Powerboat-World.com
 
 
News Home Video Gallery Newsletters Features FishingBoating Photo Gallery Sail-World Australia Australian Cruising
MarineBusiness-World

 

Sail-World.com : How to sell boats: Andrew Short

How to sell boats: Andrew Short

'Sea Ray 210 Fission - The 210 Select can be tricked out with the Fission Wakeboard Package, making two already hot boats even hotter. It starts with special hull graphics and is topped off by an aluminum water sports tower with board racks and booming stereo speakers.'    Andrew Short Marine
Want to know how to sell boats? One of the best people to ask is Andrew Short of Andrew Short Marine. After starting off in a small workshop annexed to a factory, his business has grown into a multi million dollar venture with premises at Taren Point, Port Hacking, Mosman and Birkenhead Point, with over $15 million of luxurious Sea Rays in stock at any one time. Over the years he has maintained a high profile racing career, recently purchasing the legendary Brindabella, currently known as Aurion V6 after a lucrative sponsorship deal with Toyota. We spoke to Andrew Short about 25 years of surviving and thriving in a notoriously tough industry.

According to Short you need three things to be successful in a marine business: a good work ethic, products that the market knows and respects, and decent premises to operate from. If any of these factors are missing, the business faces an uphill battle to remain solvent. Like other luxury products, boat sales are amongst the first to suffer in an economic downturn.

‘You see a lot of people come and go’ he commented. ‘A lot of people get into the marine business thinking it’s a leisure business, thinking that it’s going to be all nice and easy, they can just watch the money roll in but it doesn’t work that way. You’ve got to work hard and lead by example.’

‘You need to have known name brands, brands that people know. It’s hard enough to sell a boat let alone to try and sell a boat that people don’t know or haven’t heard much about.’

‘Then there’s location, you’ve got to be in the right spot…it’s no good selling boats in an area where people don’t use boats.’

Interior of Andrew Short Marine Showroom at Taren Point -  Andrew Short Marine?nid=41979  
And though he didn’t say so, a competitive nature, eye for a deal, great family support, and decades of experience on the water probably don’t hurt either. It’s obvious after only a brief time of speaking to him that these factors have played a crucial role in his success. When asked if he had any business mentors early in his career, Short’s answer is immediate and automatic: it was his father Fred Short.

Short has boats in his blood; Fred was commodore of Melbourne’s Ocean Racing Yacht Club, Managing Director and part owner of Victoria’s Savage Boats. As a child Andrew would often visit the Savage boat yard and spend nearly every weekend with his family on the water.

‘…we were always going out in powerboats just about every weekend, we’d go down to Queenscliff and row around or whatever.

When he was six years old the family brought their first Sabot and Andrew and his brother Ian discovered a love of sailing that was to remain with them for life. It quickly became apparent that both boys liked to compete; soon Andrew was racing the Sabot in the International Cadets ‘which was a hot class down there in Melbourne.’ His racing peer group included highly respected names like John Bertrand and Tom Stevenson.

After placing second in the National Championships, Andrew and his family moved to New South Wales, sailing up the coast in their 42 foot aluminium Warwick Hood ‘Mary Blair’ with all their belongings packed onboard. Arriving in Sydney, Andrew had a brief stint racing OK dinghies then as a teenager gradually moved into keel boat racing.


Aurion V6: formerly Brindabella -  Andrew Short Marine?nid=41979  
At age 21 he was bitten by the big boat bug; Ian had made the sails for a 60 foot Pocket Maxi called Innkeeper, the boat’s new owners lacked the necessary sailing experience so Andrew was asked to steer. Helming the magnificent yacht proved to be a momentous experience.

‘I suppose that’s when I fell in love with bigger boats, and a lot of boats in between, up until now with Brindabella.’

In 1988 Fred Short decided that he wanted to retire and was keen for his son to take over his boat building business which was operating from a factory on Taren Point Road. Andrew wasn’t interested in boat building ‘it was a lot of hard work for very little reward’ and he really liked dealing with the public- so they sold this business and Andrew moved into small premises not far from the boat building factory. The move represented the first step in the process of building up his independent retail operation.

It wasn’t long before the fledgling brokerage had outgrown these premises and the decision was taken to rent a larger space which was also on Taren Point Road. As the business continued to expand, rental costs kept pace, and Short was forced into a tough decision: borrow to buy larger premises or face the prospect of steadily increasing rent?

In the end he took the gamble and in 1996 paid $1.5 million for a building at nearby 96 Taren Point Road. Although it had seemed a huge amount of money at the time, it turned out to be a very sound commercial decision that helped finance the purchase of stock.

‘We brought it for 1.5 million and it’s valued now for well over 11 million. That was a real kick along in life.’
Andrew and Kylie Short proudly displaying the business’ 3rd consectutive SeaRay dealer of the year award -  Andrew Short Marine?nid=41979  

But it wasn’t the only reason that the decision to buy was a good one.

‘When we started we just had a little loft and all the boats were kept outside. It doesn’t take them long to deteriorate and look second hand. We used to go to boat shows and say ‘we do so well at the boats shows, why don’t we do so well at our normal showroom?’ And the reason is that at a boat show you’ve got the boats looking all nice, shiny and well presented with all the gear in them, all set up.'

‘When we moved to 96 Taren Point Road we had half the goods inside and half the goods outside and the stuff inside was always selling well.’


In 2003 the business moved to its current premises at 1 Box Road, Taren Point, thereby creating Australia’s largest undercover boating showroom and an atmosphere Short describes as being ‘like a boat show every day.’ In line with his policy of only stocking well known names, the dealership specialises in brands including Sea Ray, Boston Whaler, Stacer and Mercury outboards.

Short said that people love the convenience of an undercover boat showroom and that the move contributed to his being voted the international Sea Ray dealer of the year for the last three years in a row. The company which started in a small loft continues to expand, last year purchasing Ferguson’s Boatshed Marina with its 44 berth marina, 31 Tonne travel lift and on site restaurant Plonk! Café at the Spit in Mosman. Watch this space- there are some more big improvements and changes planned for the next 2 years.

Contact details:
Andrew Short Marine
1 Box Road
Taren Point, NSW 2229
Telephone (02) 9524 2699 or (02) 9524 2280

www.andrewshortmarine.com.au
sales@andrewshortmarine.com.au




by Jardine Media

  

Click on the FB Like link to post this story to your FB wall

http://www.powerboat-world.com/index.cfm?nid=41979

9:41 PM Tue 19 Feb 2008 GMT






Click here for printer friendly version
Click here to send us feedback or comments about this story.


Related News Stories:

09 Apr 2011  Sea Ray’s latest creation, the 450 Sedan Bridge shows its style
22 Mar 2011  Amazing deals: Andrew Short Marine end of season clearance
21 Jan 2011  Andrew Short Marine - Innovative promotion does the job
22 Oct 2010  Andrew Short Marine management strengthened
12 Aug 2010  Andrew Short Marine – and it's Kylie at the helm
10 Jun 2010  SOS Ocean Race - Thomson pit stops in Sydney
14 May 2010  Andrew Short Marine at full throttle
08 Apr 2010  Andrew Short Marine named Sydney's sole Sea Ray dealer
24 Mar 2010  Andrew Short Marine reveals expansion plans
24 Mar 2010  Pirates run amok in Port Hacking
MORE STORIES ...

Power Boat News

Genoa International Boat Show 2014 ‘in recovery’ by Guy Nowell, Sail-World Asia, Hong Kong
Once upon a time, and not so very long ago, Genoa was very much the numero uno Mediterranean boat show, with 3,000+ boats in the water and practically every manufacturer on the planet anxious to be seen there. The combined effect of the financial crisis 2008-onwards and subsequent financial austerity measures imposed by the Italian government, including swingeing taxes on luxury products ... [more]  

2015 Sanctuary Cove International Boat Show - After a successful 2014, Mulpha Sanctuary Cove is gearing up for its 27th annual Sanctuary Cove International Boat Show, with exhibitor opportunities opening next week (November 6). ... [more]  

Built by one of Japan’s premier shipyards, EAGLE ONE has kept pace with modern luxury with a series of refits, most recently 2014, and is for sale, under $1m. ... [more]  

WWF-Australia and the Australian Marine Conservation Society have released a 10-point plan to save the Great Barrier Reef, in response to the Queensland Government’s Draft Reef 2050 strategy. ... [more]  

The famous Henri Lloyd Summer Sample Sail is in now at the Henri Lloyd showroom in Crows Nest, Sydney! Huge range of samples and discontinued lines from Henri Lloyd's marine, footwear and lifestyle collections for men and women. Discounts of up to 80% off original RRP! ... [more]  

2014 Fort Lauderdale International Boat Show - Australia’s leading superyacht organisation, Superyacht Australia will be showcasing the best of Australian brands at 2014 Fort Lauderdale International Boat Show and promoting Australia as a cruising destination for global suoeryacht fleet. ... [more]  

SOS Marine and Mobilarm subsidiary Marine Rescue Technologies ('MRT') announce today that the sMRT Inflatable SOS Dan Buoy is one of the 45 products that have been nominated for final judging by the Design Award METS (DAME) 2014 jury. The products have been selected from a total of 116 entries from 23 nationalities from all over the world. ... [more]  

Superior recently signed an MOU with South Korean manufacturer and marine industry proponent, Scotra. ... [more]  

Sediments associated with dredging and flood plumes could have a significant impact on fish populations by extending the time required for the development of their larvae, according to Australian researchers. 'Sediment concentrations at levels found in plumes from dredging or in floods cause a significant delay in the development of clownfish larvae,' says study lead author, Dr Amelia Wenger. ... [more]  

The Tauranga Boat Expo has proven a popular attraction for marine enthusiasts outside the main centres. This year, Lancer has chosen to join the show as part of their tour introducing the market to Sea Blade as well as their other exciting products. ... [more]  

Safer Boating Week ended Friday, but with the start of Labour weekend here, there’s no better time to check your boat is safe and prepared to get out on the water over summer. Coinciding with Labour Weekend, new Auckland Council Navigation bylaws also come into effect from Saturday. ... [more]  

NMMA loses E15 fuel U.S. Court of Appeals Decision by National Marine Manufacturers Association
While the battle in the U.S. over E15 might seem a local issue, its plainly has world-wide flow though for the recreationa marine market.The Engine Products Group, a coalition of organizations that includes NMMA, sought to block the EPA decision. ... [more]  

This partnership brings together two truly functional and enthusiastic events for what will become Australia’s premiere 4x4 and marine super expo. But it doesn’t end there. The ethos behind Explore Australia Expo is to substantially grow the consumer pool by enticing and engaging not only the converted enthusiast but also newcomers and those within parallel or fringe categories. ... [more]  

The organisers of METS have revealed that 45 products have been nominated to go forward for final judging by the jury of the prestigious Design Award METS (DAME) 2014 competition. The products have been selected from a total of 116 entries from 23 nationalities all over the world. ... [more]  

The Barcelona International Boat Show closes its doors in Port Vell this afternoon and confirms a trend towards recovery in the sector. Over the course of five days, the show which presented 120 new products and 650 vessels recorded a large turnover and number of visitors, who were able to take an active part in more than 100 programmed activities. ... [more]  

There is still time to purchase a copy of the new RYA Advanced Powerboat Handbook by Paul Glatzel and be in with a chance of winning an RYA Advanced Powerboat course courtesy of the Paul’s RYA Training Centre, Powerboat Training UK. ... [more]  

PredictWind have made significant improvements to the swell forecasting models and added new locations. Integrating the new 50km global wind forecast with ocean current data has created the most advanced swell modelling available online. By combining PredictWind forecast data with ocean current data, the effect of the wind on swells can be accounted for ... [more]  

Imagine finishing the Coastal Classic and relaxing in your own waterfront home at Opua with your boat tugging gently on a deep-water mooring off the lawn. Built to an architect design in 2000, this north-facing waterfront Opua property is a short walk to the marina and boatyard. It is going to auction on November 22. View this Labour Weekend after the Coastal Classic. ... [more]  

The event has historically been conducted at the Brisbane Showgrounds, however as a result of the significant construction and redevelopment of that venue, it has presented many operational difficulties in continuing todeliver a high quality event expected by exhibitors andvisitors to an industry boating showcase. ... [more]  

MMC has presented PaddleNSW with 50 new generation lifejackets so its coaches and instructors can help role model behaviour to further encourage everyone on the water to wear lifejackets. 'The lifejackets will be used to kit out PaddleNSW’s network of training staff and volunteers in key locations across NSW,' said MMC General Manager Howard Glenn. ... [more]  

The Australian marine industry is singing the praises of the fourth annual Gold Coast International Marine Expo, reporting strong sales and even greater prospects in the lead-up to summer. 'Based on exhibitor feedback, the total sales at the Expo alone would certainly be in the order of tens of millions of dollars,' she said. ... [more]  

Volunteer Marine Rescue Southport, at the top of the Gold Coast, now has more of both after fitting twin 300 hp Mercury Verado outboards onto it largest vessel, a 9.5 metre Noosa Cat 3100. ... [more]  

2014 Gold Coast International Marine Expo - Marine Syndication, a division of Marine Auctions, was in full swing at the Gold Coast International Marine Expo that took place at the Gold Coast Marine Precinct in Coomera. ... [more]  

UIM Class 1 Grand Prix of Italy 2014 - Sunday, Terracina (Italy): Luca Fendi and Giovanni Carpitella produced a breath taking performance to take their first win together in C1 at the team’s home Grand Prix, with Aquasport’s Daniel Cramphorn and Nico Huybens producing a totally dominant performance to win in V1. ... [more]  

Watchstanders at Coast Guard Sector Hampton Roads received a report from a concerned friend at 10:30 p.m., Friday stating the two men had departed on a planned 20-minute trip, but had been gone for approximately two hours. The reporting source also stated that the men did not have radios or cell phones aboard. ... [more]  

More than 13,000 visitors flocked to Scotland’s Boat Show 2014 (SBS14) at Kip Marina, Inverclyde last weekend as the boating world showed off everything from a £500 dinghy to an £800,000 Sunseeker luxury powerboat. SBS14 is the largest boat show in Scotland and the third largest in the UK and, with over £15m worth of boats on display, there was something for every budget. ... [more]  

Victory and Bernico-New Star took race 1 honours in a dramatic and incident-filled first race at the Grand Prix of Italy, which was stopped after a first corner spin-out by Tommy One after the start lap, forcing officials to bring out the red flag. ... [more]  

2014 Gold Coast International Marine Expo - The awe-inspiring aerial antics of the Extreme High Diving show at this weekend’s 2014 Gold Coast International Marine Expo have a whole new flavour, with McDonald’s signing up as an event partner. ... [more]  

Alongside the line-up yachts and boats by international and local brands, visitors to this year’s Yacht CN will have a chance to enjoy the exciting Moto Surf China Race, passionate samba dances, bikini model shows, international music band performances, and popular international DJ music on-site. ... [more]  

Boyan Slat is a 20-year-old on a mission - to rid the planet's oceans of floating plastic. He has dedicated his teenage years to finding a way of collecting it. But can the system really work - and is there any point when so much new plastic waste is still flowing into the sea every day? ... [more]  

Discover Boating Week starts tomorrow by Boating Industry Association
Discover Boating Week is a celebration of the recreational boating lifestyle and the joys and fun that come with spending quality time on the water. Whether you're a fisherman, paddler or sailor, there is something for everyone. Over 40 events will be taking place across the state from October 18 - 25 and the best part is, they all absolutely free! ... [more]  

Great start to another massive Gold Coast International Marine Expo by Emma Milne/Gold Coast International Marine Expo
The Gold Coast International Marine Expo – open all weekend – is a marquee event for the marine industry and has delivered on its promise of 'all things aquatic – from super yachts and jet skis to kayaks and fishing equipment … and everything in between'. ... [more]  

The 2014 Fort Lauderdale Boat Show is fast approaching and I want to know if you’re planning to attend. If you are, I'd like to let you know about some of our must-see clients. ... [more]  

Changed boating conditions on Sydney Harbour for Australian Boat Race
Safer Boating Week puts spotlight on boaties’ behaviour
2014 Gold Coast Int'l Marine Expo - One more sleep until massive event
King of Offshore - The Untold Story of Reggie Fountain + Video
Italian Grand Prix - Teams head for title decider in Terracina
Boats recovery after Sydney storm
Partnership to encourage lifejacket use
Most boaters start the new boating season safely
Barcelona Int'l Boat Show - 120+ new products and a hundred activities
F1H2O Worlds 2014 - Qatar Team heads to Florida for more F1 testing
Discover Boating Week opens up opportunities to participate
Riviera owners find paradise in one of seven natural wonders
Changed boating conditions for Yarrawonga Multisport Festival
605 Sportsfish named Australia's Greatest Boats 2015 Finalist!
2014 Gold Coast International Marine Expo - Multihulls set to dominate
Update: Stunning finds from ancient Greek Shipwreck
Teams preparing for Key West 2015 season
Search for victims in challenging marine rescue test
Gold Coast International Marine Expo - Boats to behold … and much more
Sail Canada - Keel and Power Programs at AGM
Superior set for METS and enters Waterscape in DAME Awards *Feature   
Roads and Maritime Services seeks proposals for vessel suppliers   
Ferretti Yachts 550 comes to light   
Vicsail - Boat Show Open Day - d'Albora Marina Rushcutters Bay   
Benetti launches Veloce 140 in the Fast Displacement series   
The future is now at 2014 Gold Coast International Marine Expo   
Grand Prix of China - France celebrates treble in Liuzhou   
2014 Gold Coast International Marine Expo - Futuristic and fun toys   
Super Boat National Championships - Great conditions for sixth edition   
Genoa International Boat Show 2014 – everything is relative   
GC International Marine Expo: Sirroco RIB + engine up for grabs   
BIA responds to Sydney Marine Park proposal   
TV awareness campaign calls on boaties to be safe on the water   
2014 NSW Discover Boating Week - Set to kick off this year’s summer   
Lifejackets do save lives - Wear yours on board this long weekend   
Recognition for boating community with Maritime Medal Awards   
Sydney Harbour Marine Park would attract Industry compensation claims   
Get set for the Sportjet   
2014 Auckland on the Water Boatshow hailed a huge success   
2014 Gold Coast Int'l Marine Expo: TAFE Marine Training Centre on show   


For this week's complete news stories select    Last 7 Days
   Search All News
For last month's complete news stories select    Last 30 Days
   Archive News







Sail-World.com  


















Switch Default Region to:

Social Media

Asia

Australia

Canada

Europe

New Zealand

United Kingdom


http://www.sail-world.com/event_images/image/Twitter_logo_small.png   http://www.sail-world.com/event_images/image/RSS-Icon.png

United States

Cruising Northern

Cruising Southern

MarineBusiness World

PowerBoat World

FishingBoating World

 

Contact

Commercial

News

Search

Contact Us

Advertisers Information

Submit news/events

Search Stories/Text

Feedback

Advertisers Directory

Newsletter Archive

Photo Gallery

 

Banner Advertising Details

Newsletter Subscribe

Video Gallery

Policies

 

 

 

Privacy Policy

 

 


Cookie Policy

 

 



This site and its contents are © Copyright TetraMedia and/or the original author, photographer etc. All Rights Reserved.  Photographs are copyright by law.  If you wish to use or buy a photograph contact the photographer directly.
XLXL NEW PBW
LocalAds   DE  ES  FR  IT