Special Bulletin – Louisiana requests help from marine community
August 31, 2005
CHICAGO – The Louisiana Governor’s office has requested assistance from the National Marine Manufacturers Association and its members for the search and rescue effort now underway along the Gulf Coast in the wake of Hurricane Katrina. NMMA issued an alert to members this morning, forwarding... Read more »
Interview with West Marine CEO Peter Harris
August 31, 2005
EDITOR’S NOTE: During an exclusive interview with Boating Industry on July 21, 2005, West Marine CEO Peter Harris shared his vision for the boating supplies retailer’s future and how it will impact its suppliers. The interview, which lasted well over an hour, took place during West Marine’s... Read more »
Dealer certification drives profitability
August 31, 2005
The Marine Industry Dealer Certification Program consists of business practices the best dealers use to grow their business. The retail world is undergoing a major transformation. How and where people shop and what they expect are changing. The consumers driving these changes are shopping for marine... Read more »
Dealership Makeovers
August 31, 2005
Much effort goes into keeping the 28 palm trees around Prince William Marina looking vibrant, but co-owner Carlton Phillips says they’re worth the fuss. More than just swaying gently in the breeze blowing off the Occoquan River in Woodbridge, Va., the trees represent a customer-first attitude that... Read more »
I Want That Business
August 31, 2005
The stereotype of a CEO is a stuffy old man in a suit, focused on the big picture and thus hidden away from employees and out of touch with customers. But Peter Harris, West Marine’s new CEO, doesn’t fit this. He’s the very definition of a people-person, with an infectious enthusiasm for his job,... Read more »
Hot Property
August 31, 2005
Advocacy is often birthed by acts of hostility. Such was the case with David Blackburn, president and CEO of The Thomas G. Faria Co., Uncasville, Conn. Several years ago, the company found out that a Chinese manufacturer was selling counterfeit Faria gauges in Central and South America. Blackburn’s... Read more »
Addressing common buyer objections
August 31, 2005
Steve would always disclose the extended protection plan as optional, but because it was already in the contract the customer usually said, “Yes.” There were times, though, when he would get objections. Here’s how he handled the most common objections. Customer: We don’t want the extended... Read more »
A Dealer’s Suggestion to Manufacturers
August 31, 2005
In April 2002, I wrote an article, “Free Advice to Manufacturers on How to Write a Friendly Dealer Contract.” Even though it was free, I was underwhelmed by the response from my manufacturing friends. Now we have a new thrust for action, courtesy of Tiara’s David Slikkers and the efforts of... Read more »
Volume Discounts – Good or Bad?
August 31, 2005
I had an interesting phone call recently from a Texas dealer regarding volume discounts. He had read one of my recent columns where I mentioned that new car dealers, large or small, paid the same price for new cars and trucks. The main reason for his call he said was to get my thoughts on why volume... Read more »
Cooler Heads
August 31, 2005
For David Slikkers, it was a personal thing. Sure, his effort to standardize dealer-manufacturer agreements was intended to repel legislative — or litigative — action. But the CEO of S2 Yachts, Inc. also had a need to strengthen relationships. Back in May, Slikkers and Glenn Mazzella, chairman of... Read more »
