A New Way to Buy Boats

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A New Way to Buy Boats

[ December 12, 2011 ]

by Kevin Falvey

Ask Formula Boats president, Scott Porter about the company's Factory Regional Showrooms and he'll tell you they are a success. Formula currently has three such locations: Freeport, New York; St. Petersburg, Florida and Decatur, Indiana--at the company's plant and headquarters. And he intimated that they are looking at more locations, perhaps with an eye on the Pacific Northwest.

A New Way to Buy Boats

The concept is straightforward. Your local dealer may not have the boat model you want in stock. Moreover, northern tier boaters seeking a sea trial may not be able to ride a boat when shopping in winter. So instead of waiting, you approach your local dealer and he travels with you to one of the Factory Regional Showrooms where you can see and possibly even demo the boat. If you close a deal, the new boat is delivered to you through your local dealer, and serviced by him as well. The program is well-suited to those seeking larger boats. Vessels over 30-feet are built in lesser quantity and available with a wider variety of options, than smaller craft. That means stocking the "right" boat can be a problem for a dealer, and frustrating for the shopper. This program addresses both issues.

A New Way to Buy Boats

Suppose you want a Formula but there is no local dealer where you boat or live? Over the last five years Formula has set up a network of Authorized Service Centers to fill in the gaps between full-line dealers.

Four Winns version of this new way to buy boats is based on the premise that a sea trial is key to a confident boat purchase, especially when boaters are looking at a cruiser. Product demonstrations are known to be a successful link in convincing consumers to buy. And we at Boating heartily recommend a sea trial before purchasing a boat. However, demos are not always possible due to location, facility and personnel resources. Not to mention the vagaries of winter weather in most of the country. So Four Winns parent company, Rec Boat Holdings, entered into an agreement with one of their larger dealers to help boaters over those hurdles.

A New Way to Buy Boats

Legendary Marine, with four locations in the Florida panhandle and Alabama, is a perfect fit for the Four Winns strategy to appoint dealers in the right location with the right resources to conduct product demonstrations. Any cruiser dealer in the Four Winns network can send a V.I.P. prospect--that's you, gentle reader-- to Legendary Marine for first class accommodations and an on-water demonstration with a product specialist and licensed captain. Those accommodations include swimming pools and other recreational activities so that the trip can be fun for the whole family, though the emphasis is on the boat-buying process. Hey, I love my kids too. And I boat with them. But I'd welcome the opportunity to talk turkey while they were otherwise occupied. Enough said.

“We are always looking for new and innovative ways to enhance the consumer buying experience,” stated Roch Lambert, Group President, Rec Boat Holdings.

Regal Boats opened its factory store at its Orlando, Florida headquarters and hasn't looked back. As with Formula's factory-located, Factory Showroom, not only can you see the boat you want, but you can see how its put together. Speaking as one who's toured most of the major boat company's plants over the course of two decades I can assure you that walking "the line" and seeing a boat go from molded parts through assembly and rigging and testing gives you a perspective you just cant gain when aboard the finished boat floating in a slip or blocked-up on the lot or in the showroom.

A New Way to Buy Boats

Unlike a boat show, the Regal's Factory Showroom has every model from bowriders to yachts on display, under 15,000 square-feet of roofed space. That means you wont miss the model you were hoping to see. Treatment is first-class, and you can visit the showroom either in the company of your local dealer, or by arranging for a "boarding pass" online at Regal's website, or by simply stopping by at the location. Note though, that an advance notice of the boat model you wish to see helps to guarantee said boat will be on display during your visit.

Another facet of Regal's Factory Showroom is the pre-production program they have in place for those seeking a larger yacht. Here, you can pre-select your fabrics, patterns, tops, and accessories to personalize your new boat. Actually seeing and physically handling these items does make more sense to us than having to make selections "on faith" out of a catalogue.

So, is the factory showroom a good thing? We'll reiterate the value we believe inherent in touring a boat plant and seeing how your prospective new boat is put together. Some companies, such as Hunt Yachts, Intrepid Boats, and SeaVee Boats, have always encouraged this approach. We also believe at least some of you will be happy to see boat builders emulating retailers in other markets, where shopping is now more of an experience than a task. And these venues may provide an opportunity to develop contacts with those who actually build your boat. Think of them as your own personal boat show.

Let us know what you think, by commenting below.

Comments (51) Write a comment

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Submitted by Lee Poulson on December 29, 2011.

I'm a very proud Regal Boat Dealer in Australia and I was thrilled by the Factory Showroom Regal Boats created. As a dealer based on the other side of the world, it was a brilliant learning experience for myself to see all of the models in one day and to obviously also see the building process, which by the way was absolutely amazing and insightful. I enjoy sending our customers and prospects to the Factory when they're visiting the US for Holidays and the feedback has always been so very positive.

I believe Regal Boats created the showroom to HELP dealers to be able to show their models without the need for dealers to hold stock which was in response to the economic conditions that have subsequently re-shaped the way customers purchase luxury boats.

I wish we had something like this in Australia!

I think part of the exciting process of buying a boat is sitting down as a family and deciding on colours, upholstery options and power configurations etc. The trend is certainly shifting and will result in less FIRE SALE tactics that dealers are forced to adopt due to needing to sell dating stock. In addition, cleaning, storage and general maintenance of boats for a dealer is outrageous and customers rightly so deserve to have their new boat NEW.

I most certainly agree that water testing is an absolute must before signing over your money for your new boat and I would insist on my buyer trialling one of my boats as everyone has their own unique wishes and desires for the dream boat.

If anyone is ever at Rose Bay Marina in Sydney and would like to learn more about our beautiful boat brands and share in some passionate boat talk ;) Please stop by anytime.

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www.premiermarine.com.au lee@premiermarine.com.au

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Submitted by jim4097 on December 22, 2011.

I am not a blogger, but I had to comment on this article! (I had to register to be able to comment).
We bought a Searay in 2005 from Marinemax new. It had a leak in the water system to the sink that leaked for one year! I would love to buy direct from the factory, especially for my next boat which will by four times as expensive as the first new boat I bought! In water testing should be absolutely done for any purchase this large! Great idea! Maybe the factory has more of a interest in customer service than the dealer had! They kept telling me I must have had a cooler in the cabin that leaked! After a year and discovery of the problem, they gave me a roll of carpet to replace my mildewed one! BEAUTIFUL LINES SELL THE FIRST BOAT, SERVICE SELLS THE SECOND!!!!

Submitted by Kevin Falvey on December 19, 2011.

Boatman

This article wasn't written for either the dealers or the manufacturers. It was written for the boat buyer, to inform them that they may be offered a different sales process than they are used to , depending upon make and model. The six builders mentioned are for the sake of concrete example.

That said, I believe all comments here are good for the boat buyer, to help them decide if its the path they want to take enroute their next new boat.

Thanks for posting.

Kevin Falvey
Editor-in-Chief

Submitted by Boatman77 on December 19, 2011.

This is great for the factory, not so great for the dealer. I sold for a formula dealer and formula back doored 2 boats in that dealers territory with this factory direct buying that I know of personaly. And the dealer did not recieve any credit for the sale after I was the one who sold the customer on how great formula boats were. Ya it's really nice competing against the manufacture you're trying to sell for...

Maybe you ought to do a story about how there have been more formula dealers close their doors, go out of business or drop the brand over any other boat manufacture in the last 3-4 years. Or at least do some real research to see who this factory direct method really benefits, the factory or the dealer. Course I'm sure formula buys more advertising in your magazine over a dealer who was forced to close thier doors after the boat manufacture they were trying to sell put them out of business by selling boats factory direct. So I'm betting you have an unbiased opinion. Right?

Submitted by NJBoatGuy on December 19, 2011.

If you're a Boater interested in Formula Boats and do your boating in New Jersey, contact me today! Get ready as the boat show season is upon us. The NY Boat Show is Jan. 4th - 8th and Formula will have one of the largest displays at the show. A month later it's the Atlantic City Boat Show Feb. 1st - 5th

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Office: 732-899-2500 ext. 202
Cell: 732-330-2970
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