Training program drives Fountain’s boat show success
WASHINGTON, N.C. — Boat builder Fountain Powerboat Industries, Inc. (AMEX: FPB) has taken orders in excess of $3 million, with orders for another $5 million pending, at the New York National Boat Show, held last week at the Jacob Javits Convention Center in New York City, it reported in a statement today.
“We are pleased to kick off the new year with a strong performance at our industry’s most historic boat show,” commented Fountain Powerboat Chief Executive Officer and President Reginald M. Fountain, Jr. “Every dollar invested in our aggressive marketing and advertising programs pays for itself when we write $8 million in new orders during a boat show.”
Fountain added that the company is continuing its branding programs with the launching of two new fishing tournaments – one on Long Island, NY, and one on Staten Island, NY – and through its continued sponsorship of the APBA-SPI Off-shore Racing Organization, American Striper Association and Southern Kingfish Association tournaments.
“It was exciting to see firsthand the effectiveness of the education and training our dealers received from Fountain University,” said David Knight, executive vice president for Fountain. “When asked about our extensive product line, our sales representatives displayed a high degree of confidence and knowledge – which translated directly into sales.”
The Fountain University program, first introduced in the second quarter of 2005, includes a three-day interactive product and sales workshop addressing subjects such as ‘How to Apply Features and Benefits,’ ‘Selling in Today’s Environment,’ ‘How to Overcome Objections and Close the Sale.’ Attendees also received in-water high performance boat training by professional drivers giving instruction on the correct methods for demonstrating Fountain cruisers, fish boats and sport boats for potential customers. The in-water training also covers the multi-step delivery process to ensure that every dealer can properly deliver a Fountain boat to its new owner.
During the week-long show, over 1,000 new boats were on display for the more than 75,000 attendees. On hand to meet and greet the attendees were Fountain CEO Reggie Fountain, Jr., Executive Vice President David Knight, and Northeast Regional Sales Manager Charles Arnold. Fountain’s team was assisted by 16 sales representatives from three Fountain Powerboat authorized dealerships, East Coast Flightcraft, Coty Marine, and Mariner’s Cove.
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