Tenacity in Turbulent Seas: How “Tail Lights” Charter Has Flourished

From global pandemics to market shifts, recent years have tested the limits of even the most resilient enterprises. Few industries felt the impact more profoundly than hospitality, where the arrival of COVID reshaped the landscape overnight, forcing many doors to close. 

The world of yacht chartering wasn’t immune to these headwinds, but one remarkable program confronted the challenge head-on: “Tail Lights” navigated through the turbulence with poise, ultimately emerging from the storm more in demand than ever.

From the very start, Lee Mandel, the trailblazing owner of the stunning 2011 116’ Azimut Grande Motor Yacht “Tail Lights,” has taken a revolutionary approach, embracing the charter program as a full-time business rather than a side venture. Here, he shares the secrets behind its growth over the past several years in spite of ups and downs, and why “Tail Lights” continues to be among the most frequently booked yachts in the world.

The Power of Partnership

For any charter program to thrive, a seamless alliance between owner and broker is paramount. Lee asserts that both parties must be aligned on objectives, and must also continuously monitor progress. When he acquired “Tail Lights” in 2019, he already had a bold vision for its future — one that demanded a partner equally adept, connected, and committed. With deep industry relationships and proven charter experience, HMY Yachts was a clear choice for him.

In the luxury charter world, eight to ten bookings per year is often considered a strong outcome. Lee recalls his loftier ambitions: “When I met Susan Harris [director of HMY’s charter program], I said, ‘I want to challenge you. We need to do 18 to 25.’” Susan recognized the potential in Lee’s approach, and the team embarked on an ambitious journey.

Momentum had begun to build when the world came to an abrupt standstill only a year later in March 2020. At that time, many charter programs went dark, but Lee saw an opportunity to grant guests an escape from the turmoil. “I had to get creative, like I’ve done with every business. How would I turn this challenge into a successful solution?”

 

Understanding that travelers craved private, secure escapes with their loved ones, he positioned “Tail Lights” as a COVID-safe sanctuary at sea. The crew quarantined before charters, underwent regular testing, and adhered to the highest safety protocols. Contracts were adjusted to include flexible cancellation and rescheduling — a rare gesture that offered peace of mind.

The results spoke for themselves. Bookings persisted through 2020, including a remarkable three-week intracoastal voyage in which one family luxuriated in coastal scenery and chef-prepared meals, all in the comfort of complete privacy.

Building Guest Loyalty

For Lee, charter guests are extended members of the “Tail Lights” family. “It’s not just another vacation,” he emphasizes. “This is their home — a destination we want them to keep coming back to.” For this reason, each voyage is designed to be personal and unforgettable. Guests are invited to share feedback through their brokers, with questions like:

• How could we enhance your experience?

• Would you like additional water toys or amenities?

• Are there new destinations on your wish list?

This guest-first philosophy has cultivated impressive loyalty: Lee estimates that 20 to 30 percent of bookings are returning clients, with several having chartered five times or more.

Investing in the Crew

A world-class charter experience is only possible with an exceptional crew, and Lee spares no effort ensuring his remains among the best in the business. Recognizing the demanding nature of the work, he implements rotational schedules to keep the team refreshed and engaged. Even during the uncertainty of the pandemic, he kept crew members employed. “It was important to have stability in the organization,” Lee says. It’s therefore no surprise that his captain has recently celebrated five years with “Tail Lights,” and many of the original crew members hired in 2019 are still with the program today.

Meticulous Maintenance and Upgrades

In Lee’s eyes, a superyacht is far more than an asset: “You have to treat it as a floating hotel: constantly maintain, upgrade, and grow it.”. Indeed, “Tail Lights” has undergone an impressive series of enhancements under his stewardship:

• 2020: A strategic refit in the Carolinas, including a full lighting and audio upgrade.

• 2021: A new hull paint job, machinery improvements, and fresh woodwork.  

• 2024: A complete machinery refit to ensure peak performance.

 

Putting It All Together: The Numbers Tell the Story

The payoff for this level of commitment has been nothing short of extraordinary, with recent years seeing remarkable bookings:

• 2020: 9 charter weeks

• 2021: 23 charter weeks

• 2022: 25 charter weeks

• 2023: 26 charter weeks

• 2024: 24 charter weeks

Thanks to Lee’s tenacity and proven formula for success, the momentum shows no sign of slowing. Always looking ahead, Lee hints that “Tail Lights” may soon charter waters beyond her usual Caribbean itineraries. Summer 2026 will bring glittering New York City skylines, the allure of the Hamptons, or the coastal charm of New England.

 

“Tail Lights” is a shining example of how, with the right strategy and spirit, charter programs can exceed expectations. Whether you’re an owner looking to charter your yacht or you’re seeking an unforgettable luxury vacation, contact HMY Yachts Charter Director Susan Harris to learn more: SHarris@HMY.com.