Tag Archives: Sales

It’s been a record year, now what?

By Matt Sellhorst The data is coming out and the 2020 season has been an enormous success so far, especially considering the state of the world, upcoming presidential election and overall uncertainty. It’s great to celebrate, then, ask what’s next? Virtually every dealer has added new clients and generated a ton of new leads. So, in addition to the huge ...

Read More »

Highfield Boats reports record sales, names new dealers

Highfield Boats, manufacturer of aluminum RIBS and tenders, recently announced the appointment of four new dealer representatives serving boaters in South Carolina, Georgia,Kentucky, and Alaska. The builder said this major expansion of its dealer network has been prompted by growing demand for Highfield’s RIBs ranging from 6.5- to 28-feet, resulting in record U.S. sales for the first half of 2020. “Highfield USA’s sales for the first and second quarter of 2020 saw a 9 percent increase over the same period in 2019,” said Tom Watson, general manager. “Last year, Highfield made a significant investment ...

Read More »

Improve sales with attitude

By Matt Sellhorst Let me tell you one of my favorite stories to illustrate the impact of attitude and expectations. A man who was traveling came upon a farmer working in his field. The man asked him what the people in the next village were like. The man responded, “They were kind, friendly, generous, great people.” “You’ll find the people ...

Read More »

Grady-White honors MarineMax Pensacola as worldwide sales leader

Grady-White recently announced MarineMax Pensacola as the dealer with top sales worldwide and recipient of the Gold Anchor Sales Award for model year 2019.  "We are extremely honored to receive the Gold Anchor Sales Award from Grady-White Boats," said Aaron Kramer, MarineMax Pensacola general manager. "The team is dedicated to our customers in every way. It's excellent to see proof that our customers feel ...

Read More »

Q&A with Bruce Van Wagoner of Wells Fargo

By David Gee Bruce Van Wagoner is President of the marine group for Wells Fargo CDF, and I recently had the chance to speak with him about the state of the recreational boating industry from his perspective. David: About half of the dealers we surveyed for the Boating Industry Market Data Book experienced an increase in revenue and profits YoY ...

Read More »

13 no-sale signals: Why customers won’t buy from you

Salespeople are always alert for “buying signals,” those indications that the customer is ready to say yes. When this happens, the savvy salesperson knows it’s time to stop talking and ask for the order. But salespeople often miss the warning signs that all is not well. Mostly unspoken, these are the “no sale signals” customers send when they’re dissatisfied with ...

Read More »

Why prospecting fails and what to do about it

Prospecting is arguably the No. 1 hot topic in sales. In spite of all the seminars, podcasts, training programs, books, and pressure from managers, most salespeople are prospecting excuse experts. Even when cajoled, pushed, and incentivized, salespeople have a tough time getting their prospecting engine to run on one cylinder — at most. Why is there so much resistance to ...

Read More »

Using data to improve your sales and marketing

Ask many small business owners in the marine industry how they study trends in their market and you’ll hear a similar answer. Whether it be dealers, manufacturers, marinas or others that touch the water, all too often the answer is some variation on “We talk to our customers” or “We’re on the lake every weekend.” While certainly important, anecdotal evidence ...

Read More »

Sales in a world of everything digital

With a huge increase in digital marketing methods – social media, email marketing and search engine optimization – and a decrease in the effectiveness of traditional marketing, it’s time that we also re-evaluate methods of sales. What used to work in the “good old days” might just be a thing of the past. Why do people go online first? It’s ...

Read More »