Boat Show Gives Dealers Chance to Woo Customers With Service

By Lori Becker, The Palm Beach Post, Fla.

Jan. 13–Earl Gregson is a boater without a boat. But that saves him a lot of money.

Lamenting the high price of boats, along with climbing costs for insurance and dockage, Gregson said he was just browsing Friday at the opening day of the Stuart Boat Show.

“At the moment, my neighbor has a really nice boat, so I don’t need one,” he said with a laugh. “I’ve got a lot more expendable cash these days.” The 69-year-old Tequesta resident was among those strolling the docks and dodging the scattered showers to check out this year’s offerings at the 33-year-old boat show.

The three-day event runs through Sunday and is expected to draw about 15,000 people. Last year, about 11,000 attended the show, which also saw rain.

Ever optimistic, dealers are hoping those lookers become buyers. Boat sales have lagged in recent years, dropping 5 percent nationally last year, according to the Chicago-based National Marine Manufacturers Association.

The manufacturers group launched a national initiative last year called Grow Boating to combat the slumping sales and to promote boating.

Still, the Stuart show continues to grow, with about 200 exhibitors and 500 boats — 250 in water and 250 on land — on display this year. Last year there were about 180 exhibitors. The show spans three adjacent marinas along State Road 707 on the St. Lucie River: Allied Richard Bertram, Waterway Marina and Stuart Harbor Marina.

It’s a smaller event than its splashy international counterparts in West Palm Beach and Fort Lauderdale, but it’s key for local boat dealers.

“It gives us an opportunity to get in front of the local customers and show them that it’s more than just selling boats,” said Dee Hert, business manager for Stuart Marine Max.

The dealership expanded its display this year, featuring 30 vessels from six brands. With sales flat, Marine Max promotes its customer service, from boating classes to owner getaways, as additional value, Hert said.

The show features boats of all sizes along with accessories and gadgets. This year’s show has a greater variety of vendors, with many exhibitors bringing larger displays in hopes of boosting sales, said April Price, events coordinator for the Marine Industries Association of the Treasure Coast, which owns the show.

“It’s a good environment for actually making a sale,” she said. “Deals close here.” Locally, skyrocketing insurance rates and scarce dock space have kept some buyers away, especially hurting sales of midsize boats, Price said.

Price said many boaters are downsizing to smaller vessels they can keep on trailers to avoid storage and to lower insurance costs.

“When your insurance premium is higher than your financial payment, that’s not as appealing,” she said.

Art Wood, a finance specialist with Newcoast Financial Services in Bay Harbor Island, said he has seen some deals fall through because the buyer couldn’t find affordable insurance.

But Florida’s warm weather and waterways will always be draws for some.

“We’ve had the disease for many years,” joked Susan Karasoff, 59, a longtime boater from Key Largo. She and her husband, Lou, 63, drove up for the Stuart show. They’re trying to sell their 44-foot motor yacht to buy a larger trawler.

“We hit all the boat shows,” she said.

IF YOU GO

33rd annual Stuart Boat Show

–When: 10 a.m. to 6 p.m. today; 10 a.m. to 4 p.m. Sunday.

–Where: Allied Richard Bertram Marine Group, Waterway Marina and Stuart Harbor Marina, three neighboring marinas on the St. Lucie River along State Road 707 west of the Roosevelt Bridge.

–Display: 500 boats representing more than 100 brands, plus a variety of electronics, apparel and other boating accessories.

–Admission: $10; children under 10 free.

–Parking: Free lots along State Road 707, both north and south of the show, with shuttle buses to two entrance gates. Free water taxi from downtown Stuart.

–Information: (772) 692-7599; www.miatc.com

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