CONTACT: Jonathan Sweet, 763-383-4419; jsweet@boatingindustry.com
MDCE names Best Ideas finalists
Best Idea of the Year will be selected by MDCE attendees
MINNEAPOLIS, October 26, 2015 — Four leading boat dealers will share their best ideas for business success at the Dealer-to-Dealer: Best Ideas Panel at the 2015 Marine Dealer Conference & Expo.
“MDCE is all about helping dealers improve their businesses, and these four dealers all have implemented proven, actionable ideas that do just that,” Sweet said.
This year’s four finalists are:
· Mary Jo Goettling, Blue Springs Marine, presenting on the company’s Accessories Sales Program
· Mark Helgen, Lake Union Sea Ray, presenting on the dealership’s boat show demos and website strategy
marinedealerconference.com.
About Boating Industry
Boating Industry is the leading trade magazine serving the marine industry. For more than 85 years, boating professionals have turned to Boating Industry for market intelligence, product updates, best practices and industry news. For more information, visit BoatingIndustry.com.
About the Marine Retailers Association of the Americas
The Marine Retailers Association of the Americas works to create a strong and healthy boating industry by uniting marine retail businesses, providing them with opportunities for improvement and growth, and representing them with a powerful voice. For more information, visit MRAA.com.
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Representative Garret Graves introduces Sport Fish Restoration Bill in House
On September 9th, Congressman Garret Graves (R-LA-6) introduced H.R.3462, the Sport Fish Restoration and Recreational Boating Safety Act of 2015, an important step in reauthorizing a crucial program that provides access and conservation programs to recreational boaters across the country.
The measure has been referred to the House Committee on Natural Resources, and the Committee on Transportation and Infrastructure.
MDCE Launches Scholarship Program
More dealers than ever before will have a chance to experience the industry’s leading retail event, thanks to the support of Soundings Trade Only.
MINNEAPOLIS, October 1, 2015 — In partnership with marine trade publication Soundings Trade Only, for the first time in 2015, the Marine Dealer Conference & Expo will offer three scholarships for dealers to attend the industry’s leading retail education and networking event.
“We believe in the power of education to help our industry improve and grow,” says Dean Waite, publisher of Sounding Trade Only, “especially when that education brings marine businesses together to build a better boating lifestyle for our customers. That’s why we’re so passionate about providing dealers who otherwise would miss out on MDCE with a chance to participate through this new Scholarship Program.”
Each scholarship includes an MDCE Standard Dealer Registration, up to $450 in travel reimbursement, and a three-night hotel stay at the Rosen Plaza or Rosen Centre Hotel, for a total value of $1,396 a piece.
Marine dealers can apply for a chance to receive an MDCE scholarship by completing the application available at www.mraa.com/MDCEScholarships by Wednesday, October 21st. To choose the recipients, the selection committee will consider how the candidates plan to put what they learn at MDCE to work in their businesses, as well as their financial need.
This year’s event, which is scheduled to take place Nov. 15-18 at the Orange County Convention Center, Rosen Plaza Hotel and Rosen Centre Hotel in Orlando, Fla., features 12 Pre-Conference Workshops and four concurrent Educational Tracks, including Leadership, Sales, Marketing and Service Plus, plus an MRAA Special Session and an Opening and Closing keynote.
In total, MDCE 2015 includes 35 educational offerings, and attendees are invited to choose whichever combination of sessions best fits their needs and desires. All of these educational offerings are included with a standard MDCE Registration, with the exception of the 12 Pre-Conference Workshops, which require a separate registration fee.
“Dealers tell us what an impact the relationships they build and the training they receive at MDCE has on the success of their business,” explains Liz Walz, vice president of MRAA, which produces the annual event in partnership with Boating Industry. “We are incredibly grateful to Soundings Trade Only for making it possible for us to offer that experience to a whole new audience.”
marinedealerconference.com.
About Boating Industry
Boating Industry is the leading trade magazine serving the marine industry. For more than 85 years, boating professionals have turned to Boating Industry for market intelligence, product updates, best practices and industry news. For more information, visit BoatingIndustry.com.
About the Marine Retailers Association of the Americas
The Marine Retailers Association of the Americas works to create a strong and healthy boating industry by uniting marine retail businesses, providing them with opportunities for improvement and growth, and representing them with a powerful voice. For more information, visit MRAA.com.
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First Approval Source Joins MRAA as Premier Partner Member
First Approval Source Joins MRAA as Premier Partner Member
MINNEAPOLIS – First Approval Source, a provider of finance and insurance outsourcing to marine dealers, has signed on as a Premier Partner Member of the Marine Retailers Association of the Americas.
“First Approval Source and MRAA share a commitment to serving the marine retail community through tools and information,” says Liz Walz, vice president of the MRAA. “We are thrilled to have them onboard as a Premier Partner Member and an F&I training provider.”
In addition to providing a broad variety of lenders to work with and years of experience in the marine and recreational vehicle industry, First Approval Source offers consumer credit improvement services, dealer management technology, website development and improvement programs, reputation management, social media campaigns, complete electronic transaction processing and real-time soft credit pull technology.
About First Approval Source
Since January of 2012, First Approval Source has been helping dealers increase their profits while satisfying the financing requirements of their customers. A leader in customer service and customer satisfaction, the First Approval Source team is known among the dealer community for its quick, flexible, responsive and focused service as an outsourced F&I provider. First Approval Source recognizes that more and better qualified leads result in more unit sales. Once its team has helped drive an increase in unit sales, then their attention turns to helping deliver more profit per unit. For more information, visit www.firstapprovalsource.com.
About Marine Retailers Association of the Americas
The Marine Retailers Association of the Americas is the only North American association dedicated to furthering the interests of boat and engine dealers and other marine-related retailers throughout North America. Under the umbrella of MRAA Rewards, the MRAA offers a host of cost-saving, revenue-generating, business-improvement, and professional-development benefits exclusively for its members. MRAA is the united voice of marine retailers. For more information, visit www.MRAA.com.
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Organizers announce MDCE 2016 Dates
The Marine Dealer Conference & Expo is moving to early December in 2016.
These dates, which represent a divergence from MDCE’s traditional mid-November time frame, were selected in response to the new schedule for the Fort Lauderdale International Boat Show.
“The Fort Lauderdale show has moved from late October to early November,” explains Amy Collins, vice president of Boating Industry, which co-produces MDCE alongside the Marine Retailers Association of the Americas. “We’re responding to this change by moving MDCE 2016 to December because it’s the right thing to do for the many marine industry professionals who participate in both events.”
The 2015 event, which is scheduled to take place Nov. 15-18 at the Orange County Convention Center, Rosen Plaza Hotel and Rosen Centre Hotel in Orlando, features 12 Pre-Conference Workshops and four concurrent Educational Tracks, including Leadership, Sales, Marketing and Service Plus, plus an MRAA Special Session, and an Opening and Closing Keynote.
BoatingIndustry.com.
MRAA.com.
Applications Sought for ABYC Scholarships
The MRAA Educational Foundation has renewed its partnership with the American Boat & Yacht Council to offer two scholarship programs, for which they are currently seeking applications.
The Basic Scholarship provides the recipient complimentary access to ABYC’s Introduction to Basic Marine Electrical & Corrosion Mitigation, a four-day course for newcomers to marine electricity that provides students with the information to get started in this area of marine service. It is valued at $985.
The Advanced Scholarship grants the recipient the ability to gain complimentary access to one of ABYC’s Marine Certifications, which include Marine Systems, Marine Electrical, Marine Corrosion, ABYC Standards Knowledge, Marine Diesel Engines, Marine Gasoline Engines, Marine Composites, and Marine A/C-Refrigeration Certification. These also are four-day courses, valued at up to $1,170 each.
“Whether you’re just getting started in marine service or you’re an experienced technician, ABYC training and Certification can help you take your career and your dealership to the next level,” says John Adey, ABYC president. “With the new skills you’ll take away from our courses, you’ll be able to improve your service department’s customer satisfaction, profitability and professionalism.”
The ABYC Scholarships were founded to offer financial assistance for technical training and certification of dealership personnel.
“If we’re going to make a dent in the marine technician shortage, we need to offer today’s service department employees the continuing education to build a career in this industry,” says Liz Walz, MRAA Educational Foundation executive director. “We truly are grateful for the training opportunities provided by these ABYC Scholarships, as they allow recipients to build a brighter future in the boating business, which not only benefits the dealership, but also the industry at large.”
Employees of MRAA Retail Members are eligible to apply for the ABYC Basic and Advanced scholarships. The 2015 recipients will be announced at the Marine Dealer Conference & Expo, taking place Nov. 15-18 in Orlando, Fla.
For more information and to apply, visit the ABYC Scholarships web page by clicking here. The deadline for applications is Oct. 23. Please contact Liz Walz with any questions at 315-692-4533 or liz@mraa.com.
About MRAA Educational Foundation
As part of its mission to create a strong and healthy boating industry, the Marine Retailers Association of the Americas is committed to offering training, education and professional development opportunities to its members and the entire marine dealer community. In 2004, the association launched the MRAA Educational Foundation, a not-for-profit 501(c) 3 corporation, to provide financial support for education, training and professional development in the recreational marine trades. For more information, visit About American Boat & Yacht Council
Since 1954, the American Boat and Yacht Council (ABYC) has developed safety standards for boat design, construction, equipage, repair and maintenance. The essential global source of marine industry technical information, ABYC’s product safety standards, credentialing, education, training, and other tools help members make boating safer. For more information, visit www.abycinc.org.
About Marine Retailers Association of the Americas
At the Marine Retailers Association of the Americas, we believe that for the marine industry to thrive, the companies that interact with the boater in their community must thrive. Those businesses determine the boater’s experience and are the leading factor in the industry’s success. The MRAA works to create a strong and healthy boating industry by uniting those businesses, providing them with opportunities for improvement and growth, and representing them with a powerful voice. For more information, visit ###
Applicants Sought for Leadership Development Scholarship
The MRAA Educational Foundation and Spader Business Management are currently seeking applicants for the 2015 Duane Spader Leadership Development Scholarship.
The scholarship was founded to honor the marine industry service of Spader Business Management founder Duane Spader, as well as his leadership philosophy of lifelong learning. The recipient, who receives full tuition to attend the Spader Leadership Development Program, valued at $14,875, must be an employee of a Marine Retailers Association of the Americas Retail Member. The recipient will only be responsible for his or her travel expenses.
“It gives you the opportunity to become a better leader in an environment filled with peers who are there to help you succeed and to learn from you,” says Mary Jo Goettling, recipient of the 2014 Duane Spader Leadership Development Scholarship and sales manager of Blue Springs Marine in Blue Springs, Mo. ”I took a bunch of 5-hour ENERGY® with me because I thought it would be all lecture, but there’s a lot of hands-on training, and we’ve already implemented some of the strategies at the dealership.”
The Spader Leadership Development Program is a 15- to 18-month program for current and future leaders that involves five three-day sessions in Sioux Falls, S.D. In between sessions, participants are tasked with putting what they’ve learned to work in their dealership and tracking the results of those efforts.
Upon graduating from the program, participants will know how to:
· Lead their organization’s culture and strategy
· Improve their own leadership and management effectiveness
· Coach their team to higher performance
· Effectively understand and manage each area of Total Business Success®
· Hire the best candidates for each position
· Deliver world-class customer service
· Assess and improve their dealership’s organizational health
“The Spader Business Management team chose to base this scholarship on our Leadership Development Program because of the tremendous impact it has on the personal and professional lives of participants,” says David Spader, the program’s principal trainer. ”The program continues to help current and future leaders in the marine industry navigate the challenges of succession, employee management, strategy, and the many other issues facing dealerships.”
The 2015 recipient will be announced at the Marine Dealer Conference & Expo, taking place Nov. 15–18 in Orlando, Fla.
For more information and to apply, visit the Duane Spader Leadership Development Scholarship web page by clicking here. The deadline for applications is Oct. 9. Please contact Liz Walz with questions at liz@mraa.com or 315-692-4533.
About MRAA Educational Foundation
As part of its mission to create a strong and healthy boating industry, the Marine Retailers Association of the Americas is committed to offering training, education and professional development opportunities to its members and the entire marine dealer community. In 2004, the association launched the MRAA Educational Foundation, a not-for-profit 501(c) 3 corporation, to provide financial support for education, training and professional development in the recreational marine trades. For more information, visit About Marine Retailers Association of the Americas
At the Marine Retailers Association of the Americas, we believe that for the marine industry to thrive, the companies that interact with the boater in their community must thrive. Those businesses determine the boater’s experience and are the leading factor in the industry’s success. The MRAA works to create a strong and healthy boating industry by uniting those businesses, providing them with opportunities for improvement and growth, and representing them with a powerful voice. For more information, visit ###
Applicants Sought for Leadership Development Scholarship
The MRAA Educational Foundation and Spader Business Management are currently seeking applicants for the 2015 Duane Spader Leadership Development Scholarship.
The scholarship was founded to honor the marine industry service of Spader Business Management founder Duane Spader, as well as his leadership philosophy of lifelong learning. The recipient, who receives full tuition to attend the Spader Leadership Development Program, valued at $14,875, must be an employee of a Marine Retailers Association of the Americas Retail Member. The recipient will only be responsible for his or her travel expenses.
“It gives you the opportunity to become a better leader in an environment filled with peers who are there to help you succeed and to learn from you,” says Mary Jo Goettling, recipient of the 2014 Duane Spader Leadership Development Scholarship and sales manager of Blue Springs Marine in Blue Springs, Mo. ”I took a bunch of 5-hour ENERGY® with me because I thought it would be all lecture, but there’s a lot of hands-on training, and we’ve already implemented some of the strategies at the dealership.”
The Spader Leadership Development Program is a 15- to 18-month program for current and future leaders that involves five three-day sessions in Sioux Falls, S.D. In between sessions, participants are tasked with putting what they’ve learned to work in their dealership and tracking the results of those efforts.
Upon graduating from the program, participants will know how to:
· Lead their organization’s culture and strategy
· Improve their own leadership and management effectiveness
· Coach their team to higher performance
· Effectively understand and manage each area of Total Business Success®
· Hire the best candidates for each position
· Deliver world-class customer service
· Assess and improve their dealership’s organizational health
“The Spader Business Management team chose to base this scholarship on our Leadership Development Program because of the tremendous impact it has on the personal and professional lives of participants,” says David Spader, the program’s principal trainer. ”The program continues to help current and future leaders in the marine industry navigate the challenges of succession, employee management, strategy, and the many other issues facing dealerships.”
The 2015 recipient will be announced at the Marine Dealer Conference & Expo, taking place Nov. 15–18 in Orlando, Fla.
For more information and to apply, visit the Duane Spader Leadership Development Scholarship web page by clicking here. The deadline for applications is Oct. 9. Please contact Liz Walz with questions at liz@mraa.com or 315-692-4533.
About MRAA Educational Foundation
As part of its mission to create a strong and healthy boating industry, the Marine Retailers Association of the Americas is committed to offering training, education and professional development opportunities to its members and the entire marine dealer community. In 2004, the association launched the MRAA Educational Foundation, a not-for-profit 501(c) 3 corporation, to provide financial support for education, training and professional development in the recreational marine trades. For more information, visit About Marine Retailers Association of the Americas
At the Marine Retailers Association of the Americas, we believe that for the marine industry to thrive, the companies that interact with the boater in their community must thrive. Those businesses determine the boater’s experience and are the leading factor in the industry’s success. The MRAA works to create a strong and healthy boating industry by uniting those businesses, providing them with opportunities for improvement and growth, and representing them with a powerful voice. For more information, visit ###
Why is Process Mapping an Important Part of the MICD Program?
All great businesses start with a plan. Plans help keep things running smoothly and ensure that proper procedures are followed and executed each and every time, so customers always have a repeatable, positive experience. It’s important for MICDs to not only create process maps, as is required for program participation, but also continuously refine them over time. Here’s a look at why sales, service and parts process mapping is necessary and how your dealership can easily implement them.
Sales Process Mapping: Every dealership customer wants to feel as though he or she is your one and only customer; and delivering on that desire means being able to provide each person with individualized attention that’s only possible through an organized, structured plan of attack.
Developing a mapped sales process ensures that every customer that walks through your dealership door has the same quality experience, each and every time. Having processes in place to greet customers as they enter the dealership, educate them on your products and services and show them the proper use, and inspect boats and engines prior to customers taking delivery all help leave the customer with a positive impression of your business.
If customers feel they are respected and well treated and that the products they purchase from your dealership are top-notch and easy to operate, then the chance of retaining this customer remains high. Satisfied customers mean repeat business and great word-of-mouth marketing to other potential customers — an unbeatable endorsement in today’s crowded retail marketplace.
Service Process Mapping: No boat or engine is going to remain problem-free forever. And when issues arise, it’s paramount that your dealership be able to respond to customer needs for repair in a timely, organized and professional manner. Often, a customer’s service department experience can make or break their opinion or your dealership and color their desire to do business with you in the future.
Developing a mapped service process ensures that customers get their boats fixed on time, every time. By establishing set procedures to conduct repair work, technicians know what they are supposed to be doing and when, and this helps customers get back on the water faster. The service process map ensures that there are enough factory-trained, qualified technicians on staff at the dealership, and that they have access to all the parts, tools and equipment they need to repair boas quickly and deliver and outstanding experience for the customer.
Parts Process Mapping: When a boat comes into the dealership for repair, you often don’t know what parts are necessary to fix the problem until diagnostic tests and checks are performed. Once you know what you need, however, the key to getting your customer’s boat fixed and back up and running again is the availability and accessibility of the appropriate parts to make the repairs.
Developing a mapped parts process helps your dealership keep track of all the parts it currently has in inventory, so technicians know what’s in stock at all times when customers come in for repairs. This keeps repair work moving at a steady pace, so you can get boats fixed quickly and get customer back on the water as soon as possible. Having a mapped parts process in place also helps you track and ultimately prevent parts obsolescence. It allows you to know what parts you need — and which you don’t — so you can save space and money for the most important parts on the shelf and refine your ordering process to avoid unnecessary items that sit around, unused, for months or years at a time.
This year’s MDCE will feature a Pre-Conference Workshop dedicated to teaching dealers the art of process mapping, which is highly recommended for Certified Dealers. Called “X Marks the Spot,” the session, hosted by MICD lead consultant Paul Weaver Nov. 16 from 9:45-11:15 a.m. ET, provides step-by-step instructions on how to create a custom process map to improve any department in your business. MICDs can register to attend MDCE 2015 (and the workshop) by clicking here.
To get started on the path to becoming Certified or to renew your Certified status, visit MRAATraining.com/Certifications, or contact MICD Program director Sonja Moseley at 763-333-2424 or sonja@mraa.com.
Member Spotlight: Greg Knop
How did you get started in the boating industry?
Growing up in and around the dealership while it grew and created its own identity was very influential on my own future goals to enter the dealership as an employee. My career really got going in 2008. I worked in outside sales for a construction materials company for 3 years after graduating college. I started at the dealership just as the recession hit.
What can you attribute your family’s success in the industry to?
Hard work and customer service. We don’t advertise much but we carry a great local reputation that prompts much repeat and referral business. We are nearing completion of our 25th year in business. *Brag alert: I am proud to say that we are currently competing in the finals of the Greater Tampa Chamber of Commerce “Small Business of the Year” competition as one of five finalists from a field of over 300 nominees.
Do you have certain family values you carry over into your business?
Absolutely. Take care of your employees and your customers, and they’ll take care of you. Never lose focus of how important daily operations are to long term success. My father and grandfather are very caring people and I’ve witnessed them go well above what’s required or expected to help out our employees and customers.
What is the most interesting decision you’ve made while in the boating business?
The opening a [waterfront] 2nd location only 10 miles away from our original “headquarters” location. While we are only a couple of zip codes apart, we have successful in both sales and service.
Where do you see yourself and your company in 10 years?
I imagine I’ll be more entrenched in the role my father Paul currently holds; which is literally to do whatever is necessary to “keep the boat on plane”. I hope to see modest and sustainable revenue growth, and another location or two by the year 2025.
You’re part of YLAC, why did you join YLAC?
I actually received one of MRAA’s emails about YLAC and it peaked my curiosity. I applied for the council and was honored to have been selected.
And why do you feel it’s important that the younger side of the industry get involved with YLAC?
Our industry is unarguably entering a transition phase. All aspects of the marine industry have key decision makers that will be retired in 5-10 years. Now is the time us “youngsters” to step up and face the challenges. My experience within YLAC has introduced me to people, dealerships, and perspectives that I otherwise would have never experienced.
How have you overcome industry challenges?
By never losing sight of what we do best. Offer top quality products and back it up with a level of service that reinforces that quality. While the sales volume may drop in economic slumps, our service departments inject the revenue needed to make ends meet.
Especially during the years of 2008-2009 in the recession. I was very green during these times but I’ve reflected upon them as of late. I remember watching my father and mother sacrifice their own income and personal assets to allow for enough cash flow to satisfy our obligations. Our entire team made an ownership-type decision to swallow salary and hourly pay cuts in order to maintain their employment and benefits.
What are “Five Fast Facts” about yourself?
- Family Boating was founded when I was 5 years old, so I have a vivid memory of this exciting time in our family’s history.
- The oldest of 3 boys, I’m the only one crazy enough to work in the family’s boat business.
- I represent the 3rd generation within the dealership.
- My wife Gina and I have a 1 ½ year old daughter and we’re expecting our second daughter in December. Perhaps one of them will one day represent the 4th generation within the dealership…
- I recently sold a boat to someone whose grandfather bought a boat from my father in 1989 (our first year).
