Boat Show Sales: Strategies For Success

Boat shows are a great opportunity for sellers to market their boats and make big sales. Before the show, it's important to prepare your boat by cleaning it thoroughly, repairing any minor issues, and tuning up the engine. You should also determine the value of your boat by researching similar boats and deciding on an asking price. At the show, you can showcase your boat to potential buyers, take them on a sea trial, and provide them with the necessary documentation. It's also important to be honest and upfront about the boat's specifications and any known issues. After the show, follow up with potential buyers and be prepared to negotiate. Selling a boat can be a long process, but by following these steps, you can increase your chances of making a successful sale.

Prepare your boat for sale: Clean and repair your boat, and gather all relevant documents

The first step in selling your boat is to make sure it is clean and well-maintained. A good first impression is vital, as buyers will assume a dirty or untidy boat has not been properly cared for. Start by removing all clutter and personal belongings, and then give the boat a thorough deep clean. This includes cleaning out the bilge and checking for mould or mildew. Wash the exterior, removing any water marks, stains and repairing any cracks. Give the boat a wax and polish any metal surfaces.

Next, turn your attention to the details. Clean or replace upholstery and carpets, wash or replace curtain covers, and polish glass surfaces. Check all electronics and displays, and ensure all mechanics and engine parts are in good working order. Check the engine for rust and replace the oil and filters. Grease fittings and replace any worn parts, such as hoses. For electronics, check all functions and wiring, and clean the displays. Make sure safety features, such as bilge pumps and navigation lights, are working.

Finally, gather all the relevant documents for the sale. This includes service records, warranty information, and the title/registration. If you are selling privately, you will also need a bill of sale and proof of ownership. If your boat is new, it must comply with the Recreational Craft Directive (RCD) and should have a compliance folder and operating manual.

Photography and video: Make your boat stand out with high-quality, detailed photos and videos

When it comes to selling your boat, photography and video are key to making your boat stand out from the crowd. The more photos and videos, the better! You can shoot professional-quality photos and videos yourself, using a smartphone. Here are some tips to make sure your boat stands out:

• Find an attractive, uncluttered spot to shoot.
• Avoid direct sunlight, as this can create glares and strange shadows.
• Shoot during "Golden Hour" in the evening, or in the morning at sunrise, for the best light.
• Photograph your boat on the water if possible. Trailer shots will work, but being on the water is ideal.
• Shoot a short walk-around video, holding the camera horizontally, and show off the boat by walking through the vessel, demonstrating a cold start, and talking about different options and features.
• Ensure images are well-lit and not blurry.
• Get up-close, detail shots of important parts of your boat, and take images from every angle, including the engine.
• Consider using a marine fabric such as Herculite or Strataglass to enhance the appearance of your boat.

With these tips, you'll be sure to make your boat stand out and attract potential buyers!

Determine the price: Research the value of your boat and decide on an asking price

Before you decide on an asking price, it's important to research the value of your boat. There are a number of factors that determine the value of a pre-owned boat, including size, age, model, and the current average price in the marketplace. As of November 2022, boat prices were 29% higher than pre-pandemic levels, so private sellers can ask for more than they might expect.

Other factors that can influence the value of your boat include its condition, location, and equipment. For example, boats used in freshwater tend to bring higher prices than those used in saltwater. Seasonality can also affect boat pricing, as more people are inclined to buy a boat in the spring than in the late fall or winter.

To find the value of your boat, you can use online resources such as Boat Trader's boat price checker tool, which allows you to determine the value based on similar boats currently on the market. Websites like NADAGuides can also help you pinpoint a real-world value by pulling data from dealers nationwide and crunching resale numbers.

Once you have an idea of the value of your boat, you can set a reasonable asking price. Keep in mind that the average value may not necessarily be your asking price, especially if you want to sell the boat quickly. If you've made extensive modifications that increase the boat's value, be sure to include those in your listing description. However, remember that most accessories will not increase the price.

It's common for boat owners to have an overinflated sense of their boat's worth due to the emotional attachment they have to it. To avoid this, it's important to be realistic about the price. Set a rock-bottom sales price in your mind before listing the boat, so you know your baseline for negotiating with potential buyers.

Where to list: Choose the best websites to list your boat for sale

When it comes to selling your boat, you'll want to cast a broad net by advertising on as many websites as possible. However, it's also important to place your focus where boat buyers are browsing – on boating marketplaces.

Boating-specific Marketplaces

Specialized boating marketplaces like Boat Trader, boats.com, and YachtWorld are the most popular websites to sell your boat. These sites provide a large network of boat buyers and an easy-to-use platform for listing your boat. Boat Trader, for example, offers a simple three-step process that includes building your listing, choosing a package, and adding photos and videos. They also provide a range of packages to fit different budgets and needs, with no hidden fees.

General Marketplaces

While boating-specific sites are ideal, it's worth exploring more general marketplaces like Craigslist, eBay, Facebook, and OfferUp. These sites have a wider range of categories and may not be the first place buyers look for boats. However, they still offer a large audience and the opportunity to reach a diverse range of potential buyers.

YachtWorld

YachtWorld is another option, but it requires listing through a broker, which typically involves paying a brokerage fee. This site is more suitable for larger and more expensive boats, as it includes boats listed by brokers and dealers rather than individuals.

Owner Associations and Forums

If you're looking for a specific model and haven't found it on the above sites, consider searching owner associations, listservs, or forums. Yahoo Groups and Reddit are great places to start, as many boat owner email lists are located on these platforms. You can join these groups and post about the boat model you're looking for, as other owners may be aware of someone looking to sell.

In summary, to sell your boat effectively, it's best to utilize a combination of boating-specific marketplaces, general marketplaces, and owner associations or forums. By covering all your bases, you'll increase your chances of finding the right buyer and selling your boat quickly and efficiently.

Interacting with buyers: Be responsive, polite, and friendly when communicating with potential buyers

Interacting with potential buyers is a crucial aspect of selling at a boat show. Here are some tips to ensure you are responsive, polite, and friendly when communicating with potential buyers:

Be Responsive

• Respond promptly to buyer inquiries and be prepared to show them the boat.
• If a buyer contacts you, be ready to take them for a sea trial if they are still interested after an initial viewing.
• Be prepared to show them documents confirming legal ownership and the boat's maintenance records.
• If you reach an agreement, have all the necessary legal paperwork ready to complete the transaction.

Be Polite and Friendly

• Be honest and upfront with potential buyers.
• Know your boat inside out before chatting with buyers.
• Be a "good salesperson" by engaging the buyer in conversation about their wants and needs.
• Be ready to negotiate and go back and forth a few times on the price.
• If you are a first-time seller, let the buyer know so they can guide you through the process and ensure you have a positive experience.

Additionally, it is important to remember that boat shows can be overwhelming for buyers, with a lot of ground to cover and many boats to see. Be mindful of their time and energy, and don't pressure them to make an impulsive decision. Allow them to take their time, revisit options, and make a well-informed purchase.

Frequently asked questions