By Chris Bent, President, ACY Yachts
Some careers define an industry. Eric Smith’s is one of them.
Last week, we gathered to celebrate Eric’s retirement, a milestone that marks not just the end of an extraordinary career, but the recognition of a legacy that shaped ACY Yachts and influenced the entire yacht sales industry.
Eric Smith founded Bay Yacht Agency, the predecessor to what became ACY Yachts. In doing so, he laid the foundation for everything ACY has become today. For those of us who learned this business from Eric, and there are many, we understand that we’re standing on the shoulders of a true pioneer.
The Annapolis Story
Eric’s Annapolis story begins in the 1970s in a way that feels almost mythical now: he arrived not by car or plane, but by sailboat, cruising all the way down from the Great Lakes with his young family. He came for the very first Annapolis Boat Show, and what began as a visit became a lifetime commitment.
Eric went on to work every Annapolis Boat Show for the next 50 years, becoming as much a part of the show’s history as the docks themselves. For generations of buyers, brokers, and builders, Eric was Annapolis. His presence at the show became a constant in an industry that saw tremendous change over those five decades.
I began my yacht sales career in Annapolis, where Eric taught me how to market and sell boats. Like so many others, I learned this business by watching him do it better than anyone. That mentorship is something I carry with me every day, and it’s woven into the culture of ACY.
Innovation That Shaped an Industry
Eric was never content with the status quo. He created the Boat as a Business program—later refined into what we now call Business Yacht Ownership®—and pioneered approaches to making yacht ownership financially accessible long before these concepts became industry standard.
He was also far ahead of his time in embracing digital marketing and developing sophisticated CRM systems to manage the sales process. In an era when many dealers were still relying on phone calls and handwritten notes, Eric understood that technology and process would transform how we serve customers. These innovations became the backbone of ACY’s tremendous growth over the past 15 years.
Building the Fountaine Pajot Legacy in North America
Eric was the first Fountaine Pajot dealer in North America. He introduced an entirely new concept to the American market and quickly became one of the top dealers in the world. His relationship with the factory was so significant that Fountaine Pajot named the Maryland 37 power catamaran in his honor, a tribute that speaks volumes about his impact.
Long before it was common practice, Eric regularly brought customers to France to visit the shipyard in La Rochelle. He understood that the journey of yacht ownership begins long before delivery day, and that involving owners in the construction process creates a connection to their vessel that lasts a lifetime. This tradition continues at ACY today, where we regularly take clients to France to experience firsthand the craftsmanship behind their Fountaine Pajot yacht.
Eric also pioneered high levels of custom outfitting and commissioning, partnering early with Ken Krasko in Annapolis to “Americanize” French boats with air conditioning, ice makers, and the comforts U.S. owners expected. Those changes went deeper than just the addition of equipment. It was about understanding the American cruising lifestyle and helping a French manufacturer adapt to a new market. His influence helped guide Fountaine Pajot’s evolution into the luxury brand it is today.
A Sales Record That Speaks for Itself
The numbers tell their own story: Eric is one of the most prolific yacht salesmen in the history of our industry. He has sold more boats, over a longer period of time, than anyone I know, including more than 1,000 new Fountaine Pajot catamarans personally sold.
Think about that for a moment. Over 1,000 families entrusted Eric to help them find the right yacht. That’s not just sales. That’s decades of building relationships, understanding dreams, and delivering on promises.
The Sailor Behind the Salesman
Beyond his business achievements, Eric is an accomplished and passionate sailor. An avid racer, he holds the record for the most wins of the prestigious Maryland Governor’s Cup, along with countless other competitive victories. When Eric talks about sailing, you’re learning from someone who lives and breathes the lifestyle.
That authenticity is what made Eric such an incredible mentor. He taught from experience, shared knowledge generously, and showed all of us what dedication to the craft really looks like.
An Extraordinary Honor
In recognition of Eric’s contributions to the industry, Jean-François Fountaine and the Board of Directors of Fountaine Pajot awarded Eric their Gold Medal, an honor given to only a select few individuals over the past 50 years who have made exceptional contributions to the shipyard and the French yacht-building industry.
More than an award, this is recognition from a legendary French manufacturer that an American dealer didn’t just sell their boats, he helped build their brand, shaped their product development, and created a lasting bridge between French craftsmanship and American cruising culture.
The Next Chapter
As Eric begins his next chapter, he’s working on a book, and it’ll be one we’re all eager to read. It will be filled with stories from a life dedicated to this industry, insights from five decades of evolution, and the kind of wisdom that can only come from actually living the experiences he’ll be writing about.
A Personal Note
I’ve had the privilege of learning from Eric throughout my career. The lessons weren’t just about selling boats. They were about treating customers with respect, understanding that we’re helping people pursue their dreams, and recognizing that every yacht sale is the beginning of a relationship, not the end of a transaction.
That philosophy is woven into everything we do at ACY. When our team talks about the “ACY way,” much of what we’re describing traces back to principles Eric established decades ago.
Fair Winds and Following Seas
Eric, thank you for the legacy you leave behind, the people you’ve inspired, and the course you’ve set for all of us who follow. Your vision, passion, and dedication over a lifetime have shaped not just ACY Yachts, but the entire industry.
Congratulations on an extraordinary career. Fair winds and following seas as you sail into this next adventure.
The entire ACY Yachts family extends our deepest gratitude to Eric Smith for his decades of leadership, innovation, and mentorship. His influence will continue to guide us for generations to come.
