TRADE JOURNALS, BLOGS, REPORTS: IF YOU BELIEVE IT, YOU WILL BE IT.

We Read, Listen, See and Commiserate.  With all the reports about market conditions and sluggish sales right now, it's a wonder any of us get out of bed in the morning. 

Yes... For many the boat business seems downright "peaceful" right about now.  Sure, there are pockets of opportunity and eddies of activity, but overall.... it's pretty quiet out there.  I know because many of you who 
never had time to catch your breath are sending along goofy old emails and jokes, calling just to check in and to find out if they are the only ones feeling the pain....  

But you DO get out of bed in the morning because you know that, soon enough, this too shall pass.  We've been on this sandbar before and, just as the tides come and go, together we'll eventually float off this crummy shoal.   The cyclic nature of the boating industry is legendary.  We ride the highs and lows.  As classic, closed-mouth New Englanders we never admit to the world when we are at the top of our wave; but we are quite vocal about it when we are on the backside.  And here we are again, temporarily aground.   

Those who have been here before, know that now is the time to re-group, sharpen skills and dig out a bit around the keel, in order to float off first and and faster from the shallows of this boating business slump. Those who weather the downturn by making good, productive use of their time and capitalizing on the opportunities that do exist out there are those who rocket to ride the next wave of prosperity.  So what can you do? 

Sharpen your skills by attending a sales class, attending a Webinar or reading an article on sales techniques.  Begin the Marine Dealer Certification process, obtain your Certified Marina Manager or Certified Professional Yacht Broker credentials. Volunteer and get involved with an MMTA committee.  Take the time to connect with your oldest customers and dustiest prospects:  send them a postcard,  make a phone call or a walk the docks just to say hello.  Stay in touch.  They may not be ready to buy today (but they might!).  But when they are you and your products or services will be first on their mind.

Mentor a colleague or employee.  Too often we hire staff in the busiest years, throw them into the mix with little or no training and hope they will figure it all out and hit their stride.  If you think your team has a few who are not reaching their potential -- ask yourself what YOU can do to train and prepare these employees to take maximum advantage of the next up tick.  NOW is the time to invest in their professional development, to arm them with the skills, training and words of wisdom that will enable them to be superstars in the next business cycle.  Training your team NOW to be lean, nimble and effective will reap rewards for the long term. Resist the temptation to trim the herd: instead train the herd.    

Look at your business from 1,000 feet above sea level.  Reflect, fine tune and refresh where necessary.  

The knee-jerk reaction in these times is to cut, cut, cut... cut marketing, cut staff, cut investments.  Ever notice how when you are onboard a boat and the fog rolls in, the first thing you begin to question is the accuracy of your compass? Don't question your compass. It's fine:  it was spot on and got you home safely on the sunny days.  Now that you are enveloped in fog is not the time to question it. In fact now is the time for you to trust it implicitly.  

Develop your plan, work your plan and it will work for you.  But don't abandon your plan or your sales efforts.  Don't hibernate because you think "there is no business out there."  There is.  And your job is to get a bigger piece of that pie than you ever did before. To do that you need to keep shaking the trees, getting your company out there and making the most of the activity that does exist.  Don't fall into the trap of "sitting this cycle out" or you will entirely miss the next cycle. 

As long as we in the boating industry are selling a lifestyle, we need to personally connect with our customers and embody the lifestyle that our products and services offer.  It's a lot harder to stimulate interest in the boating lifestyle or a buyer's interest from static advertising, web presence, letter writing or phone calling alone... we need the boat owner's rendezvous; the fishing tournaments, National Marina Day, the boat shows, the sea trials and the human interaction that comes from sharing a boating experience with friends and families.  So go on -- what are you waiting for? 

Go Boating. 
Celebrate National Marina Day. 
Participate in a local fishing event. 
Host your own VIP event at the Boston In Water Boat Show.

Solidly connecting today with current and prospective customers and colleagues will get you and your team ready to ride that next big wave...  And remember, "Nothing happens till someone sells something…"

Here are some websites for Sales, Marketing and Service Refreshers....

www.sellingpower.com 
www.smei.org  
http://communication.howstuffworks.com/sales-technique.htm
www.salesanimals.com
http://marketing.about.com/od/salestipsandadvice/Sales_Tips_and_Advice.htm
http://www.justsell.com/ 
www.salesresources.com
www.salesdog.com
http://www.eyesonsales.com/ 

Sales Strategies for a Sales Dip: No business is immune to a sales slump. Changing market conditions, sagging consumer confidence, unmotivated staff, and new competitive threats can all quickly turn stellar sales performance into a fast downward  spiral. Small business owners and their sales teams today are facing intense competition for accounts, eroding margins, and longer sales cycles. What's a small business owner to do when sales start to take a dip?  Here are 5 key sales strategies for small business experiencing a sales dip.

Read More on Sales Strategies for a Sales Dip

MARINE TRADES WAGE SURVEY COMPLETE

In April/May 2007, the Massachusetts Marine Trades Association and the Massachusetts Marine Trades Educational Trust distributed a Wage and Benefits Survey to its member firms in the Commonwealth of Massachusetts. Surveys were distributed via US Mail and electronic mail. 54 anonymous responses (18%) were received.  To maintain the anonymity of respondents, each returned survey was assigned a unique identifier corresponding to the date was received.

MMTA members in good standing may request a copy of the Wage Survey Summary that includes comparisons by job title to select survey findings from the ABBRA New England survey.  To request your copy of the 2007 MA Marine Trades Wage Survey, click on the link at the end of this article and write "Wage Survey" in the subject line.  An electronic copy (pdf) will promptly be emailed to you.

MMTA and MMTET gratefully acknowledge the important contribution of the American Boat Builders & Repairers Association [ABBRA] to this survey summary which permitted the use of select data from the 12/2006 ABBRA Survey for comparative purposes. The entire ABBRA 2006 Wage Survey is available to ABBRA members at www.abbra.org. Marine industry professionals are encouraged to join ABBRA whose mission is to strengthen and to encourage the professionalism of the marine service industry through the sharing of knowledge and the search for solutions to common problems.

Click Here To Request A Copy of the Wage Survey: Write Wage Survey In the Subject Line

2007 MMTA REGIONAL EVENT SPONSORSHIPS AWARDED

Each year MMTA Regional Chairs receive, assess and distribute funds to various worthy events within Massachusetts which serve to enhance the profile of recreational boating or which expand access to boating for 
all.  In the first half of 2007 Regional Chairs have chosen the following events for MMTA contributions.



South Shore - Duxbury Bay Maritime School Scholarship - Scholarship Program
The mission of the Duxbury Bay Maritime School is to connect people of all ages, abilities and means to Duxbury Bay through educational and recreational programs that stimulate individual growth and an enduring love and appreciation of the sea.  MMTA's contribution is to support scholarship programs for those in need.  For more information visit:  http://duxbayms.com/mainpage.php 

South Coast - Buzzards Bay Regatta - August 3, 4 5
Hundreds of sailors from throughout the region descend on Buzzards Bay to compete is this annual regatta.  MMTA support is devoted to program advertising and to hosting of the Predicted Tide Tables for the event. Hosted by the New Bedford Yacht Club, Padanaram MA For more information visit: http://www.buzzardsbayregatta.com/ 

Western – National Marina Day - August 11
In 2007 MMTA's Western regional funds will underwrite several National Marina Day celebrations on August 11 in the Connecticut River Valley.

North Shore - 25th Annual Antique & Classic Boat Festival - August 25 & 26
At Hawthorne Cove Marina, Salem, MA
Classic sailboats, powerboats and hand-powered craft on display to the public range from a 19th century canoe and steam launch to 1920s-40s era mahogany runabouts and cabin cruisers to the comely sail flotilla - sloops and sharpies to yawls and schooners. Highlights include judging, Blessing of the Fleet, a crafts market, antique autos, entertainment and a Grand Parade of Boats in Salem Harbor. Salute our nation's maritime heritage and those who preserve a piece of it! For more information visit: http://www.by-the-sea.com/bacbfestival/  

Greater Boston - Spaulding Rehab Hospital Set Sail Fundraiser - September 16
Spaulding Rehabilitation Hospital Pier 125 Nashua Street, Boston, MA
Set Sail is Spaulding's annual benefit for the Dr. Charles H. Weingarten Adaptive Sports and Recreation Program. This program provides high challenge water and land activities that help people of all ages meet their rehabilitation goals and reach their highest level of function, independence, and performance in the community. For more information visit:  http://www.spauldingrehab.org/adaptivesports 

Cape Cod & Islands – Pending
Cape & Islands Regional Chairman, Ren Nichols of Allen Harbor Marine Service, is presently evaluating several event opportunties in the region and selections will be announced in a future edition of ENews.  Mr. Nichols invites Cape & Islands MMTA members to contact him in the future about upcoming events in the region that promote recreational boating opportunities for all.

MEMBER NEWS

WELCOME ABOARD MARINEVEST!

At the June MMTA Board of Directors meeting, Marinevest of New Bedford was approved as an Associate member of MMTA.  Please join us in welcoming aboard our newest associate member.

Marinevest   Contact: Gerard McDonough
32 Williams Street New Bedford MA  02741
T:  (508) 997-8100  F:  (508) 997-8200
E:  gmcdonough@marinevest.com 
W:  www.marinevest.com  Marine real estate appraisals and marine real estate brokers.

MMTA STAFF NEWS

MMTA Public Affairs Director Nathalie Grady has been chosen to serve on the National Marina Day Committee.  Joining Ms. Grady are Chairman Brad St. Coeur, CMM, Allison Harpold of Walden Marina of TX, Bruce Marshall, CMM of Port of Olympia, in WA, David Suthard, CMM of North Point Marina in IL, Jerry Koncel of Marina Dock Age Magazine, Jim Schofield of BoatU.S.Cooperating Marina Program, Kathryn Novak of The Ocean Conservancy, Kirby Scheimann, CMM of Florida's Marinas International and Vivian Matuk of CA Dept. of Boating and Waterways/CA Coastal Commission in San Francisco.

Together with the committee Ms. Grady will serve as National Marina Day ambassadors in their and regions and contribute new ideas and concepts which further the goals of the annual event. National Marina Day is produced by the Association of Marine Industries and is an annual nationwide celebration of America's marinas. In 2007, National Marina Day (NMD) will be observed on August 11. Are you considering hosting a National Marina Day event on August 11th but aren't sure where to start?  Let MMTA make it easy for you: contact Nathalie Grady at 978.808.1408 or by email at Nathalie.Grady@boatma.com 

MMTA Executive Director, Leona Roach, has been nominated and selected to serve on the Governing Board of the Massachusetts Ocean Partnership Fund (MOPF), a broadly representative public-private partnership created to support and advance ecosystem-based integrated multi-use management of the Commonwealth's coastal ocean resources.

Ms. Roach will serve on the MOPF Governing Board together with Priscilla Brooks Director, Ocean Conservation Program, Conservation Law Foundation; John Bullard- President, Sea Education Association; Richard Delaney Executive Director, Provincetown Center for Coastal Studies, Paul Diodati- Director, Massachusetts Division of Marine Fisheries; Deborah Hadden- Deputy Port Director, Massachusetts Port Authority; James W. Hunt, III- Chief of Environmental and Energy Services, City of Boston; Andrew Rosenberg- Professor, University of New Hampshire - Institute for the Study of Earth, Oceans & Space; and Greg Watson- Vice President for Sustainable Development & Renewable Energy, Massachusetts Technology Collaborative. For more information on the Partnership and its mission visit www.mopf.org 

NEW MARINE TRADES PLANNING CALENDAR

MMTA has created a 2007/2008 Administrative Calendar which includes events, both local and national which are of interest to MMTA members.  Wondering when the 2007 Boston In Water Show is?  The new dates for 2008 New England Boat Show?  How about the 2008 MMTA Professional Development conference or the September Member Meeting and Social?  It's all posted here, download your copy today. 

Click Here for the All NEW Marine Trades Calendar

CONFUSED ABOUT NEW MA HEALTH CARE REFORM LAW?

Employer Deadline is July 1

By July 1, 2007, all Massachusetts residents age 18 and over are required to have health insurance. Also by July 1, 2007, all Massachusetts employers with 11 or more full-time-equivalent employees in Massachusetts must adopt and maintain a Section 125 Plan.  Section 125 Plans use the federal tax code to allow employees to pay for insurance with pre-tax dollars.

The Commonwealth Connector is an independent authority created under the 2006 Health Care Reform Law. The Connector's mission is to serve individuals and employers in Massachusetts by increasing access to health insurance.

Health Care Reform is Massachusetts' plan to reduce the number of people in our state who have no health insurance.  Before Health Care Reform, there were nearly 500,000 people without insurance. On April 12, 2006, Health Care Reform became law.  It promotes shared responsibility for a healthier Massachusetts.  Government, employers and citizens must all do their part to expand health coverage. Health Care Reform has already worked to insure thousands of Massachusetts residents. Everyone has a role in making this a healthier Commonwealth.

Click Here to learn more about the law, its requirements and how to get insurance

MORE CUSTOMERS PAYING BY CREDIT CARD?

Make sure that your business has protections in place to prevent credit card fraud.

Last month MMTA's Nathalie Grady took part in an Credit Card Data Security Webinar.  Below you will find a summary of the Webinar highlights for the benefit of MMTA members.  If you accept or process credit cards in store or online for payment of goods or services, take the time to assess your security and vulnerability to hackers.  The fine print of your merchant services agreement in most cases requires you to do so.

Everyone involved in data processing must have a secure policy in place.  Specifically, if a data security breach occurs with no written policy in place to guide the potentially liable entity, "it all falls apart."

Some highlights of the presentation in the form of suggestions are below:

Provide a forum for all stakeholders to offer input into the development, enhancement and dissemination of security standards.

An entity cannot be called "compliant" if its service provider is insecure.  Anyone processing transactions on behalf of the entity must be considered secure.

Best Practices for Payment Processing: Cardholder data must never be stored on a server connected to the Internet.  Hackers can enter through the web and download data.

Penalties are substantial for merchants who are Non-Compliant. 

Suggestions for Building & Maintaining A Secure Network:
1. Install and maintain firewall configuration to protect data; 2. Do not use vendor-supplied defaults for system passwords; 3. Protect stored data; 4. Encrypt transmission of cardholder data and sensitive information that crosses public networks; 5. Maintain a Vulnerability Management Program (i.e., update anti-virus); 6. Implement strong access controls to secure data (i.e., no group ID's, no "access for all"); 7. Assign unique Identifiers to each person with data access; 8. Track and monitor access to network and data; 9. Maintain a policy that addresses information security or there will be nothing to point to.

Top Compliance Issues:
1. Audit logging; 2. Documented policies and procedures; 3. Intrusion detection; 4. Patch management and maintenance; 5. System configuration; 6. 2-Factor Authentication

Issues Leading to Compromise:
1. Out of date systems; 2. Configuration levels; 3. Remote access; 4. Lack of security controls (ie: written policy)

Who is at Risk?
1. Food service and retail; 2. Payment acceptance (card present during transaction); 3. System type – non-compliant point of sale software; 4. DSL or cable modem connectivity

Additional Resources: 
Contact Your Credit Card Merchant Services provider or visit these links:

Fraud/Risk Management Solutions from MMTA Member First Data Corporation
http://www.firstdata.com/product_solutions/risk_management/

Visa Risk Management Resources: http://usa.visa.com/merchants/risk_management/index.html?it=h3|/merchants/risk_management/fraud_control_basics.html|Risk%20Management

Mastercard Data Security http://www.mastercard.com/us/merchant/security/datasecurityrules/index.html

American Express Fraud Prevention https://www209.americanexpress.com/merchant/singlevoice/USEng/FrontServlet?request_type=navigate&page=fraudPrevention&us_nu=dd

BOATING INDUSTRY TOP 100 DEALER NOMINATIONS DUE AUGUST 3

Boating Industry magazine's Top 100 Dealers program is an editorial-based awards program that is designed to recognize and celebrate the best-of-the-best among marine dealers and to share best practices and benchmarking data with the entire universe of marine dealers. In return for participation and for making the list, Boating Industry will help in the effort to drive consumers to these dealers by assisting with promotional materials and advertising.

To be considered for the honor of making the list, dealers must complete and submit an application form. Dealers can be nominated by suppliers but do not need to be nominated in order to apply for the program. Whether they are nominated or not, dealers must fill out an application form in order to be considered. Applications must be submitted to Boating Industry magazine by August 3, 2007 in order to be considered.

For More About the Top 100 Program, Click Here

MARKETING AND RETAILING

Encourage Colleagues, Co-workers to Register on GrowBoating.org

Communications from the Grow Boating campaign are going online.  If you have not already done so, be sure to register at GrowBoating.org  It takes just a moment and you will have access to all kinds of useful information updates and late breaking news. 

Join The Viral Marketing Campaign! 

Show The Good Run on Your website!  The Good Run a short film which is the centerpiece of Discover Boating's 2007 viral marketing campaign. The movie is a joyful, touching testament to the truth that "Life is better with a boat." Underwritten by General Motors, the film was directed by Wally Pfister, best known for his work on the films Batman Begins and The Prestige, having earned back-to-back Academy Award nominations for Cinematography for both films (2005 and 2006). To access the Good Run and easily add it to your website, visit http://www.growboating.org/marketing/advertising/viral/goodrun.aspx

Looking for a unique and affordable way to connect with your customers mid season?  Send an ECard! 

Send a message to your customers, prospects, family or friends with the all new Take Me Fishing™ e-cards. Featuring interactive campaign imagery and direct links to TakeMeFishing.org, which now hosts more than 11,000 places to boat and fish, the cards are available on three popular e-card Web sites - American Greetings, Blue Mountain and E-Greetings.

To Send Take Me Fishing ECards, Click Here

TOWING VERSUS SALVAGE: IT PAYS TO KNOW THE DIFFERENCE

BoatUS recently published an article which outlines the differences between towing and salvage situations on the water.  Review the article and consider educating your customers on the basics of securing on-the-water assistance without surprises.  This is a great article to share with new boat owners...

Linbk here to BoatUS article on Towing v Salvage

FREE MOBILE PRESSURE WASH WATER RECOVERY SYSTEM DEMONSTRATION

MMTA Members A to Z Boatworks & Pressure Washer Warehouse will Host a FREE Mobile Wash Water Recovery System Demonstration On Wednesday, July 11

WHAT:        Mobile Wash Water Recovery System Demonstration
WHEN:        Wednesday, July 11 @ 10 AM
WHERE:      A to Z Boatworks, Scituate On the North River
RSVP:         Not required, but for more infromation on the system call Ken at 781 871 8286
                   Or Visit http://www.pressurewasherwarehouse.net/

Driving Directions to A to Z Boatworks in Scituate on the North River

From the North: Take route 3 south to exit 13 – Rte 53; Left onto Rte 53 north; Take right at traffic light onto route 123; About 6 miles take right at traffic light onto route 3A south; Entrance to A to Z is one mile on left 
just before bridge.

From the South / Cape Cod: Route 3 north to exit 12 – Route 139E exit; Turn left onto Rte 139E towards Marshfield; After 2 miles turn left on Rte 3A north; Follow 3A several miles until crossing the bridge over the 
North River. Entrance to A to Z is on the right at the end of the bridge.

From Route 495: Take exit 5 to Route 44E; Follow Route 44 to Route 3 north and then follow directions from the South/ Cape Cod (above).

For More Information, Seend An Email To Ken Here

MARK YOUR CALENDAR

Wednesday, July 11, 2007
FREE Mobile Wash Water Recovery System Demonstration
At 10 AM at A to Z Boatworks in Scituate On the North River
Call 781 871 8286 or visit http://www.pressurewasherwarehouse.net/ For More Info

Saturday, August 11, 2007
National Marina Day
www.marinaassociation.org/nmd

Thursday, September 6th 2007
MMTA General Meeting & Social
Skyline @ Marina Bay On Boston Harbor, North Quincy

Friday, September 28th 2007
MMTA Annual Meeting Breakfast
Seaport World Trade Center
In Conjunction With the 9th Annual Boston International In Water Boat Show

Wednesday, September 19, 2007
Marine Straddlelift & Forklift Training
Burr Brothers Boats, Marion MA
http://www.abbra.org/training_meot.rml?

Tuesday, January 29th 2008
MMTA 3rd Annual
Professional Development Conference
Location To Be Determined
Want To Jon The 2007 Conference Committee?  Send An EM to Leona.Roach@BoatMA.com

An All New MA Marine Trades Administrative Calendar May Be Accessed By Clicking Here

MMTA LINKS OF INTEREST

Marine Trades Links

2007 MA Shrinkwrap Recycling Program: http://www.boatma.com/membersonly/index.html
Boater Information Pipeline Signup:http://www.boatma.com/boatersenewssignupform.html
MA Marine Industry Careers: http://www.boatma.com/education.html
Advertise @ BoatMA.com: http://www.boatma.com/membersonly/banneradinfo.html
Link to Archived ENews: http://www.boatma.com/membersonly/archivednl.html
CZM Marina Workshop Presentations: http://www.boatma.com/czmworkshops/presentations

Navigation & Boating Safety

Massachusetts Tides: www.boatma.com/tides/index.html
MA Boater Safety & Education: www.mass.gov/dfwele/dle/boatrvsafe.htm
National Association of State Boating Law Administrators: www.nasbla.org
US Coast Guard NavCenter Notice To Mariners: www.navcen.uscg.gov/lnm
US Coast Guard 1st District Boston: www.uscg.mil/d1
US National Oceanic & Atmospheric Administration: www.noaa.gov
US NOAA Charts: www.chartmaker.ncd.noaa.gov

Government & Regulatory

MA Coastal Zone Management: www.mass.gov/czm
MA Department of Environmental Protection: www.mass.gov/dep
MA Find Your Elected Representatives: www.wheredoivotema.com
MA Legislation: www.mass.gov/legis
MA Office of Fishing & Boating Access: www.mass.gov/dfwele/pab
MA Office of Technical Assistance: www.mass.gov/envir/ota
MA Official Website of the Commonwealth of MA: www.mass.gov
MA Workforce Development: www.mass.gov/dwd
US EPA-Region 1: www.epa.gov/region1
US Occupational Safety & Health Administration: www.osha.gov

New England Sales & Titling

MA Department of Revenue: www.mass.gov/dor
MA Boat Registration & Titling: www.mass.gov/dfwele/dle
ME Boat Registration: www.maine.gov/ifw/rv/boatlaws.htm
NH Boat Registration: www.nh.gov/safety/divisions/ss/marinepatrol
RI Boat Registration: www.dem.ri.gov/programs/bpoladm/manserv/hfb
VT Boat Registration: aot.state.vt.us/dmv/REGISTRATION/Motorboats/MOTORBOATS.htm
USCG Vessel Documentation Center: www.uscg.mil/hq/g-m/vdoc/nvdc.htm

Marine Industry Links

ABBRA: American Boat Builders & Repairer?s Assn: www.abbra.org
ABYC: American Boat & Yacht Council: www.abycinc.org
AMI: Association of Marina Industries: www.marinaassociation.org
AMTECH: Association of Marine Technicians: www.am-tech.org
Discover Boating: www.discoverboating.com
Grow Boating ? Rising Tide Campaign: www.growboating.org
MRAA: Marine Retailers Association of America: www.mraa.com
NMMA: National Marine Manufacturer?s Association: www.nmma.org

MEMBERS ONLY CONTENT: Click Here