Boating Industry

May 2014

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CONTENTS Boating Industry www.BoatingIndustry.com 4 | Boating Industry | May 2014 STAY UP TO DATE WITH THE BOATING INDUSTRY E-NEWS Want to know the latest news in the boating industry? Be sure to sign up for BI's twice-weekly e-news. Just click on "Sign up for E-News" at BoatingIndustry.com. LEARN THE SUCCESS SECRETS OF THE TOP 100 What makes the Top 100 companies stand out from the crowd? Learn some of their best practices in our new free white paper, available in the Digital Downloads section of BoatingIndustry.com. 2014 TOP 100 DIGITAL APPLICATION There's still time to apply for the 2014 Top 100. With our easy online process, you can work on the application, save it and return to it as much as needed. Applications are due June 20. Go to boatingindustry.com/top-100/application for more information or to apply. KEENER: ARE YOU FOLLOWING UP WITH EVERY PROSPECT? In a recent BoatingIndustry.com blog post, managing editor Liz Keener wrote about checking in even with prospects who said they weren't ready to buy: "Think about all the customers who stop at your booth at a show. They might say they're not ready to buy right now, but what if the next day they win $5,000 on a scratch off? That could help with a down payment. How about a man who's had his eye on a boat for years, but couldn't afford it until he received an unexpected raise? Do these people know you're interested in their business whenever they're ready to buy? You might consider the prospects who don't have money right now to be pointless to chase, but situations change." FOLLOW US ON: 8| TASK FORCE FOCUSED ON INDUSTRY DIVERSITY 9| INDUSTRY NEWS 9| HOT SPOTS Pontoons and ski boats strong in Midwest, Texas 10| KEY PERFORMANCE INDICATORS Benchmark your performance against fi ve key indicators 10| SAME-STORE SALES REPORT Sales grew 0.8 percent in February 10| SEARCH SCORECARD The most-searched pre-owned brands during 2013 DEPARTMENTS Launch Q&A 12| ROY W. OLIVIER, PRESIDENT & CEO, ARI Research 14| INDUSTRY EMBRACING SOCIAL MEDIA New survey shows companies focusing on social sites Product Guide 47| INSURANCE A guide to companies offering insurance in the marine industry THIS ICON IDENTIFIES ARTICLES BASED ON EXCLUSIVE MARKET DATA .com EXPERTS IN THIS ISSUE Roy W. Olivier President & CEO, ARI p. 12 John Spader President, Spader Business Management p. 16 Jeff Strong President, Strong's Marine p. 32 twitter.com/boatingindustry facebook.com/BImag ONLINE THIS MONTH P03x04-BI14MAY-TOC.indd 4 4/17/14 10:09 AM

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