Dealers: Get Your Prescription for Profits at MDCE 2015

When it comes to diagnosing the overall health and well being of a dealership, there’s no better doctor than the dealership principal; and there’s no more potent salve to improve a marine retailer’s business operations than continuing education. The 2015 Marine Dealer Conference & Expo is being designed to help dealers get fit and stay energized by providing them with the strategies, resources and tools necessary to help them run healthier, more profitable businesses in the coming year and beyond.

The theme of this year’s MDCE, “Profit Rx,” was established to demonstrate that this year’s event will share ways that dealers can drill down into critical areas of their business to help them strengthen and revitalize their respective retail operations. MDCE 2015 will feature experts in leadership, sales, marketing, service, finance and insurance, and parts and accessories whose intent it is to help dealers unpack the secrets to running a healthy business, based on the topics dealers feel are most critical.

MDCE 2015 takes place Nov. 15-18 at the Orange County Convention Center and Rosen Plaza Hotel in Orlando, Fla.

“MDCE is an event built by dealers, for dealers, and that’s a tradition we plan to continue in 2015 and beyond,” explains Liz Walz, vice president of the Marine Retailers Association of the Americas, which produces the annual event in partnership with Boating Industry. “This year, we’re asking dealers to put forth their own ideas and suggestions regarding the areas they feel they need the most help in their businesses, and we will custom-tailor MDCE 2015 content around their preferences.”

Following conclusion of the Closing Keynote address during the 2014 event, MDCE staff solicited dealers to submit the topics they’d most like to see addressed in the Educational Tracks and Pre-Conference Workshops at the 2015 event. Hundreds of suggestions were collected.

The actual number and content of Educational Tracks and Pre-Conference Workshops is still being determined, but for the first time ever, MDCE 2015 will feature Learning Labs, where attendees can participate in “health screenings” to explore how well various areas of their business are performing and identify strategies for continuous improvement.

“The idea behind ‘Profit Rx’ is to give dealers an opportunity to share with MDCE organizers what they feel are the topics and ideas that will be most beneficial to cover for their businesses, and have us structure the conference around those specific wants and needs,” says Boating Industry editor-in-chief Jonathan Sweet. “We’re asking dealers to help write their own prescriptions for continued success.”

The 2015 MDCE will offer two full days of Educational Tracks, in addition to a half-day of Pre-Conference Workshops and two keynotes. The conference has traditionally included three Educational Tracks, but last year it expanded to four: Leadership, Sales, Marketing and Service Plus. A Closing Keynote address also was added in 2014 and will likewise conclude the 2015 event.

The 2015 MDCE is scheduled for Nov. 15-18 at the Orange County Convention Center and Rosen Plaza Hotel in Orlando, Fla. In 2014, MDCE attracted more than 580 dealers, 40 percent of which attended for the very first time. MRAA’s goal is to grow the event to more than 1,000 dealer attendees. To learn more, visit MRAA.com/MDCE.

About the Marine Dealer Conference & Expo
The Marine Dealer Conference & Expo is the Marine Retailers Association of the Americas’ annual conference and member meeting. As the marine industry’s only dealer-specific educational conference, the MDCE offers an in-depth lineup of educational topics, a full-featured expo hall and a series of fixed networking opportunities, all of which are designed to help marine dealers connect with and learn from others who can foster their success. The MDCE is co-produced by MRAA and Boating Industry, and it features Educational Tracks, Pre-Conference Workshops, Opening and Closing keynote presentations, and the all-new Learning Labs. It will be held Nov. 15-18 at the Orange County Convention Center and Rosen Plaza Hotel in Orlando, Fla. For more information, visit MRAA.com/MDCE.

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How Can I Use the MRAA Career Center to Find Qualified Help at My Certified Dealership?

Good help is hard to find. As a Certified Dealer, you want to ensure you hire the best, most skilled and technologically advanced people to work inside your dealership. But where do you find them? You can use the more traditional methods of advertising open positions on popular job-seeking websites, but these aren’t specifically aimed at the marine industry. The good news is that now, there is a dedicated place. It’s called the MRAA Rewards Career Center, and it exists to connect marine retail businesses in need of help locating qualified employees with job seekers looking for positions in the marine industry.

The Marine Retailers Association of the Americas, in partnership with the American Boat & Yacht Council, announced the career center launch during the 2014 Marine Dealer Conference & Expo last November.

Found at MRAA.com/CareerCenter, this new resource provides Certified Dealerships with the opportunity post job openings and find a number of tools to help them do a better job of hiring and managing employees. Simultaneously, it allows job seekers to look through open positions and post resumes to the resume bank, directly seeking out your dealership.

The MRAA Rewards Career Center currently includes a link for employers to post jobs and view resumes; connect with marine schools that are educating future industry employees; and a database of job descriptions that MRAA member-Certified Dealers can tap into and use for their own operations. It also includes links that enable job seekers to view job postings and find resources that will help them do a better job of presenting themselves to potential employers.

MRAA has plans to eventually build out the tools and resources available through the career center to offer employers more opportunities to find success with hiring and managing employees. The job listings and resume bank will remain the focal point of the career center as MRAA ramps up and around those tools.

Eventually, the career center will offer HR-related training opportunities, insight into career paths and salary expectations, as well as to partner with other workforce development options to give our industry more options for qualified employees.

The career center is an excellent means for your Certified Dealership to find the qualified sales, office, service, and marina staff it needs to be among the marine retailing elite.

Member Spotlight: Steve Baum

Steve Baum got his start in the marine industry in 1981, as a barnacle scraper at Fort Lauderdale’s Cable Marine. From barnacle boy, Steve worked his way up the ranks, eventually becoming president and CEO of Boat Owners Warehouse, a Cable company. He’s also served on the MRAA Board of Directors for a whopping 17 years, spending the last two as chairman. We recently had the opportunity to talk to Steve about how the boat biz, pizza and his New Years resolution.

Q: How did you get started in the marine industry?

Baum: I got my start in the marine industry in 1981. I’d just finished high school in Cleveland, Ohio in June 1980, and on a whim I decided to move to Fort Lauderdale in December of that year. It was a fairly easy decision; it was winter in Cleveland; and it was Spring Break for six weeks a year in Fort Lauderdale. I arrived on a Friday, and had a good time that first weekend on the beach. Monday morning I went looking for a job, and the first place I visited was Cable Marine, a full-service boatyard. They hired me on the spot, as a barnacle scraper and bottom painter. When I started in the industry, I literally didn’t know port from starboard. I spent the next six years working on boat bottoms and at the same time learning all about them and how to fix them. I also was attending college classes at night to learn about business. Elmer Strauss, George Cable and Joe LaFauci founded Cable Marine in 1978, and once they found out I was going to school at night they offered to pay for the classes, which was a huge help. Once I finished school, they promoted me to manage the parts department at the boatyard, which I did for a couple of years. Elmer, George and Joe also had started a separate company called DS Hull Company Inc. in 1979 as a distributor of large ticket items for boats; things like stabilizers, water makers and refrigeration units. In 1985, they started Boat Owners Warehouse, a retail boat supply store. In 1989, they asked if I would like to move from Cable Marine over to DS Hull Co Inc./Boat Owners Warehouse as the general manager, an opportunity I jumped at. I’ve spent the last 25 years building and refining our wholesale/retail model for aftermarket distribution and sales of marine parts and accessories. In 1995, Elmer, George and Joe approached me about becoming a shareholder in DS Hull Company and becoming partners with some of their children who were working in the business, as part of their estate planning and transitioning to the next generation. And that brings me to today. I’m now partners with Terri Strauss (Elmer’s daughter) and Paul LaFauci (Joe’s son), and the three of us operate three Boat Owners Warehouse stores located throughout South Florida; D.S. Hull Company Inc., a full-line marine distributor for 350 manufacturers; and Yacht Equipment & Parts Inc., a servicing dealer for warranty, repairs and installation on all the big equipment that we sell. I currently serve as president/CEO of the three companies.

Q: You’re currently serving as MRAA’s immediate past chairman. What’s it been like serving on the MRAA Board of Directors?

Baum: I’ve enjoyed every minute serving as chairman of MRAA these last two years. I got involved with the board 17 years ago when there was a Marine Accessories Committee formed as a joint venture between NMMA, MRAA, NMDA and the NMRA. That committee has since been dissolved, but I really liked working with all the other dealers and learning from them. There’s such a vast and deep array of marine retailing knowledge associated with the members of the board that you can’t help but learn every time you’re around them. I’ve served on the board for 16 years and have two more to go as immediate past chairman, then it will be someone else’s turn. I’ll miss the meetings, but I’ll still see everyone at MDCE each year. I’ve been involved with the board through some great times, as well as some very trying times, but I will say this: I feel like I’ve left the association in the best position that it’s ever been. I give all of the credit for this to Matt, Liz and the amazing staff that they’ve built. I was just glad to be there with the rest of the board to help guide them. I’d say that at the top of the list of accomplishments for MRAA is the development of the YLAC. This initiative was started prior to my chairmanship, but I think it represents the future of the association, as well as the entire industry, and I look forward to watching it grow. We have some amazing talent that’s come out of that committee, as well as some amazing people.

Q: With younger boating industry professionals beginning to step up, what kind of advice can you offer them?

Baum: My advice to anyone coming into the industry today would be to make sure you love what you do, because if you do it right, you’ll be doing it for a very long time. I’ve loved every day that I’ve worked in this industry, and I look forward to learning something new from it every day. Even as an 18-year-old barnacle scraper/bottom painter, I loved coming to work, working outside in the fresh air on other peoples’ toys… it was amazing. And back then, I needed to learn everything about this industry, so there were new challenges every day. Some of our customers have some really cool toys, and we’ve done work on some of the most amazing boats in the world. The advances in technology that have occurred in our industry over the last 34 years are incredible. I started in this industry nearly three and a half decades ago, and it really seems like only yesterday.


Q: Time to get real. What are five things most people don’t know about you?

Baum: (1) My favorite color is orange; not sure what that says about me. (2) My favorite food is pizza – from Geraci’s in University Heights, a suburb of Cleveland. Even after 34 years in Florida I haven’t found any better. I worked there for about a year when I was 14. (3) I’m still a Cleveland Browns fan, although I think the last time they were in the playoffs I still lived there. (4) I love to scuba dive, even though I don’t do it as much as I would like. (5) I wear shorts to work most days, one of the many advantages of working in the marine industry. I couldn’t wear a suit and tie every day, although I do put on long pants when I meet with bankers.

Q: What’s your number-one business resolution for 2015?

Baum: My business resolution for 2015 is the same as it is every year: Stay focused on yourself, not the other guy. Keep it simple. Our customer is the only reason we exist. The thing that makes us unique is the experience that we offer our customers.

MarineLab Expands Operations Nationwide in 2015

MarineLab, the Marine Retailers Association of the Americas’ exclusively endorsed warranty service provider and MRAA Preferred Partner Member, has decided to expand its operations nationwide, and recently appointed Scott W. Donovan to head the organization. Donovan, a longtime service technician turned service and warranty advisor and manager, has been involved in all aspects of running day-to-day operations for MarineLab, as well as participating in field-related work, since 2000.

MarineLab provides dealers with an efficient, profitable and cost-effective way to process manufacturer warranty reimbursements. It helps dealers of boats, motors, trailers and marine components and accessories dramatically increase warranty revenue at the dealership. The service allows retailers to maintain a fixed cost for warranty processing rather than relying on in-house staff, which adds to the retailers’ overhead and expenses. Dealers are able to tap MarineLab’s team of experts to address any warranty-related requests or concerns, as well as submit, track and review all warranty claims. Dealers simply pay a percentage of paid claims in a given month for the MarineLab service.

“As a relatively new idea in our industry, MarineLab greatly benefits dealerships both large and small,” Donovan says. “Warranty policies and procedures are constantly changing, which makes it difficult for service department personnel to stay on top of the changing claims nuances. Finding the time to focus on the task at hand also is an issue, as dealers are busy servicing customers first and foremost.

“We manage the claims process from start to finish, including all phone calls, processing and tracking,” Donovan continues. “Sometimes, depending on the claim and the manufacturer, we can get claims processed in as little as one hour, and we don’t get paid unless the dealer gets paid. On top of that, dealers gain the expertise and longstanding personal manufacturer relationships that MarineLab brings to the table.”

MRAA members get exclusive access to MarineLab through the MRAA Rewards Program, which includes more than 30 tangible benefits that members can take advantage of for their $300 annual investment in a MRAA membership.

“MarineLab is an incredible benefit for MRAA members because for a relatively low cost, it allows dealers to hand over their warranty work to capable experts who specialize in getting the job done and have all the knowledge and connections to file and process warranty claims on time and with efficiency,” says Sonja Moseley, MRAA director of benefits. “Scott brings an incredible wealth of expertise to MarineLab, and he’s the ideal choice to lead the organization and work on behalf of MRAA member dealers to make quick work of warranty claims, putting the most money possible back into dealers’ pockets.”

While assisting in and overseeing a parts departments for many years, Donovan understands that when it comes to filing warranty claims, expediency is key.

“Consider a large warranty claim,” he explains. “Let’s use a Volvo IPS repair as an example. It’s possible that the dealer will need anywhere from $8,000 to $10,000 in parts to repair a single pod, not including labor. Somewhere in between the start and finish of the work being performed, Volvo’s monthly parts statements arrive at the office like clockwork. The quicker these claims are processed and paid out, the fewer burdens the dealership has to bear.”

MarineLab representatives will be on hand at the Progressive Insurance New York Boat Show, taking place Jan. 21-25 at New York City’s Javits Center. To learn more about MarineLab, or to meet with a rep at the show, contact Donovan at 631-533-7891 or sdonovan@marinelab.com.

To learn more about MRAA membership to gain access to exclusive benefits like MarineLab or to join, contact MRAA membership coordinator Hannah Muerhoff at 763-333-2420 or hannah@mraa.com.

About MarineLab
MarineLab was established by the nation’s leading experts on warranty reimbursement in recognition of the increasing importance of profitability in fixed operations in the wake of a suppressed economy and struggling retail sales. The company has been named a Preferred Partner of the Marine Retailers Association of the Americas and is the association’s exclusively endorsed warranty processing service provider. For more information, visit MarineLab.com.

About the Marine Retailers Association of the Americas
At the Marine Retailers Association of the Americas (MRAA), 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. 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

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Massachusetts MRU Expands to Include Rhode Island

Dominion Marine Media and the Marine Retailers Association of the Americas have partnered for a third consecutive year to bring their popular Marine Retail University to Massachusetts, Wednesday, Jan. 14 from 7:30 a.m. to 5 p.m. in Brockton, Mass.

For the past two years, the event has been hosted by the Massachusetts Marine Trades Association, and it has been one of the largest and best attended MRUs in the series’ three-year history. This year, it’s expanding; for the first time, the event will be co-hosted by MMTA and the Rhode Island Marine Trades Association. It’s expected to be the largest MRU of the 2014-2015 season, and perhaps the largest MRU to date, drawing more than 100 marine businesses from across Massachusetts and Rhode Island.

“The Marine Retail University provides a unique opportunity for marine businesses to not only dig into the hot-button topics of the day and find solutions and best practices for their organization, but also to network with their peers and colleagues,” says Liz Walz, MRAA vice president. “Historically, the turnout at this particular MRU has been high, and we’re thrilled at the prospect of expanding it further.”

MRUs are structured as one-day educational events for those interested in drilling down deeper into many of the critical topics and issues impacting their marine businesses. Speakers and industry experts are brought in to discuss myriad subjects that marine retailers have indicated are of interest to them.

“We’re so excited to partner with MRAA and Dominion and their Marine Retail University,” says Wendy Mackie, CEO of RIMTA. “The timing is perfect, with the Providence Boat Show taking place January 23-25. Dealers and other exhibitors are able to fine tune their displays and messaging using MRAA and Dominion best practices, then put what they learned at the MRU right to work at the show.”

At each MRU, attendees participate in educational sessions that offer local and national data, trends and best practices, as well as several networking opportunities. Topics range from analysis of the latest boat sales registration numbers and consumer research to expert advice and proven strategies in areas like marketing and promotion, the service department, hiring and human resources, leadership and sales.

The Northeast MRU will incorporate seven sessions in all. Specific topics to be covered include: A state-of-the-industry update; converting data to dollars; 29 tips to improve the service department; online reputation management; regulatory wrangling; maximizing boat show ROI; and marine business best practices.

“Dominion is excited to work with MRAA to bring this valuable educational series to life for dealers around the country,” says Katy Judge, Boat Trader brand manager. “We work in concert with MRAA to deliver MRU content that’s relevant and valuable to bolster the financial success and growth potential of marine retailer attendees. We expect this MRU to really ‘wow’ dealers and give them some key strategies and best practices they can take home and immediately implement back at their respective places of business.”

Since the launch of the MRU event series in November 2011, it has attracted more than 700 attendees. Its success is largely attributable to the powerful collaboration MRAA and Dominion have built with the series’ title sponsor, Norman-Spencer Marine Insurance; the state and local Marine Trades Associations that host many of the MRU events; and Boating Industry magazine, which serves as the exclusive media sponsor.

There’s still time for interested dealers to register for next week’s Northeast MRU. Click here for more information about the event and its educational lineup, or to register online.

About Marine Retail University
The Norman-Spencer Marine Retail University is a series of regional dealer educational conferences. Launched in 2012 as a partnership between the Marine Retailers Association of the Americas and Dominion Marine Media, these regional events seek to provide attendees with in-depth market knowledge and the tactics to capitalize on those insights. The partners work closely with regional and state associations to deliver additional value to their members. Norman-Spencer Marine Insurance Services supports MRU as the title sponsor of the event series. For more information, or to sponsor or exhibit at an MRU event, please contact Liz Walz at 315-692-4533 or liz@mraa.com.

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MRAA Educational Foundation Raises More Than $20,000

The MRAA Educational Foundation has exceeded its goal of raising $20,000 in 2014 to provide financial support for education, training and professional development in the recreational marine trades. The foundation hit its fundraising goal during the recent Marine Dealer Conference & Expo, which took place Nov. 16-19 at the Orange County Convention Center and Rosen Centre Hotel in Orlando, Fla.

Immediately following close of MDCE, the foundation received another contribution that pushed MRAA beyond its initial $20,000 goal, and it continues to receive additional donations as the New Year approaches.

“We are inspired by the generosity that allowed the foundation to reach this critical milestone in 2014,” says Liz Walz, MRAA director of education and executive director of the foundation. “By contributing to the foundation’s award and scholarship funds, donors are helping to grow and develop the marine industry’s workforce, thus building a brighter future for the boating business. A big ‘thank-you’ to all of those that offered their support.”

Prior to the start of MDCE, the MRAA Educational Foundation, a not-for-profit 501(c)3 corporation, had raised $7,400 in 2014. Donations secured at and immediately following the November event topped $12,000, pushing the foundation over its goal and helping fund several key educational opportunities.

“Donations made to the MRAA Educational Foundation directly contribute to the education and training of this industry’s exceptional crop of current and prospective professionals,” says Ed Lofgren, MRAA Educational Foundation Board president and CEO of 3A Marine Service Inc. in Hingham, Mass. “The foundation relies on these contributions not only to help marine retailers find qualified people, but also to develop them. Training and education is paramount in our industry, and the foundation exists to ensure marine retail professionals and the many that follow are the best equipped to provide an exceptional customer sales and service experience.”

During the 2014 MDCE, the MRAA Educational Foundation handed out nine scholarships and awards that together represent $34,120 worth of technical training and professional development. They include the following programs:

• Three MRAA Technical Scholarships, which are awarded to marine schools that train students for careers in the marine industry

• Two ABYC Scholarships, which cover the tuition for one recipient to attend ABYC’s Introduction to Basic Marine Electric & Corrosion Protection and for another recipient to attend one of ABYC’s Certification Courses

•The Duane Spader Leadership Development Scholarship, which covers the tuition for one recipient to attend Spader Business Management’s Leadership Development Program

• Two Kevin Lodder Scholarships, which cover the tuition and provide a travel stipend for each recipient to attend Spader Business Management’s Total Management 1 Workshop

• The Darlene Briggs Woman of the Year Award, which is presented to an outstanding woman who is actively involved in the marine industry

To learn more and donate to the MRAA Educational Foundation, click here. For additional information about the foundation, contact Liz Walz 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 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 ###

Boating Industries Association of Upstate New York Receives 2014 Bill Ferguson Award

The Boating Industries Association of Upstate New York was recently honored with the 2014 Bill Ferguson Award, which recognizes outstanding service by a marine trades association to its members and the boating business as a whole. The award was presented to BIA executive director Barb Caster Wednesday, Nov. 19 during the Marine Dealer Conference & Expo Awards Breakfast at the Rosen Centre Hotel in Orlando, Fla.

“This year’s award recipient is an association that’s near and dear to my heart,” says Liz Walz, director of education for the Marine Retailers Association of the Americas. “BIA may be small in terms of the region it encompasses, but it’s tremendous in terms of the service it provides to its 80-plus members. The group is active in state-level politics, puts on an impressive boat show each year, works tirelessly to promote and advocate for safe boating, and goes above and beyond to support member education.”

BIA puts on one of the largest boat shows in the State of New York, encompassing more than 250,000 square feet of exhibit space and distributing profits from the event among the exhibitors. The association is active at the state level, with several members serving on the state association’s board of directors and participating in lobbying efforts in the state capital. In terms of education, BIA works to provide a breadth of opportunities to its members, including sponsoring members to attend the MDCE, hosting a Marine Retail University, and partnering with Sea Grant to offer member training.

Perhaps one of BIA’s crowning achievements, however, has been the Discover Clean & Safe Boating campaign, developed in 2008 through yet another partnership with the state’s Sea Grant Program. Each year, a different type of vessel serves as the Clean and Safe Boat, travelling across the state to boat shows, farm days, fairs and festivals with all the required and recommended equipment necessary for clean, safe and lawful boating on board. Through the program, more than half a million boaters at more than 50 events have been educated about how to be legal, safe and environmentally friendly on state waters.

“These are just a few of the myriad ways the Boating Industries Association of Upstate New York provides outstanding value to its members and helps bolster the marine industry overall,” adds Walz.

When MRAA was originally founded, the then-executive director of the Marine Trades Association of Metropolitan Houston, Bill Ferguson, served as its first executive director. Ferguson served in this position in return for a $1 annual salary, helping to get MRAA off the ground and providing it great expertise.

In 1986, MRAA created The Bill Ferguson Award in his honor and began presenting it to the marine trades association that does the most in a given year to support its constituents.

Recent past recipients include: The Marine Trades Association of New Jersey (2013 and 2007); Boating Trades Association of Metro Houston (2011); National Marine Trades Council (2009); Marine Industries Association of South Florida (2008); Massachusetts Marine Trades Association (2006); Sacramento Valley Marine Trades Association (2005); New York Marine Trades Association and Lake of the Ozarks Marine Dealer Association (2004); and Marine Industries Association of Florida (2003).

For more information, contact Liz Walz at 315-692-4533 or liz@mraa.com.

About the Marine Retailers Association of the Americas
At the Marine Retailers Association of the Americas (MRAA), 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. 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

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Yamaha Marine Group Becomes 2015 MRAA Platinum Partner Member

The Marine Retailers Association of the Americas (MRAA) announced today that Yamaha Marine Group has joined the association as a 2015 Platinum Partner member, the highest level of support for the organization.

“We are very proud to have earned Yamaha’s support,” says Matt Gruhn, MRAA president. “Yamaha Marine has incredibly strong dealer education and service training programs that align closely with MRAA’s focus on the success of today’s dealers. We believe there is a lot of potential moving forward to work with Yamaha to expand the opportunities for marine dealers to find greater success and growth.”

In addition to the world-class service training opportunities Yamaha Marine provides dealers, the company also offers online training modules through its Yamaha Marine UniversityÔ(YMU) program. YMU training modules include product overviews as well as best business practices taught by instructor Valerie Ziebron. Ziebron, a regular speaker at MRAA’s Marine Dealer Conference & Expo, is one of the highest-rated speakers in MDCE history.

“At Yamaha Marine, our commitment to our dealer network remains one of our top priorities,” says Martin Peters, dealer education manager, Yamaha Marine Group. “By aligning our initiatives with MRAA, we believe we can give our dealers even more support and more access to the tools and resources they need to make their businesses successful.”

To learn more about MRAA membership or to join, contact MRAA membership coordinator Hannah Muerhoff at 763-333-2420 or hannah@mraa.com.

About the Marine Retailers Association of the Americas
At the Marine Retailers Association of the Americas (MRAA), 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. 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 About Yamaha Marine Group
Yamaha Marine products are marketed throughout the United States and around the world. Yamaha Marine Group, based in Kennesaw, Ga., supports its 2,000 U.S. dealers and boat builders with marketing, training and parts for Yamaha’s full line of products and strives to be the industry leader in reliability, technology and customer service. Yamaha Marine is the only outboard brand to have earned NMMA’s Customer Satisfaction Index (C.S.I.) Award every year since its inception. For more information, visit YamahaOutboards.com.

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Ryan Estis Shares Strategies to Help Dealers Win More Business

After three powerful days of education and networking at the industry’s premier annual dealer event, attendees of the 2014 Marine Dealer Conference & Expo in Orlando, Fla., were treated to an inspiring Closing Keynote address delivered by world-renowned business performance expert Ryan Estis. Estis spoke before a room of marine retailers Wednesday afternoon, Nov. 19, and discussed strategies for dealers to compete for — and win — more business in the market.

“Holding onto the status quo when the world around you is changing is a very dangerous thing,” Estis said during his address. “We are on the cusp of an even bigger transformation than we were in 2009, predicated on the notion that customers are changing the way they make buying decisions.”

During his Closing Keynote address, entitled “Lead Your Business to Breakthrough Performance,” Estis discussed the evolution of customer buying behavior; where to spend the most time to get the biggest impact; how to create a sales culture of accountability and performance; how to coach your team to maximum productivity; ways to use technology to engage customers and shorten the sales cycle; and how to develop a plan to take immediate action.

MDCE 2014 wrapped up its successful three-day run at the Orange County Convention Center and Rosen Centre Hotel in Orlando, Fla. Wednesday afternoon, immediately following Estis’ hour-long presentation. This year, MDCE organizers chose to add a formal Closing Keynote address to conclude the event.

“Ryan did an amazing job getting dealers excited about how to boost their sales results in today’s market,” explains Liz Walz, director of education for the Marine Retailers Association of the Americas, which produces the annual event in partnership with Boating Industry. “We knew his energy and enthusiasm would be infectious, and that he’d be just the right speaker to break through the intensity of the preceding days and deliver a message that truly stands out. It’s clear that dealer attendees picked up on his positive message and are energized to return home and implement many of Ryan’s ideas and strategies at their own dealerships.”

Estis is globally recognized for helping companies, leaders and salespeople embrace change, accelerate growth and achieve breakthrough performance in the new economy. A former chief strategy officer at McCann-Erickson Advertising, he is particularly skilled in the areas of sales effectiveness, leadership and the future of work. Today, he serves as the chief experience officer in his own training and development organization, Ryan Estis & Associates, based in Minneapolis.

“Ryan was an incredible addition to the MDCE speakers’ roster this year, and we could not be more pleased to have him usher dealers out on a high note after several days of incredible education and training opportunities,” says Boating Industry editor-in-chief Jonathan Sweet. “A special thanks to the generous support of the dealers who comprise Boating Industry’s Top 100 Hall of Fame, as this group volunteered to sponsor the Closing Keynote. They made bringing Ryan to MDCE 2014 possible.”

The Boating Industry Top 100 Hall of Fame consists of MarineMax, Inc.; Galati Yacht Sales; Prince William Marina; and Legendary Marine. Dealers are awarded a spot in the Hall of Fame after being named the No. 1 Dealer in North America by Boating Industry for two consecutive years.

The 2014 MDCE featured more than 30 educational sessions in all, the most the event has ever offered, including seven Pre-Conference Workshops. The conference has traditionally included three educational tracks, but in 2014, it has expanded to four tracks: Leadership, Sales, Marketing and Service Plus.

The MDCE has attracted an increasing number of dealers every year since 2007. MRAA’s goal is to grow the event to more than 1,000 dealer attendees. To learn more, visit MRAA.com/MDCE.

About the Marine Dealer Conference & Expo
The Marine Dealer Conference & Expo is the Marine Retailers Association of the Americas’ annual conference and member meeting. As the marine industry’s only dealer-specific educational conference, the MDCE offers an in-depth lineup of educational topics, a full-featured expo hall and a series of fixed networking opportunities, all of which are designed to help marine dealers connect with and learn from others who can foster their success. The MDCE is co-produced by MRAA and Boating Industry, and it features Pre-Conference Workshops, Opening and Closing Keynote presentations, four tracks of educational content and more than 30 sessions. It will be held Nov. 16-19 at the Orange County Convention Center and Rosen Centre Hotel in Orlando, Fla. For more information, visit MRAA.com/MDCE.

Chaparral/Robalo and Wet Sounds Win “Best in Show” at MDCE 2014

Chaparral/Robalo and Wet Sounds were each named “Best in Show” at the 2014 Marine Dealer Conference & Expo. The awards were presented this morning, Wednesday, Nov. 19, during the annual MDCE Awards Breakfast at the Rosen Centre Hotel in Orlando, Fla.

The MDCE “Best in Show” awards recognize the hard work that MDCE exhibitors put into creating engaging, attractive and informative displays for conference attendees.

Wet Sounds won “Best in Show” in the Small Display category (a 10-foot by 10-foot space), while Chaparral/Robalo took home the award for in the Large Display category (a 10-foot by 30-foot space or greater).

“Congratulations to Chaparral/Robalo and Wet Sounds for their creative and intelligently designed spaces,” says Kathy Johnson, national sales director for MDCE and Boating Industry magazine, which produces the annual conference in partnership with the Marine Retailers Association of the Americas. “Chaparral had its boats displayed in a rather unique way, while Wet Sounds had an exciting and engaging layout that really drew visitors into the space.”

MDCE “Best in Show” winners are selected based on the following criteria: Originality, creativity, design and best use of space. A panel of judges selected by MDCE organizers walked the Expo Hall floor Monday, Nov. 17, evaluated each of the MDCE exhibitors’ displays based on booth size (Small or Large display), and determined their favorites based on the awards criteria.

Judges for this year’s MDCE “Best in Show” awards include: Dodi Vessels, managing art director, Boating Industry; Lindsey Johnson, content manager, MRAA; Mike Alleva, vice president of national accounts and account management, Lighthouse Media Solutions; and Nancy Smith, vice president, Colorado Boat Center.

The 2014 MDCE features more than 30 educational sessions in all, the most the event has ever offered, including seven Pre-Conference Workshops. The conference has traditionally included three educational tracks, but in 2014, it has expanded to four tracks: Leadership, Sales, Marketing and Service Plus. A Closing Keynote address also has been added this year.

The MDCE has attracted an increasing number of dealers every year since 2007. MRAA’s goal is to grow the event to more than 1,000 dealer attendees. To learn more, visit MRAA.com/MDCE.

About the Marine Dealer Conference & Expo
The Marine Dealer Conference & Expo is the Marine Retailers Association of the Americas’ annual conference and member meeting. As the marine industry’s only dealer-specific educational conference, the MDCE offers an in-depth lineup of educational topics, a full-featured expo hall and a series of fixed networking opportunities, all of which are designed to help marine dealers connect with and learn from others who can foster their success. The MDCE is co-produced by MRAA and Boating Industry, and it features Pre-Conference Workshops, Opening and Closing Keynote presentations, four tracks of educational content and more than 30 sessions. It will be held Nov. 16-19 at the Orange County Convention Center and Rosen Centre Hotel in Orlando, Fla. For more information, visit MRAA.com/MDCE.