Getting into the Minds of Tomorrow’s Workforce

• How to Motivate, Cultivate and Maintain a New Generation of Employees

By Jon Stovall, General Sales Manager, Ocean Blue Yacht Sales

In 2024 and beyond, we have a new generation of people coming into the retail marine industry. How do we, as business owners and managers, connect with a generation that thinks and acts completely differently from us or any generation we have worked with?

The newest generation of workers that are now coming out of high school, trade schools and even four-year colleges have a way of thinking that we have not seen in the workforce before now. As business owners and operators, we have established mindsets, expectations and requirements when interviewing and hiring a new candidate. But, at some point, you start scratching your head when the new hire who you had high hopes for suddenly says they want to leave your dealership with no warning signs.

After seeing this happen consistently, not only at my dealership, but at others around me, I wanted to dive deeper into what motivates this generation and how we as operators can continue with our established dealership cultures and still develop our next work force.

The biggest lesson I learned is that this new generation is not always motivated solely by money. As a manager, sitting down with your new hire is critical. Yes, I am sure we all do this automatically, but do we really ask the questions or know the questions to ask? Asking questions that allow your new hire to really express their long-term goals and aspirations is a great starting point. I have found that young candidates don’t always know what their long-term goals are. Especially with how fast their lives change based on how integrated social media and technology is in their lives and early development. Having continuous conversations about this helps keep them engaged and feel appreciated by leadership.

My most successful hires with the new generation have required frequent check-ins, more than I normally would do with employees that are similar ages to me. These check-ins are critical. Helping them understand the big picture of what your dealership can do and where it can go with them as a part of that plan has helped me provide them with long-term goals, mentorship and empowerment that they thrive on. Taking monetary compensation out of the equation has helped take instant gratification emotions out of their mindsets. It does not completely go away – compensation is an extremely important topic – but providing a platform that can clearly show their potential and pave a path for long-term growth and success can far outweigh any other compensation they can dream of.

In summary, it’s important to take a different approach to developing employees than you have in the past. Providing purpose, identity and a connection to them and your everyday business could outweigh monetary compensation at a different job down the street.

Workforce - How to Motivate, Cultivate and Maintain a New Generation of Employees

About the Author
Jon Stovall is the General Sales Manager for Ocean Blue Yacht Sales in sunny southeast Florida. He has been in the marine retail industry for 10 years and has worked in just about every department of a marine dealership. He also serves on MRAA’s Young Leaders Advisory Council (YLAC). With a passion for the industry, he has learned that recruiting and developing new people is the key to long term success.

Future-Proofing Your Workforce: Using AIMIE to Connect with the Next Generation

Acquiring and maintaining a steady, talented workforce is a tall task. We understand! That’s why Jennifer McLachlan, MRAA Membership Specialist, is hosting a webinar to share with you innovative ways that AIMIE (AI for Marine Industry Education) can help you grow and future-proof your workforce.

This conversational session explores the practical applications of AIMIE to enhance your dealership’s recruitment and training processes. Learn how to leverage AIMIE’s capabilities to attract and retain young talent, maximize efficiency and provide continuous education for your team.

Date & Time: Wed., Oct 9, 2024 / 12 p.m. CDT

Register for Webinar
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Additional MRAA resources to consider:

4 Ways to Advance Your Business

• Help build careers and strengthen your dealership with continuing marine-industry education

As a dealership owner or general manager, we know you want to put your business in a position to win. You want your employees to have long careers and remain loyal to your store(s) while also needing your business to stay efficient and profitable. To help your team and strengthen your business, you must find resources to grow and improve together. The problem is that your team is so busy in your day-to-day roles that it’s impossible to find the time to explore continuing education.

We believe when you invest in your people and your business, you create success. And your success leads to better results for the entire marine industry. We also understand finding more time in your already busy day is a challenge in and of itself. However, to reach new levels in business, you have to be willing to push through your challenges and seek continuous improvement with additional time, effort and education.

That is why we built the robust MRAA Certified Dealership program. We partnered with the American Boat and Yacht Council to create Service Management Certification. This fall, you have four ways to empower your crew and benefit your business. So stop worrying about your next move and take action today to correct your inefficiencies, nurture skills and advance your business.

Service Management Certification
You need your Service Manager to be a problem-solver and decision-maker, especially if you have multiple technicians on staff. When your daily operations get muddled up in inefficient processes and poor communication, employee morale suffers, customer experience is hindered and your business can struggle. More service issues arrive when a manager lacks financial oversight and control over workflow. Even vendors will start to notice delays and miscommunication.

Whether you have one of these issues or many, you can overcome them by helping your Service Manager(s) develop the confidence and skills to remove poor practices and ineffective behaviors and replace them with proven best practices.

The Service Management Certification Program, developed by the American Boat and Yacht Council (ABYC) and MRAA, empowers your team to manage challenges, enhance communication and leadership skills and take action. Investing in this certification strengthens your service department, providing long-term stability and growth for your dealership.

Program participants gain the training and tools to fine-tune their results at a time when dealerships need it most. The next training opportunity begins This September! Don’t miss the chance to fortify your service department and dealership, getting them both on track for greater profitability and success.

Enroll today to begin your journey to becoming Service Management Certified!

    Certification Unleashed

    MRAA Dealership Certification
    The last four years in the boating industry has felt like an exciting but precarious rollercoaster ride filled with peaks and valleys. It’s exhilarating in one turn, but the next turn brings disbelief or alarm. Feeling like you have a lack of control is not rewarding. We get it. The MRAA designed the influential Certified Dealership program helps you streamline your operations, improve processes and create adaptability, regardless of the turns in the market ahead of you.

    From enhancing customer experience at every touchpoint to enriching your employees’ expertise to boosting your overall profitability, Dealer Certification puts you on an elite level. Your commitment to winning begins today!

    Whether you are considering certification for the first time or looking to renew your commitment, the “Certification Unleashed” webinar with Bob McCann, MRAA Lead Certification Consultant, is designed to provide you with both information and actionable tips to help you navigate MRAA Dealership Certification with confidence. In this interactive webinar and exclusive Q&A session, Bob will let you explore more of this business-altering program. He will answer your burning questions at 10 a.m. (CDT), Wednesday, Sept. 25, about the MRAA Dealership Certification program and share insights on how certification is the step you’ve always needed to take, especially heading into 2025.

    MRAA Educational Foundation Opens Call for 2024 Award Applications

    MRAA Educational Foundation Scholarships
    You want all your co-workers to be models of consistency in that they are as reliable as they are predictable. But what if you could help them maintain their consistent performance and advance in a way that fosters their career growth and improves the dealership you both represent?

    You seek to grow your role in the business in a two-fold effort to prolong your career and help it succeed. We understand it’s hard to find time to focus on career development with your demanding schedule and in your busy season. You are good at your craft. However, like a trapeze artist, you eventually have to try new things or leave the safety of the net to advance your skills and put on a better show for your customers (audience).

    The 2024 MRAA Educational Foundation Scholarships develop talented marine-industry professionals by expanding their abilities through training. Through education, they evolve into future managers and leaders. It is crucial to apply or nominate a marine industry professional and future leader for the 2024 Duane Spader Leadership Development Scholarship and the 2024 Kevin Lodder Scholarship for business management.

    Career advancement, a catalyst for change, is an integral part of workforce development. Don’t miss out on your chance to grow your career or help a co-worker improve. Nominate or apply for these career-changing scholarships. The Educational Foundation contributes to marine industry growth through workforce development. Learn more.

    MRAA reveals Dealer Week 2024 Theme

    Marine Industry Education
    Please close your eyes and picture your dealership perfectly, without blemishes, errors, workforce issues, or complaining customers. Now open your eyes and think about the areas in your business that could improve if you just had a way to help your departments learn and grow together. Now, imagine a place where you go as a team, to gain timely education and industry-specific tactics to help you aim for your perfect state.

    I understand your skepticism. Before you say, “This place doesn’t exist,” let me introduce you to Dealer Week 2024. From sales to service to marketing and even your own leadership, MRAA’s conference helps you become the dealership you want to be and need to be for your staff, family and the boating community you serve.

    Dealer Week, a boating-specific gathering focused on dealership growth, is an on-site event you can’t miss. From expert advice to implementable solutions and unmatched networking opportunities with vendors and dealership peers, the annual event will help you drive performance in today’s market and help you install the process to make your earlier vision a reality.

    Save on Early Bird registration, which runs to Monday, Sept. 30. Register today, and join us Dec. 8-11, in Orlando, Fla.

    Achieve More!
    While doing all four of these options will help your entire business improve, we understand if that could feel overwhelming for you on both a team bandwidth and financial scale. However, by choosing to do at least one of these this year, you will set up your team to achieve more and improve your customer relations, which, in turn, will help advance your business.

    Have questions about MRAA Membership, signing up for training for your team or other membership-related questions, contact: Sherri Cuvala, MRAA Director of Membership at sherri@mraa.com; 763-333-2420.

    Helpful Content to Inform & Engage Customers

    Let’s imagine for a second that one of your new customers texts their sales contact at your dealership asking for offshore fishing tips. They add in a follow-up question about wind and its effect on fishing. While some dealers have fishing experts on staff and could answer them quickly and with expert advice, other teams may lack the proper knowledge. What do you do in the latter case?

    Helpful Content to Inform & Engage with Customers
    Image courtesy of Discover Boating

    One method is to use the resources from Discover Boating. In fact, fresh, relevant content is created and shared each month to keep your customers and fellow boaters engaged in the journey as an owner and enthusiast. The content helps businesses connect with existing boaters, so as an industry stakeholder, you are encouraged to share the articles, videos and resources with your customers. You can respond via text as in the scenario above or integrate the content into your social media, e-newsletter and other communication plans.

    These stories are meant to save you time and energy while helping you stay in contact with your customers and keep them boating.

    Here are some of the top content offerings from August from Discover Boating:

    Buying guides:

    Travel guides:

    Safe boating tips:

    Sailing tips:

    Other August articles:

    Future Discover Boating content will highlight the Norwalk Boat Show, fall fishing and boating tips, boat-buying guides and more. Need additional resources, data and info, check out https://b2b.discoverboating.com/.

    Fortify Your Service Department

    • ABYC / MRAA Service Management Certification helps dealerships improve their service department’s performance, while advancing their team’s careers.

    To keep your dealership operating like a well-oiled machine throughout the market’s ups and downs, you need a service department that is performing at its best.

    Whether you have one service manager leading that effort or a range of different positions contributing toward those results, you want to set them up for success, giving them the tools, training and resources to pull their department together to achieve next level outcomes.

    Fortify Your Service Department

    That’s the opportunity presented by the Service Management Certification Program, built in partnership between the MRAA and the American Boat & Yacht Council (ABYC).

    Here are seven reasons to sign up your key service leaders to become Service Management Certified.

    1. Enhanced Customer Satisfaction
    When you become Service Management Certified, you gain training on how to help your team fix the customer first. We’re living in the customer experience generation! All of your service customers want the same reassurances of top-notch treatment, complete transparency and trustworthy results. This certification program is designed to improve your processes to deliver quality and consistency, while instilling trust. It equips your service management professionals with the tools, know-how and confidence to manage your customers’ expectations and drive up their satisfaction. Customer experience and retention is huge for your dealership, and your service teams plays a vital role in helping you win in both areas!

    2. Improved Operational Efficiency
    You want your service department employees, including your service managers, to be efficient and proficient because it help your business operate smoothly. The Service Management Certification program focuses on critical areas of success, including: key performance indicators, time management and facility management to streamline operations (and reduce employee stress). Help your managers gain valuable insights and training to tackle challenges with poise, purpose and adaptability.

    3. Financial Benefits
    Strong processes often lead to better results. However, service management also involves understanding the drivers behind key departmental metrics so you can work to improve financial performance. This program helps your team members generate cost savings and increase profitability.

    4. Career Development
    Supporting your employee’s professional development inspires higher levels of loyalty, while creating buy-in for positive change. By offering programs that advance their learning and growth, you’re investing not only in your dealership, but also your employee’s career with your business. While you’ll generate immediate returns, many of the program’s offerings will continue to pay off throughout their career, helping them set better goals, identify opportunities for continuous improvement and better coach and manage others. By offering them a chance to advance in their role at the dealership, it can help your business grow. Their newfound education, confidence and leadership can take everyone to new heights.

    5. Better Communication Skills
    Active listening is a strength that can benefit managers, employees and customers. This program offers education in effective communication strategies and tools to enhance results both internally and externally. By improving their communication skills, your service team can prevent misunderstandings, avoid delays and reduce confusion with customers, while creating better teamwork across dealership departments.

    6. Proactive Management
    Ready, willing and able! The Service Management Certification training helps transform your service department from reactive to proactive! Managers learn to help their entire team prepare for and even prevent issues before they arise. They have the confidence and attitude to help others improve while keeping operations running smoothly.

    7. Comprehensive Training and Resources
    Service managers benefit from an extensive list of tools and education, including an 11-course online training program, downloadable resources, printed study guide and proctored examination, all developed with guidance from experienced service managers. Once they earn their Service Management Certified badge, they can proudly share it with their team, customers and manufacturers to show their commitment to professional excellence. This investment in education advances the marine industry as a whole, one service manager and one department at a time. 

    Strength & Stability in a Soft Market
    By helping your Service Department get stronger, you provide stability to help your dealership navigate a soft boat market. Service Management Certification participants gain the training and tools to fine tune their results at a time when dealerships need it most.

    The next training opportunity begins Wednesday, Sept. 18! Don’t miss the opportunity to fortify your department and dealership, getting them both on track for greater profitability and success. Enroll today to begin your journey to becoming Service Management Certified!

    Representative D’Esposito Visits Strong’s Marine

    • Chairman of MRAA Board Builds Relationship with Local Member of Congress

    FREEPORT, NEW YORK, September 9, 2024 – Strong’s Marine, a proud member of the Marine Retailers Association of the Americas, was honored to host Congressman Anthony D’Esposito (R-NY-4) for a visit to their Freeport location on August 28, 2024. The visit provided a unique opportunity for Representative D’Esposito to engage with the local marine industry, discuss important issues facing small businesses and marine retailers, and continue to build the Congressional Boating Caucus.

    Representative D’Esposito Visits Strong’s Marine
    (From Left) Jeff Strong, Owner Strong’s Marine, Representative Anthony D’Esposito and Dante Grover, Owner Al Grover’s Marine met to discuss recreational boating, small business and marine advocacy.

    During the visit, Rep. D’Esposito toured the facility, met with staff and spoke with Strong’s Marine Owner Jeff Strong and Dante Grover, Owner at Al Grover’s Marine, about the economic impact of the marine industry in New York’s 4th district. Rep. D’Esposito also had the chance to hear firsthand about the challenges and opportunities facing the recreational boating industry, including the proposed Right Whale Vessel Speed Rule, growing the marine workforce and the importance of having Federal fisheries and navigational information available digitally for recreational boaters while on the high seas.

    “After Jeff testified in support of my bill, the MAPOceans Act during a hearing in the House Committee on Natural Resources in June, I knew I had to visit and spend some time with Jeff in his element. Strong’s Marine at Grover’s is a cornerstone of our community, contributing to both our local economy and to the joy of countless families who enjoy time on the water,” said Rep. D’Esposito. “It’s important that we support businesses like this that not only create jobs but also enrich our way of life. I look forward to continuing to work with Jeff and his team as I focus on how to support the 4th district’s reactional marine industry and boating enthusiasts alike.”

    While Strong’s Marine has locations across Long Island, Strong’s Marine at Grover’s has quickly become a fixture in the Freeport community, bringing Strong’s legendary customer service, sales expertise and line of vessels to Grover’s, which has been a hub of boating activity in Freeport since 1950.

    “We were honored to have Representative D’Esposito visit us and witness the passion and dedication that goes into what we do every day at Strong’s,” said Strong, Chairman of the MRAA Board. “This visit underscores the importance of solid relationships between local businesses and our elected officials, and we look forward to continuing our work together to support the recreational marine industry on Long Island and nationwide.”

    The MRAA is committed to advocating for the needs of the marine retail industry and visits like this one play a crucial role in connecting industry leaders with policymakers. To learn more about how to set up a visit with your member of congress, reach out to Chad Tokowicz, MRAA Government Relations Manager, at Chad@mraa.com.

    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.

    Dealers Share Pre-Owned Boat Sales Strategies

    In the August 2024 MRAA Pulse Report, a monthly marine retailer survey we partner with Baird and Soundings Trade Only to produce, we found that 2024 continues to be challenging due to soft retail demand, high inventory levels, inflation, consumer hesitancy to purchase and more. This has led to a continuation of negative industry sentiment for 2024 and in the 3- to 5-year outlook.

    These shared insights speak to the challenge of pre-owned sales, but also a slight rise in consumer interest. An anonymous dealer reported, “We have seen an increase in customers looking for pre-owned units, but many are looking for heavily discounted units – and still not choosing to purchase. We are spending a lot of time discussing price versus value with customers on pre-owned units, helping them weigh the different options of pre-owned versus new. There are a few sales, with ‘few’ being the optimal word.”

    Dealers Share Pre-Owned Boat Sales Strategies

    While many participants shared that they have seen retail declines and have too much new and pre-owned inventory on hand, others could benefit from and move more units in both segments if they could secure more inventory. Four percent of those surveyed reported new boat inventory was too low and 13 percent pre-owned inventory was too low! While 61 percent of participants said pre-owned boats were in decline in August, 20 percent reported growth. Even in tough times, there is light in the perceived darkness.

    Here are three examples of bright spots from three random participant responses:

    • “No real issues with pre-owned. The price of new remains a challenge for many prospective buyers, leaving late-model, pre-owned boats more attractive than ever, especially if they still carry a manufacturer’s warranty.”
    • “We move pre-owned rather easily, just don’t have a lot of inventory.”
    • “We are very low on used boats. What we have started moving in August.”

    To understand how certain dealers are having success in the pre-owned market, we asked them this question: “What strategies are you using in a challenging market to move pre-owned boats?” While the responses varied, five tactics emerged from their responses. They are below:

    1. Aggressive Pricing Strategies: To improve the attractiveness of pre-owned boats, dealers have instituted aggressive price drops, special pricing and heavy discounts. Some shared that they have even adjusted prices to meet current market demand. “We are buying them much more aggressively so that we can sell them at a decent margin and still be below average retail, ” a dealer shared. One team’s tactic is to lower the price until it generates enough leads and a buyer.
      MRAA advice: In some cases, it is as important for dealers to get used boats off of floor plan as it is to clear floor plans of new boats. Selling used boats late in the season may be financially beneficial as opposed to paying interest on them through the winter season. Keep track of your floorplan numbers and compare the possible costs between new and used as you move toward heavy discounts and aggressive price drops.
    2. Marketing Efforts: “We are using every marketing technique possible and getting very aggressive on price,” reported a dealer. Even in tight times, dealers are investing in their digital marketing efforts. Tactics include social media, online platforms like Facebook Marketplace and Boat Trader. Other marketing plans include in-house or in-water boat shows. Others mentioned targeted email blasts to reach potential buyers. “(Hosting) Customer test ride days. Events at dealership,” said one respondent.
      MRAA advice: A used boat demo day can work nicely as there is no concern that you are taking a new boat, finishing rigging and prep and putting hours on it. The pre-owned boat just gets used a little bit more, not decreasing value but increasing the possibility of the sale.
    3. Going the Extra Mile: To make pre-owned units more attractive to buyers and to enhance their value certain dealers offer better options and increased services. One survey respondent shared, “We are working with customers to get specific boats that fit their needs, being especially aware of pricing, budget constraints and especially finance terms, rates and payments.”
    4. Additional Services: Many shared that detailing and fully servicing their used fleet is mandatory. Others include dealer warranties and additional financing options. “Getting additional warranty on used boat. Also providing repower options. Sometimes painting the hulls,” revealed a dealer.
    5. Managing Inventory & Trade-Ins: Even though it’s considered a buyer’s market and some dealers seek more pre-owned inventory, they are being selective about what vessels they take in via trade. They avoid older or mechanically questionable boats. Some have sold units at a loss, while others have added brokering to their arsenal. “We are being conservative on our trade numbers to allow for flexibility in selling price without losing money. We also offer to broker boats for customers that would prefer to not trade in their boat,” remarked on survey participant.
      MRAA advice: Offering brokerage allows you to help the customer when perhaps their boat is not one you want to take in on trade or even when they want a price that is beyond the value you want to consider. 

    These five common themes reflect dealers’ focus on marketing, maintaining quality in their inventory, pricing and trade-in selectivity. MRAA members can view the Ultimate Guide to the Pre-Owned Boat Market to navigate this portion of the market and capture more business.

    Come November …
    The other theme that also emerged was the concern for the economy and the upcoming election results. Some commented that they will wait for the election results to make further business decisions, while other confessed that they understand the nature of the business and that these things are out of their control.

    “We’ve tightened our purchasing and overall business expenses, as a precaution. The boating world is receiving a cold slap in the face of pre-pandemic slumps. Some have forgotten this happens. But we always bounce back. The current economic and political climate has everyone on edge, but regardless of who’s in office, we believe the industry will rebound and stand strong once again,” declared an anonymous dealer.

    Members can read the complete MRAA Pulse Report here.

    If you are in doubt about any of the processes discussed above, we want you to be able to dig in deeper and use all the tools that we have available. If you are not a member, please contact Sherri Cuvala, Director of Membership, or visit join MRAA. 

    5 Benefits of Installing & FOLLOWING a Sales Process

    Natural talent and abilities can only take you so far. All one has to do is look at some of the most elite athletes in sports. Talent can take some of them to all-star status. Hard work and additional effort, day in and day out, can then make an all-star into an all-pro or shape them into a legendary-and-elite player bound for their sports hall of fame.

    Similarly, some people were born for sales and have a knack for working with customers and closing deals. While others are fueled by their internal desire to succeed and continually feed that fire with continued learning and training, ultimately becoming the best of the best. Still others strive to excel and enjoy sales, but just need more structure and guidance to improve their game.

    5 Benefits of Installing & FOLLOWING a Sales Process
    A screen grab from the MRAATraining.com archives and the course “Fill the Gaps in Your Sales Process” with subject matter expert Jim Million (pictured) and Bob McCann, MRAA Lead Certification Consultant.

    Whether you view sales as an art or a science – one complete with technical how-to steps – or a combination of both, it’s wise to understand that your unique personality and personal magic will only take you so far. It’s better to have an established process that your whole team can use to improve in every aspect of the sales. Ideally you want to install and follow a sales process that gives your team (from newcomers to old hats) the confidence and correct blueprint for winning in sales.

    You may argue that you don’t need a sales process, saying that it allows your sales team to operate unrestricted and free. However, the process unites them and your brand’s approach to customized selling and providing an exceptional customer experience.

    Here are five benefits of installing a sales process at your dealership that were shared by educator Jim Million and the MRAA’s Bob McCann in their MRAATraining.com course “Fill the Gaps in Your Sales Process.”

    1. Consistent experience for customers: Of course you have a designated sales person or team, but the fact that you’re providing each customer with a unique purchasing experience means that everyone who comes in contact with them is sort of selling your brand, the products and your services. It’s vital to let your sales pros utilize their exceptional skills in selling, but let everyone know the process to keep them on the same page and have a united front.
    2. Enhance your employees’ experience: A sales process creates accountability for all involved and eliminates guesswork and blindly tossing darts, hoping something sticks. People desire to know what is expected of them and having a roadmap of sorts on what to do and how to do it is immensely helpful.
    3. Helps onboard new hires: An extension of No. 2, implementing a proven sales process helps to onboard, train and guide your new hires. Would you rather your sales team be playing together as a symphony or let your newest talent wander around hoping they play the correct note at the right time? Remember, a process supplies guidance and order and reduced frustration.
    4. Coaching culture: Does an NFL head coach provide instructions for every player on the team? No! There’s a literal team within a team designated to coach every specialty area on the field. (O-line coach, D-line coach, special teams, QB coach, etc.). They also have one playbook, which is much like you having numerous sales positions and one sales process. Rather than having your GM and sales manager attempt to coach to several different sales processes, they coach to one proven system to improve your mentoring.
    5. Tracks to run on: Trains follow tracks. Slot cars lock into their groove on the track. By providing your team with tracks (a process and steps), you help them maintain their focus and use their unique abilities within your system. They aren’t running free or derailed by not knowing what to do or how to handle a certain step or situation. And, like a train, your team can stay on course together to your desired destination.

    To address that initial question about the need for a sales process again. The answer is that installing and FOLLOWING a sales process benefits everyone in sales, your dealership as a whole and your customers.

    Want more from Bob and Jim? MRAA Members can revisit this evergreen sales course, “Fill the Gaps in Your Sales Process,” at MRAATraining.com. They will help you identify your dealership’s gaps and B.R.I.D.G.E. them using Bob’s unique sales process approach. You’ll gain the tools to offer a consistently outstanding customer experience that fits your prospects, customers and culture.

    Take the Next Step – Certification!
    Standardized processes is a huge component within the MRAA Certified Dealership program. The intention of Sales Process requirement of The Marine Industry Certified Dealership program includes a Sales Process requirement to assure that your entire team is properly taking care of all customers throughout the sales journey. It help you establish your dealership’s unique process and track it to fill any holes that are causing inefficiencies or less-than-ideal customer experiences. Explore Dealership Certification!

    Expanded Service Department Special Event Kicks Off Dealer Week 2024

    MINNEAPOLIS, Sept. 4, 2024 – The Marine Retailers Association of the Americas (MRAA) today announced an exclusive Service Department Special Event, to be held at Dealer Week 2024 in Orlando, Fla. Designed to help dealership service departments outperform in a challenging market, this educational workshop has expanded from the inaugural service management offering in 2023.

    “Because our special service department-focused event last year sold out and participants found immense value in attending it, we’ve expanded it for 2024,” said Mike Davin, MRAA Vice President of Industry Relations. “We are again holding it at Dealer Week to make it convenient for people to attend. This time, we’re bringing together service managers and service advisors for a robust educational workshop to help them work together to operate at the highest level.”

    Expanded Service Department Special Event Kicks Off Dealer Week 2024

    Dealerships are invited to join Valerie Ziebron, President of VRZ Consulting, and MRAA Senior Education Developer Bernie DeGraw on Sunday, Dec. 8, for the Service Department Special Event: How Service Management & Advisors Can Work Together to Outperform.

    The Dealer Week add-on session is designed for anyone currently involved in service management, working as a service advisor or training for one of these roles. It provides teams the opportunity to enhance their performance, streamline departmental operations and improve the flow of information between the front-line service desk and management.

    Event participant takeaways include:

    • Valuable marine service department benchmarking data
    • Insights into the drivers of shop performance
    • Proven tactics for success from other leading service professionals
    • A customized action plan to improve your service department’s Key Performance Indicators
    • Never-before-shared Golden Nugget Best Practices for attracting, keeping and growing technicians

    “This unique event offers you a rare opportunity for all levels of staff in your shop to gain insights into what makes a superior service department operate,” said DeGraw. “It will provide exceptional value and learning opportunities aimed at increasing your revenue, decreasing your stress and, most of all, making your customers happy. I am confident that your team will gain new insights to help them make informed decisions and quick, significant changes in your shop that not only support their professional development, but also drive the department and dealership forward.” 

    When: 9 a.m. to 3:00 p.m. on Sunday, Dec. 8 (lunch included) — Space is limited.

    Cost: MRAA Members, $149 / Non-members, $199

    Add this session to your Dealer Week registration today!

    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.

    National Powersport Auctions Partners with Northpoint Commercial Financing 

    POWAY, Calif. (September 3, 2024) – National Powersport Auctions (NPA), a leader in powersports remarketing and auction services, has partnered with Northpoint Commercial Financing to provide enhanced financial flexibility and options for marine dealers. This collaboration aims to streamline the buying and selling process for marine inventory. Dealers and businesses can now enjoy a broader range of turnkey financial choices when purchasing marine inventory through NPA.

    About Northpoint Commercial Financing
    Northpoint Commercial Finance, with offices in Alpharetta, GA, and Burlington, ON, is owned by LBC Capital, a subsidiary of Laurentian Bank of Canada. Northpoint combines experience with advanced technologies, fresh ideas, streamlined processes, and a customer focus formed specifically for the varied needs and goals of each business. Northpoint’s inventory finance offerings drive sales, enhance cash flow, and improve profitability for both manufacturers and dealers. More information about Northpoint and its offerings is available at www.northpointcf.com.

    Floorplan Advantages
    Dealers buying at NPA who secure a floorplan from Northpoint can significantly improve their cash flow, making inventory purchases smoother and faster. This financial arrangement with NPA and Northpoint allows dealerships to expand their inventory more rapidly, thereby attracting more buyers and increasing sales. The flexible payment terms offered by Northpoint ensure that dealerships can maintain a healthy financial position while growing their inventory. An increased inventory not only boosts buyer interest but also enhances the overall sales potential of marine products.

    Marine Financing
    Marine dealers and businesses now can explore the financing options available for marine auction purchases. For more information on this partnership and the financing program, reach out to Shannon Bennett, NPA’s RV and Marine Sales and Admin Coordinator, at sbennett@npauctions.com. NPA is committed to supporting your marine inventory needs and ensuring a smooth sailing purchasing experience.

    This exciting collaboration between NPA and Northpoint Commercial Financing marks a significant step forward in providing marine dealers with the resources they need to thrive. With enhanced financial solutions and streamlined processes, dealers can focus on what they do best – growing their business and serving their customers.

    About National Powersport Auctions:
    Established in 1990, National Powersport Auctions (NPA) is the world’s leading provider of powersport vehicle remarketing services. NPA’s nationwide footprint serves the industry’s largest financial institutions, manufacturers, and dealers through their premier live and online selling platforms. NPA offers comprehensive data services, including the NPA Value Guide™, the industry’s most accurate wholesale valuation tool. NPA has company-owned and staffed facilities in California, Colorado, Florida, Georgia, Ohio, Oregon, Pennsylvania, and Texas. NPA is a wholly-owned subsidiary of Copart, Inc (Nasdaq: CPRT). For more information about NPA, visit: www.npauctions.com.

    Learn more about partnering with the MRAA.

    Promote Safe Boating Practices

    • Discover Boating provides boating safety resources for industry stakeholders to educate customers
    Promote Safe Boating Practices

    Heading into the Labor Day holiday weekend, help promote boating safety by sharing resources and tips with your boating customers. Below is a collection of resources to share in showrooms, on websites and social media platforms so people can responsibly enjoy getting out on the water.

    • Discover Boating has compiled numerous articles and resources covering a variety of recreational boating safety topics, including the recent five-part safe boating video series, in collaboration with Progressive Insurance®. The video series covers safety topics that all boaters need to be aware of for a worry-free day on the water.
    • The Safe Boating Campaign is a worldwide effort focused on responsible boating led by the National Safe Boating Council and offers a variety of safety tips and resources.
    • The Water Sports Foundation has put together a boating safety education section to help boaters maximize fun and safety this Labor Day holiday.

    For more resources and articles, visit DiscoverBoating.com or view Discover Boating’s Boating Safety Basics Videos here.