• A Q&A with Rick’s Small Sailboats, Florida-Based Dealer and MRAA Bronze Member
By Chad Tokowicz, MRAA Government Relations Manager
Rick Upson started his dealership, Rick’s Small Sailboats, with a simple goal: to share his love of sailing and help more people experience the joy of being on the water. Working solo from his home in Tallahassee, Fla., he keeps things lean, personal and focused. But like many small business owners, Upson is now facing new challenges. Recent tariffs on imported boats have created delays, cost uncertainty and pricing challenges.
The MRAA Advocacy Team connected with Upson to learn how these changes and tariffs are affecting his operations and what it means for small dealers trying to grow. In spite of the hurdles, he’s choosing to move forward with optimism, determination and a commitment to serve his boating community.
Will you tell us a bit about your dealership? Where are you located? How many employees do you have? How long you’ve been in business? What types of boats and marine products do you specialize in?
Upson: I run a small dealership based in Tallahassee, Florida, focused on new and used trailerable sailboats. Right now, I’m the only employee, and we officially opened on January 1, 2023. Initially, I sold only used boats, but in October 2023, I became a dealer for Weta Trimarans — currently the only new boats I carry. My territory covers Florida, Georgia, Alabama, Mississippi, Louisiana and Texas.
I plan to expand our lineup with models like the Rocket (similar to the Sunfish) and the Windsurfer LT (a modern version of the original Windsurfer). Right now, I have two used sailboats and one new Weta in stock, with four more new Wetas on the way from Indonesia.
Since I operate the business out of my home on 3.5 acres (with one acre cleared), I store boats under covered pole barns. Keeping operations at home helps minimize overhead.
What immediate effects, if any, have you seen from the recent tariffs in your day-to-day operations?
Upson: So far, it’s unclear. I’ve ordered four Weta Trimarans through my distributor, East Coast Sailboats, based in the Outer Banks of North Carolina. I haven’t received the invoice yet, so I don’t know how much the tariffs will affect the pricing. Once I see the bill, I’ll have a better idea.
Ultimately, the uncertainty around what I will end up being charged for something I ordered months ago highlights the difficulty facing marine retailers regardless of size, as the rapidly shifting trade dynamics and economic realities are making it difficult to forecast revenue as well as cost.
How have you responded to those cost increases? Have you passed them on to customers or found ways to absorb or offset them?
Upson: If the tariffs result in increased costs, I plan to pass those costs along to my customers.
Have the tariffs caused you to change how or where you source your boats or parts?
Upson: While I haven’t changed suppliers yet, I’m definitely concerned. Consumer confidence is at a 12-year low and sailboats are a luxury item people can do without. Even so, I went ahead and ordered four new Weta Trimarans — my wife thinks I’m crazy! I’m hoping there’s still a market for them despite the uncertainty.
Have product delays or shortages become more common due to the tariffs?
Upson: I’m not sure yet. Other than the Weta order, I haven’t placed any new orders since the trade tensions began, so I don’t have enough data to say for certain.
Looking at the bigger picture, how have the tariffs or global trade environment influenced your long-term business planning?
Upson: Honestly, my bigger concern is political. I’m more worried about the state of democracy in the U.S. than about the direct impact on my business. That said, uncertainty — political and economic — does make long-term planning harder.
Looking ahead, what’s your outlook on how tariffs and economic uncertainty might shape the marine industry?
Answer: I’d like policymakers to understand that tariffs won’t immediately bring boat manufacturing back to the U.S. — that takes time, investment and stability. No one is going to build a factory unless they believe these tariffs will be in place for years. The problem is, tariff policy keeps changing. One day it’s on, the next it’s off. That kind of unpredictability makes it hard for small dealers like me to plan for the future.
Tariff Policy Changes, Business Challenges
When costs and timelines are unpredictable, it is harder for dealers to plan ahead, manage cash flow or maintain stable pricing. That uncertainty often trickles down to customers, affecting both affordability and experience. Creating more consistency in trade policy could go a long way in supporting the stability small businesses and their customers rely on.
Connect & Learn
Are tariffs and the uncertainty surrounding them a major hurdle for you? Looking to connect with MRAA’s Advocacy Team, reach out to Chad at chad@mraa.com.
Additional Articles on Tariffs:
• Tariff Policy & Cross-Border Marine Trade with Kellen Friedlander, Great Lakes Marine, an MRAA Bronze Member.
• Chart a Course Through Tariff Uncertainty from Huntington Distribution Finance, an MRAA Education Champion.
