Naval Tecno Sud is an example of Italian success and excellence in the world, which with perseverance and investment has come to be a partner of all the best shipyards in the world. The Apulian company specializes in the design, production and marketing of boat stands and structures for the shipbuilding industry, and thanks to its widespread presence at the major international boat shows, combined with the high quality-price ratio of its products, it has achieved unparalleled results. We met Naval Tecno Sud’s owner Roberto Spadavecchia in Florida, at the Fort Lauderdale International Boat Show (Flibs), where he spoke to us about the company’s next objectives.
Naval Tecno Sud is now present at all the boat shows around the world. Which territories do you preside over on a permanent basis?
Our activity started of course from Italy, until we covered all of Europe. When we then began to consider moving overseas, it was natural to look first at Florida, which is why we started years ago right here, at FLIBS. It was the right choice: there were a lot of boats in the United States, but mostly small and medium-sized ones, and when the size of hulls began to increase there too, our competitors were not as ready as we were to adapt to the new market needs. From the very beginning Naval Tecno Sud dedicated itself to superyachts, both sail and motor- powered, so we entered the US market at a fortunate time, managing to penetrate the most beautiful realities of Florida and from there to other states. Today we sell a lot in Australia and the Caribbean, and in this we have been rewarded by the decision to participate in all the industry exhibitions.”
What are the next countries you plan to conquer?
“Right now we are looking with great interest at the Middle East, where we have already made some small sales. This is a market that deserves a lot of attention: it may not yet be ready for our products, but it is becoming so and we want to be prepared. That is why we will participate in the upcoming Dubai events’.
With the changing nautical market demanding bigger and bigger boats, how has your offer changed and how is it changing?
“Our growth has gone hand in hand with the market’s demand for bigger boats. Italy now accounts for about 60% of the mega yacht sector in the world, and since we are in our area, we have come to have all the best Italian boatyards among our customers, who have increased their demand for large boat stands. This does not detract from the fact that we continue to produce items for small boats as well, those with which we started our business, i.e. trailers, small boat stands and above all racks, which allow space to be utilised in height. Many of them are being sold in Europe and we have also started in the US, making contacts right here in Florida with some dealers who are very involved in the maintenance of larger harbours. The key to our success is not only in the price, but also in the quality: our items are all hot-dip galvanised and have CE certification, which is not compulsory overseas but is recognized as a sign of great quality, as it is well known how strict European standards are.
In addition to boat stands, what new products have you launched on the market?
“One item we have recently introduced, and which is proving very successful, are rack cabins for storage, winter storage and painting. We make them both fixed and movable, on wheels for smaller boats and on rails for larger ones. All boatyards now want to work indoors, and all boat owners want to have their boats indoors for storage; that is why our cabins are becoming so popular. We also make them for superyachts: one of the largest we have built is 80 metres long, 35 metres wide and 10 metres high, with a single span.
Another increasingly popular requirement in the sector, especially in the large yachts segment, is customization. How important is this for Naval Tecno Sud?
“Our turnover is split between 50% standard production and 50% custom production, so we do a lot of research and design work on custom items. In fact, I can proudly say that we have managed to enter the best shipyards in the world precisely because of our high custom production. Our competitors may be faster than us with deliveries, because they have large inventories; we, on the other hand, may make the customer wait around 20 days, but we deliver a product made exactly as he wants it.
Although Naval Tecno Sud operates all over the world, why did you choose to keep your entire production in Italy?
“To guarantee a high level of quality, which we demonstrate with rigorous certifications, both company and on individual products. We are subject to continuous quality controls – for example, our welders have special licences that are renewed periodically – and this is an unbeatable guarantee. It would be difficult for Naval Tecno Sud to manage production with this level of quality outside of our country”.
How much does the cost of transport affect your strategy?
“It is certainly an expense that penalizes us, especially for deliveries to northern Europe; but despite this, our price-quality ratio remains very competitive and we are able to absorb transport costs without problems”.
