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Value for money is a key factor in boaters' purchasing decisions
Boot Düsseldorf, which will take place from January 23 to 31, 2027, in Germany, is preparing to change the way it engages with prospective sailboat owners. For its 58th edition, the show intends to focus more on visitors planning to purchase a used boat, without actually exhibiting any used models.
This decision is based, in particular, on surveys conducted among the show?s attendees. According to figures provided by the show?s director, Petros Michelidakis, 50% of people planning to buy a sailboat in 2025 were interested in the event. That percentage is expected to reach about 62% in 2026.
However, these results should be distinguished from transaction statistics. The figures presented do not allow us to conclude that 62% of sailboats sold in Europe are used boats. They describe the preferences expressed by respondents, based on a methodology that has not been publicly detailed.
This nuance does not detract from the significance of the finding. For a boat show where exhibitors are primarily seeking to sell new boats, the proportion of visitors considering a purchase on the used boat market is an important statistic.
Above all, it raises a business question: How can we stay in touch with recreational boaters who want to become boat owners but don't necessarily have the budget to order a new sailboat?
Why are used sailboats attracting more buyers?
For Petros Michelidakis, the supply available on the used boat market is part of the explanation. During his press briefing on October 7, 2026, the show?s director specifically mentioned the aging of some boat owners, which is leading some of them to sell their boats.
These sales supply the market with boats whose features and prices may appeal to new buyers. This trend applies equally to recreational boaters looking to trade in their current boat and those considering their first purchase. It can also provide an opportunity to experience boat ownership without immediately committing to a budget comparable to that of a new boat.
Boot Düsseldorf seems to have decided to acknowledge this reality rather than view used-boat buyers as outside its target audience.
Make buying used a first step toward buying new
The strategy promoted by Boot Düsseldorf is based on a multi-year perspective. According to Petros Michelidakis, a boater who starts by buying a used sailboat can gradually develop their skills, clarify their needs, and eventually consider purchasing a new boat?a process that could take five to ten years.
This timeframe should be viewed as a business assumption and not as an average timeframe determined by a study of homeowners' behavior.
Not all buyers of used boats necessarily become buyers of new boats. Some consistently prefer older boats, while others change boats several times on the used market. Still others give up ownership in favor of renting or other ways of enjoying boating.
The organizer believes, however, that entering the recreational boating market is an essential first step toward driving future sales. This line of reasoning is particularly relevant for sailboat manufacturers. Their business prospects do not depend solely on their ability to convince existing owners to replace their boats. They also depend on attracting a new generation of sailors who are likely to become buyers.
A sailor who discovers the joys of boating with a small vintage cruiser may adjust their plans as they gain experience. Coastal sailing, family cruises, and offshore adventures do not all call for the same type of boat.
With experience, purchasing criteria may change: cockpit ergonomics, ease of maneuvering with a small crew, living space, range, or navigation equipment.
This process does not automatically lead to the purchase of a new sailboat. However, it does create opportunities for owners to meet with industry professionals. It is precisely this long-term relationship that Boot Düsseldorf aims to foster.
Attract new visitors before looking for new owners
This focus on special offers is part of a broader strategy to attract new boaters. In particular, Boot Düsseldorf is continuing its program aimed at people who have just obtained their first boating license. According to the organizer, this initiative allows new license holders to enjoy free admission to the show.
The program has been in place for several years and aims to facilitate initial contact between new boaters and boating professionals. For 2027, the organizer has also announced a promotion offering 100 boat license training courses as prizes.
Maintenance and refit professionals are also affected
The focus on owners of used boats can also boost interest in maintenance and renovation-related activities. This aspect aligns with one of the priorities for the 2027 edition: the expansion of the Refit Center in Hall 11.
In particular, the organizer plans to showcase renovation work on a classic sailboat during the nine days of the show.
Boot Düsseldorf 2027 will continue to serve as a showcase for new products
This strategic shift does not call into question the German boat show?s primary purpose. For its 58th edition, the organizer has announced nearly 1,500 exhibitors from approximately 70 countries, with more than 1,000 boats and yachts expected. The target attendance exceeds 200,000 visitors.
These figures are still estimates and will need to be compared with the final results after the show closes. Sailing yachts will continue to be on display in Halls 15 and 16. Hall 16, in particular, will feature a 65-foot Y6 from Michael Schmidt Yachts.
Hall 9, which is undergoing modernization, will be unavailable during the 2027 and 2028 editions. The RIBs previously displayed in this space will be moved to Hall 17, alongside the tenders and small boats.
Motor catamarans will have a stronger presence in Hall 4, while Hall 14 will feature destinations, charter operators, and marinas, among others.
