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

 

Sail-World.com : TR Marine World: News from the frontline

TR Marine World: News from the frontline

'Ian Tricker has 20 years boating and retail experience.'    MIAA    Click Here to view large photo
With SIBS nearly upon us and conflicting news of a high-end sales boom and a trailerable sales dearth, it’s an opportune time to speak with a dealer at the coal face on the market, customer behaviour and how one of the most successful NSW dealerships is weathering the current climate.

Ian Tricker, owner of TR Marine World at McGraths Hill, is candid and curt when it comes to the state of play at the moment and his advice to BIAs nationally.

'The focus needs to start at the pointy end, the dealers,' he says passionately, adding that at least five major dealerships have gone out of business in the past year due to slow sales, too much competition and in some cases, poor planning.

'If the retailers aren’t supported by industry organizations and governments, we won’t need manufacturers.'

Tricker is quick to praise the BIA of NSW, saying 'We are lucky to have one of the best BIAs of the lot, but we really need some rules on importing, as well as investment in infrastructure to reduce ‘boat ramp rage’ among the public.'

His main grievance with imports is that they’re not controlled. 'There are frequently quality issues, and US manufacturers are relentless – they just allow anybody to set up shop and distribute their product and offer little or no support for customers.'

Tricker, who boasts his own impeccable set up in the heart of water ski country, has invested heavily in what he describes as, and has the accolades to prove is, 'the best retail facility in NSW'.

In 2006-2007, TR Marine Worlds was Quintrex Australian Dealer of the Year, recognised for highest achievement in sales activity, marketing activity, website, innovative marketing activity, dealership presentation, stock presentation and workshop facilities.

Sales Manager, Troy Durham was also awarded Quintrex Salesperson of the Year.

'We say that 365 days a year we’re in boat show mode – meaning all our boats are clean, the showroom is pristine, we’re entirely customer focused and switched on. When it rains, we’re glad because people can come and look at our 40-odd boats undercover.'


With more than 1500msq, TR Marine World is one of the country’s best retail facilities. -  MIAA   Click Here to view large photo


With over 1500m² of retail space and a team of 14, Tricker is working with skeleton staff and has divested himself of the lease on an 800 m² workshop at the back of the property in an effort to cut overheads.


As well as all the accoutrements, there are around 40 boats undercover. -  MIAA   Click Here to view large photo


The dealership, which once earned up to $15m turnover, is now reaping around $10m, meaning severe cost-cutting is a survival strategy.

'The workshop became a luxury we couldn’t justify,' explains Tricker. 'We also made some staff adjustments, from 20 to 14, and really pulled the reins in over summer, trimming everywhere.

'We can honestly say we are 30-50% down on last year. We used to sell four or five boats per weekend, now we are lucky to sell any and we are working on leads alone.'

Tricker is upfront with the manufacturers of the brands he stocks – these days Quintrex/Telwater, Skicraft, CrownLine and most recently, Haines Signature – and lets them know that their active support and competitive pricing are required to keep dealerships like his operating under the present circumstances.

'Manufacturers, who profited during the boom time, need to be careful or they’ll have no retailers. That means being proactive, supporting us at boat shows and not hiking prices to unreasonable levels.'

Manufacturers – local and overseas – should take more consideration of dealer location too, says Tricker.

'There needs to be more strategic placement of dealerships to allow us to make some money. Australia just doesn’t have the population or volume to support dealerships too close in the same neck of the woods.'

Boat shows are crucial to sales and branding, in TR Marine World’s case, contributing to around 15% of the company’s annual income.

TR Marine World will invest around $100,000 for the six days at SIBS, all with his suppliers on side to amortize the costs.

As the trailerable market sits in the doldrums, Tricker is keen to maximize his investment in SIBS and get some movement for the coming season.

'We have a prime position with the maximum space possible – 700m². We don’t go overboard with ceilings and decoration, but lighting is important and we have to make the space work, when you think that every single tile of carpet costs us $110!

'We make sure we have excellent product, fully-trained and fired up staff and, off the back of a pretty good Melbourne Show – considering they’re suffering too with fuel prices, mortgage pain and the drought – we’re confident we can generate enough sales and leads for Sydney to kick start some activity for summer.

'The mediocre exhibitors will suffer. Boat shows are not just about turning up. You have to plan and put a lot of effort in to it.'

More at www.trmarine.com.au




by Jeni Bone

  

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

http://www.powerboat-world.com/index.cfm?nid=46514

12:20 AM Wed 16 Jul 2008 GMT






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


Power Boat News

Singapore Yacht Show – it’s a wrap. by Guy Nowell, Sail-World Asia, Hong Kong






Pontoon Boats are a hit with families and entertainers by Sanctuary Cove International Boat Show,










Glacier Bay returns to Australia, re-launching at SCIBS by Sanctuary Cove International Boat Show,








Singapore Yacht Show 2014. Boats to make your eyes pop. by Guy Nowell, Sail-World Asia, Singapore










Power to the people at Sanctuary Cove International Boat Show by Sanctuary Cove International Boat Show,


SCIBS VIP lounge back bigger and better in 2014 by Sanctuary Cove International Boat Show,




Singapore Yacht Show 2014. And another thing… by Guy Nowell, Sail-World Asia, Singapore


























Luxury Yacht Share Asia (LYSA) introduces fractional ownership to Asia
Humpback Whales - Non Lethal research
RYA Competent Crew Skills – Second edition now available
Mondo Marine invests in Chinese shipyard
Aqualuma partners with ASMEX 2014 for Welcome function
Kaohsiung to welcome the world for 1st Taiwan International Boat Show *Feature
Changed boating conditions for ski race on Clarence River
Royal Victoria Cup - Cable, Hockney and Shipley victorious
Channel 7 stage returns to Sanctuary Cove International Boat Show
Hainan Rendezvous: suffering from a hangover?
Palm Beach International Boat Show shows healthy attendance
Brisbane Tinnie & Tackle Show - this weekend!
Coastal infrastructure and species loss - Climate Change consequences *Feature
rescueME PLB1 – safety assured in one compact, light package *Feature
Japan's Antarctic whaling program harpooned
All Marine Spares hits the boat show trail in a trailer *Feature
Royal Victoria Cup to take place this weekend
Rowers and ferry masters encouraged to share waterways safely
Go crazy about whales in a special family fun day at the museum
New generation trawler boats - tradition with a twist
Arvor releases new Sportsfish range   
AIMEX focuses on commercial show in Asia   
Further Australian growth for Stabicraft   
Southport Yacht Club will host a free 'Discover Sailing Day'   
Melbourne Boat Show earlier this year - 12 to 16 June   
FinScan digital switching fitted to new rescue vessels   
Kids' Zone a drawcard at Brisbane Tinnie & Tackle Show   
Brisbane Tinnie & Tackle welcomes Engel as stage sponsor   
BIAV appoints new GM   
Trash to Treasure - A seafood story   
Amazing Whales – Evolution and survival opens tomorrow   
Maritime Alert - Dangerous conditions forecast for NSW boaters   
PWC riders brave South Island waters raise $93,000 for melanoma fight   
Solar1 Monte Carlo Cup to take place this July   
12 weeks til Melbourne Boat Show   
First deadline for SCIBS exhibitors looms March 24   
Paul Burt, boating guru, is the face of Sanctuary Cove Boat Show   
Marine Industry loses a loyal servant: Vale Gunter Bruckner   
Positive pass mark for new venue   
Couran Cove signs lease deal with Hope Island Marina   


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