Show season is here - and the numbers going into Annapolis and Fort Lauderdale are clear: this is a brokerage market. That puts the professional broker at the center of it.
Before we walk the docks, here is what we're seeing and what it means for our work this fall.
Pre-owned is the market
Boats Group's monthly market reports show pre-owned boats made up 85% of boats sold globally in June, 87% in July, and 91% in August. In July, North American sales were up 19.2% year over year. New-boat retail looks very different. Info-Link registration data through June shows powerboat registrations down 3.5% against the rolling 12-month average. Huntington Distribution Finance describes the new-boat market as "finding a more normal level."
For us, that means buyers are shopping brokerage listings first. Two things matter more than they did a year ago: listings that are accurate and fully documented, and pricing we can defend.
Rates moved up
Much of the industry spent the summer hoping for rate relief. On September 16, 2026, the Federal Reserve raised its target range by 25 basis points to 3.75%–4.00%, its first increase since July 2023, and signaled that more may follow. For financed buyers, the monthly payment on a boat they're considering just went up.
Premium buyers, who often pay cash or have deep lending relationships, are behaving differently. Brunswick described a "K-shaped" market this summer: premium segments held up while value segments came under pressure. At the top end, Northrop & Johnson reported that pre-owned superyacht sales in the first half of 2026 fell 8% in number of yachts sold but rose 15% in total value, to $3.51 billion.
The same report is a useful reminder about pricing. In the superyacht segment, yachts 25–29 years old stayed on the market longest and had the deepest price cuts. Buyers pay for condition, documentation, and realistic pricing, and that applies to boats of every size.
The border got more complicated
If you work deals between the U.S. and Canada, look at this carefully before your next closing:
✔️ Canadian-built powerboats entering the U.S. Since September 15, 2026, they face an additional 50% U.S. tariff (HTS 8903.31, 8903.32, 8903.93.20 and 8903.99.21), according to NMMA's advisory. It applies even to boats that qualify under USMCA, and it comes on top of existing steel and aluminum duties. ✔️ U.S.-built boats entering Canada. Canada's counter-tariffs took effect September 8. U.S.-built recreational boats, PWCs, and marine engines are exempt. Trailers, anchors and chain, and some marine hardware are not. ✔️ Canada's luxury tax on vessels. It has been repealed, effective November 5, 2025, and the repeal became law in March 2026.
Where a boat was built now affects whether a cross-border deal makes sense. Confirm where the boat was built early, have your client talk with a licensed customs broker, and write down who is responsible for any duty before anyone signs.
What this means for our fall
✔️ Price to the market. Use recent sold comps, not asking prices. ✔️ Get financed buyers pre-approved early. With higher rates, the gap between an offer and a funded deal is wider. ✔️ Know where the boat was built. On cross-border deals it can change the numbers. ✔️ Document everything. Clean paperwork is what separates a professional from a listing.