• New video (E1S4) of the boating safety series offers tips for boaters on preparing their boat for new season ahead
Discover Boating, powered by the NMMA and the MRAA, is helping you to engage your customers, offering a series of boating safety video that educate and connect with the next generation of boaters. These shareable videos and messaging help dealers and other industry stakeholders engage new boaters, whose path to purchase looks very different from previous generations.
Discover Boating and Progressive strategically created short-form videos (in addition to longer form versions) that can be shared on social channels, such as TikTok and Instagram — popular platforms where target audiences consume digital content.
“Following the success of our previous three award-winning video series, Discover Boating is thrilled to team up with Progressive again on the launch of this new, five-part series,” said Kevin Williams, NMMA’s vice president of North American marketing. “Since the debut of the first series in 2022, our safe boating videos in collaboration with Progressive have amassed more than 10 million views across Discover Boating’s digital channels, significantly boosting awareness of on-water safety best practices, especially important given the surge of new boaters entering the market in recent years.”
The latest safety video series covers essential safety topics, including:
Preparing your boat for boating season
Boating with kids
Life jackets
Float plans
Sound signaling devices.
“As the No. 1 boat insurer in the country, safety education among boaters is a top priority for Progressive to ensure boaters feel confident on the water, establishing a safer, more fun boating experience for all participants,” says Eric Doubler, Progressive Recreational Lines Direct Business Leader. “Knowing we share this sentiment with Discover Boating, creating an engaging video series like Boat like a Pro is one of the ways we are working together to enhance our educational resources that support boaters throughout their on-water adventures, regardless of their experience level.”
Along with the New Safe Boating Video Series from Discover Boating, additional resources are available to dealers in the Discover Boating Industry Resource Center.
Safe Boating Video Series
To ensure boaters are equipped with expert safety tips as they get ready to hit the water, the new Safe Boating Video Series from Discover Boating will air throughout the spring months. Video promotion plans include: consumer emails, blog articles, DB TV section and the Discover Boating Industry Resource Center.
As an industry stakeholder, you are encouraged to share the boating safety videos in your various channels as well, including your social media feeds, newsletter and on the screens in your showroom. These videos can help to provide customers with engaging safe boating content.
• The Critical Role of F&I Departments in Marine Dealerships: Enhancing Profitability and Customer Satisfaction
By Brenda Cline-Kereakes, COO, Line\5
In the marine industry, delivering an exceptional customer experience is just as crucial as selling boats. Yet, many dealerships overlook one of the most powerful tools for ensuring customer satisfaction, financial stability and long-term profitability — the Finance and Insurance (F&I) department. A recent MRAA survey revealed that 39% of marine dealerships lack an F&I manager or department, which means many dealers are missing out on significant revenue opportunities and customer service enhancements. They are missing out on the benefits of an F&I department.
An F&I department is more than just a paperwork-processing hub. It is a strategic component of a dealership that provides tailored financing solutions, protects customers’ investments and enhances their overall ownership experience. When implemented correctly, a strong F&I department not only increases dealership profitability but also builds trust with customers by offering them financing options, warranties and protection plans that make boat ownership more accessible and worry-free. Let’s take a closer look at 6 benefits of an F&I department.
6 Benefits of an F&I Department
Increased Revenue & Profitability: A well-structured F&I department generates revenue by offering financing solutions, extended warranties and ancillary products. Marine dealerships that provide these services in-house retain a larger share of profits rather than losing them to third-party lenders or financial institutions. Every boat sale presents an opportunity for additional revenue through financing and protection packages, helping dealers maximize each transaction’s profitability.
Enhanced Customer Convenience: Boat buyers often need financing solutions to make ownership possible. An in-house F&I department streamlines the purchasing process by offering convenient financing options directly at the dealership. Customers prefer one-stop shopping experiences, where they can secure financing and protection in the same place they purchase their boat. This seamless experience enhances customer satisfaction and encourages long-term loyalty.
Improved Customer Trust & Protection: Purchasing a boat is a significant financial investment. Without an F&I department, customers may be left vulnerable to unforeseen repair costs and depreciation concerns. F&I professionals educate customers on available protection plans, extended warranties and GAP insurance, helping them make informed decisions that safeguard their investment. This added layer of protection builds trust and reinforces the dealership’s commitment to customer care.
Competitive Advantage: Dealerships that offer financing and insurance solutions gain a significant competitive edge over those that do not. Buyers are more likely to choose a dealership that provides flexible financing, extended service plans and insurance options rather than seeking third-party financing elsewhere. Offering these services in-house not only retains customers but also strengthens the dealership’s reputation as a full-service marine retailer.
Stronger Customer Relationships & Repeat Business: An F&I department fosters long-term customer relationships by providing continuous support beyond the initial sale. Customers who finance through the dealership and purchase protection plans are more likely to return for future purchases, upgrades and service needs. By building trust and offering ongoing financial solutions, dealerships can turn one-time buyers into lifelong customers.
Compliance & Risk Management: Navigating the complexities of lending laws, compliance requirements and insurance regulations can be daunting. Additionally, an F&I department ensures that all financing agreements and contracts meet legal standards. Also, this protects both the dealership and its customers from potential liabilities. Having dedicated F&I professionals who understand compliance helps dealerships avoid costly legal hazards and maintain ethical business practices.
How Dealers Can Implement a Successful F&I Department
For dealerships currently without an F&I department, establishing one may seem like a daunting task. However, there are several steps dealers can take to integrate F&I services seamlessly into their operations:
Invest in Training & Certification: Educating staff on F&I products, compliance and best practices is essential. Many industry organizations offer certification programs that provide the necessary knowledge and skills.
Partner with Reliable Lenders & Providers: Building strong relationships with financial institutions and F&I providers ensures that dealerships can offer competitive financing rates and protection products.
Utilize Technology for Efficiency: Digital contracting, e-rating and online financing applications streamline the process, reducing paperwork and improving customer experience.
Prioritize Transparency & Education: Customers appreciate honesty and clarity. Providing clear explanations of financing options and protection plans builds trust and encourages informed decision-making.
Why Do F&I Departments Matter?
F&I departments are essential to the long-term success of marine dealerships. By offering financing solutions, extended warranties and protection plans, dealerships not only increase their profitability but also improve customer satisfaction and retention. With nearly 40% of marine dealers lacking an F&I department, there is a tremendous opportunity for growth and differentiation within the industry.
For dealers looking to strengthen their operations and enhance the boat-buying experience, investing in an F&I department is a crucial step. Finally, By doing so, dealerships can drive success for themselves, their customers and the marine industry as a whole.
About the Author Brenda Cline-Kereakes is the Chief Operating Officer of Line\5, a leading provider of financing solutions for F&I products in the marine, automotive, RV and powersports industries. With decades of experience in financial services and dealership operations, Brenda is passionate about helping dealers maximize profitability and enhance the customer experience. Connect with Brenda or learn more at www.line5.com.
By Robert Grant, Associate Director of OEM Business Development, Lightspeed
(Back left) Eric Smith, GM at Colorado Boat Center, is a second-generation co-owner with his sister Ashley Read, who took over for their parents Nancy and Tom Smith a few years ago.
In the marine industry, dealerships are like the old Transformers cartoons — “there’s more than meets the eye” when it comes to running them. While selling boats is a foundational piece of the puzzle, having successful F&I operations is a key piece to the overall revenue and prosperity of the business.
Based on a study published in autonews.com the average F&I profit per retail unit is less than $800. Top performers average more than $1,100 per unit. It was also found that service contracts had a 38% penetration rate for the average F&I office. The top performers had a 54% penetration rate. However, some dealerships might feel ill-equipped to offer financing, warranties and other protections due to the complexity of the products and the sales process. So, they need to decide if they hire an F&I sales specialist or outsource it to a third-party supplier and how they can achieve success regardless of the direction.
We talked to Eric Smith of Colorado Boat Center (an MRAA Board member) about his experience with F&I. He shares how they’ve found a system that works for their dealership.
Integration into the Sales Process
One key element of a successful F&I operation is to implement it seamlessly into the sales process. Smith recommends that the F&I part of the process would actually happen earlier, before the deal is close to being closed. “My biggest pet peeve when I go into a car dealership is when I sit down at that finance desk. I’ve already decided on the truck. I know what I’m buying, and I know what I’m paying, and we’ve agreed to that,” said Smith. “And then all of a sudden, the finance manager comes in and sells me all of these extra products. No, you’ve already taken me outside my comfort zone, so now I’m gonna shield up.” Whether it’s in-house or outsourced, it’s critical to have the F&I be a part of the conversation throughout. Don’t bombard customers at the last minute. While Smith outsources their FYI to a third-party provider, the lesson extends to both, that it should be fully integrated: “Our F&I reps are touching every deal and they’re touching all of our finance deals and even our cash deals.”
Believing in What You Sell
As with any good salesperson, you make the most impact when you put your own money where your mouth is. Smith experienced that first-hand when he was selling Vantage protection wraps as a part of his F&I program. He explained that he had not been sold on it personally for several years, but then it all changed. “I had some damage done on one of my pontoons from a detailing job. And so I said, ‘Okay, I’ll order this and put it on my boat.’ I had my boat in the showroom as I was installing this product, and I hadn’t even finished it, and I had sold three products.” This goes to show that the protections and warranties that you can sell through F&I are so much more impactful when you can show how it can really affect the customer.
Selling with Heartstrings, Not Fear
However, selling the importance of protection shouldn’t come with fear. Smith clearly outlines how it’s more about the heart than the fear. “You just have to be able to comfortably say, ‘Okay, we offer these additional products. And this is the benefit that this product is going to get you. And you’re making an investment into this lifestyle, so let’s go ahead and protect it.” Smith adds that it’s a more welcoming approach. While you’ve “got” the customer in the sales funnel, show them the importance of the protection products. “If you use fear and say ‘I think you need an extended warranty, that engine is going to blow up in 2 years, they’re going to wonder if they should really even buy the boat. “Just draw on those heartstrings to bring them in,” continues Smith. “We’ve already got them sitting down, and whether you have an in-house person that you introduce them to, or you have the offsite person that you hand them off to, you already have the relationship built. We’re just protecting you and your investment.”
Have an F&I Integration
Regardless of your choice, there are a lot of benefits to an integrated tool (like Lightspeed) to help make your F&I operations run smoothly. With so many different F&I product and service providers, having a system in place that can integrate with those providers will help reduce your manual data entry processes. Since you have already entered the buyer and unit information, with a single click of the button, transmitting the details directly to your third party will eliminate errors and increase efficiency for processing contracts. With the latest technology, third-party F&I providers can even push updated totals and deal details back to your Dealership Management Software (DMS). This has the opportunity to eliminate errors and increase your efficiency for processing. Encourage your providers to reach out to implement the latest features. In addition, being able to run your credit checks with the push of a button is a critical key in the overall financing process. Whether you are doing a soft pull or full checks including red flag, OFAC, having the ability to automatically transmit the customer information to the bureaus will save you time and money.
Streamline Your Process
Above all, it’s about streamlining the process. A lot of dealerships use multiple systems in the sales process. Many have a separate CRM to track and manage leads, a separate quoting/desking tool, a separate F&I menu and multiple F&I product providers which use different systems. This reduces efficiency by requiring multiple points of manual data entry which can introduce errors along the buying journey. Look at your process and ensure that you have a DMS in place that allows you to track your customers’ entire buying journey in one place. While there’s more than meets the eye in the marine industry, if you have a streamlined operation (complete with F&I) you can have a thriving business and loyal customers.
About the Author Rob Grant, Associate Director of OEM Business Development at Lightspeed, has dedicated almost three decades to enhancing the marine dealership experience. His deep-rooted commitment to the marine industry is driven by a profound understanding of the unique challenges and opportunities within this sector. Rob has spent years immersed in dealership workflows, giving him a firsthand understanding of the challenges marine dealers face — from service scheduling to sales efficiency. His work is especially focused on RECT (Repair Event Cycle Time) and how strategic OEM and third-party integrations can simplify day-to-day processes, improve communication and reduce friction for dealers and their customers. Today, Rob is a key advocate for marine dealerships within Lightspeed, helping manufacturers and dealers alike harness the power of data-driven decisions and modern DMS tools. His collaborative approach and industry expertise have helped shape stronger, more connected dealership networks. Rob lives in Utah. He enjoys spending time with his family, boating on local lakes and supporting the continued innovation of the marine industry he proudly serves.
The Challenge: Navigating the Marine F&I Landscape
Marine dealers today face increasing challenges in Finance & Insurance (F&I), from stricter lending laws and regulations to customers hesitant about financing options. According to a recent survey by the Marine Retailers Association of the Americas (MRAA), 39% of dealers reported lacking a dedicated F&I Manager or Department, leading to missed revenue and lower customer confidence. The Solution: Establishing a Strong Marine F&I Department. A well-structured F&I department isn’t just about processing loans — it’s a key driver of dealership success.
Here’s why:
Boosting Profitability – Marine dealers with a strong F&I Department and processes see an average of more than $1,100 in gross profit per unit through financing and protection products with little or no addition to overhead or inventory management.
Enhancing Customer Confidence – With about 60% of boat buyers financing their purchase, a knowledgeable F&I team helps them navigate options, creating a smoother transaction.
Increasing Protection Product Sales – Top-performing marine dealers achieve over 50% penetration rates on service contracts, like extended warranty and GAP insurance.
Streamlining the Sales Process – Sales teams can focus on selling while the F&I team ensures seamless financing, reducing delays and increasing efficiency.
Reducing Risk & Compliance Issues – F&I professionals help dealers stay compliant with regulations, protecting the business from potential legal pitfalls.
Leveraging OEM Captive Finance Partners – Partnering with an OEM-backed finance provider gives dealers access to competitive rates, exclusive programs, and seamless integration, helping customers get the best financing options available. OEM backed finance partners also work to help boost customer retention.
4 Actionable Steps for Marine Dealers
Invest in F&I Training – Certification programs and in-house coaching help maximize F&I revenue.
Leverage Digital F&I Tools – Online applications and pre-approvals streamline the process for customers.
Offer Transparent Financing Options – Educating buyers on finance choices reduces hesitancy and increases deal closures.
Partner with OEM Captive Finance Providers – Taking advantage of specialized marine financing ensures competitive rates and better customer satisfaction.
An effective F&I department isn’t a luxury — it’s a necessity for marine dealers looking to increase profitability and improve the customer experience. By prioritizing F&I expertise, leveraging captive finance partnerships and refining processes, dealers can drive higher approval rates, repeat purchases and stronger customer retention.
About the Author Yamaha Motor Finance Corporation, U.S.A., dba Yamaha Financial Services, is an affiliate of Yamaha Motor Corporation, U.S.A. offering financing solutions to support Yamaha Dealers and loyal Yamaha Customers nationwide.
Sources:
MRAA, survey on in-house F&I challenges. Retrieved from MRAA internal source.
Lightspeed DMS – “F&I Efficiency for Profits.” Retrieved from LightspeedDMS.com
Priority One Financial Services – “Maximizing F&I Opportunities for Boat Dealers.” Retrieved from P1FS.com
Industry Best Practices – General insights from marine finance professionals on approval rates, retention and profitability trends.
Your dealership is a prime target for fraud because you process high-ticket transactions and maintain sensitive customer data. Fortunately, advancements in technology have provided a wealth of tools to combat fraudulent activities. Here are 5 fraud prevention tools that can help protect your dealership and your customers.
Electronic Signatures and Proof of Delivery – Digital transactions are becoming the norm and electronic signatures have become a critical tool for preventing fraud. Not only do they streamline the sales process, but also they provide legally binding proof of consent. For dealerships offering delivery services, proof of delivery features ensure you have verifiable records showing customers received their vehicles or parts, reducing the risk of disputes.
Benefits of electronic signatures include:
Authentication: Verifies the identity of the signer.
Proof of Agreement: Serves as a record in case of disputes.
Streamlined Operations: Reduces paperwork and speeds up transaction finalization.
Transaction Monitoring Systems – Advanced fraud prevention systems can automatically monitor and flag suspicious transactions. These systems analyze patterns in real-time and identify anomalies that might indicate fraud.
Key features to look for:
Behavioral Analytics: Tracks purchasing behavior to spot irregularities.
Transaction Alerts: Notifies staff of high-risk transactions before they are processed.
Prevention Over Reaction: Stops fraudulent activity before it escalates into chargebacks or disputes.
Multi-Factor Authentication (MFA) – MFA adds an additional layer of security to sensitive operations, requiring users to verify their identity through multiple methods (e.g., password and SMS code).
Why MFA is critical for dealerships:
Protects sensitive customer and financial data.
Prevents unauthorized access to payment systems or CRM platforms.
Enhances trust with customers who value secure interactions.
Fraud Detection Tools – Look for a solutions that uses artificial intelligence and machine learning to assess transaction risks. Dealer Pay offers its customers Kount, an Equifax Company, that specializes in fraud detection and prevention by analyzing user behavior, transaction details and historical data.
Benefits include:
Reduced chargebacks by flagging fraudulent activities.
Comprehensive insights into transaction health.
Seamless integration with existing systems.
You need a solution that supplies real-time decision-making capabilities, especially if your dealership handles online payments or high-value transactions.
Secure Payment Request Features with Signatures – When requesting payments from customers — especially remotely — it’s crucial to use systems that include secure signature options.
These tools ensure:
Customers authorize payments with a verifiable signature.
An added layer of accountability in case of disputes.
Compliance with legal requirements for large transactions.
Enhance Your Cyber Defense
Your dealership faces unique challenges in preventing fraud, that’s why you need purpose-built tools and systems that reinforce your defenses. From electronic signatures to proof of delivery to fraud detection solutions you want to arm your team so it can create a seamless and secure experience for your dealership and your customers. Taking these steps creates more confidence in your team and builds your customers’ trust. Still have concerns, Dealer Pay can help you create a winning fraud-prevention plan.
About the Author Julie Douglas, President of Dealer Pay, otherwise known as the Sales Lady Extraordinaire, has been providing payment solutions to dealers for over 20 years. She has made it her mission to offer the most innovative payments and technology solutions in the industry, all with the focus of making dealerships operate more efficiently and effectively so they can spend time focusing on improving overall customer relationships and improving their bottom line.
By Jared Zimlin, Director of Business Development, Elite Recreational Finance, an MRAA Education Champion
You’ve likely faced some tough challenges in F&I that directly dampen your sales potential. These hurdles, from limited lender options and higher interest rates to tightening guidelines and aged inventory being devalued, are difficult to navigate alone. Let’s take a closer look at these pain points and explore some steps to take to help your dealership.
Bolster Your Chance for Success What can you do to overcome these challenges in F&I to thrive in the current economy? The answer is surprisingly simple: It all comes down to the lenders in your F&I toolbox. Do you have the right mix? Are you utilizing their programs to the fullest? Are there other lenders you can add to bolster your chances for success?
Address Your Current Lender Mix • Review Rate Sheets: Examine all your lenders’ rate sheets to understand their rates, terms, advance guidelines and age limits. Some lenders consider 2023 models as new, have debt-to-income limits of 50% instead of 40%, offer rates starting in the 6% range and address other challenges. • Communicate with Lenders: Call your lender representatives and some underwriters. Discuss recent deals that were declined or received unfavorable terms. They may have solutions not listed on the rate sheet. • Expand Your Lender Network: Sign up with more lenders to fill gaps in your current mix. The National Marine Lenders Association is a great resource for finding marine lenders and service providers. (Use NMLA Lender Search) • Leverage F&I Providers: If you work with an F&I provider, they are likely NMLA members and have access to these lenders. Call them, review your portfolio and ensure you have the right mix for the collateral you sell (new, pre-owned, consignment, small ticket, large ticket, prime and sub-prime).
Structure Your Deals for Success • Understand Loan to Value (LTV): The best rates typically depend on a combination of credit score, amount to finance and LTV. Calculate LTV by dividing the amount the customer is financing by your invoice cost with discounts added back in. For pre-owned boats, refer to J.D. Power and follow the lenders guidelines to see if they accept wholesale, retail and how that value options. Compare this to the lenders’ rate sheets. Learn how to make LTV work for you. • Prepare Customers for Down Payments: Inform customers about the impact of down payments on rates. Get deals approved with both the down payment they want and the down payment needed for the best rate. Present both options and let them choose. • Consult Your F&I Manager or Service Provider: Your F&I Manager or service provider should know all this. Discuss LTV when submitting a deal and get guidance on the right down payment for the best rates.
Build Your Lender Portfolio Regardless of whether you handle F&I in-house with a full-time finance manager, work with an F&I service provider, or use an all-hands-on-deck approach, no sale can be made, nor any backend profit earned, on a deal that gets declined or a customer who walks due to unfavorable terms. Reviewing, improving and leveraging your lender portfolio will help you get more approvals, earn more sales, generate more revenue and create more happy customers today and for your future boat sales.
About the Author Jared Zimlin is the Director of Business Development, Elite Recreational Finance, Education Champions with MRAA. He draws upon his two decades of business development experience solving problems for manufacturers, distributors and dealers across multiple industries with comprehensive retail finance, equipment finance and inventory finance solutions. A University of Florida alum, Zimlin is an avid cyclist and Club President of Gearlink Racing Inc.
• MRAA Government Relations Team Meets with White House and Congressional Leadership
WASHINGTON, March 24, 2025 – The Marine Retailers Association of the Americas (MRAA) Government Relations Team recently participated in the Small Business Legislative Council (SBLC) fly-in in Washington to discuss small business issues impacting recreational boat dealers and potential regulatory hurdles in the future.
Mike Sayre, MRAA Government Relations Director, and Chad Tokowicz, MRAA Government Relations Manager, discussed pressing issues impacting the organization and its members. Discussions centered on maintaining tax incentives that encourage investment and growth and securing long-term tax certainty for pass-through businesses. With key tax provisions set to expire at the end of 2025, the SBLC emphasized the importance of policies that provide stability and parity for small businesses, ensuring they remain competitive in an evolving economic landscape.
One of the key stops and meetings was at the White House Office of Public Liaison.
“The Small Business Legislative Council has been an incredible resource for MRAA and our members,” said Sayre. “The expertise and support from SBLC on complex tax and related policy issues means MRAA members are having their concerns heard at the highest levels of government.”
The MRAA joined the SBLC in 2024 to increase its focus on issues impacting small businesses like taxes and regulatory requirements. The fly-in also builds stronger relations at the White House and on Capitol Hill in advance of large-scale tax legislation currently under discussion.
“Spending time on Capitol Hill with the SBLC ensures that lawmakers and their staff are getting input from a wide variety of industries on topics which ultimately impact our members as small businesses,” said Tokowicz. “With Section 199A small business deduction and lower pass-through rates set to sunset at the end of 2025, it is a critical time to ensure MRAA is at the table as these issues are discussed.”
The following SBLC representatives were in attendance:
Jason Blake and Chris Fasse: Petroleum Equipment Institute
Jeff Bristol, Jeff Casey and Jim Johnson: National Electrical Manufacturers Representatives Association
Bud DeFlaviis: National Association of Electrical Distributors
Reed Esarove, Jason Ortega and Gabrielle Ybarra: National Wooden Pallet and Container Association
Kelsie Lang and Matt Poe: Southeastern Lumber Manufacturers Association
Roy Littlefield IV, Tire Industry Association
Mike Oscar, American Subcontractors Association
James Payne, National Electrical Contractors Association
Tee Rowe, America’s SBDC
Eric Snyder, Specialty Equipment Market Association
Charlie Souhrada, North American Association of Food Equipment Manufacturers
Rob Underwood, Energy Marketers of America
Mike Sayre and Chad Tokowicz: MRAA
The March 2025 fly-in of the SBLC to Washington furthered these priorities by connecting with congressional offices and committee staff who have jurisdiction over the priority areas. Here is a brief meetings recap:
White House Office of Public Liaison Members met with Karalee Geis, Senior Associate Director for the White House Office of Public Liaison. The meeting served as an introduction for the SBLC to the new administration, emphasizing the importance of maintaining an ongoing relationship with the White House. Members expressed appreciation for the administration’s decision to pause implementation of the Corporate Transparency Act (CTA) and briefly discussed key policy interests, including Section 199A and regulatory relief.
Another meeting stop was at the U.S. Capitol to meet with John Crews, Policy Director for House Majority Leader Steve Scalise (R-LA).
Meeting at Capitol with Majority Leader’s Office Members met with John Crews, Policy Director for House Majority Leader Steve Scalise (R-LA), to discuss Section 199A parity if the corporate tax rate is lowered. Mr. Crews, who previously worked at the White House in the first Trump Administration, provided insights into Scalise’s tax policy priorities. Members emphasized the importance of maintaining small business tax provisions as part of any future tax package.
Senate Side Meeting with Senate Finance Majority Staff Members met with Michael Gould, Tax Counsel and Clancy Lyles, Committee Staff for the Senate Finance Committee, chaired by Senator Mike Crapo (R-ID). The discussion focused on advancing Section 199A permanence and parity with corporate tax rates. Members recalled previous discussions with Mr. Gould during the 2023 SBLC Fly-In and reiterated the importance of ensuring tax certainty for small business owners.
Senate Side Meeting with Caroline Oakum (Sen. Daines) Members met with Caroline Oakum, Tax Counsel for Senator Steve Daines (R-MT), a member of the SFC and the lead author of S. 213, the Main Street Tax Certainty Act, which seeks to make Section 199A permanent. The discussion emphasized the importance of maintaining 199A benefits for small businesses, particularly in the event of corporate tax rate reductions. Members referenced recent legislative efforts and highlighted the necessity of ensuring corporate tax parity for small business owners.
Senate Side Meeting with Jess Helmers (Sen. Young) Members met with Jessica Helmers-Barker, Tax Counsel for Senator Todd Young (R-IN), a member of the SFC. The discussion focused on supporting the permanence of Section 199A and ensuring parity with corporate tax rates. Members emphasized the importance of tax certainty for small businesses and explored potential legislative paths to solidify Section 199A benefits.
Senate Side Meeting with Alex Porter (Sen. Warner) Members met with Alex Porter, Senior Tax Counsel for Senator Mark Warner (D-VA), a senior member of the SFC. The discussion centered on extension of bonus depreciation and R&D tax credits. Members referenced a recent POLITICO article discussing Senate Democratic moderates’ openness to bipartisan tax cuts and noted that Senator Warner, along with Senator Cortez Masto, was involved in drafting a related letter. This meeting served as an initial step in building a working relationship with Senator Warner’s office on key small business tax issues.
Senate Side Meeting with Kurt Lynch (Sen. Cortez Masto) Members met with Kurt Lynch, Senior Policy Advisor for Senator Catherine Cortez Masto (D-NV), a member of the SFC. The conversation focused on small business tax preferences. Members referenced a POLITICO article highlighting the role of Senators Warner and Cortez Masto in advocating for bipartisan tax discussions. The meeting also aimed to establish a stronger working relationship with Senator Cortez Masto’s office on tax policy affecting small businesses.
House Side Meeting with Brucie Mish (Rep. Smith) Members met with Brucie Mish, Legislative Assistant for Representative Jason Smith (R-MO), Chairman of the House Ways & Means Committee. The discussion focused on securing permanent extension of Section 199A and broader tax policy negotiations related to the renewal of TCJA provisions. As the lead negotiator for the House on tax legislation, Rep. Smith plays a critical role in shaping tax policy outcomes. Members appreciated the opportunity to advocate for small business tax relief.
House Side Meeting with Ian McPhearson (Rep. Van Duyne) Members met with Ian McPhearson, Legislative Assistant for Representative Beth Van Duyne (R-TX), a member of the HWMC. The conversation centered on ensuring Section 199A parity with corporate tax rates and the broader implications of tax policy for small businesses. Members emphasized the need for legislative solutions that provide long-term tax relief.
House Side Meeting with Emily Graeter (Rep. Carey) Members met with Emily Graeter, Legislative Director for Representative Mike Carey (R-OH), a member of the HWMC. The discussion focused on securing Section 199A parity in the event of corporate tax rate reductions and ensuring continued support for small business tax relief. Members shared their perspectives on the impact of 199A and emphasized the need for long-term tax certainty.
House Side Meeting with Mike Dankler (Rep. Yakym) Members met with Mike Dankler, Deputy Chief of Staff for Representative Rudy Yakym (R-IN), a member of the HWMC. The discussion focused on trade policy, particularly the current tariff landscape and its implications for small businesses. Mr. Dankler, recognized as one of the most knowledgeable congressional staffers on trade issues, provided insights into how trade policy fits into broader discussions on the Tax Cuts and Jobs Act (TCJA). Members appreciated the opportunity to gain perspective on legislative developments impacting international trade.
House Side Meeting with Kate LaBorde (Rep. Biggs) Members met with Kate LaBorde, Chief of Staff for Representative Andy Biggs (R-AZ), a prominent member of the House Freedom Caucus and the author of H.R. 110, the Small Business Prosperity Act of 2025. This legislation seeks to make Section 199A permanent, increase the deduction from 20% to 43% and repeal the estate tax. Members discussed the significance of 199A for small business owners and the broader implications of Rep. Biggs’ legislation. Given Rep. Biggs’ commitment to small business tax relief, members valued the opportunity to engage with his office.
(L-R) The MRAA Government Relations Team of Chad Tokowicz and Mike Sayre participated — on behalf of the recreational boating industry — in the 2025 Small Business Legislative Council Fly-in this month.
Building Stronger Relations on Capitol Hill Since engaging Barnes & Thornburg LLP as government relations counsel in September 2023, the SBLC has prioritized strengthening its relationships on Capitol Hill in preparation for major tax legislation expected in 2025. This is SBLC’s third fly-in to Washington in the past 18 months, with a focus on advancing its core advocacy initiatives, particularly ensuring tax parity for small businesses through the preservation and enhancement of Section 199A.
SBLC’s Legislative Goals
Make Section 199A Permanent – Small businesses need long-term tax certainty. Section 199A was originally enacted to maintain parity between pass-through businesses and C corporations after the corporate tax rate was lowered in 2017. However, while the corporate rate cut was made permanent, 199A is set to expire in 2025. Making 199A permanent is essential to ensuring pass-through businesses are not unfairly disadvantaged and can continue to invest in growth, employees and innovation.
Adjust 199A if the Corporate Tax Rate is Lowered – If Congress lowers the corporate tax rate further — potentially from 21% to 15% — then the 199A deduction must be increased (e.g., from 20% to 25%-30%) to maintain parity. Without such an adjustment, pass-through businesses could face a significantly higher effective tax rate than corporations, creating distortions that push businesses toward restructuring instead of reinvesting in operations, hiring and expansion.
Reduce Individual Tax Rates for Pass-Through Business Owners – Since pass-through businesses are taxed at individual rates, lowering individual income tax rates would provide direct relief to millions of small business owners. This adjustment would help maintain competitiveness, allowing small businesses to operate on equal footing with corporations.
Permanently End the Corporate Transparency Act (CTA) for U.S. based small businesses – The CTA imposes significant compliance burdens on small businesses, requiring detailed reporting of beneficial ownership information. While well-intentioned, the law disproportionately impacts small businesses that lack the resources to navigate complex regulatory requirements. SBLC supports either repealing the CTA or significantly modifying it to reduce its administrative burden on small business owners.
Looking Ahead The SBLC will continue working with lawmakers to advance these priorities and ensure that tax policy supports small business growth rather than creating unintended disadvantages. By securing permanence for 199A, maintaining tax parity, reducing regulatory burdens and advocating for fairer individual tax rates, SBLC is committed to protecting the interests of America’s small business community. Time spent on Capitol Hill also allowed MRAA staff to discuss the impact of tariffs on marine retailers, laying the groundwork for future conversations with key lawmakers in pursuit of relief of upcoming tariffs.
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.
About the Small Business Legislative Council The Small Business Legislative Council (SBLC) is an independent, permanent coalition of trade and professional associations that share a common concern for the future of small business and privately owned business. The purpose of SBLC is twofold: First, to consolidate the strength and maximize the influence of business on Federal legislative and regulatory policy issues of importance to the entire small business community; second, to disseminate information on the impact of public policy on small business.
BROOKLYN PARK, March 24 – The Marine Retailers Association of the Americas (MRAA) announces Spectrum Color commits to Platinum Partner Membership and will be exhibiting at Dealer Week 2025 in Tampa, Fla.
As a Platinum Partner Member of the MRAA, Spectrum Color plays an essential role in supporting the growth and success of the marine dealer community. This partnership allows Spectrum Color to contribute to the advancement of the industry by helping to fund world-class education, training programs, and resources designed to empower marine dealers. In return, Spectrum Color benefits from increased marketing exposure, exclusive Dealer Week opportunities, and the ability to share its expertise through educational content. By investing in the development of marine dealerships, Spectrum Color reinforces its commitment to innovation, quality, and the long-term success of the marine industry.
“We’re so excited about the achievements that Spectrum Color has reached and the relationships built over the past 60 years,” says James Mitchell, Managing Director, Spectrum Color. “We continue to grow with the help and feedback of our customers, striving to be innovative, introduce new technologies and bridge the service gap in the industry.”
Spectrum Color, headquartered in St. Augustine, Fla., has been committed to innovation, offering boat manufacturers and repair professionals an extensive selection of premium gel coats designed for durability and precision. With a strong focus on customer satisfaction, Spectrum Color continues to provide expert color-matching services, advanced product formulations and dedicated support to marine dealers and professionals nationwide. One key example of its service includes the Spectrum Color Gel School, launched four years ago. This program has trained more than 1,000 technicians, equipping them with the skills to enhance their careers and create new revenue streams for dealers.
“The testimonies we’ve received highlight not only professional growth but also the positive financial impact on our partners,” adds Mitchell. “As Spectrum Color looks to the future, the company remains committed to supporting the marine industry with high-quality products, expert training and exceptional customer service. This is an exciting time to be involved in the marine industry, and we’re proud to continue driving innovation and excellence.”
“Spectrum Color recognizes the critical role of innovation and precision in the marine industry,” says Allison Gruhn, MRAA Vice President of Business Development. “Through its dedicated services, industry expertise and strong relationships with boat manufacturers, Spectrum Color can help us continue to support dealers and improve the boat ownership experience while advancing standards in recreational boating.”
About Spectrum Color Spectrum Color, established in the early 1990s as an offshoot of Fiberlay, quickly became the world leader in aftermarket gel coats. With a strategic focus on direct marketing to boat manufacturers, Spectrum Color gained exclusive access to dealer meetings, comprehensive color information and invaluable dealer networks. Dedicated to innovation and customer satisfaction, Spectrum Color continues to set industry benchmarks for excellence in gel coat application. Call 800-754-1830 or visit https://spectrumcolor.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.
Data can be a great resource to have in your business toolbelt. However, having data and ACTING on it are two different things. If you fail to do so, you’re just collecting numbers and that won’t help you get to where you want to be.
You’ll find data everywhere in your dealership. Even your employee feedback should be considered valuable data because it can lead to better satisfaction.
“Attitude and energy! We made an aggressive stance on having positivity here,” said a dealer during a recent conversation. He added that he and his crew protect their time, efficiency and attitude and it has helped tremendously. Not only is this self awareness important for your business to function effectively, it also improve your employee’s experience and keep them more satisfied and engaged.
The Lighthouse Harbor Marina team attended Dealer Week 2024 in Orlando, and gathered on stage to accept the dealership’s Great Dealerships to Work For award. Smiles galore!
9 strategies for improving employee satisfaction at your dealership.
Open Communication – Employees who feel heard are more engaged and committed.
Recognition & Appreciation – You have to have awareness in this industry. It’s not all about numbers. A simple “thank you” or company-wide recognition for an employee or team of employees means a lot. It also reinforces that management understands and values its employees and their effort.
Professional Development – Training and investing in your employee’s professional growth is a necessity not a dream! You invest in them, so they invest in your business. Here’s one example of how to reward them for their training from Bernie DeGraw, MRAA Senior Education Developer. For every four hours of training, give them 30 minutes of comp time by issuing a “get out of jail free card” (Yes, like Monopoly!). This shows both respect for them investing in training and for their personal time by rewarding them with an early escape one day. You can actually print off a card and hand them out with a message that reads, “Congrats, you’ve earned 30 minutes of PTO through your training.”
Competitive Compensation & Benefits – Understand the numbers for the market and positions you have at your dealership. It’s wise to pay fairly and provide solid benefits. So often, loyalty follows.
Work-Life Balance – Burnout can capture even the best employee. That’s why it’s critical to respect time off and offer flexibility whenever possible. Take care of one another with an “We got your back,” approach.
Positive Work Environment – Like the quote above, your positivity — even in the face of uncertainty and things outside of your control — works wonders. If culture is everything, don’t let a sour attitude ruin it. Promote teamwork, communication and inclusion to build trust and accountability.
Leadership Development – Employee training should include management, too! Stronger leadership builds stronger teams, so train your managers (that’s B-level and above).
Employee Involvement – Let them feel invested in the business by giving then a voice in decision-making. This includes asking for their input and thoughts annually.
Use these strategies as a pathway to building a dealership where people love to work. By the way, you don’t have to do this one alone or feel like you’re on your own little island. If you’re seeking greatness, you must capture your employees’ feedback annually and address their concerns and ideas. With more than 26,000 responses collected, MRAA’s Employee Satisfaction Survey, a valuable part of the MRAA Dealership Certification Program, has created a blueprint for taking action.
To explore MRAA Dealership Certification, contact Stevie Cook today at 763-402-7236.
Campaign issues challenge to states to create the 25th office of outdoor recreation
WASHINGTON — Along with leading outdoor recreation organizations from across the United States led by the Outdoor Recreation Roundtable (ORR), the Marine Retailers Association of the Americas celebrates the launch of the ‘25 in 2025’ campaign, a challenge to states to create the 25th office of outdoor recreation in the calendar year, following 24 other states that have created such offices in government since 2013. In the coming months, the campaign will highlight the accomplishments and importance of existing offices of outdoor recreation with new resources and research and culminate in an in-person convening this fall to celebrate the 25th state.
The “25 in 2025” campaign will highlight the accomplishments and importance of existing offices of outdoor recreation with new resources and research. (Image courtesy of the Outdoor Recreation Roundtable)
“Offices of Outdoor Recreation are crucial for supporting the continued growth of the recreational marine industry and provide access, knowledge, and opportunities to the boating public and businesses,” said Matt Gruhn, President of the Marine Retailers Association of the Americas. “The MRAA is proud to support the ‘25 in 2025’ campaign and looks forward to working with the ORR to create the 25thoffice of outdoor recreation in 2025 to further strengthen the marine industry and outdoor recreation economy at large thoughout America.”
“Since its establishment in 2022, Massachusetts Office of Outdoor Recreation has been instrumental in continuing the development and growth of our state’s outdoor recreation economy,” said Randall Lyons, Executive Director of the Massachusetts Marine Trades Association. “Paul Jahnige, Director of the Massachusetts Office of Outdoor Recreation, has been dedicated to working with recreational marine businesses throughout the state and helping to showcase the variety of outdoor recreational opportunities throughout the commonwealth, from boating and fishing to exploring our inland ponds, lakes and rivers. The MA Office of Outdoor Recreation has been a valuable partner and supporter of the recreational boating industry in Massachusetts. I look forward to working more with Paul in the future.”
“As small business owner and member of the Massachusetts Outdoor Recreation Economy, the establishment of an Office of Outdoor Recreation reinforced with me that our state understands the importance of small businesses who ultimately make outdoor recreation possible in Massachusetts. This action also proves that the state of Massachusetts is committed to supporting my business and the rest of the state’s recreational boating industry,” said Craig LeBlanc, Owner and General Manager, at Allen Harbor Marine Service in Harwich Port. “As a member of the MRAA Board of Directors I am excited to see we support the ‘25 in 25’ campaign, as I have seen the positive benefits of these offices first-hand and believe that their establishment in other states will only benefit MRAA members and the boating public at large.”
Jessica Wahl Turner, President of the Outdoor Recreation Roundtable, applauded the campaign’s launch, stating,“Few stories represent the bipartisan importance of outdoor recreation better than the 24 states from coast to coast who have created offices of outdoor recreation in just over a decade. These offices are leaders on new initiatives and investments in outdoor recreation for states across the country, creating new economic development, conservation, and public health potential. We are thrilled to highlight the powerful accomplishments of current offices of outdoor recreation over the year and look forward to celebrating the 25th state together.”
State Office History
In 2013, Utah Governor Gary Herbert created the first state office of outdoor recreation, recognizing the critical role of outdoor recreation to Utah’s identity, economic competitiveness, and community health. Since that time, states representing nearly half the country have created these offices through executive action or legislation, placing offices in various agencies to catalyze new growth in their states’ outdoor recreation economies and promoting access for all. The Confluence of States, the coalition of these offices of outdoor recreation, has gained significant national prominence during this time for its efforts to unite offices around a shared vision. A map with all states that have created offices of outdoor recreation can be found here.
The campaign launch also includes the launch of a new resource called “5 Steps to Create an Office of Outdoor Recreation in Your State.” This new tool aggregates best practices shared from the experiences of other states who successfully created offices of outdoor recreation. This new tool will be displayed alongside several other resources to support states in creating and managing offices of outdoor recreation, including A Guidebook to Developing Offices of Outdoor Recreation, Strategies to Support Offices of Outdoor Recreation, Pathways and Structures for Offices of Outdoor Recreation, The Value of Offices of Outdoor Recreation and more. In the coming months, ORR will release additional resources related to the importance of offices of outdoor recreation to help stimulate new investments in existing offices of outdoor recreation. The ’25 in 2025’ follows a historic year for the outdoor recreation economy that included passage of the EXPLORE Act, the most comprehensive update to outdoor recreation policy in recent history, as well as a new data release from the U.S. Bureau of Economic Analysis showing that outdoor recreation generated $1.2 trillion (2.3% of GDP) and 5 million jobs in 2023, growing 36% in real terms since 2012.
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.
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