Soton Boat show: pretty awful salesmen

[erbster]

We went to the boat show too, having bought a boat this season. However, my wife was interested to look at boats which were "a step up" (eeek!).

Many of the small manufacturers' stands were welcoming and fairly helpful, (esp the crabber stand; SWMBO loved the CC). Not all small manufacturers were good though- my wife was incensed when asked at one stand what we sail currently, to get a response of "that's why you're impressed with this boat"!

 

[Sailfree]

If yes where abouts do you sail? - try and understand requirements
.

With many production boat dealers effectively running a cartel and not selling out of their own dealership area (competing with others) I usually took this question to decide how much time they are prepared to spend with me.

With Jeanneau I liked Westways based in Plymouth but they advised me that they could not sell me a boat as i am based in the Solent.

My understanding is that you used to work for Rustler and I trust that they and Southerly are different but I think the question you asked for folks looking at Bav/Ben/Jen/Dufour etc would result in the cold shoulder/limited time from some stand reps.

 

[jonic]

With many production boat dealers effectively running a cartel and not selling out of their own dealership area (competing with others) .

This is not the dealers idea, it is the manufacturer who imposes this for logistical and commissioning reasons and the dealers hate it.

 

[flawed_logic]

.
With Jeanneau I liked Westways based in Plymouth but they advised me that they could not sell me a boat as i am based in the Solent.
.

Much good that done them, they went bust over a year ago. Truth is dealers aren't making huge amounts of cash and the 'production' builders put a lot of pressure on the dealers. The industry has been treading water for years

 

[mikemonty]

I am sorry, I am just a simple chartered accountant.

If you take inventory to a show and bring it back afterwards it doesn't cost you anything. Of course, if you throw it away then that would be a factor, but when I left the show this year there were no yachts in the nearby skips. Did I miss something?

Of course if you are road shipping motorboats then there is a cost, but that serves you right. The cruising yachts are all pretty much sailed in, most by the owners.

I'm sorry - I've had a glass of wine this evening but I still think I'm seeing straight enough to see not so much a simple chartered accountant as a disingenuous one.
I have never met an accountant in any manufacturing enterprise who doesn't see the overheads in any venture.
It has cost money to send the boats to the show.
It is costing money to have them sitting there when they could be invoicing someone for them.
It is costing money to staff the show with anything better than monkeys.
Its costing money to take good technical people out of production to talk detail.
It's costing money for the glossy brochures and giving these to people who collect them like trophies.

I've watched this thread with interest since the last "sales/service" thread and all I see (other than sense from the professional sales people) are impressions of how people would like sales people to behave towards them - whether they are wasting time or not.

Sales people need to earn money - real sales - and making those of sensitive disposition (and no cash) feel warm and fuzzy is nice - BUT IT DOESN'T FEED MY KIDS OR PAY MY BILLS.
So get real!

 

[jonic]

I'm sorry - I've had a glass of wine this evening

I have had a glass of port but that's about the size of it.

The trick is balancing it all together so the costs are controlled and no-one, whether a genuine customer or just someone who gets carried away with it all, feels excluded or not listened to.

It's an art form.

 

[[70521]]

I am sorry, I am just a simple chartered accountant.

We need the view of a Chartered Management Accountant to get the true cost of going to the show.

 

[pen2413]

OK, so what would you suggest for the opening gambit / assessment process?
Perhaps you can offer some helpful advice for the several occasional salesmen on this forum.

"Hello" (big smile) Welcome! Please feel free to have a good look around, we're really proud of our products. If you have any questions or need further help I'll be just over there. Don't be afraid to call me over.

 

[jimbaerselman]

OK, so what would you suggest for the opening gambit / assessment process?
Perhaps you can offer some helpful advice for the several occasional salesmen on this forum.

"What sort of boat do you have at the moment?"

Their answer will give strong guidance on where they are on the scale of interest in buying.

Works for all except seriously expensive boats being bought by well off non-sailors looking for a way to demonstrate their wealth - you know, 20m plus with a fly-bridge.

 

[E39mad]

With many production boat dealers effectively running a cartel and not selling out of their own dealership area (competing with others) I usually took this question to decide how much time they are prepared to spend with me.

With Jeanneau I liked Westways based in Plymouth but they advised me that they could not sell me a boat as i am based in the Solent.

My understanding is that you used to work for Rustler and I trust that they and Southerly are different but I think the question you asked for folks looking at Bav/Ben/Jen/Dufour etc would result in the cold shoulder/limited time from some stand reps.

I worked for Northshore - sold Southerly, Vancouver, Fisher and Freebird 50 Catamarans. Was a broker at Ancasta prior and yes selling new boats there (Beneteaus) was very different - usually stock boats eating up cash discounted to sell with a generous part exchange. Needless to say it was the brokerage side of that business that made all the money when I was there!!

 

[E39mad]

"Hello" (big smile) Welcome! Please feel free to have a good look around, we're really proud of our products. If you have any questions or need further help I'll be just over there. Don't be afraid to call me over.

Sorry but don't agree with this approach if the only one used - you have not qualified if they are a potential buyer or not.

 

[Blueboatman]

Perhaps atypical but having bought a secondhand wee Rustler some years ago now, I popped along to the show to see what had been adapted or changed some 50 boats later..

Never having met the broker, it was a pleasant surprise to meet, in no particular order, an owner, another owner, the broker and his business partner, the chap who had actually built my boat (and remembered it very well)...And intelligent brief chats with all, some new ideas and many tried and tested ones.
I observed the same courtesy and sense too toward the many who passed through or lingered a while to express more serious interest..

Oh yes, i met that (ex)SolentBoy bloke too later on, another confidently proud owner

 

[gjgm]

"What sort of boat do you have at the moment?"

Their answer will give strong guidance on where they are on the scale of interest in buying.
QUOTE]

I dont object to the sounding out;my complaint is that it is at skill level of Pret sandwich staff.
Have you had a chance to get some cruising in this year;where did you go; oh, how did your present boat hold up...what are the things you would like different on your next boat. Not hello:what boat you got, then;you buying today or in any time soon I might see some commission;cor, you cant afford this one then can you.
It is pretty obvious if someone knows his/her way round a boat.Someone who asks intelligent questions, rather than rushes below to see how stylish it all is.
I would have bought a boat at the show. In the end I didnt bcz they guy hadnt the skill to close the deal, so now I will wait til another time, and maybe buy something else.That would have been reasonably spur of the moment, purchase,yes.
If you are going to want to do some serious big ticket negotiation, maybe you would call the company in advance and make some arrangement. Surely, you dont turn up and be amazed that the boat is a marketing exercise.

 

[Keen_Ed]

We do it because we like talking to others about our passion. I can assure you that the rates we charge are not a financial burden to the builder.

But are they a liquid burden? (Hic!)

 

[RAFsailer]

I was impressed by the sales people on some of the boats that I saw thuis year. But they all turned out to be owners, who it must be said are both more enthusiastic and more knowledgeable than most dealers.

The worst experience was at ICOM. A young lad was showing us a oportable radio, when one of the exhibits fell to the floor. An agressive salesman than asked my friend if the exhibit - a smal radio - had hit him. He twice said that it had not. Wherupon the salesman said " I wouild have charged you if it had".

Shortly afterwards he grabbed the radio being shown to uis by the lad, just as we were ready to buy it. I politley asked for its return. He made no comment but started to show it to another customer. So I said that my comment was serious.

At this he said so was he and orderered me off the stand. I asked for his card to advise the managing director of what an "excellent" salesman he was only to find that he was the MD. All this time the young staff looked completely cowed. So I guess it is a common occurence. But imagine trying to deal with this man over service/warranty/breakdown.

He lost at least one sale and probably two.

 

[Jabahutt]

Thanks folks - good to know it wasn't my paranoia that made me feel unwanted.

 

[JesseLoynes]

With only one boat, currently in build, all our work was at a halt during the show anyway, so I was there everyday, from 9-6.30, except the last sunday when I ran away from the rain soon after lunchtime. The guys who are working for me both came down for a few days each, to help out, to see the show, and also to spread the word.

I can't imagine having someone on the stand who doesn't know what it is about. I guess on bigger stands there is space for a "meeter and greeter" type, but even they should be well versed in the products.


During the week I had 90 minutes each afternoon whilst the Arena area was quiet to go and meet suppliers and source stuff for the rest of our build. Also quite surprised at some of the staff who didn't know their stuff, but most seemed good. Then again, I was sourcing engines, electronics etc, not looking at the big boats much.

I had two, occasionally three people there each day, all volunteering their time. I covered travel, parking and food, although often that was kindly turned down. It's a big, big step to go to the show, to put work on hold and to finance it. You just have to hope it works out. After speaking to quite a few other exhibitors, I know some who seemed to have no positives at all from the show, others, like us, who have generated a great deal of goodwill and interest for future business, some made sales that were expected or arranged, and quite a few who had sales with no previous lead in at all.

Hard to say whether the successful ones were smiling and helpful because they were succesful, or were successful because the were positive and helpful. One in particular was a mardy old bugger, but had got no where all show. Don't know which came first, the mardiness or the lack of custom, but an informed, polite, welcoming and enthusiastic response from the staff is the only way to go.

A year ago there was a chap selling an excellent sanding and finishing tool from his stand. It took me 10 seconds to see what it was, and a minute to understand how it was better than others. I asked to buy it then, but he wanted to show me more. After 5 minutes, I asked again to buy it, he still wanted to show me more. After 8 minutes he was still going, but we were somewhere else. I'd still quite like one, but quite simply can't be bothered to listen to the unending chatter that takes no account of the customer.

I thought it was a great show, most stands were superb. The question is, can the re-invigorate the London Boat Show?

 

[MissFitz]

The tricks, lies and scams some people pulled in order to spend half an hour of one of those precious and expensive hours on board, deep in conversation about a yacht that they would never buy, were outrageous.

One guy I know gets himself & his mate togged up in the logoed jackets from a charter firm he works for & goes round the stands telling them they're looking to upgrade their fleet & can they have VIP treatment. I'm guessing he's not the only one.

 

[jonic]

One guy I know gets himself & his mate togged up in the logoed jackets from a charter firm he works for & goes round the stands telling them they're looking to upgrade their fleet & can they have VIP treatment. I'm guessing he's not the only one.

The other one is wear a Porsche or Aston Martin jacket.

 

[jimi]

I always go really, really scruffy and get treated with great respect cos everyone thinks anyone that scruffy must be stinkin rich ;-)