How ICE helped Wind Charter Brasil go global and what niche charter companies can learn
When a unique destination meets the right platform, big things happen.
We spoke with Mariani Castilhos, co-owner of Wind Charter Brasil, about how showcasing their boutique fleet at ICE helped them turn Brazil into a new and exciting place for charter.
From over 50 new partnerships to rapid international recognition, Wind Charter’s journey shows what’s possible when strong local vision meets the right global network.
1. Can you present yourself and the company you represent?
I am Mariani Castilhos, one of the 3 Owners of Wind Charter Brasil.
Wind Charter was founded in 2013 and today we are the leading company in our market not only for of our fleet but also because we hold the largest part of the brazilian market share.
2. What makes Wind Charter Brasil different from other charter companies, and how do your services benefit your clients?
We are a charter boutique and that is what makes us different.
Our mission is to meet the needs of our clients and exceed their expectations not only through our level of customer service, but also through the exuberance of our sailing area.
We are blessed to be in one of the most extraordinary locations on the planet for chartering. We are an unexplored and exotic destination with untouched nature. For this reason, we are able to offer a unique charter experience.
3. What motivated you to participate in ICE for the first time and do you remember when you attended ICE for the first time?
Our first participation at ICE was in 2022. This 2025 edition will be our fourth time participating as exhibitors.
We initially approached ICE to try to open some doors for Brazil as a charter destination for the world.
ICE was a great and pleasant surprise for us. Not only did we achieve our goal of showcasing our country, but we also had contact with the biggest players in the industry. We never imagined that there could be an environment dedicated to B2B relationships. It’s brilliant.
4. Coming from Brazil and being a relatively new company in the European market, how did ICE help you break into the international scene?
Ice made it possible for us to experience a 10-year journey in 1.
Everything happened very fast and we created new relationships and new friends in 3 days. The 3 most intense days from the perspective of generating new business.
5. Can you share how many new business partnerships or collaborations you’ve established through ICE so far?
Certainly more than 50 new partnerships with deals already closed at this point. In addition, an even greater number of agents are now working to sell our charters. In this case, considering this is a new and exotic market, this number of deals closed is truly significant.
6. Can you name a few companies with whom you’ve built strong relationships thanks to ICE?
The Globesailor was a long-term partner that we could meet in person for the first time at ICE.
Samboat, for sure one of the success stories we had thanks to ICE. Also, MMK Team, Nausys Team, Benneteau Group, Floatist team, Studio Disegnat, MedSailing Adventures, etc.
7. Were there any specific deals or milestones achieved during or after ICE that had a significant impact on your company?
Samboat, as I mentioned above, is a success story we have to share.
I first met Josh Corke, International Account Manager at Samboat, at ICE 2022. In 2023./2024. we went from zero to 19 bookings in one year period of time. If you consider that we were a new exotic destination, and people never heard about us before as an option for charter, this is a big achievement.
I want to add, and I guess this alone would be enough for us to keep coming to ICE, that the show gives us opportunities to learn.
8. What makes ICE different from other industry events and what role does Handshake App has there?
ICE is special because it is a business-focused event. It is where we can focus on generating connections and growing our business on a large scale. Since a large part of the charter industry participates in the show, we can focus our efforts in a different and more productive way. For charter bases in particular, being able to set up a stand focused on showing our facilities and boats to agents is a unique opportunity.
Specifically, the Handshake app brings everything together. The app allows you to reach those who can really add value to your business. It optimizes your time and connects people that you would otherwise not have access to.
9. What advice would you give to other charter companies considering attending ICE for the first time?
My advice is: do not hesitate. Attend and connect through the Handshake app.
10. Looking ahead, how do you see Wind Charter Brasil growing, and what role will ICE play in that journey?
Wind Charter is growing fast and reaching new markets that were unavailable to us. We see this as a growth opportunity for the future. Part of this comes from our participation at ICE.
For us, being seen and remembered is very important, as this builds trust with agents and partners. Opening a new exotic destination in the charter industry is not an easy task and requires consistency, as a way to consolidate in the market. ICE is one of the ways through which this becomes possible.
