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based on their locations. But in an area '.we're kind of like, a little bit here, a
<br /> that's boating friendly- on the coasts or little bit more here you have all these
<br /> nearsuwants owter-with a lot different profit centers and at the end of
<br /> of people that want to go boating but just
<br /> don't have the income to own a boat,he the day it can add up to a lot. •j*�
<br /> thinks boat clubs are a good way to tap
<br /> the market. Rob Soucy, president, Port Harbor Marine
<br /> Looking ahead
<br /> With over 50 bases in five countries on
<br /> two continents,the SailTime Group LLC company had a hard time convincing the looking for that silver bullet, magic pill
<br /> offers customers access to 160 boats - marine industry the concept was one that that's going to do it all for them,turn their
<br /> both power and sail.The company is not could be profitable and would succeed.But dealership around and make them a ton of
<br /> a boat club; it offers boaters fractional that has changed. money," Soucy says. ""That's not our phi-
<br /> usage at its franchised locations.(To learn "The idea of selling a share of a boat losophy,we're kind of like,a little bit here,
<br /> about the differences between boat clubs was always a challenge, because a dealer a little bit more here,you have all these dif-
<br /> and fractional usage, please see has enough of a challenge selling a boat ferent profit centers and at the end of the
<br /> "Fractionals"on p.34.)But the concept is once,"Bonelli says."Now we have dealers day it can add up to a lot
<br /> similar and George Bonelli, SailTime's coming around and they really were forced "So if you say,'I want to make$500,000
<br /> founder and CEO, is one of the leading to kind of look at things differently because at this thing'then you're probably unrealis-
<br /> advocates for the shared-usage model as of the challenges that have been placed in tic.But if you say,'If!can add another thir-
<br /> a means to help move the boating indus- front of them,and sales have taken a corn- ty or forty grand to the bottom line and
<br /> try forward. plete dive. Now, 'OK,we have to look at not have a whole lot of headaches with it,
<br /> "This market segment is here to stay,it's something different to keep moving for- then it may be worth it. And then you
<br /> going to grow," Bonelli says. "If you go ward.' It's kind of shined a light on what grow from there".t
<br /> back to Grow Boating and all of the goals we're doing.
<br /> of growing boating participation, we are "I do believe... that boat sales are not
<br /> the purest form of growing boating partici- going to go back to where they were.If it
<br /> pation that exists, I believe. What we're ever might get there, who knows how
<br /> doing is providing people the opportunity long the cycle is.I think the memory that
<br /> to try it on a membership basis.You can do people are going to have around this par-
<br /> it for a year,we'll train you.We have the full ticular financial scenario is going to be *vat
<br /> road map - from the person who hasn't longer. I think for people, generally, buy
<br /> boated to the person who has left boating- ing boats that they don't use is going to be fs -10901111
<br /> to get back on the water" less and less because of the emergence of
<br /> Bonelli-who has been invited to give this option."
<br /> a presentation at an upcoming meeting of
<br /> the International Council of Marine Working together r ':
<br /> Industry Associations on fractional use as a Embrace boat clubs and work with them:
<br /> tool to grow boating participation - says that's the message Church has been trying
<br /> SailTime's customers have changed over to convey to the dealerships near his club,
<br /> the last 18 to 24 months. Those that are which is an hour outside of Phoenix He
<br /> Di v e N Dog i s a
<br /> less resilient economically can no longer has asked those dealers to mention the s t e e I f a b r i cat o
<br /> afford boating as a discretionary expendi- club to customers who come in to buy a
<br /> Fl or i da . We pr
<br /> ture,but the folks that are up a rung or two boat but end up not being able to make the ex t e n s i v e s e I e c
<br /> on the economic ladder, who may have financial numbers work. The customer marl n e a c c e s s o r
<br /> bought a boat in the past, have decided then stays with the club,and stays a boater, s t e e r i ng wheel s ,
<br /> that sharing one might make better sense until he or she is able to afford a boat. c I eat s , anchor
<br /> for them these days. For his part,Soucy sees the Port Harbor utilize o n l y
<br /> "They're less interested in buying big- Boat Club as another profit center for his t e c h n o I o g i es to
<br /> ticket things," Bonelli says. "There are business.It's not something that's going to and custom part !
<br /> some [articles that suggest] people are make the difference between success or c o n s i s t e n t , hi g t
<br /> looking to gather experience rather than failure. But, if done properly, it can be a www DI v e N D
<br /> assets.So they want to be able to go sailing year-round revenue stream during a time n f o @D i
<br /> but they don't want a sailboat" when sales dollars have been drying up. IF s 7 7- 56
<br /> When SailTime first began in 2001,the "I think a lot of dealers out there are Fax sat -
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