MRAA Launches Marine Retail Lifetime Achievement Award Nomination Period

The Marine Retailers Association of the Americas has opened the nomination period for the 3rd Annual Lifetime Achievement Award. The Lifetime Achievement Award recognizes marine retail professionals who have made fundamental, significant and sustained contributions to the marine industry.

Applications are due October 18th, 2019.

Last year, Gary Briggs of Wayzata Marine, Wayzata, Minn., was named the second recipient of the award. Briggs was a founding member of the Minneapolis-St. Paul Metro Marine Dealers Association and has remained active for more than 50 years. He held a 43-year membership of the North Central Marine Association, and he became an MRAA member in the mid 1970s. And over the years, he was recognized as the founder of the Darlene Briggs Marine Industry Woman of the Year Award, Boat & Motor Dealer magazine’s National Dealer of the Year, an Irv Rosenthal Award winner and an NCMA Hall of Fame inductee.

The selection of the Lifetime Achievement Award recipient will be made on the basis of the nominee’s contributions to the industry; the lasting impact of those contributions; and the demonstration of a lifetime commitment to the business of selling and/or servicing boats, and the delivery of an outstanding boating lifestyle to consumers.

“Presenting the MRAA Lifetime Achievement Award has quickly become one of the greatest honors of my professional position,” says Matt Gruhn, President of MRAA. “The leaders we recognize through this award really laid the groundwork for the health and prosperity of the marine industry and our incredible network of boat dealers.”

The award will be presented on December 10th, 2019, during the MRAA Awards Ceremony, at the inaugural Dealer Week, MRAA’s Annual Conference and Expo. For more information or to submit a nomination, visit here.

Nominations for the MRAA Lifetime Achievement Award may be submitted by anyone, including self-nominations. Nominations may not be made anonymously, as the burden of offering evidence of merit falls on the nominator. Those nominations should include the nominee’s resume and/or career summary; a comprehensive description of the nominee’s major contributions to marine retailing, with supporting documentation; and at least three letters of endorsement, providing further evidence of the significance and magnitude of the nominee’s professional achievements.

Anyone who lives up to these criteria is eligible for consideration, although individuals selected for this award should normally be in or near their retirement. The award may be received posthumously.

About the Marine Retailers Association of the Americas
At the Marine Retailers Association of the Americas, we believe that for the marine industry to thrive, the retail organizations that interact with the boaters in their community must thrive. With that in mind, MRAA works to create a strong and healthy boating industry by uniting those retailers, providing them with opportunities for improvement and growth, and representing them with a powerful voice. For more information, visit MRAA.com or contact us at 763-315-8043.

MRAA Promotes Dealer’s Voice on Capitol Hill

The MRAA Advocacy team is hard at work for you. Newly appointed MRAA Government Relations Manager, Adam Fortier-Brown is working with members of Congress to address concerns with improving E15 labeling, and strengthening the U.S. labor force and the trades.  To do this, he met with members on both sides of the aisle in the House and Senate, and attended receptions with Congressional members where he was able to express how dealers are being affected by E15, steel and aluminum tariffs, and a shrinking labor pool for the trades.  

President, Matt Gruhn, Government Relations Manager, Adam Fortier-Brown, and Program Marketing Coordinator Mickaela Hilleren met with Representative Jim Hagedorn (MN-01) to discuss his American Workforce Empowerment Act, which would decrease the financial barriers that students wishing to pursue vocations face.  Students attending trade schools and apprenticeships for educational expenses including purchasing tools and equipment.  Do you have concerns about current policy?

To best support the industry, let us know what issues you are dealing with, and how we can help you by emailing Adam at adam@mraa.com.

MRAA meets with NOAA about Florida Keys Marine Sanctuary expansion

Our MRAA advocacy team met with members of NOAA to discuss the agency’s proposal to expand the Florida Keys Marine Sanctuary, found here. The team will continue to engage with NOAA to ensure that the dealer’s voice is heard and considered through this process. Locations for public comment begin at 6PM EST at the below dates.

September 23 – Key West, FL
Key West High School
2100 Flagler Avenue

September 30 – Marathon, FL
Marathon Middle High School
350 Sombrero Beach Road

October 7 – Tavernier, FL
Coral Shores High School
89901 Old Highway

October 28 – Coral Gables, FL
University of Miami Newman Alumni Center
6200 San Amaro Drive

November 4 – Fort Myers, FL
Holiday Inn Airport at Town Center
9931 Interstate Commerce Drive

The Florida Keys Sanctuary Advisory Council meetings can be found here, for members of the community to provide oral comments on the proposal.  To find more ways to get involved, reach out to Adam at adam@mraa.com.

Prepare for the Next Recession – Online and In-Person

We’re often asked whether we have tools to help dealers survive the next recession. The answer is “yes.”

It’s impossible to know when the next recession will arrive; however, as anyone who experienced the last downturn will attest, you’d be crazy not to be prepared when it does.

To help with that process, MRAA has a couple of tools available from Spader Business Management, one that is available online now, and one that will be hosted at Dealer Week in Tampa, Dec. 8-11.

The first is John Spader’s online course “Become Bulletproof for the Next Recession,” which is available via MRAATraining.com through February of 2020.

As John Spader notes in his description of the course, if your dealership survived the last recession, you may feel ready for the next one. But feeling ready isn’t the same thing as being ready. The course walks dealers through some tough questions like, “Have you and your business really gotten better since the last recession or have you just been riding the rising tide?”

The course explores what will be different about the next soft market compared to the last one, what will be the same, and walks dealers through assessments to determine the strength of their businesses. It also provides concrete benchmarks to measure your staying power and adaptability, whether you have the right people in the right seats, how well you’re steering the bus, and the speed with which you can change direction.

The course is available for purchase or for free with a Silver or Gold MRAA membership.

The second opportunity comes from David Spader, who will present “The Agile Dealership: Confidently Responding to Change & the Unknown” at MRAA’s Dealer Week.

The two-hour workshop is designed to help marine dealers identify, monitor, and respond to the key issues that their businesses are facing now and in the future. The workshop will walk through the characteristics of an agile leader, the six concerns employees have during change, key people indicators, key economic indicators, and share a dealership case study.

The course will cap off The Dealership Pathway at the Dealer Week. Early registration for Dealer Week runs through Sept. 30.

BoatPAC to Hold Florida Events with Elected Officials and Industry Champions

BoatPAC, the joint political action committee of NMMA and MRAA will host two events in Florida in the coming weeks with key members of Congress and industry champions. On October 1, BoatPAC will host an event in Tampa during IBEX with key industry champions at Jackson’s Bistro from 5:30pm – 8:30pm. Then, BoatPAC will head east for an event on October 10 with Congressman Brian Mast.

For more information on attending either of these events or to learn more about BoatPAC, please contact Erica Crocker, NMMA’s director of political advocacy and engagement, at 214-336-1257 or ecrocker@nmma.org.

MRAA Strengthens Dealer Voice in Washington, D.C.

The Marine Retailers Association of the Americas has strengthened the voice of the marine dealer in Washington, D.C., with the appointment of Adam Fortier-Brown as MRAA’s Government Relations Manager.

Fortier-Brown, whose family owns and operates Clark Marine, a Manchester, Maine-based boat dealership, graduated from the University of Maine magna cum laude, with a Bachelor’s degree in economics and political science. He has worked in the office of Senator Susan Collins, as well as at The Cohen Group. He also launched and ran Camp Kesem at the University of Maine, a summer camp for children of cancer patients, in Orono, Maine.

“Adding Adam to our team gives us a unique, business-focused voice in Washington, D.C.,” says Matt Gruhn, MRAA President. “Adam’s presence and expertise give MRAA the ability to talk specifics about the real-world impact of issues such as ethanol, tariffs and workforce shortages, among many other issues. Having grown up around and worked in his family’s dealership, he knows first-hand the challenges our dealers face, and that experience gives us a powerful voice of dealer representation.”

As Government Relations Manager, Fortier-Brown will be responsible for representing the legislative and regulatory interests of the MRAA and its members, ensuring the Association’s voice is present wherever issues concerning boating and marine retailers are discussed. He will be based out of the offices of the National Marine Manufacturers Association in Washington, D.C., where he will integrate with the NMMA team in representing the marine industry and its significance in the overall economy. He will lead MRAA’s efforts in all areas of advocacy, including BoatPAC, the joint MRAA-NMMA Political Action Committee.
 
“I am excited to be joining such a strong organization to help give the industry that I grew up in a voice in Washington,” Fortier-Brown said. “The team at MRAA is always looking to strengthen and support the recreational boating industry, and I am thrilled to join the team and get to work with them on this.”

Fortier-Brown starts at MRAA on Sept. 16, 2019 and can be reached at adam@mraa.com or 202-737-9779.

About the Marine Retailers Association of the Americas
At the Marine Retailers Association of the Americas, we believe that for the marine industry to thrive, the retail organizations that interact with the boaters in their community must thrive. With that in mind, MRAA works to create a strong and healthy boating industry by uniting those retailers, providing them with opportunities for improvement and growth, and representing them with a powerful voice. For more information, visit MRAA.com or contact us at 763-315-8043.

Dealer to Dealer: September 2019

How have you made purchasing decisions (for the next model year) at recent dealer meetings based on your current inventory levels?

I have brought in 2020 inventory, so that combined with my existing 2019 inventory, it will match my inventory level that I had last year heading into Q4. The primary difference being, last year at this time, I had less leftover 2018 inventory, where as this year roughly 30% of my inventory is MY 2019. Ultimately, my dealer meeting orders are down YOY. – Quinn Bellamy, Silver Lake Marine

We are backing are orders off by 20%. To much inventory and don’t think It will be a problem to find next year. – Ken Toby, Marine Sales Kentuckian

There has been lots of talk of 30% more inventory in the field than last year and I feel that it has a lot of people scared and dumping inventory at low margins.  The explanation in my opinion is two factors.  The obvious one is bad weather for the first part of the year.  The second is not as clear to many dealers and you guys maybe have a better handle on this and can shed some light.  Many dealers I talk with or sell against will often say sometime in May that they are sold out of new boats and can’t get orders fulfilled, etc.  This has gone on for years.  The often heard (and misguided) response to that is, “ that’s a good problem to have!”.  The fact is that it is not at all a good problem, it is poor planning plain and simple.  So now that the economy and consumers have proven over the past 7 years that things are good, dealers have ordered to accommodate demand.  And to do this you need to have stock over the summer when people are using and buying boats.  Just because 2020’s are now on our lots does not mean that you should be clear of all 2019 models.  It takes time to build inventory so if you were to be sold out in June and 2020s start slowly rolling in to your dealership in July, you will not have a full stock until winter.  The “overstock” of inventory is merely a correction of past “understocking” combined with a later start to the selling season.  No need to panic!  Just my .02. – Stuart Litjens, Boulder Boats

Yes, we did make ordering decisions based upon current inventory levels and the compressed selling season we experienced in 2019. The year began with political and economic news that, to some extent, hindered very early-season boat sales. We went into a dark, wet, cold, long spring before boaters saw any real sunshine around July 1. – Tighe Curran, Pier 33

After reviewing our current inventory we have made a decision to cut back on the initial 2020 orders. There are many dealers that have more inventory than previous years. This means there will be a glut of left over inventory and unfortunately dealers are willing to “blow out” their product below normal pricing. Also in the last few months it seems like the retail sales have slowed a little. Also election year is next year and I have seen for the last 45 years the boat sales slow up every four years just before the elections because of the uncertainty but after the elections business as usual.  We will be cautious for the next 12 months but by no means cut back on our normal inventory levels. You can’t sell it if you don’t have it! – Jim Wiborg, Bob Hewes Boats

Very carefully, still have ‘18s in stock. – Von Skinner, Cozy Cove Marina

Manufacturers have been forcing us to take on more, and in turn put our store into a volatile market. Our area/competition has high inventory levels for this time of year, and if the economy turns we will all be in trouble. While reps share our concerns, they can’t do as much as they could in the past. The continued rising price of new boats, and the cost of warranty to deliver a product in confidence to the consumer is higher. We are now in a situation where it requires more employees just to deliver on the same principles we have in the past, because of poor quality control from the factory. We have scaled back on ordering 2020 product because of this. – Anonymous

The amount of purchasing I’m doing is based on what has turned. I have 4 lines. [Our] purchasing decisions were made based on the idea that it will be a flat or slightly down year – Joe Hoffmaster, Hoffmaster’s Marina

We have, and in most cases we’re anticipating an increase. We doubled the order for one of our best-selling brands, from 40 units in 2019 to 80 units in 2020. – Roger Moore, Nautical Ventures

How have you made your purchasing decisions for next model year? Tell us below in the comment section!

Luxury Expert Christopher P. Ramey to Keynote Marine Marketers of America FLIBs Luncheon

Marine Marketers of America is very pleased to announce its annual membership luncheon October 31 from 11:30 – 1 pm during the Fort Lauderdale International Boat Show at Bahia Mar which features a keynote presentation by luxury marketing expert Christopher P. Ramey who will address “The 8 Laws for Marketing to High Net Worth Individuals.”

Ramey, considered the most highly regarded and most often quoted authority on best business practices to serve the affluent, speaks internationally on the topic of luxury marketing and has presented in more than 20 countries. A professional consultant and in-demand speaker, Ramey is president of The Home Trust International with 450 locations in the US and Europe; he is also the former president of the Luxury Marketing Council of Miami and Palm Beach. He brings a great deal of passion and expertise in helping businesses compete more effectively for the luxury dollar.

“We are thrilled to bring an internationally acclaimed speaker of Chris’ caliber to benefit the marine marketing community and believe his experience will prove highly beneficial to our members and guests,” said MMA President Wanda Kenton Smith. “Chris is customizing a presentation explicitly for our crowd and will share the latest in luxury trends, along with key pillars every marine industry brand can leverage to its advantage.”

Ramey’s client roster is impressive, embracing brands from Lamborghini to Bacardi, Bentley, Flexjet, Four Seasons Hotel, International Polo Club, Merrill Lynch, the Miami Dolphins, the NBA, Neiman Marcus, Saks Fifth Avenue, The Ritz-Carlton and many more Over the years, Ramey has also worked with several blue-chip marine brands including Bertram, Ferretti Group, Camper & Nicholson and Merle Wood & Associates, among others.

According to Merle Wood & Associates Marketing Director D.J. Kiernan, “Chris is one of the most knowledgeable consultants in the luxury category, and his knowledge is rivaled only by his public speaking abilities …everyone was captivated by Chris and the subject matter he presented. The energy he brought to the room was incredible.

Continuous Certification Goes Live at Dealer Week

The Certification program is happy to announce that the Q4 Continuous Certification course: Supercharge Your Customer Experience will be available live at Dealer Week!

The course, taught by Theresa Syer of Syer Hospitality, will be offered as a two-hour workshop during the final morning of the MRAA conference and expo. Dealers in Continuous Certification will be able to attend this course in person as an alternative to watching the video course online, though the online version will be available to dealers in Continuous Certification as well. Those who are interested in Continuous Certification, or simply interested the customer experience, are also welcome to attend.

To attend this course, visit DealerWeek.com and get registered before Early Bird pricing ends Sept. 30. Dealer Week is scheduled for Dec. 8-11 in Tampa, Florida.

Chupich, Stevenson Join MRAA Team as MICD Program Consultants

The Marine Retailers Association of the Americas welcomes industry experts, Rallee Chupich and Zane Stevenson, as the association’s newest Marine Industry Certified Dealership program consultants.

“We are thrilled to welcome Rallee and Zane to the MRAA Certification team,” says Liz Keener, MRAA Certification Manager, “We have been working tirelessly to promote and demonstrate the value of the Certification, and we are confident that our new consultants will continue to elevate the program.”

Rallee Chupich comes to the MRAA with more than 35 years of marine retail experience, most of that time spent as a third-generation team member of Gordy’s Lakefront Marine in Fontana, Wisconsin. She has worked in various roles throughout the dealership, including in service, dealership operations, human resources, restaurant operations, marina and pro shop. Chupich approaches dealership consulting with a high level of integrity with the goal to collaborate, optimize success, and proactively provide results in a detailed, genuine manner.

“I am excited for this adventure and honored to be a part of the MRAA team.  I look forward to continuing to promote, support and give back to an industry that I love with people I admire.”

Zane Stevenson is an experienced operations expert with nearly 30 years in the retail sector, a majority of that time being in the marine industry. Stevenson’s most recent experience was managing MarineMax locations both in Missouri and in Georgia. He is skilled in retail operations, store management, marketing management, qualifying prospects and business planning.

“This role with MRAA allows me the chance to be a part of the whole industry, not just one organization or dealership. During my time in retail, I found that the Certification process allowed me and my team to acknowledge what we were doing right, and equally as important, bring opportunities to the forefront, create a new standard, and improve from there.”

Chupich and Stevenson will offer numerous marine dealerships enrolling in the Marine Industry Certified Dealer program across North America insightful and implementable guidance. They join MRAA’s current team of Certification consultants, which includes Lead Certification Consultant Bob McCann and Consultant Jim Million.

The Marine Industry Certified Dealer program provides a customizable blueprint to help boat dealers establish efficient and effective processes. The program offers you the tools to engage your employees in your business’ success and create a world-class retail experience that leads to higher levels of customer loyalty.

About the Marine Retailers Association of the Americas
At the Marine Retailers Association of the Americas, we believe that for the marine industry to thrive, the retail organizations that interact with the boaters in their community must thrive. With that in mind, MRAA works to create a strong and healthy boating industry by uniting those retailers, providing them with opportunities for improvement and growth, and representing them with a powerful voice. For more information, visit MRAA.com or contact us at 763-315-8043.