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There are several types of boat shows that are scheduled. Some are dealer independent and others are conducted by a single dealer or a group of dealers in a local area. Some are in a convention center and some are in the water, at a marina. The biggest and most well attended shows are regional shows conducted by large marine trade groups like the National Marine Manufacturers Association (NMMA).

Normally, after payment of an entry fee at the door, boat shows are an inexpensive way to see and compare the various makes and models available in your area. Grazing through the various dealer displays is a great way to learn about the various styles and types of boats

and the advantages and disadvantages of one versus another. It can be a good way for a family to see and touch the various styles to determine the boat most suited to their perceived needs. (If you have not been boating many times before, your idea of what the experience is like may be easily swayed by a salesperson representing a certain type and brand of boat!) You must know how and where you intend to use a boat, how many personas will normally be riding in it, etc., before you can make a good selection.

Your mission in attending the boat show should be determined before showing up at the door. Many na ve boaters have

gone to a boat show without such a mission and come away with a new boat wondering if this is really a good idea. Some people are at a boat show to simply see the new models and determine what things cost so that they can zero in on the boat of their dreams. Others have already determined the type and style of boat they want and are there to view the models of various manufacturers and to shop for the one they want. You should have in mind, from the outset, that you should buy no boat without having water tested it. All boats look seaworthy on a trailer or display rack. You cannot tell the riding characteristics or the adequacy of the engine without actually driving the boat in the water. If someone tells you that such a test is not necessary, you should quickly find another dealer to talk to.

It pays to have your mission in mind before you go and to communicate that to the various members of your family so that everybody can participate in the process and have in mind what the end result might be. You may, for example, wish to first visit the show to see the boats and to collect information on them. Later, after reviewing the brochures, you can always go back to the show to refine your selections even

more. It will really pay off to study the specifications of the various boats that you are interested in. They are not all created equal. (If you wish to return to a boat show for another, subsequent visit, most participating boat dealers will be pleased to give you a re-entry pass to save the cost of another entry ticket!)

Once you have determined your desired boat type, make a list of the features that you are most interested in and carry that with you to the show. Use this list to compare the models of various manufacturers and to determine the boat show price of those boats. Make sure you ask for the delivered

price, including any freight, taxes, fees or rebates. That way, you will be comparing apples and apples.

If you plan on financing the purchase of a new boat, it will pay for you to know your credit score and to have a print out of that score with you. This will speed up the process of obtaining financing at the boat show. You should also determine competitive APR rates and terms from your bank or credit union as you may find them to be considerably less expensive than the dealer arranged financing at the show. Dealers usually have a financing arrangement lined up, but since they get a commission on the financing, the cost of that package

may be more than your bank or credit union or it may be better! You should have a boating budget in mind that includes boat operating costs, insurance, storage, maintenance, etc. If you plan on trailering the boat, make sure that the size and weight of the boat is compatible with your tow vehicle. You will be in a far better negotiating position if you do your homework in advance.

Once you have narrowed your search to a couple of boats, ask the dealer s representatives for their best, bottom line price and make sure they are aware that you are shopping. To avoid sales pressure, advise them, up front, that you will not buy

any boat before water testing it. They will make every attempt to get you committed before you leave the show, but do not be swayed. If you do sign any purchase agreement or give a deposit on any boat, be certain to write on the purchase agreement This transaction is subject to water test and any deposit to be fully and immediately refunded at buyer s option, after the water test. You may have to do such a thing to take advantage of certain factory sponsored discounts or rebates that are in place for the show, but DO NOT COMMIT to purchasing any boat before you have ridden it in the water! Of course, if it is an in-the-water boat show, the dealer should be able to demonstrate the boat to you at the show.

In your final negotiation for a boat, be sure to ask for inclusion of the necessary safety equipment to be included in the purchase price. The dealer should provide you with Personal Floatation Devices (PFD s), a fire extinguisher, paddle, anchor, anchor line, docking lines and mooring bumpers without adding any extra charges. This has become industry standard and you should be wary of any dealer who is attempting to nickel and dime you!

If you will do a little homework and learn as much as possible about the specifications and models and how they match the needs

of your family, you will ensure that your boating voyage will be off to a great start at the boat show!

Resources: Don Seibert is a veteran of the U.S. Coast Guard and has operated a large marina and boat dealership for the past 10 years. Don has been boating for more than 50 years.

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