Below are edited excerpts from a recent interview.

Do interested buyers work with Heesen’s architects to design a yacht that your company builds from scratch or do they buy a yacht that you’ve already built?

We see a combination of both, which reflects the yacht industry in general. For custom projects, clients hire a naval architect and designer to conceive the yacht. Then, they find the shipyard they want to work with. So, when we get a custom project, the boat has already been pretty much designed.

But while our company started off only as a custom yacht builder, selling yachts we’ve already built and working with buyers on the design details is a bigger part of our business today. In the industry, this is known as yachts built “on spec.” It’s a segment that’s been big for us ever since the 2008 recession, when people became more keen on reducing their financial exposure. The growth of this segment is also indicative of the modern client, who is often cash-rich but time-poor.

How long does it take to build a typical yacht from its design phase to the very last detail?

Anywhere from three to four years. The interior design process tends to take the longest, especially if clients don’t know what they want. It’s not unusual for us to go back and forth with a client at least 20 times on the design.

Where do you confer with buyers about what they want? Do they come to your headquarters, or do you go to them?