Nothing happens until a sale is made. The old mantra holds true in the boating industry like it does everywhere else, and we’re here to help make sure that you make the sale. Lots of sales, in fact. We’ve collected a bevy of sales resources for you to tap into and to help you strengthen your sales efforts.
Lead Fulfillment with No Inventory
You don’t have any inventory to sell but leads keep coming in from various sources. But how can you sell and nurture leads with nothing to sell? With the proper messaging in hand, now is the time to capitalize on lead fulfillment processes and nurturing resources that educate and help you install best practices and tactics for fostering a reciprocal relationship with your customers. The steps below below can help you create a lead nurturing process so your team is better equipped with the necessary tools to reduce the potential loss of leads.
Different dealerships have different philosophies and ideas about the optimum number of salespeople needed to staff a marine dealership. The MRAA Mini-Guide: Staffing Your Sales Department was created to help retailers debunk sales staffing myths that may limit future business growth.
All retailers who are taking a down payment on new boats that have yet to have been built and/or delivered to the dealership need to be prepared for how to handle a potential change in price from the manufacturer in their conversations and work with prospective buyers. You may want to include some price disclaimer language as part of your sales contracts. Through our friends at Bellavia Blatt, PC, we have developed the following document at the link above, which you can incorporate into your sales documentation.
“As Is – No Warranty” Waiver for Used Boats
All retailers who sell used or consigned boats need to consider if they are willing to perform warranty work on that vessel and there are times when you may want to provide an “As Is – No Warranty” disclaimer. Through our friends at Bellavia Blatt PC, we have developed the document at the link above available for your use.
How to Generate More Income with Consignment Boats
Dealer consultant David Parker of Parker Business Planning published an excellent article on how to make more money through consignment boats. While most dealers approach this business much like a broker would, Parker provides plenty of ideas on how to increase your revenue.
Consignment Promotional Copy
Once you have improved your consignment sales processes (and financials), you need to start promoting the business to boat owners who are looking to sell. The article at the link above will provide you a starting point, with 11 reasons why boat owners should consign their boats through a dealer.
Four Square Closing Worksheet
The Four Square Closing Worksheet is used by dealers as a tool to find out what kind of buyer the customer is — are they a cash buyer, a payment buyer, do they have a trade-in or are they a difference buyer? This form is very similar to those used by automobile dealers to “desk” deals with prospective customers.
How To Better Manage Discover Boating Leads
Discover Boating leads are different than your typical lead. These are people who have expressed an interest in participating in boating and perhaps buying a boat. They need to be nurtured a little differently. ARI Network Services has produced this 12-page overview on best practices for nurturing these leads. Featuring a complete prospect management process in addition to checklists, letter templates and more, this document will help you capitalize on the leads as the Welcome to the Water campaign continues to deliver results.
J.D. Power Market Insights 2021 Report
Gain insight into trends in boat valuation for a variety of boat types in this report from J.D. Power, which powers NADAGuides.com.