Page 249 - harryDEC12_clean.iba

The sarcastically undertone was not difficult to detect in his words. I reluctantly - handed over to him many pages of print outs, lists of yachts, expired contracts.
„These contracts have all expired.“
John Hughes commented with sharp observation after a first glance but Fred butted in:
"Don’t worry about that. Every single boat comes back into our holdings after the expiry of a policy. The conversations have already been had and the proposals are ready. These are minor details, you have to see the bigger picture. Have a look at this”
He placed three editions of the club magazine in front of John, with the title pages decorated by lightly clad radiant beauties (later I found out that the models came from agencies and had been handpicked by Fred). John Hughes leafed through the magazines, visibly impressed by the contents and the masterly photos of the world of Australian Islands, including Polynesia and Noumea.
"In Noumea I keep a charter basis with six new Swan yachts of 36 feet. We’re in the heart of the Market. Do you recognise the Marketing power behind this-naturally the yachts are free for our partners!“
“Who produces the Magazine? “
Asked John Hughes
“My own publishing house in Melbourne"
Fred answered without the slightest hesitation, and Hughes was visibly impressed.
“Every month - costs a fortune, but it’s worth it.”
I wondered what cost a fortune, the Magazine, or the cover girls. Then Fred started talking about the Sydney to Hobart race, a notorious blue water open sea event of more than 630 sea miles from Sydney to Hobart in Tasmania. It was comparable to the Fastnet race, which year by year costs a lot in material and often lives of people.
"We say that if less than 40% of the losses are not insured by us, then we’ve done something wrong"
Fred said proudly. This is it! We thought. Now we are falling of the rope! Can he stop - please!? That is surely not what an insurer wants to hear, a deal killer. But Hughes ignored that statement.
„Well, Fred, how do you envisage that? Being accredited as a cover holder with Lloyd’s is linked to high demands, experience, reputation and financial standing. You’ve got here what is obviously a new firm just starting out ...“
« No problem, »
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