At the IYBA/MYBA Summit held at the Monaco Yacht Club on 16 May 2025, Lexden Luxe was proud to represent the voice of customer experience in the luxury yachting sector.
Our co-founder, Prof. Dr. Phil Klaus, delivered a keynote titled “Navigating the Trillion-Dollar Shift: How the New UHNW Generation is Redefining Yachting”. A timely exploration of how evolving expectations are transforming the industry.
Economic uncertainty meets unprecedented wealth transfer
Yachting has always been an emotional purchase, but in today’s climate, that emotion is also shaped by caution. With political instability and economic volatility driving a more considered approach to discretionary spending, traditional sales tactics no longer resonate.
Overlay this with a seismic generational wealth transfer, with millennials and Gen Z set to control 70% of global wealth by 2030, and the message is clear.
Adapt now or be left behind.
These next-generation UHNWIs bring different values to the table: sustainability, emotional resonance, and seamless service. From a UHNW client management perspective, this moment is all about building trust, relevance and long-term value.
From ownership to experience: the rise of chartering
Chartering models that prioritise experience over possession are increasingly replacing ownership, once the ultimate status symbol. For the modern UHNWI, yachting is the tool to experience freedom, discovery and ease.
This presents a clear opportunity for the industry: to create customer journeys that are flexible and deeply personal. Whether it’s a one-off charter or a recurring summer voyage, discretional care and individuality must appear in every touchpoint.
Bespoke “peace of mind” packages: the future of CX in yachting
At Lexden Luxe, we champion customer experience strategies that remove friction and add emotional value. One of the most promising ideas presented at the summit was the development of bespoke, full-service “Peace of Mind”.
Designed to take the complexity out of yacht ownership or chartering, these packages work as intelligent ecosystems. Maintenance, crew management, itinerary curation, legal and tax support, sustainability guidance, and wellness experiences are handled seamlessly under one umbrella. This is where luxury client management meets strategic innovation. For yachting companies, it’s the difference between offering a product and delivering a lifetime of ease and joy.
Experience is the new ownership
For brands aiming to win the hearts and loyalty of next-gen UHNWIs, the path forward is clear. Pioritise experience over hardware, anticipate needs before they arise and deliver service so tailored it becomes invisible.
For those seeking to make their mark, the key lies in understanding what matters most to customers from the experience. Research by Lexden Luxe founder Professor Dr. Phil Klaus highlights four key trends referred to as the M.E.P.A. drivers of customer choice.
“What was a key learning from the research into over 300 UHNWI clients is that the luxury companies that serve them do not know what really matters to them. This is not only a problem to meet their current needs, but a missed opportunity for growth and future differentiation.”
– Joint founder of Lexden Luxe, Christopher Brooks
To learn more about M.E.P.A. and how applying it to your organisation creates commercial advantage through unforgettable experience management, contact rebecca.gabbi@lexdengroup.com.