Boater’s World closing creates accessories opportunity

By Jim Walsh, Sales Manager, Marine Equipment & Supply Co. — I read with interest in your October 2009 edition Liz Waltz’s piece “The Dealership of Tomorrow.” It struck me that so few of the contributors referenced the terrific opportunity that exists for dealers selling marine accessories.

The closing of Boater’s World has left millions of dollars on the table for independent dealers who could use the additional sales, profit and cash flow to weather the current storm and prosper going forward. The independent dealer hasn’t been in this competitively advantageous position as it relates to retail pricing and margin in 30 years.

We have watched in that time so many dealers relinquish one of their four profit centers to the direct retailers. That has come back to haunt our industry in the form of fewer profit dollars from the direct sales of accessories as well as reduced store traffic and hence fewer potential boat buyers being exposed to what is new and exciting about today’s technologically superior boats, motors and electronics.

Larry Russo wrote about the added value to today’s boat buyer by purchasing pre-owned boats; most of whom will be updating their new boat soon after taking delivery. The question is where will they go to buy the products?  My hope is that it will be from their local dealer. Let’s get the fourth leg back under our stool so that we have a more financially stable network of dealers going forward.