Welcome to the latest Marine Matters from Coleman Marine Insurance, a Gallagher company.

​This month we meet Nick Smith, Managing Director, Salterns Marina.

Coleman Marine Insurance is proud to act on behalf of Salterns Marina, one of the most prestigious marinas on the South Coast and a client with an incredibly interesting heritage.

We also feature Tony Pauffley, Insurance Broking Manager at Coleman Marine, in our monthly Q&A.

If you would like to find out more information about our business and its services, please contact us on 01202 497410 or visit our website for more information by clicking here.

Nick Smith – Managing Director, Salterns Marina

Tell us a little about the history of Salterns Marina

My grandfather, Leslie Smith, purchased Poole Harbour Yacht Club in 1969. He bought the business as a boat yard, jetty and hotel. It was renamed Salterns Marina in 1990.

Prior to purchasing the Yacht Club, Leslie had a holiday home on Sandbanks. He’d been in the Royal Navy in World War 2 and that is where he got his passion for the sea.  He also owned Lesney Products that created the popular and much loved Matchbox toy cars

Poole Harbour Yacht Club has a rich and interesting history. For example when the temporary Mulberry harbour, used for the D-Day landings in Normandy, was towed back to the UK it found its home at the Yacht Club.  During the breakwater builds in 1947 a lot of this was repurposed and when my grandfather bought the club further steel breakwaters were installed, along with a large pontoon system. All of this still stands today and is used by our current berth holders and visiting boats.

Prior to this the site was integral during WW2 itself and was one of the first airports in the country for the vital flying boat missions. International travel was common and it’s rumoured that Sir Winston Churchill would often stay at the hotel and use the airport. These days airports are the popular name used for aerodromes and are located inland. Our old air traffic control tower still remains as part of the marina head office today, however.

Salterns name comes from its busy past when it was a salt works. The lagoon was basically a giant salt pan between 1730 -1849.

My father is John Smith and the current Chairman. He has run the business from 1972 and his passion and enthusiasm for marina life is still very evident.

Salterns Marina then…

Where did you grow up and where were you educated?

I grew up in Poole and went to Dumpton School and Canford School in Wimborne.  I then studied Marine Leisure Management at Southampton Solent University, before heading to London to work for Cantor Fitzgerald, an American broking house. I worked in hospitality management for them which was so much fun and gained me experience across many areas of the bank. I fell out of love for living in London after three years and decided to join the family business full-time in 2003.

I’ve always loved living in Poole, it’s such an amazing part of the world and I love everything to do with boats. Whilst growing up I always worked in the marina and the boat yard in my summer holidays, mending boats, repairing pontoons and other general maintenance. I had always envisaged moving into the family business at some point. On joining the family business in 2003, I had a steep learning curve and became Managing Director in 2010.

What has changed in the business since you joined?

So much has changed. We’ve expanded the business in many ways and the Salterns Group includes various marine specialist companies. We had a clear vision to expand into the marine leisure engineering sector and after some key purchases (Poole Marine Services, Golden Arrow Marine and Motor Tech Marine in Portsmouth) our flagship Golden Arrow Marine brand is now the biggest marine leisure engineering company on the South Coast. Our recognised status as a Volvo Penta Centre is something we’re very proud of.

In 2010 we also purchased Offshore Performance which is the leading Sea-Doo dealership in Poole, so, along with our busy Salterns brokerage, boatyard and chandlery we have in total over 80 employees. Apprenticeships are also a brilliant way for us to support young local talent and we’ve recently taken on a new recruit in the Offshore team.

In the marina we have 285 berths, 35 swinging moorings and over 100 versa docks for jet skis. We’re the nearest private marina to the harbour entrance and being non tidal with 24/7 fuel access, our berth holders can get on their boats and out into the water all through the seasons.

In more recent years we’ve set up Golden Arrow Military Professional (also based at the marina). We supply equipment to the MOD and also to Border Force. We are hoping that this will become a large part of our business over coming years.

…and now.

How has the business been impacted by Covid?

On March 23, 2020, the marina was placed into lockdown and under the same category as caravan parks. It was a real shock for the business as we never close and are here for our berth holders 365 days a year. We have the responsibility to keep our berth holders boats safe and secure as well as the MOD contracts and commercial fuel contracts with commercial and fishing vessels.  Therefore, whilst the majority of our teams were able to work from home there were some operational staff on site round the clock. It was a massive task to implement these plans at short notice, but we were happy to say we kept the business running.

When we reopened fully on May 13 we hadn’t experienced an increase in business like it. During lockdown we had stock of some 50 new jet skis which I’d been wondering what on earth we would do with. However, post lockdown, we successfully sold all of them within just two weeks of re-opening. It was incredible, the demand was instant.

Quite unusually we also picked up six new berth holders who, due to the travel restrictions imposed by Covid, had decided to bring their boats back from the Mediterranean to use in the UK instead.

After lockdown there was a real buzz around marina, everyone was enjoying being back and being able to be outdoors. We held three separate live music sessions which we named ‘Live Balearic Beats’, from the roof top of the marina building where people could sit on their own boats, in their own social bubbles. These sessions included a live saxophonist, percussion, and local DJ Martin the Hat.  It was really well received by all and provided great escapism for our berth holders, with much fun had by all.

Business has exceeded all expectations since lockdown. We’ve run out of brokerage boats to sell and the marina berthing is at capacity, as are all marinas in Poole. The mantra, ‘if it floats it sells’ held true with kayaks, jet skis and paddle boards all selling out, due to the demand created by people being unable to go overseas on holiday.

A lot of businesses were really badly affected by the lockdowns. However, as a sector we were able to provide a long-awaited release for so many people who’d been cooped up inside for weeks on end.

Post lockdown has also seen an amazing number of new watercraft users that are completely new to the boating world. Sometimes this market can be restrictive to get involved in, because of the expense and the availability, but this year has been quite exceptional and it’s wonderful to help new families and generations of boaters getting stuck in and joining the wider marine industry family. The marine sector now has a whole new client base, all down to Covid.

Do you have a boat?

I enjoy using my grandpa’s 18ft Clinker built motor launch. It was built at Sandbanks in 1960 and is an all wooden open boat. It’s a real eye catcher and grabs lots of attention when it’s on the water in the harbour.

Tell me about your family life

I’m married to Catherine and we have a little boy, Teddy who’s two and a half years old. Teddy loves being on the water and we regularly head out to Bramble Bush Bay where we stop off and he plays on the beach. Living in Poole and near the marina means I can experience as much of family life whilst still working hard.  I’m looking forward to when Teddy can start to learn what we and his forefathers created here at Salterns.

Tell us about plans for the business in 2021 and beyond

Part of the business we set up over the last few years, as mentioned, is Golden Arrow Military Professional (based at the marina) which supplies equipment to the MOD and UK Border Force. This is the newest part of our business and, hopefully, will become one of the biggest elements as we continue to grow. We also supply assets to the Special Forces so it’s a very exciting time for the Salterns Group.

We also have planning permission to redevelop the Salterns hotel into a 5 Star luxury resort hotel and build a brand new facility replacing the existing marina office, This six storey building will include a restaurant, retail space and apartments and all will boast the most beautiful and panoramic views over Sandbanks, Poole Harbour and beyond. The Salterns site has always had quite an industrious past – we’re very proud to ensure the marina continues this path and thrives for future generations.

Does your family have other marine links?

My great great grandfather, on my mother’s side, Harry Pipler established H Pipler & Sons, a yacht chandlery on Poole Quay – a chandlery is essentially a hardware shop for boats. My great grandfather Leonard took over the business and was eventually joined by my grandfather Norman, who died last year and ran the business until about 2015, before selling it on. I’ve definitely got the marine industry in my blood on both sides.

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Q&A with Tony Pauffley, Coleman Marine Insurance Broking Manager

How long have you been in the business?

My first job was at Penton Hook Marina on the Thames with MDL Boat Sales before moving to Poole, I spent 22 years selling new and used boats sail & power. Everything from sports boats to ocean going yachts, Malo Yachts, Maxi Yachts, Jeanneau Power, Sea Ray Boats, Neptunus, Princess, Sunseeker, Fairline, Sealine and a few more. I ran a boat repair yard for four years covering the trades of painting, shipwrights, rigging, engineering, electricians craning and slipping.

In 2011 I changed over to Coleman Marine Insurance having previously insured a boat sales business with them and referred customers to them.

What’s the best thing about your job?  

On the yacht side of the business. I get to talk to customers about their boats and their plans of what they intend to do with them and the areas they will be exploring.

On the marine trade side, I get to talk with friends and ex colleagues. The majority of our business is in the Mediterranean and the UK so travelling and meeting up with our customers in some fantastic locations.

Use three words to describe yourself

Practical, quiet and positive.

What did you want to be when you were growing up?

A farmer. I spent most of my teenage summers working on farms. Straightforward hard work, Might have been different as a full time occupation but I loved my time.

Who do you most admire?

It’s about people who show respect and do the right thing. So, in the last few years, Jacinda Ardern, the New Zealand PM, has, I believe, been a shining example to the world and her fellow countrymen and women, She hasn’t had an easy time having to deal with the Christchurch earthquake, mosque shootings and then Covid.

Tell us something about yourself that we don’t know

After leaving school I did an apprenticeship in antique furniture restoration and have always had a love of beautifully crafted furniture.