http://www.tradeonly-digital.com/tradeonly en-us Thu, 22 Jan 2009 00:00:00 GMT 720 28 http://www.tradeonly-digital.com/tradeonly http://t-cdn.dashdigital.com/tradeonly/include/icons/navbar_logo.gif?lm=1233079848000 http://www.tradeonly-digital.com/tradeonly/200902 http://www.tradeonly-digital.com/tradeonly/200902        Table of Contents
    News
        The need to attract women to marine industry careers has been talked about for years.
        Texas dealer Rod Malone is riding out the recession by cutting costs to the bone.
        Advice for weathering "the raging economic storm" will dominate the Yacht Brokers Association of America's annual conference Feb. 22-24 in Baltimore.
        A Feb. 10 entry deadline has been set for the North American Marine Industry Web Awards, which salute the best industry sites.
        Environmentalism, conservation and all things green were on the agenda for the Jan. 25-28 International Marina and Boatyard Conference in Fort Lauderdale.
        Fuel prices made our 2008 top stories list as No. 4, but they were also an important element of the No. 1 story, which, of course, was the economy.
    Departments and Columns
        LETTER FROM THE EDITOR: Amid the gloom, there are some bright spots: fuel prices, credit availability, mortgage rates and a new administration in Washington, armed with a stimulus package.
        FEEDBACK: Blog poster Marc Grove thinks it's time for outboard manufacturers "to stop charging dealers to sell their products."
        MARKETING: Wanda Kenton Smith has some advice for those now having to do their marketing on the cheap.
        MANAGEMENT: Whether they actually do it or not, most managers acknowledge the wisdom of setting goals.
        NEW TO THE PIPELINE: This month's products include: a new busbar design with push-on connections, a stylish aluminum helm wheel for racing sailboats, a portable ramp to protect power and data cables on shore and a propeller promising better handling and f
        MOVERS AND SHAKERS: David Goehring moves up to president of Nordic Tugs Inc., following the death of president/CEO Jim Cress.
        FOR THE RECORD: Brunswick Corp., the industry's largest boatbuilding company, and MarineMax, its biggest dealer, complete financial agreements that expand their credit lines and give them additional flexibility.
        CALENDAR: The winter show season peaks, and the industry will be closely watching sales at the Miami International Boat Show.
    Advertiser Index

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    NEWS
        Q&A: The nation's biggest boat dealer says the marine business is cyclical, but people's passion for boating is not.
        The margin of victory surprised even advocates of Amendment 6.
        Tiara Yachts uses the Fort Lauderdale boat show to roll out what marketing director David Walsh calls the industry's first factory sponsored and endorsed certified pre-owned program.
        The worst has passed, and there is loan money available for boat purchases.
        The industry becomes part of the scramble for federal bailout dollars.
    DEPARTMENTS AND COLUMNS
        LETTER FROM THE EDITOR: We don't exempt ourselves from what we ask others to do, so editor Bill Sisson joins the industry leaders giving their views on what 2009 holds.
        FEEDBACK: Is it time to think small, entry-level and affordable?
        MANAGEMENT: Use this period of political change and economic uncertainty to assess the strengths and weaknesses of your operation, suggests Virginia Tech professor Jerald Robinson.
        MARKETING: "This is my seventh recession in the marine business," writes 40-year marketing professional Donald Brewster.
        NEW TO THE PIPELINE: An air-chilling system to cool above-deck open spaces is among the innovative products coming to market.
        MOVERS AND SHAKERS: A change in administration at Applied Weather Technology and a new role for veteran boating writer Gary Beckett
        FOR THE RECORD: Yamaha Marine Group is deferring interest payments on new engines until spring as a way of helping its dealers ride out the recession.
        CALENDAR: The winter boat show season gets into high gear as the new year begins.
        BY THE NUMBERS: Like the rest of the economy, boat sales slumped in October, dropping more than 40 percent.
    Advertiser Index

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    NEWS
        The big online boat listing sites YachtWorld.com and Boats.com are partnering with two other companies to make boat loans easier to find on the Web.
        Dealers react - some with enthusiasm, some with skepticism - to the diversion of Grow Boating ad money to help them ride out the slump.
        The boat business historically has trailed the RV industry by six months in reversing down cycles.
        The marina industry gears up for its principal networking event, the International Marina and Boatyard Conference, Jan. 25-28 in Fort Lauderdale.
        For 30 years, The Landing School in Arundel, Maine, has been turning out skilled workers for the marine industry.
        Business may be slow at home, but Florida marine manufacturers continue to export at a record pace.
        A Long Island, N. Y., dispute over mooring rights leads to lawsuits totaling $36 million.
    DEPARTMENTS AND COLUMNS
        LETTER FROM THE EDITOR: Even in the worst of times, there's opportunity for those determined to find it.
        FEEDBACK: Trade blogger Norm Schultz's view on redirecting Grow Boating ad money to dealerships draws some responses.
        IN BRIEF: A motorcycle accident kills Jim Cress, one-time sales manager at Nordic Tugs who left to start a Nordic Tugs dealership, then returned to buy the company.
        MARKET WATCH: The first in a series of periodic looks at sales trends within a particular region or category of boat. This month: South Florida.
        FOR THE RECORD: Three more boatbuilding companies scale back operations to cope with depressed sales.
        MANAGEMENT: Business is built on relationships, and opportunities for forming them are everywhere, writes Mary Elston.
        MARKETING: The industry is passing up lucrative opportunities by not marketing to women and minorities.
        MOVERS AND SHAKERS: Peter Hamilton returns as CFO at Brunswick Corp. after eight years heading up various company di- visions.
        NEW TO THE PIPELINE: Four innovative products for boating.
        CALENDAR: For the first time in recent years, the New York National Boat Show (Dec. 13-21) gets preholiday dates.
        BY THE NUMBERS: Aluminum boats fare better than fiberglass in preliminary September sales figures, but both lose ground.
    Advertiser Index

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    NEWS
        Pilots Point Marina in Westbrook, Conn., is the first of the Brewer Yacht Yards chain to be designated a Clean Marina.
        Brunswick Corp. is eliminating 1,450 jobs, closing some plants and consolidating others.
        CEOs of boating's biggest manufacturing companies will discuss the state of the marine marketplace in an "Industry Giants" panel at the annual conference of the Marine Retailers Association of America.
        Raymarine gets a high grade for its A Series line of plotters and fishfinders.
        Two boating icons, Regal Marine Industries founder Paul Kuck and Bertram Yacht founder Richard Bertram, are inducted posthumously into the NMMA Hall of Fame.
        Even in a weak economy, 150 U.S. companies will be exhibiting at METS Nov. 18-20 in Amsterdam, Netherlands — a testament to the marine industry's increasingly global profile.
        When industry and consumer interests coincide, as they often do in boating these days, Margaret Podlich is a good ally to have.
    DEPARTMENTS AND COLUMNS
        NEW TO THE PIPELINE: Four innovative products for boating.
        MANAGEMENT: If your organization isn't broken, break it, suggests Jerald Robinson.
        MARKETING: After hearing one 20 Group dealer predict that 25 to 40 percent of U.S. dealers may not make it through the recessionary cycle, Wanda Kenton Smith offers a survival strategy centered around giving people a compelling reason to buy now.
        MOVERS AND SHAKERS: Mike Sciulla, a fixture at BoatU.S. for 28 years, is leaving to join the American Recreation Coalition as a senior fellow, and to write a book.
        FOR THE RECORD: Congress sends President Bush a loophole-closing amendment to the ban on hull splashing.
        CALENDAR: For industry people, a strong Fort Lauderdale show would set the table for a happier Thanksgiving.
        BY THE NUMBERS: Sales of new boats continued to decline sharply in the second quarter, according to figures compiled by Statistical Surveys Inc.
    Advertiser Index

]]> Tue, 21 Oct 2008 00:00:00 GMT http://www.tradeonly-digital.com/tradeonly/200810 http://www.tradeonly-digital.com/tradeonly/200810        Contents
    NEWS
        Bill Sisson, the longtime editor of Soundings, is taking on new responsibilities as editor-in-chief of Soundings Trade Only as well.
        Are boat capacity limits keeping pace with the rapidly expanding waistlines of U.S. citizens?
        Their timing may be questionable, but two Connecticut entrepreneurs are going full-speed ahead with plans to create a U.S. market for the Finnish-built Nord Star line of pilothouse boats.
        A compromise is taking shape in the stalemate over Coast Guard proposals to switch from 12-digit hull identification numbers to a 17-digit format.
        Exports have become an increasingly important outlet for the products of U.S. boatbuilders.
        Where better to showcase boat products than on a boat?
    DEPARTMENTS AND COLUMNS
        FEEDBACK: Reaction to a Norm Schultz blog shows tighter credit standards have become a hot-button issue.
        OBITUARIES: The industry mourns an NMMA show manager and four other prominent figures.
        NEW TO THE PIPELINE: Five innovative product offerings.
        MARKETING: You can buy ads, but don't think you can buy editorial space, warns Jim Rhodes.
        MANAGEMENT: Doing more with less - some timely advice from Mary Elston on managing after layoffs.
        MOVERS AND SHAKERS: Four pages of personnel changes in all segments of the industry.
        FOR THE RECORD: A good response to new dates for the New York National Boat Show.
        CALENDAR: Boat show season gets into full swing.
    Advertiser Index

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    NEWS
        General
            Fountain Powerboats has a plan in place to keep from being delisted from the American Stock Exchange.
            Accessories makers, who recently gathered in Las Vegas at the Marine Aftermarket Accessories Trade Show to show off their latest wares, say their segment of the industry is doing better than most in this weakened market.
            Many industry certified dealers say the program has been a boon to their business and is helping boost sales.
            Marine industry political action committees have dispersed more than $280,000 in the current election cycle.
        Finance
            Marine lenders are helping dealers manage their floorplan lines, hoping to avoid what happened in the 1990s when dealers went out of business because they were carrying so many extra boats.
            Boat loan fraud goes up when the market goes down, according to some lenders.
        Marinas
            Going green can be costly, but it makes sense for marina operators who want to stay ahead of environmental regulations and keep customers who are increasingly environmentally savvy.
            Just in time for National Marina Day on Aug. 9, Maryland saluted 10 newly certified Clean Marinas.
    FORUM
    MARKETING
    MANAGEMENT
    Advertiser Index

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    NEWS
        General
            Ole Evinrude's first outboard engine, which came to market in 1909, is the basis for the brand's 100th anniversary which will be celebrated throughout model year 2009.
            Pat Cunningham, former president of Bertram Yachts and sales executive at Tiara, is dead at 65.
            Marine businesses on Wisconsin's Lake Delton are without their most valuable asset — the lake. It vanished when a dam gave way after torrential spring rains.
            Manufacturers of fuel additives have seen business pick up sharply since the introduction of ethanol-supplemented fuel formulations, which are blamed for a variety of marine engine problems.
            Like MTBE before it, ethanol isn't living up to its initial billing as a guardian of the environment. It's blamed for everything from engine failures to high food prices, and its production may, itself, be environmentally harmful.
        Marinas
            Stephen and Dave Benson, father and son, have ambitious plans for their Morningstar Marina operation, with a goal of operating 25 properties by 2012
            Boating businesses on Lake Powell are happier places these days. The heaviest snow-pack since 1999 has water levels high and marina businesses reaping the benefits.
        Electronics
            Sellers of recreational marine navigational equipment can offer their customers better products than ever before, thanks to trickledown technology from the military.
    FORUM
        MARKETING
        OPINION
        MANAGEMENT
    Advertiser Index

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    NEWS
        General
            Florida-based BoatClubsAmerica is taking rundown marinas and turning them into modern, high-tech boating centers.
            Women hold a lot of decision-making power when it comes to buying a boat, and the Marine Marketers of America is launching a program this summer to help dealers capture this important demographic.
            An attractive, comprehensive Web site is perhaps a company's most important marketing tool.
            Hands-on training is a key component in creating an enjoyable on-water experience for new boaters, and some say it's time for the marine industry to start promoting such programs.
            Grow Boating officials say the $12.5 million spent on marketing last year is reaping benefits for the industry and getting more people interested in boating.
        Manufacturing
            The Environmental Protection Agency seeks guidelines to reduce evaporative fuel tank emissions, but industry officials say the sweeping proposal would require a re-engineering of the boat's entire fuel system.
        Finance
            GE Money's exit from marine lending may mean the average person will have a harder time borrowing money to buy a boat.
        New to the pipeline
            Yamaha Marine will broaden its propeller offerings, adding a variety of pitches, diameters and designs to meet the needs of the increasing application potential for its outboards.
    FORUM
        OPINION
        MARKETING
        MANAGEMENT
    Advertiser Index

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    News
        General
            Throughout the country, local, state and federal leaders are pushing for the conservation of working waterfronts.
            Patent protection is necessary to safeguard an investment and raise its profile.
            EPA regulations are complex and confusing, but marina and boatyard owners can get through an inspection with attention to detail and a handle on the rules.
            A group of Jacksonville, Fla., marine businesses have joined forces to boost sales.
        Obituary
            Soundings Trade Only mourns the loss of associate editor JoAnn W. Goddard.
        Manufacturing
            Boatbuilders trying to comply with EPA regulations can either bring the job in-house or use an outside consultant to do the heavy lifting.
            While domestic sales remain flat, at best, manufacturers are increasing efforts overseas to make up some lost ground.
        Legislative
            A bill that would ease workers' compensation regulations for marine businesses heads to the Senate.
        New to the pipeline
            The new portable CleaRinse Washdown System from G2 Products is designed to prevent hard water damage to boat finishes.
    Forum
        Marketing — Mark Jerkins says "Lean" principles that apply to production can also be used to streamline marketing operations.
        Management — Mary Ellston outlines five methods for finding customers, including trade shows and word of mouth.
    Advertiser Index

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    News
        General
            Consolidation, driven by the call for more coordination and integration in the marketplace, is becoming a stepping stone across all segments of the marine industry.
            Boats are not just for baby boomers.
            As more consumers embrace the green movement, marine companies are offering products that meet boaters' needs to help the Earth's environment.
            A class-action lawsuit against Caterpillar over allegations that some of its engines contain defective aftercoolers moves forward.
            While an annual survey showed a 5 percent decline in sailboat production, the numbers also show some success stories.
        Manufacturing
            Staying ahead of the curve with aggressive product development and savvy investments helped Taylor Made Group evolve from a custom canvas shop into a thriving global entity.
        Marinas
            Multiple divisions under one company means one-stop shopping and good customer service for consumers.
            Marinas in New Jersey support a new bill that would curtail mandatory unlimited 24-hour access.
        Financial
            Analysts reacted to West Marine's weak fourth-quarter and year-end financial results by maintaining a "hold" rating on the boating retailer's stock.
    Forum
        Opinion — Donald Parkhurst says floorplan lenders have shown patience through the toughest of times for dealers.
        Marketing — Wanda Kenton Smith says the indsutry should inspire passion in boat owners to keep them loyal to their brands.
        Management — Jerald Robinson maps out a potential plan for companies to ride out the economic storm.
    Advertiser Index

]]> Tue, 22 Apr 2008 00:00:00 GMT http://www.tradeonly-digital.com/tradeonly/200804 http://www.tradeonly-digital.com/tradeonly/200804        Contents
    News
        General
            The race is on to pass legislation that would exempt boaters from a clean water permitting requirement that goes into effect in September.
            Several companies offer solutions to the messy and dangerous problem of dust swirling in the air, even in the best-ventilated shops.
            Who says you can't sell in a stone cold market?
            Merrill-Stevens Dry Dock Co. is discontinuing its Yacht Services Division, saying it has lagged behind in the company's overall growth.
        Manufacturing
            Brunswick Corp. recently announced a new organizational structure at its Mercury Marine division, which the company says will help fill the gap created by the retirement of president Pat Mackey.
            Sea Ray Boats, in response to the challenging times, plans to discontinue production at its plant in Merritt Island, Fla.
        Legislation
            Alaska is one of the newest to enter the dealer contract battleground.
        New to the Pipeline
            Sword Marine Technology of Ormond Beach, Fla., introduces a new 500-hp JetPac.
        Statistics
            Fiberglass boat sales fell 19 percent and aluminum boats sales declined 6 percent in January.
    Forum
        Marketing
            Wanda Kenton Smith says despite all the doom, there are some savvy marketers who are posting solid results, turning increased sales and grabbing market share.
        Management
            Mary Elston says sometimes the best salesperson is right under your nose.
        Opinion
            Lawyer Leonard A. Bellavia says dealers are victims of the housing debacle and subprime loan crisis, so lenders should show patience with dealer defaults.
    Advertiser Index

]]> Thu, 20 Mar 2008 00:00:00 GMT http://www.tradeonly-digital.com/tradeonly/200803 http://www.tradeonly-digital.com/tradeonly/200803        Contents
    News
        Financial
            An audit raises questions about the operation of the municipally owned West 79th Street Boat Basin in New York City, citing the potential for fraud.
            Analysts see little hope for a marine industry rebound this year after the latest round of company financial statements.
        General
            How do companies face up to lean times? When belt-tightening is a must, make sure it's not R & D that gets cut, say experts.
            Florida's vibrant marine industry is mourning the death of one of its fixtures.
        Miami Boat Show
            MasterCraft's Web site is judged the industry's best overall in the annual NMMA and Boats.com-sponsored competition.
            Nine companies leave Miami with industry Innovation Awards.
            J.D. Power's customer satisfaction surveys find the industry is making strides.
        Marinas
            Today's upscale marina is a village — a specialized market that is the focal point of a resort, sometimes having to find innovative ways of overcoming a slip shortage.
        Manufacturing
            Novis Marine's Tartan/C&C boatbuilding operation has an unusual, three-tiered retail network that seems to work just fine for the company.
            The Ultimate Sailboat line is back in production at Columbia Yachts in California, after efforts to rebuild the fire-ravaged Abbott Boats plant in Canada fail.
        Statistics
            Boat sales decline again in December, and a new report from the NMMA shows a drop in boat registrations in 2006 from 2005.
    Forum
        Marketing
            Mike Walker says there's still a lot of bang for the advertising buck in regional enthusiast publications, even if some of them are printed on less-than-ideal paper.
        Management
            Jerald Robinson's time in a hospital waiting room gives him a refreshing look at a business where customer service has become a way of life.
    Advertiser Index

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