Fountaine Pajot and Dufour, Italy is strategic for high-end

Düsseldorf (Germany) – In recent years, the French shipyard Fountaine Pajot (and Dufour, part of the group) has accelerated a process of upward repositioning, redefining its ranges, industrial structure, and commercial approach. This evolution has found one of the most receptive contexts in the Italian market. At the last Monaco Yacht Show, the group unveiled its new Fountaine Pajot Yachts brand, dedicated to large catamarans, which was welcomed with the following words by the CEO: Romain Motteau: “With Fountaine Pajot Yachts, we are taking another step forward. The high-end segment is experiencing growing demand, driven by owners and future clients with increasingly high expectations. Our ambition is to respond with iconic yachts, characterized by a recognizable stylistic signature, high levels of customization, and a sustainable vision of navigation. This is a natural evolution that confirms our determination to structure our offering, strengthen our presence, and prepare for the future. The announcement of the new FPY 120S fits into this dynamic and clearly expresses our desire to establish the brand in the high-end superyacht segment.” At boot Düsseldorf 2026, SUPER YACHT 24 met with Domenico Furci, the Italian manager for the two brands, who analyzed the numbers, strategies, and market dynamics.

Let's start with the Italian market: how much is it worth to Dufour and Fountaine Pajot in terms of turnover and volumes?
"Turnover has grown: from a historical range of between 10 and 15 million euros, we've almost doubled that. For Dufour, in quantitative terms, we're talking about 50-60 units per year in Italy, which represents market leadership. This result can be explained by three factors: the ability to combine performance and cruising in a consistent range, customer loyalty that can grow within the product family, and the fact that Dufour has always been perceived as the most Italian of French shipyards, in tune with the tastes and expectations of our market."

And what about catamarans?
"The numbers are more variable because large vessels have a significant impact on turnover, but on average we're between 30 and 40 units per year. Here too, success is tied to the ability to preserve value over time: those who buy a boat are purchasing an asset, and if it retains its value after 3, 5, or 7 years, customer and professional partner satisfaction increases significantly."

What is the dynamic of upward evolution and what is happening in Italy?
"Over the past two years, the group has undergone a functional evolution in the market: our clientele has become highly segmented, and we've seen some owners move upmarket, partly due to increased financial availability. Meanwhile, the largest segment, between 40 and 55 feet, remains central to our focus. Hence the decision to structure and differentiate our strategies on two levels."

How did you organize this new range structure for Fountaine Pajot?
"We've defined a range that in French we call 'coeur de gamme,' between 40 and 55 feet, where the 55 represents a new model released this year, and a higher range that we previously called Flagship and now identify as Yachts. It's not just a question of name: it means speaking to this target group of owners with their own language, made up of customization, special layouts, one-off requests, and needs that require a dedicated industrial and commercial structure."

Which models are currently included in the Yachts line?
"The range starts with the 59-foot Samana, currently under development, continues with the 80-footer, available in both power and sail versions, and reaches the 110-footer. These sizes require a suitable organization, not only in terms of production but also in terms of sales. We've created a dedicated team, capable of coordinating existing in-house skills that previously lacked a specific, market-visible strategy."

Does this also involve a selection of the sales network?
"Yes, not all dealers can play the same game on this scale and with this type of clientele. In Italy, which has always been a key market, we've already chosen suitable partners, and the results are evident."

What role does the Italian market play today for your high-end catamarans?
Italy has welcomed our products very well: we have several flagship units on our territory, including the Samana, the Allegria 67, which no longer exists and will be replaced by the 70, and four 80-foot units. It's a market where catamarans have grown naturally, and where many owners have switched from motorboats to catamarans, whether sailing or motor, to combine cost and comfort. There are also units available on luxury charter networks, which offer an effective showcase. Paradoxically, France currently has fewer flagships than we do on its territory.

You've also revised the model naming. Why this choice?
"For years, we've used island names associated with our models. With our new strategy, we've chosen a clearer name that's more consistent with our positioning: FP followed by the length, so FP70, FP80, and so on. This logic strengthens the brand's identity and makes the range immediately recognizable."

Moving on to the Dufour brand: what was the growth path?
"For Dufour, we made a choice that was the opposite of the traditional one: first we adapted the structure, then we built the boats. We invested in a new facility in La Rochelle, dedicated to large vessels, with advanced processes like infusion. This also allows us to develop industrial synergies within the group: for example, some Fountaine Pajot vessels are built there to benefit from economies of scale. It's the hallmark of a group that works in a coordinated and strategic manner."

Has your long-standing relationship with the shipowner also influenced your success in chartering?
We've always been very focused on private owners. Only when we reached a critical mass of production were we able to expand our offering to charter clients. Today, almost all charter companies in Italy, including luxury ones, have our models in their fleet. This is a recognition of the product's value and its ability to maintain value over time, which is crucial in B2B.

Sustainability is an increasingly central topic. What is your concrete position on this front?
We've set a 2030 decarbonization target, but we're already very advanced. We're the only shipyard that allows you to order the same hull with either a combustion or electric engine. The important thing is that the electric and hybrid systems were developed internally, through our company Jool, not purchased from third parties. This gives us a competitive advantage and a long-term strategic vision. The fact that other shipyards, including international ones, have purchased our system is a testament to the work we've done.

What, in your opinion, is the true value of this technological choice?
This isn't innovation for its own sake. The goal is to have a system that can coexist with thermal power, offering adequate performance and meeting real needs: access to marine parks, port restrictions, growing environmental awareness. It's the shipyard that must adapt to the context, not the other way around. On this front, Fountaine Pajot and Dufour want to be proactive, not simply reactive.

SUBSCRIBE TO THE FREE SUPER YACHT 24 NEWSLETTER

SUPER YACHT 24 IS ALSO ON WHATSAPP: JUST CLICK HERE TO SUBSCRIBE TO THE CHANNEL AND ALWAYS BE UPDATED

The 8th SUPER YACHT 24 Forum will take place on February 17, 2026, at the Marina Portosole in Sanremo.