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Bateaux.com: Highfield has traditionally been associated with aluminum-hulled RIBs. Why did you decide to create an ADV line made of fiberglass?
Paul Blanc: Our core business has always been aluminum. We started with dinghies before gradually moving on to larger boats. As a result, our DNA is closely tied to utility and professional boating. This is also what has made our recreational boat lines so strong: the deck plans are designed for leisure, but with architecture and build quality drawn from the professional sector.
When we decided to take a closer look at the Mediterranean market for rigid-hulled inflatable boats, we wondered whether aluminum was still the right material for the designs we were seeking. The answer was no.
To build more complex boats with additional amenities, a more elaborate console, or even a restroom, we needed fiberglass. The change in material therefore stems directly from the boat's design specifications.
"The market has shifted in part toward adventure boats"
Why not just design a traditional fiberglass RIB?
We actually asked ourselves that very question. The Mediterranean market has evolved, and part of the demand has shifted from traditional RIBs to what are now known as adventure boats.
We wanted to preserve the qualities that make RIBs so appealing: the ability to navigate in fairly rough conditions with a relatively compact boat, good water displacement, and the protection provided by the floats. The tube also offers a sense of security for some users.
But at the same time, we wanted to retain some of the advantages of a rigid-hulled boat, particularly more interior space.
It was from this line of thinking that the ADV concept was born. The float is narrower to free up more usable width inside. Ultimately, the goal is to try to offer the best of both worlds.
"The ADV7 can be a great first boat"
Does this mean that ADV boats are no longer intended solely for traditional RIB users?
Absolutely. With the ADV7, for example, we encounter customers who are looking at a wide variety of options. Some come to us after having researched all-rigid boats.
The appeal for them is that it offers the functionality and certain features of a rigid-hulled boat, while retaining the reassuring qualities of a RIB. The ADV7 can therefore be an excellent first boat.
With the ADV9, I think we?ll be targeting a more traditional RIB customer base. These are boaters who are already familiar with this type of boat but are looking for something different and more comfort.
"In 9m, we're looking for a space for a 10- or 11-meter RIB"
Does reducing the width occupied by the floats also help keep the boat's size down?
Yes. On a nine-meter hull, our goal is to offer a usable space comparable to that found on a traditional ten- or eleven-meter RIB.
So there is also an economic rationale behind this design. We are trying to gain more usable space without having to systematically increase the overall length.
"We are exploring the ADV concept for both smaller and larger sizes."
After the ADV7 and ADV9, will the ADV family continue to grow?
Yes, we will continue to expand this product line. I can't say yet exactly how we'll do that or provide the dimensions of the upcoming models.
But the ADV7 is an attractive entry-level boat for us. The concept could also allow us to tap into a market for affordable boats?such as those around six meters in length?where rigid-hulled boats are currently finding it harder to maintain a presence. We are therefore exploring the possibility of applying the ADV concept to smaller sizes, while keeping our options open to consider models larger than the ADV9.
"When it comes to the appendices, we're more focused on continuous improvement."
Does this diversification mean that the traditional product lines will evolve more slowly?
No. We continue to work on all of our products. We are fortunate to operate in a wide variety of markets, each with its own dynamics and needs.
An outbuilding is, above all, a utilitarian structure. It must be durable and serve many different purposes. That is our core business.
But we shouldn't necessarily expect constant innovation with this type of product. The RIB remains a suitable solution for a wide range of situations when used as a tender. We are therefore more focused on continuous improvement.
We are also continuing to develop our Sport line, which is still built from aluminum. We want to gradually make these boats more comfortable while retaining their deep-V hulls, aluminum construction, and rugged character.
So the idea is not to replace aluminum with fiber. We use different materials and designs depending on the project.
"Commercial vessels represent another area of growth."
Highfield is best known among boaters for its dinghies and RIBs. How significant is the professional market in your strategy?
This is an important line of business, even though it is obviously less visible to the recreational boating customer base. Aluminum construction offers us many possibilities in this area, and we have big ambitions in this market.
Applications can range from small commercial vessels to marina boats, as well as patrol boats for national parks, fire departments, or police forces. Eventually, this could also extend to certain light military markets.
This is an area in which we want to continue to develop our expertise and expand our presence.
"In North America, the recreational RIB market remains underdeveloped"
How important is North America to Highfield today?
We generate about one-third of our revenue in North America and about half in Europe. The remainder is spread across various regions of the world, including Australia.
So we already have a strong presence in the United States. However, the recreational RIB market there remains a relatively little-known segment. In the U.S., RIBs are still strongly associated with professional boats or tenders.
It's quite paradoxical, because you can find large, professional-grade aluminum RIBs in the United States. But for recreational boating, the market is much less developed than in Europe.
Nevertheless, you can find RIBs that are four, five, or six meters long, particularly on lakes. They are often used as a second or third boat by owners who already have a water sports boat or an aluminum fishing boat. Their use is then almost similar to how we use a dinghy in Europe.
"The ADV9 has potential in the United States"
Can the ADV line actually help expand this U.S. customer base?
That's one of its selling points. The ADV models showcase the advantages of the float while offering a layout that's more similar to that of a conventional boat.
In our view, the ADV9 therefore has potential in this market.
And beyond recreational boating, the commercial boat market opens up even more opportunities. It?s a much more international market, and there are still regions where we need to expand our presence. I?m thinking in particular of the Middle East and South America.
For Highfield, growth potential does not, therefore, rest on a single line of boats. It depends on the evolution of our established product lines, the development of the ADV concept, and a stronger presence in the professional market.
