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Why Boat Sales Follow-Up Wins More Buyers
Strong salespeople know follow-up is everything. Learn how boat dealers can better manage pre-sale communication to build relationships and close more deals.
May 21, 2025
Strong salespeople know follow-up is everything. Learn how boat dealers can better manage pre-sale communication to build relationships and close more deals.
By Bob McCann, Lead MICD Program Consultant When I made the walk from the automotive industry to the marine industry in 1999, two areas of concern jumped out at me. A Missed Opportunity: Neglecting Customer-Pay ServiceThe observation of a missed opportunity in service was mostly my ignorance of the enormity
By Bob McCann, MRAA Lead MICD Program Consultant Think about your workplace for a few minutes, and imagine a stressful day – we all have them now and again. Think for a second about when that stress bubbles up, who at work do you run to? Who do you vent
• Best Practice for Overcoming Price Objections: Listen to Your Customers More Than You Talk Updated March 4, 2026 By Bob McCann Many salespeople are conversationalists. That’s a great asset since you’re dealing with new people every day. But to make a sale, you must also be an excellent listener.
By Bob McCann, Lead Certification Consultant, MRAA Customer satisfaction in our industry is defined as a measure of how a boat builder’s product and a dealer’s service perform compared to customer’s expectations. It has long been the method to measure the effectiveness of the Marine Industry Certified Dealership Program (MICD).
By Bob McCann, MRAA Lead Certification Consultant How this simple task closes the gap between dealership expectations and dealership results As a dealership manager, you know how you expect your employees to operate. You know the steps they should take when a boat arrives for service, as each boat goes
It has been such a delight to hear from every dealer who I’ve spoken with over the last couple of months tell me about their record pace for sales and service, in addition, to the amount of new business coming from new boaters. New blood is what this industry has
We rarely get pushback from dealers on the need for job descriptions. However, this one requirement often slows down a dealer’s completion of their Certification checklist. For some reason, creating and updating job descriptions ranks right up there with cleaning out the head — except when it comes to the
