision to base the company’s headquarters in Newcastle, with its affordable operating costs and talented workforce, to the strategic move to Monaco, placing West Nautical at the heart of the yachting world.

“When I’m interviewing brokers, I ask them: ‘What’s your approach with a new client?’” Andrey recalls. “Many say they introduce themselves, talk about the yachts, crack a joke, and eventually ‘listen to the client.’ But really, listening should come first. If a client approaches you, they’re already interested. They want to be heard, not sold to right away.” This approach, Andrey believes, is what sets West Nautical apart – and it’s what keeps clients coming back.

In the end, Andrey Lomakin’s story – from selling mobile phones to selling yachts – is a testament to the power of listening, adaptability, and client-centered service. As he puts it, “The reality of this business is simple: when you genuinely understand what your clients want, you can help them achieve the yachting experience they’ve always dreamed of. And that’s something they’ll never forget.”

Discover a new level of client care with West Nautical, where listening drives everything we do.

Reach out to us today to explore how we can bring your vision to life at info@westnautical.com

We look forward to listening to you!