Issue link: https://read.dmtmag.com/i/173871
BOLD MOVES people around Knoxville," he said. "I had spoken with several people about starting a new show with me and didn't get much response. I had the business plan ready to roll and just needed the participants." 8,000 » 2013 attendees at the Downtown Knoxville Boat Show When Jones heard in the fall of 2010 that four dealers were not going to return to the event, he knew it was time to act. He contacted the four other dealers and got them to agree to display at a new show in March 2011. From that start, there are now 17 dealers exhibiting for 2014. About 8,000 people attended the show this year, with a goal of 10,000 for 2014. The 125,000-square-foot exhibit space at the Knoxville Convention Center is sold out, with a waiting list for more. "In years past we have seen shows around that size, but it has been a long time," Jones said. The key to the show's success has been 26 | Boating Industry | October 2013 P22x28-BI13OCT-BoldMoves.indd 26 getting the buy-in and support of the dealers, who are excited about the show and improved sales opportunities. "When the customers come into the show booths they see excited dealers and vendors that are happy to be there," Jones said. "It just has taken the overall event to a true enjoyable experience for the people that are coming to buy boats." CULTURE CHANGE WARREN KELLY President Baert Marine Middleton, Mass. The economy has certainly presented more than its share of challenges the last several years for boat dealers, but it can be easy for that to become an excuse for poor sales. That was the realization that Warren Kelly had as he looked at his 40-year-old company. From the top down, a defeatist attitude had infected the team, he said. Kelly is also a land developer and he saw the return in sales for high-end condos by buyers who should be the same target as Baert Marine's Grady White boats. Working with sales manager James Milne and the rest of the sales team, Kelly held a series of meetings to analyze the entire sales process. "It made people believe," Kelly said, "It's not Obama's fault, it's not the economy, it's us. We're creating this recession." Kelly, asked the sales team to commit to one year to following his program. With a back-to-basics approach, Kelly brought Grady White product experts to Baert to re-educate the sales force on the boats. In weekly meetings, the sales team analyzed every lead and how it was handled. Every phone call was recorded so Kelly and the rest of the team could listen to it, looking for ways to improve. "Let's look at what we're doing and quit looking at what the outside influences are," Kelly said. www.BoatingIndustry.com 9/5/13 11:42 AM