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April 2014 | Boating Industry | 19 [ 18 Solutions to Boost Sales ] www.BoatingIndustry.com owner of the Hazel Green, Ala.-based dealer. That means a complete demonstration of everything from trailer hookup and towing to docking and pulling skiers. Demos are at either Rambo's private lake or at the buyer's home lake. The training creates a more confident boater. Rambo reinforces the training – and keeps in touch with the buyer – through follow-up phone calls and paper and electronic newsletters. "There is a lot of information for a new boater to take in, and we feel that constant re- minders in the newsletters and calls help to keep them knowledgeable on operating and towing their boat safely," Rambo said. At Ski & Sports in Rogers, Ark., the first oil change and check out on all new boats sold is free. "This brings the customer back initially and keeps them coming back," said owner Kim Wil- liams. "We offer boat detailing and fiberglass repair while the boat is here for other repairs." Glencove Marina added an uphol- stery and canvas shop to enhance the service capabilities for its existing customers as well as new ones. The upholsterer makes cus- tom mooring covers and cockpit covers, replaces carpeting, and recovers seats, among other proj- ects. The new addition helps keep Glencove front of mind for its customers. "This has become a great accent to our ser- vice department as our customers appreciate that we can repair something for them while their boat is already in the shop," said owner and general manager Sherry Jackson. The Lake Ozark dealer also opened a prop shop in the summer of 2012. With a local prop shop going out of business, the venture began as a project for Glencove's service manager who had always wanted to do prop repair. He learned from the seller and then taught one of the company's other techs how to do the work. This has become a great source of revenue for the service department and the quick turn- around time keeps customers happy, with Glencove now able to return a prop in hours or perhaps a day vs. a week, Jackson said. At Quebec's Marina Fortin, cus- tomers that buy their boat from the dealer in the popular boating area of Saint-Paul- de-l'Île-aux-Noix get "customer privilege," which gives them special rates on docks, parts and storage; a special maintenance package; free use of the boat ramp; and access to the pool area. The program has helped convince boat- ers to buy from Marina Fortin rather than buy from dealers outside the area, said administra- tor Pierre Fortin. 10. 11. 12. 13. P16x20-BI14APR-18Solutions.indd 19 3/13/14 4:19 PM