Issue link: https://read.dmtmag.com/i/326874
CONTENTS Boating Industry www.BoatingIndustry.com 4 | Boating Industry | July 2014 READ THE WEEKLY 5 EVERY TUESDAY Be sure to visit BoatingIndustry.com to read the Weekly 5, a collection of tips, news and data affecting the boating industry this week. Look for the BI Weekly 5 every Tuesday on BoatingIndustry.com. 2014 TOP 100 DIGITAL APPLICATION This year's online Top 100 application is now available. 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, although extensions can be made available on a case-by-case basis. Go to BoatingIndustry.com/top-100/application for more information or to apply. GRAHAM: DON'T MAKE "ALL I WANT TO DO IS SELL" YOUR MANTRA In a recent BoatingIndustry.com blog post, John Graham talks about the importance of a recent Gallup "Honesty/Ethics in the Professions" survey that puts the so-called "persuasive pro- fessions" at or near the bottom of the trust scale, including salespeople, lawyers, members of Congress, business execu- tives and lobbyists. Instead of just focusing on making the sale, Graham advocates sales people manage the selling process instead of trying to control it, thinking about what your company can do for its customers, enhancing self-confi dence and cultivating the responses you want. "It's ironic that the greater the emphasis on 'making the sale,' whether of a product or an idea, the more customers pull back mentally, physically or both," he said. "No one wants to be cornered and made to feel inadequate and manipulated. When that happens, some customers run, while others cave in and buy what they don't want or understand. Later, they're angry, not just at the salesperson, but at themselves for not saying no. It doesn't need to be this way." FOLLOW US ON: 8| PEER-TO-PEER HEATS UP WITH NEW BOATBOUND PARTNERSHIPS 9| INDUSTRY NEWS Updates from Brunswick, MarineMax and more 9| HOT SPOTS Boat sales are growing in most major U.S. markets 10| KEY PERFORMANCE INDICATORS Benchmark your performance against fi ve key indicators 10| SAME-STORE SALES REPORT Sales grew 10.1 percent in March 10| SEARCH SCORECARD The most-searched boat brands in Q1 2014 DEPARTMENTS Launch Q&A 14| FRANK PETERSON, PRESIDENT, RECREATIONAL BOATING & FISHING FOUNDATION Product Guide 44| SOFTWARE A guide to companies offering software services in the marine industry Products & Services 48| NEW PRODUCTS FROM MONTEREY, KING PIN, MASTERCRAFT, MERCURY, SUZUKI AND MORE THIS ICON IDENTIFIES ARTICLES BASED ON EXCLUSIVE MARKET DATA .com EXPERTS IN THIS ISSUE Frank Peterson President, RBFF p. 14 Michele Goldsmith Sales Manager of Key Accounts, Mastervolt p. 33 Lauren de Vlaming Social Media Manager, Dominion Marine Media p. 42 twitter.com/boatingindustry facebook.com/BImag ONLINE THIS MONTH P03x04-BI14JUL-TOC.indd 4 5/28/14 11:25 AM