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Boat-tax cut shows best result can be bipartisan

Posted: Thursday, August 27, 2015 12:01 am

Boat-tax cut shows best result can be bipartisan


This newspaper already is on record in favor of capping New Jersey’s sales tax on boats to make it more competitive with other states, which would increase marine-related business at the shore.

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7 simple ideas to create a motivated sales culture in your dealership

I talk with tons of dealers over the course of a month and often hear things like …

  • “Our sales team is just not motivated.”
  • “We don’t follow-up like we should”
  • “We can’t get good people, especially salespeople”
  • “Our salespeople can’t hold margins”

Over and over I hear these issues with salespeople from big dealers, small dealers, dealers in the U.S., Canada. It was a very consistent theme so I figured I’d try to offer some ideas.

When I work with dealers, I see this same issue all the time: crappy attitude and unwilling to change! And, it’s normally with long-term employees who have been through the wringer with you over years and even decades.

I’m going to share seven ways that my coaching members overcome this issue.

1. Interrupt their normal routine

It’s real easy to get in a rut at work. Especially with long-time employees who’ve seen the “good times” and are just worn out over the past five to seven years. They just long for the good times to come back.

Sorry to say, they won’t be back any time soon … if their attitudes don’t change.

So, interrupt their normal routine. Move their offices. Start a new morning meeting routine. Require they do a video boat walk-thru each morning before anything else.

Find something different that will jolt their normal routine they’ve done for years with a new positive action. Make it a change to environment or the start of their day, something that is a pattern interrupt and kick off with a productive start to their day.

(If your attitude is not on target, this can work for you as well.)

2. Recognize and reward the positives

Motivating an employee is not a one-time occurrence. It starts with a culture of recognizing the actions and behaviors you want from your employees. And, as the owner, you are responsible for the culture.

Good or bad, your employees and business culture starts with you. Next time you see an employee doing something you’d like to see more of, recognize them … right away, one-on-one: “Hey Bob, great job with that client, I saw you collect all of their information and enter it into our CRM system.”

Make a habit of seeing the good things, acknowledging them right away and everyone will naturally do more of those good things.

3. Create goals together (but not like you think)

When I work with my members on goal setting, it’s not just the big sales numbers we focus on. I like to break down even further into the actions that will create the large goals.

Create weekly or monthly goals for the number of out-bound phone calls, the number of quality personal emails sent, the number of video boat walk-thrus created, the number of testimonials gathered.

Do the same for service, storage, parts – any department where you have an issue.

Track all of these numbers somewhere in the dealership that everyone can see (except clients). This will motivate everyone to hit the goal or be encouraged by their peers.

Then, reward the achieving of these goals with a group reward. The entire company must achieve their goals (including you) and when they do, bring in pizza for everyone.

This type of goal setting will bring the entire staff together for a single purpose.

4. Create and implement systems

If you’ve been through a management training program or participate in a 20 group, you know how important systems can be to achieving high levels of success.

But, how do you create a sales or marketing system?

A system is just a set up of connected things or parts forming a complex whole.

Developing the framework for a sales and marketing system will take some time and effort. However, the results are a consistent game plan to convert more higher-margin boat sales (when done properly).

5. Start having fun again

Talking with boating industry folks these days, you hear a lot of pining for the good old days. And, it’s not just the good money everyone was making … it’s the fun they were having.

Manufacturer training, client appreciation events, dealer meetings, industry events, good times at the dealership. It almost sounds like the boating business was one big party back in 1996.

Well, why can’t you bring some of that fun back? No, it doesn’t have to be big expensive destination trip.

How about taking the whole dealership out for dinner to celebrate a big win? Do a team building exercise with the whole business. Make it fun, make it work related, but make it include everyone.

When’s the last time your techs, support staff, accounting, service, sales and whomever else all rallied around a single goal?

Take a step back from the day-to-day grind and figure out a few ways to put some fun back in your boat business.

6. Fire Someone (if necessary)

I know that doesn’t really sound like a motivational tool and I don’t want to sound harsh here… but sometimes people need to be fired.

If you have a team member who’s attitude is toxic, who’s effort is lazy, who’s work product is unacceptable and they haven’t made the improvements you’ve demanded … it may be time to let them go.

It can be very demoralizing for those on the team who do work hard, deliver excellent work product and have the right attitude to come to work every day and see the exact opposite getting paid week in, week out.

If you’ve done your part as a leader to motivate, train and change their behavior, it may just be time to part ways.

The former GE CEO Jack Welch used to say, fire the bottom 10 percent every year. Not only does it send a message to everyone else that we only keep winners but it also motivates the top performers when you recognize their achievements.

When you have only two, five, 12 or even 50 people in your company, that 10 percent number doesn’t really work. But, if they need to go, take the right steps for your business and allow them to move on to another company where they are a better fit.

Your staff will likely say,“I can’t believe you didn’t do that sooner, that person was a major road block to our greater success.”

On a side note, if you have hiring needs and want to ensure you hire the best candidates, you may want to check out this site: www.HireSmartInTheBoatBiz.com

Here’s to a Motivated Sales Culture in your boat biz for the 2016 selling season!

Matt Sellhorst is the author of the book “Marine Marketing Strategies” and Head Profits Coach at Boat Dealer Profits. Sellhorst was also the winner of the MDCE Best Ideas Contest, Boating Industry’s Movers and Shakers Bold Moves award, top producing boat salesman, speaker and presenter at the Marine Dealer Conference and Expo. He now helps dealers, brokers and manufactures sell more boats with proven sales and marketing systems.

To receive a free copy of the only business building and marketing book for the marine industries; Marine Marketing Strategies, visit www.HowToSellMoreBoats.com to receive instant access (and your special bonus training). More info at www.BoatDealerProfits.com.



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Creating a Retail-Sales Center for Your Boat/RV-Storage Customers – Inside Self

By Nancy Martin Wagner



Boat and RV storage can be an excellent profit center for self-storage facility operators in several markets; however, these operators can make even more money if they also offer products and supplies designed specifically for their boat and RV tenants. These might include items customers forgot to pick up before an outing or ones that aren’t easy to find at other stores, such as humidity absorbers, RV-friendly toilet tissue, stretch cords, tarps and more.

This is where your retail center comes in! Offering these must-have items will boost your facility’s revenue while providing tenants with conveniences and superb customer service. Here are some ways to turn your management office into a boat/RV-storage specialty shop.

Maintenance Products

Boats and RVs require regular maintenance to run smoothly, but when they’re in storage, it can be easy for their owners to forget essential tasks. The following products will make it simpler for your boat/RV-storage customers to keep their vehicles in good working order and also help protect your facility from maintenance-related hazards.

  • Offer tarps in various sizes, such as 10-by-12 feet or 18-by-24 feet, so owners can cover their vehicles while in storage. Stretch cords in 10 packs or nylon tie-down ropes in 50-foot packages are also useful for tarping.
  • Clear, self-adhesive, carpet-protector plastic in rolls of 24 inches wide by 50 feet long or 21 inches wide by 30 feet long will help keep vehicle carpets clean.
  • Packaged humidity absorbers will help prevent mildew, mold and musty odors when storing a camper or boat. These can be sold as hanging bags, buckets and pouches and should be replaced every three to six months.
  • Some vehicles will leak oil or anti-freeze. An oil shield will soak up 10 times its weight in oil and is a better solution than cardboard. This will help you save your concrete and pavement and avoid slippery spots. The oil shield can be purchased in three different sizes: 2-by-5 feet, 4-by-5 feet and 4-by-10 feet.
  • Magnetic LED lights are a great item to sell to vehicle-storage customers. You can offer them at an affordable price and still enjoy a full margin.
  • RV owners are always in need of heavy-duty, outdoor extension cords, locking power cords and power-cord extenders.
  • RV/marine toilet tissue is 100 percent biodegradable and dissolves rapidly to prevent clogging in holding tanks and sewer hoses.
  • RV owners need water bottles that fit on an RV refrigerator shelf and have a convenient tap dispenser.
  • Boaters and RV owners may need other items such as safety chains, power-adaptor plugs, universal wire kits and small garbage-bag refill rolls.

The above products aren’t easy to find in an average convenience or grocery store. By offering them at your storage property, you’re doing your customers a favor. Just make sure you price items competitively to garner trust and keep customers coming back.

Security Products

Security is critical for stored boats and RVs, and there are different ways to secure a vehicle depending on its size and type. When it comes to protecting his investment, the owner should do everything possible to ensure a thief isn’t able to hook it up to a truck and tow it away. As the storage-facility owner, you can sell products to aid him in his task.

First, your customers should lock the coupler on their vehicle with a padlock or disc lock and insert a dummy trailer ball (available in a box set) into the tongue before locking it. If the tongue receiver is full, a thief will find it very difficult to hook up to the trailer. If the trailer has a pintle-style receiver (as on most transport, construction and military trailers), there’s a pintle lock that can be inserted into the receiver and secured with a padlock.

Vehicle owners can also use wheel locks or boots, one on each axle to make it difficult to move the trailer. They can even wrap a chain around each axle and lock it with a disc lock, which is difficult to cut with bolt-cutters.

Disc locks often come packaged in two-packs or five-packs, keyed the same. A self-storage operator can buy them at whole sale and sell them for approximately $10 per lock, making a full margin. Combination disk locks that allow the customer to reset the code are also available. There are also locks made for kingpin/fifth-wheel RV trailers. Cast of ductile iron, they can withstand maximum abuse.

It’s your job to explain to every customer the importance of preventing unwanted drive-offs of their property. By providing a selection of locks and other security products in your retail center, you assist him in securing his investment while generating more ancillary income for your site.

All of these products will make you an expert in the eyes of boat and RV owners. By offering the supplies they need to prepare for and enjoy their journeys, as well as those that help them maintain their vehicles while in storage, your facility will generate more revenue than it would by offering boat/RV storage alone. By stocking the items you need to provide a great retail center, you’ll attract and retain more business from boat and RV tenants.

Nancy Martin Wagner is vice president marketing for Chateau Products Inc., a lock and latch manufacturer specializing in the self-storage industry. The company offers disc locks and padlocks for resale as well as cylinder BEZEL latching systems, retail-store fixtures, and packing supplies. All orders are shipped within 24 hours from the company’s Florida or Nevada warehouses. For more information, call 800.833.9296 or visit www.chateauproducts.com.


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Influx of illegal immigrants to Europe boosts life vest and boat sales


CIHAN 

| ISTANBUL 20.08.2015 14:36:41






Influx of illegal immigrants to Europe boosts life vest and boat sales

Illegal immigrants, leaving their countries due to security and economic concerns, use Turkey as a transit route, which led to a rise in sales of life vest and boat. br/br/With each passing day,

Illegal immigrants, leaving their countries due to security and economic concerns, use Turkey as a transit route, which led to a rise in sales of life vest and boat.

With each passing day, more and more immigrants attempt to cross into the Europe mostly by sea. Such a dangerous travel creates need for life vest.

A salesman named Yüksel Tekeli stated that they often have difficulty in meeting great demand of dealers. “There is a huge demand for life vest. We cannot meet the need,” said Tekeli. He said the reason why they sell large numbers of life vests above average stems from the illegal immigrants trying to enter Europe through sea.

There is also a considerable rise in the sales of boat. Another salesman, Mesut Şener, said the people who deal with human trafficking does not pay attention to security of the immigrants. “Twenty people are placed in a boat which is available for five people. That can bear some inevitable results,” added Şener.

SHOT LIST (EXCLUSIVE)

Thursday, August 20, 2015 SOURCE CİHAN

- Var life shops which vest and boat are sold
-Var of exhibited marine products in front of the shops
-Var of Galata Bridge and shops
-Var of boats on the sea
-Var of explanations of Yüksel Tekeli a salesman
-Var of different type of life vests
-Var of boats which is used during the dangerous journey to Europe
-Var of explanations of boat seller Mesut Şener

DURATION: 05:40








All


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Boat sales growth ticks up in July

Boat sales continued their year-over-year growth in July, with unit sales tracking up about 8 percent for the 12 months ending last month, according to the latest Info-Link Bellwether report.

The slight increase in the growth rate followed declines in May and June, but was still below the 10 percent growth seen earlier this year.

The Bellwether report tracks boat sales across the country based on new U.S. boat registrations. Bellwether states are geographically dispersed states representing roughly half of the US boat market (varies by market segment and time of year).

Sales were up in every category for the period, with the exception of sterndrive/jet, which was down about 5 percent over the last year.

The sportfish segment showed the strongest growth, with unit sales up north of 10 percent for the 12 months ending in July. The outboard, PWC and ski segments were all up about 10 percent for the period.



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Brewer Yacht Sales teams with Swedish builder

Posted on August 18th, 2015


Nimbus Boats Sweden AB, one of Europe’s most renowned power cruiser builders, announced its expansion into U.S. and Canadian markets with preferred partners Brewer Yacht Sales.

“Based on thorough market research by the owners of Nimbus Boats Sweden AB, R12 Kapital, it has been decided to make a long-term commitment to enter the North American market,” the company said in a statement. “After meticulous selection to find the right partners as representatives of Nimbus Boats, it is an honor to introduce the first preferred partners on the USA market, Brewer Yacht Sales.”

Brewer Yacht Sales is an integrated part of Brewer Yacht Yards and Marinas and it operates 10 full-time brokerage offices with 16 brokers throughout New England.

Brewer Yacht Yards encompass 24 full-service locations from Maryland to Maine.

Nimbus Boats and Brewer Yacht Sales will premiere two all-new 2016 models at the Fort Lauderdale International Boat Show in November. The 365 Coupé and the 305 Coupé will be debuted with USA Cruise packages.


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Personal watercraft, jet boats spark summer sales

Sales of personal watercraft, including the Sea-Doo Spark, and jet boats are at some of the highest levels in years as buyers emerge late in the summer.

Industrywide sales of recreational boats were up more than 5% in July, according to estimates from 30 states representing 70% of the U.S. boat market, Statistical Surveys Inc., a Grand Rapids, Mich. firm said Tuesday.

Jet boat sales climbed nearly 25% from a year earlier, while personal watercraft sales were up about 17% — with those categories offsetting modest or slight growth in some other product areas including larger powerboats.

Especially with personal watercraft, there are “impulse buys” this time of year, said Ryan Kloppe, Statistical Surveys’ national marine manager.

“I use the term ‘steady, moderate growth'” for the industry overall, Kloppe said.

Makers of personal watercraft, such as the Spark, have given a nod to an affordability trend. At $4,999, the Spark sells for about one-third of the price of a more deluxe Sea-Doo, making it attractive to boaters wanting more than one way to get on the water.

“A lot of personal watercraft are owned by people who own other boats,” said Thomas Dammrich president of the Chicago-based National Marine Manufacturers Association.

Sales of small to medium-size fiberglass boats were up 4.6%, while aluminum-boat sales climbed 4.3% from a year earlier.

Those aren’t bad numbers, Dammrich said, given that a 5% or 6% increase would be what’s expected in an exceptionally good year for the industry.

“August continues to be a good month,” he said.

Higher interest rates and some weakness in the economy could take the edge off boat sales. Still, the industry is enjoying one of its best times since the recession.

“We are expecting continued growth in recreational boating at least until the middle of 2018,” Dammrich said.

Sales of pontoon boats, which have been strong for several years, slipped about 2% in July, although the category led the other segments in total sales.

“I have been told that the explosive growth in pontoon boats is starting to fade. They’re still selling, but not like when the market for them was really hot,” said Charles Plueddeman, a freelance marine industry writer from Oshkosh.

Modest-size pontoons, between 20 and 22 feet in length, have been popular because they’re versatile and less expensive than other boats of comparable size.

Some of the most popular boats now, including pontoons, can be customized for many purposes including fishing and SCUBA diving.

“People prefer what we call a ‘day boat.’ You can spend the day pulling a skier with it, or you can go fishing with it. A day boat is a platform for a lot of different activities,” Dammrich said.

“Even center-console fishing boats are starting to get more amenities to make them more family friendly, so they can be used by hard-core fishermen and also by the family to go out on the water for a day,” he added.

Earlier this year, Fond du Lac-based Mercury Marine unveiled some of the most powerful engines it has ever produced, including a 1,550-horsepower, stern-drive unit that can push a boat at speeds up to about 150 miles per hour.

That engine alone is priced at more than $163,000, not including the stern-drive.

At the same time, however, Brunswick Corp., the nation’s largest manufacturer of recreational boats, has said every new model of boat should cost the same or less than the model it replaces.

Brunswick is the Forest Lake, Ill.-based parent of Mercury Marine. The company has nearly a dozen boat brands, including Bayliner, Crestliner, Lund, Lowe and Sea Ray.

A few of those models cost hundreds of thousands of dollars. But even at the high end, there’s more emphasis on reducing the price so that people will buy new boats rather than used ones.

“A lot of boat builders are recognizing that boats have become way too expensive. They’re making an effort to go after the entry-level, younger customers,” Plueddeman said.


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Boat sales continue gains in July

Posted on August 18th, 2015
Written by Jack Atzinger


Click to enlarge.

Click to enlarge.

Traditional summer fun boats — jetboats, ski boats and personal watercraft — had their day in the sun in July, leading the recreational boat industry to an industrywide sales gain of 5 percent.

Jetboats and PWC achieved double-digit sales gains and made up for a nearly flat performance in the industry’s main powerboat segments.

Industrywide sales totaled 25,778, up 5.3 percent from 24,489 in the same month last year in 30 early-reporting states that represent about 70 percent of the U.S. market, Statistical Surveys reported today.

“The late-summer regulars are hitting their stride,” Statistical Surveys national marine sales manager Ryan Kloppe said. “July is typically the third- or fourth-best sales month of the year.”

Sales of PWC rose 16.7 percent to 9,182, more than double the total of any other industry category. Sales of ski boats rose 7.1 percent to 827 and jetboat sales rose 24.5 percent to 559.

Within the main segments, the gains were more modest and sales were lower in a few categories than they were in July of last year. Overall sales rose just 0.7 percent to 14,015 for the group.

Sales of small to medium-size fiberglass outboards rose 4.6 percent to 4,186 and sales of aluminum fishing boats climbed 4.3 percent to 2,984. Sales of aluminum pontoon boats slipped 2.4 percent to 4,528, although the strong pontoon category led the main segments in total sales.

Kloppe said some boat buyers might have been hesitant, fearing the effects in this country of economic problems in such countries as Greece and China, “but we’re still on track for 6 to 8 percent growth [in total sales] this year. We’re just under that right now.”

Florida usually leads the early-reporting states, but Texas surprisingly topped the list this month with 3,563 sales, up 494 from 3,069 last year. Kloppe said a rainy spring in the Southwest that eased drought conditions and filled lakes and rivers probably contributed to the sales surge.

Florida was second with 3,185 sales, up from 3,126 last year. Michigan was third with 2,334 sales, up from 2,222, Minnesota was fourth with 1,463, up from 1,397, and New York was fifth with 1,447, up from 1,428.

The rest of the top 10 were North Carolina (1,408, up from 1,138); South Carolina (1,306, up from 1,120); California (1,185, down from 1,205); Washington (1,104, up from 735); and Alabama (857, down from 943).

The Coast Guard was up to date in its reports of documented vessels, providing a complete picture of sales in the cruiser and yacht segments. Sales of 31- to 40-foot cruisers fell by four, to 115, but sales of 41- to 62-foot yachts rose by nine, to 70; sales of 63- to 99-foot custom and semicustom yachts fell by five, to 22.

Sales of sailboats fell by 24, or 9.2 percent, to 236.


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Growing refugee traffic boosts life jacket, boat sales in Turkey

The recent increase in refugees traveling through the Mediterranean Sea has prompted an unexpected boom in life jacket and inflatable boat sales in Turkey, a transit point for those who have been fleeing their homelands for a better life in European countries.

Tens of thousands of migrants fleeing war, poverty, violence, hardship and persecution in the Middle East, Africa and Asia are taking risky journeys in small boats across the Mediterranean Sea this year, hoping to be granted asylum or illegally settle with the help of human traffickers in European countries.

According to a recent report by the United Nations High Commissioner for Refugees (UNHCR), nearly 44,000 Syrians arrived in the EU in July alone, the largest group of refugees arriving in Europe.

The refugee influx, however, has increased the volume of boat and life vests that are sold in the Turkish market. Boats for four people, which cost between TL 1,500 and TL 5,000, are out of stock both online and in stores, and life jackets, priced between TL 50 and TL 250, are quite hard to find.

In recent years, Turkey has become home to around 1.9 million Syrian refugees escaping the bloody civil war in their homeland. Unofficial figures speculate that the real number of refugees is around 2.5 million when unregistered migrants are included.

Earlier news reports this month reported that thousands of Syrian refugees hoping to travel to Europe via the Greek islands are in Turkey’s Aegean province of İzmir, turning it into a hub of human smuggling.

There are as many as 69,500 Syrian refugees currently living in İzmir according to official figures but the actual figure is believed to be around 100,000.

Even though their primary business is not the sale of such products, the garment industry in İzmir’s Basmane neighborhood has entered the market with several textile stores offering low-quality boats and life jackets that do not comply with safety requirements.


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Boat maker to add jobs – Americus Times

Posted: Sunday, August 16, 2015 11:00 am

Boat maker to add jobs

Beth Alston

Americus Times Recorder

AMERICUS — The Americus Sumter Payroll Development Authority received some good news at its monthly meeting on Tuesday

Chad Roberson of H2O Sports Manufacturing, LLC, announced that their first dealer meeting, held July 18, at the Lake Blackshear Resort and Conference Center, was a huge success.

“We knocked it out of the park,” he said, adding that his company took 300 orders for boats at the meeting and will be hiring 12 to 15 additional employees in the next 30 days.

Roberson said the company, which opened here in October 2014, now has 20 dealers but will have 30 by year’s end. The company now employs over 30 full-time people and builds three lines of boats.

H2O’s sales are only domestic at present, “primarily Texas and eastward,” according to Roberson.

Although the company only started production in February, it now has $5.6 milion in backlog sales. Currently producing two boats per day, Roberson says with the addition of employees and molds, he hope to bring that number up to three or four.

An SBA loan for the company has been approved, he said, and should be funded next week.

“We have the orders, the people, and the money,” Roberson added enthusiastically. He also thanked the PDA for their support. “Hopefully we will continue to grow and hire more people.”

In her report, PDA Executive Director Barbara Grogan said her office has been “extremely busy” over the past 45 days with prospect visits. She said a prospect is coming back in “a month or two” to discuss leasing the spec building for storage.

Grogan also said she had set up interviews for Thursday and Friday for the Chamber of Commerce/PDA shared position for which she had received about 30 applications.


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