In the midst of 2020’s crazy selling season, the marine industry witnessed a direct and inverse relationship between sales growth and dealership customer satisfaction scores. During the third quarter, sales-related CSI fell even further, hampered mostly by low scores for sales person follow-up.   While overall Sales CSI scores dipped by just a half of a […]

Many dealers are registering for Dealer Week for the very first time in 2020, thank you, largely to the move to a virtual environment.   In addition to being delivered right onto the device of your choice, the online Dealer Week comes to you at half the normal rate and without all of the flights, […]

While dealers across North America scramble to sell boats with little-to-no inventory in stock, manufacturers are scrambling to catch up on production.   At most boat builders, the incoming orders are far exceeding the ability to produce.   At a 100-boat-per-week builder, for example, they are currently receiving 300 new boat orders per week. “It’s […]

If you’re like most dealers, you can simply shake your head in amazement over what happened in 2020. A fast start, a sudden stop, and an unparalleled, dizzying re-acceleration to the business of selling boats.   The pressing question now appears to be: What does 2021 have in store?   There’s so much to consider […]

In any business, it’s difficult to ascertain just what it is that our customers want and need. In a discretionary income business like boat sales, it’s even more difficult. And when you add in the technology that makes shopping from home a breeze, well, it can feel downright impossible.   There are, however, a few […]

All this talk about the customer experience feels great. We can all nod, smile and agree that the steps we’ve shared over the last few weeks are great tactics for delivering for our customers. But how do you pull it all together in a customer experience strategy?   This is exactly where MRAATraining.com comes into […]

In any summer selling season, you feel rushed.   There are leads to nurture, customer questions to answer, trade-ins to evaluate, and deals to finalize. There are boats to prep, parts to order, deliveries to make, and customer-mandated deadlines to launch boats. You don’t even know how it will all get done.   Leads accumulate, […]

There’s lots to celebrate related to industry momentum when it comes to interest, sales and participation in boating and fishing. But there’s also a dark side to this story: the customer experience.   As sales leads have increased in some cases by 300 and 400 percent, and sales continue to hit record levels, the normal […]

As long-time boating enthusiasts and professionals, it’s easy for us to forget how much first-time boat buyers don’t know about boating.   Last week, for example, I watched as a new boat owner tried more than a dozen times to back his trailer down the ramp to retrieve his boat. He gave up and asked […]

Every year the market place throws a mix of new challenges at you and your business. Whether they’re personnel changes, technological obstacles, product line updates or evolving customer or partner preferences, they change the dynamics of how you approach selling and servicing boats.   With little-to-no warning, the boating industry changed forever with the health […]