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This page is for Sales Associates who help BYA at the boat show. There are important links here. Also watch for dates. sa11 |
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3 primary pages-Index
> Parking/Passes/Dress--general
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Boat Show information |
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Douglass
Dillard, Let's Go Cruising (Charter company) Owner
Procedures...
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If you arrive early (generally before 8:00), you may be able to park on the street, close by--Parking in our lot is limited to pass holders. You may also park at Naval Academy stadium and take the bus. Take the Water Taxi (End of Chart House dock) to show but remember they will be your expense ($2.00per person/trip as this is written). o Pick up your credential at the BYA front desk We are providing an insert with a more attractive name and BYA ID/Logo. Insert that over your pass info. Fold down the top so boat show top shows. Present your pass without Insert to boat show personal at the gate, and be prepared to show ID if requested. o Guest Passes: For friends that want to get tickets in advance, go here. o Effectively immediately Bay Yacht Agency's policy is and will be as follows: NO ONE is to loan their credentials to any person for any reason!. The credentials issued to you are for your use only!!! It is not a policy of this organization to permit any other person to use your boat show credential to enter the show. Any person caught loaning their credential to another person will be terminated on the spot and will not be permitted to work with us at the boat show. I hope this policy is perfectly clear, if you have questions please contact Kris Vereen, BYA, Business Manager at our office. o Free tickets. There are none. There is a form in the Rotary rack for customers to pre-order tickets--give this to them. Do not order tickets on their behalf, or put any at our desk on will call. Clients can order tickets on line (this is best policy, so they won't have to wait in line at the gate, or will call: go here Dress... STAFF/BROKERS : Khaki/tan slacks with a white or blue dress shirt (Or BYA Company shirt) Blue blazer or sweater if possible (Weather permitting). SALES ASSOCIATES: White or blue tops. Khaki/tan bottoms -skirts or shorts are permissible but not too short!!!! GREETERS AND RUNNERS: White or Blue Polo shirts with khaki/tan bottoms. (Jeanneau shirts at Jeanneau display--if available) o Remember, we've had 90+ degree weather, and snow at the show. I suggest you bring a small duffel with opposite weather clothes in it. If it's Sunny, and 80 when you leave the house, bring a sweater and foul weather gear! Whatever the case, it often gets quite chilly in the evening--be prepared. All pricing, Spec. and other information will be available on our web site, here or at our office by Monday, before the show-pick up at meeting or watch for on-line bulletin Also, will be on line. To see the individual boats, go to our
new boat page here.
Alcohol... Zero tolerance. The boat show represents up to 70% of our annual sales. (Approximately 40% signed up by Jan 1, last year). As professionals, we need to make a good impression and be sharp. No drinking until after the show, and then with moderation. Smoking, also, is not allowed onboard the boats. Return to index... OR Contact us |
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Check in
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o BYA Personal. Report to the office every morning, bagels and coffee will be served Thursday. Check your E-Mail for messages. (Or call these up from home if you're set up for that). BYA Brokers only meeting everyday at 8:00-9:00 --unless you're meeting with a customer o Turn in all lead cards collected the night before. (See Lead Cards--All coded cards will be entered the same day as received and returned to your desk with a line drawn through indicating that they're entered.) o Do not arrange appointments that prevent you from getting to the show at least 15 minutes early. If you are collecting a check, etc. arrange a back-up to cover.
Lunches are available near by. get someone to cover and let them know how long you'll be gone. Water will be on the floats and in many of the boats. A list of events/parties will be posted on the Bulletin board. On move out day, Monday at 5:00pm, after the boats are moved across the creek and secured, we will have our 35th Annual BYA celebration at our office. The party is for all boat show workers. o We are not in the business of conducting free sails so someone can determine if they like sailing. o There will be no scheduled Demo Sails. o If someone is serious, and all they need is to know that our boat sails to their satisfaction--With a minimum (see $5,000 HR) hull reservation, we will conduct a demo sail--if possible. The deposit is refundable if the sail is not satisfactory. In that case, we will pay an owner $300 and you will be personally responsible for this cost. o If someone is not ready to buy, and wants to Try Before the Buy, Give them the FREE SAIL CERTIFICATE... We will pay for up to a 3 day charter if they buy within a year. Jeff is setting up form and placing in the rack. Seminar BABSeminars announced on our web site. Saturdays at 11:00 starting weekend after power boat show, for next 4 Sats. Start 23rd Address in our newsletter To see all Seminar schedules and information go to: www.bayacht.com/Seminar.htm |
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Goals
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Ultimate Goals at boat shows... (BYA) The ultimate goal is to qualify at the show. Yes we want to show the flag, and be good guys providing lots of information--however, our ultimate goal is to help people get the right boat and program now. This helps them and us.Hull Reservation agreement... (Applies for FP, and Jeanneau) With this agreement, the client makes a $5,000 (Under 40') $10,000 (Over 42') Hull reservation deposit and gets the following advantages:
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Lead handling
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Lead handling policy FP... (BYA) On Fountaine Pajot only! Check for last minute adjustment to this procedure. No shoes or back packs allowed! Link to FP Procedure for printing. Demo sails are not to be offered during the show. Most models are available for charter somewhere. If someone makes a deposit, then we might be able to arrange a demo after the show. On the boats in our charter fleet we charge $500 for a demo sail which must be paid in advance (credit card is o.k.) on an as available basis. For longer term, this same policy can apply in the future if we have a boat in charter and a dealer wants you to do a demo on their behalf. Or??? We reimburse the costs of up to a 3 day charter if a sale results. NOTE... o Display managers are responsible to collect all lead cards from their display at the end of the day and turn them in to the office so that all coded leads can be immediately updated on the computer the next day. o BYA Brokers: Once computer(s) have been updated, leads will be returned to you with a line drawn across indicating the lead has been entered in the system. |
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Jeanneau
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Jeanneau Display… Lead Handling procedureNo shoes or back packs allowed! Link to printable procedure guide for Jeanneau
NOTE... o Display managers are responsible to collect all lead cards from their display at the end of the day and turn them in to the office so that all coded leads can be immediately updated on the computer the next day. o BYA Brokers: Once computer(s) have been updated, leads will be returned to you with a line drawn across indicating the lead has been entered in the system.
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On-Board
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Generally--On Board the boat... o Keep brochures out of sight. o FP: Newsletters out and available. (On Jeanneau, in your binder for quick access) Keep Briefcases, jackets, food handling articles, etc. put away. NO CLUTTER! o Make the newsletter valuable--tell them what's in it. Chartering info. Brokerage info. An order form for color brochures. Make notes. Circle things. Write your name on it. Staple a business card to it.
Qualifying--the name of the game. (Look for buying signals...Good questions get good results. Plan ahead.) Good opening question: So, what kind of sailing have you been doing this season? o Do you own a boat now? Are you thinking about trading (moving) up? o So, what brings you to Annapolis? "Or the show?" o When did you want to be into your new boat? DON'T ASSUME ANYTHING! o Is this about the size boat you were thinking about? They may be just admiring the 54' but really interested in the 42! Find out! o Are you thinking about chartering or owning? o New or used? What are they saying if they say they want a used boat? Wouldn't you agree that everyone would prefer a new boat? Isn't what they're really saying is that, "I can't afford your new boat." If so, aren't they a candidate for our YPSMP Yacht Profit Sharing Management Program... LISTEN FOR CLUES TO OPEN ABOUT OUR Boat-As-A-Business Program. o If they're going to retire in a few years. o A new boat costs too much. There's a neat sample graph of how the plan works on the back of the brochure--show them this and talk about it. LISTEN TO WHAT THEY ASK FOR... but don't knee jerk react... o Do you have a brochure on this boat? Are you interested in a 44' Catamaran? Depending on answer--how serious? o If not too serious--Tell them there is some general information on all of the boats in the newsletter with links to complete information. We have a limited quantity of brochures, but there is an order form with the newsletter with which they can get anything they want. (give the general Jeanneau or FP broc. + our NL if from our area.) o If serious--Tell them we only have a few brochures, but seeing that they're serious I'll offer you one. Use this opportunity to engage them, ask more questions, qualify further. Make them feel special. DO NOT PROMISE TO SEND THEM BROCHURES, OR PUT NOTES TO THAT AFFECT ON THE CARD. Give them our newsletter and tell them there's much more info on our web site than is in the brochure. o Do you have information on chartering? Give Newsletter, and refer to charter personal at LetsGoCruising. Do not automatically send them to any other management company if they want to charter, send them to our staff so we keep control and make the commission. CONTINUED... HULL RESERVATION AGREEMENT First: Our full time sales staff will be able to do a full agreement at the show--so call them in as needed. o What it does. Reserves a production slot. (Very important as we're into Spring deliveries on many models. After the show, with many orders they may not get a boat until August!!!) Reserves Boat show special price. (We expect prices to go up immediately after the show--remember prices are based on assumed delivery dates and dates get 6-9 months out after the show) o What we don't do.
o All stock boats require a 10%, non-refundable deposit. DO NOT USE A NORMAL HULL RESERVATION AGREEMENT on a stock boat!. (There is a special agreement for stock boats you should have in your folder.) If they don't have financial approval, we can give a first option, but the first one in with finance approval gets the boat. Get a Hull resv/First option agreement and give them a finance application and tell them to Fax it back, and FED X their tax returns. ALWAYS TELL THEM TO FED X TAX RETURNS (2 YRS) AS PART OF FINANCING PROCESS! Don't trust the mail. GENERAL IDEAS... o What if one of the customer's you have been working with shows up and after seeing the boat you're on, asks you to recommend a smaller (bigger/different) boat? Send him to one of our other boats. Say something like, "Why don't you go over and see Jeff on the Jeanneau 42DS and have him show you the boat, then come back and tell me what you think." Make a note on his visitor card that you did this. o What if you keep hearing about a competitors boat that you're not familiar with? When things slow down at the end of the day, generally after 5:30--go look at the competitors product. o Generally looking at other boats and products? You probably won't have time. Every minute is valuable. You'll see more qualified people in an hour at the show than you'll see in a month at the office. This is your time to make contacts with clients--not to look at other products. Go to other shows where we're not involved to see boats and products. |
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Compensation
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Your SalesAssociate information will be put on all cards for the boat that you work on for the days you work there. This will, in effect, be the same as if you put your initials on a visitor card so that you will get credit either way. Your payment: 1. $100 if a signed HR agreement at the show—paid the same day. 2. $1,000, or SA agreement compensation, additional if we get a final agreement within the 15 days, paid at the time of that agreement when we collect the deposit (Deposit required is Normally 20%--let your BYA rep. Explain) 3. $500 if your initials are on a visitor card and the client makes a final decision within 90 days. (When we enter the information from the card into the data base, we enter your name as well so we will know that you worked with the client.) 4. $25 for each charter that gets booked by Nov 1—write charter on the lead card—upper right hand corner—or use separate yellow charter card. Send them to our booth—they will get a 15% discount on Chesapeake 10% for Caribbean charters If two of you work with the same client, on two different boats, for instance, we will split the commission. ALWAYS PUT YOUR INITIALS ON THE CARD! |
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Your Sales book
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What you should have in your book /with you... This will be re-newed available by 10/6/09 and in the office as well--pick up when you come get your pass.This will all be assembled for you in a 3 ring binder for you to carry with you--however you can download the information in pdf format and print it for review or to assemble your own book with. o 2 price lists. One with Base, BYA Package, YPSMP package / One with stock boats and next availability and complete specs on each boat
Specials for show will be on the pricing which you will be able to download by Sunday, or pick up at the meeting. My book is available as a model. Also, bring:
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Tests
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--do you know
the answers?
Please use form at left, which asks questions like this... 1. You ask if the customer is looking for a new or used boat? He answers, used. A. What is he really saying? B. How should you respond. 2. Where should you put your HOT code on the Visitor Card? 3. What do you do with the visitor cards at the end of the day? 4. What 3 key pieces of info should you get on a visitor card when the customer says he filled one out at the desk? 5. Name 3 reasons why the newsletter is valuable to your client. 6. If a client says he is planning to retire in about 5 years, and will order his boat in a couple of years--what do you say to him? 7. Someone says, "I understand Catamarans are not good offshore boats--they tip over...don't they?" Give me an example of the FEEL/FELT/FOUND technique of answering this customer. "I understand how you "feel". Safety is important, isn't it? Almost all of our customers "felt" the same way before they looked into catamarans. However, after they investigated further, they found that... Make your presentation. Circle the web address for GoodCat, BadCat in our newsletter. 8. What do you say when a customer asks for a brochure on the boat you're on? 9. When is the next FP 40 ordered available? How do you know? 10. What are the three main reasons for executing a Hull reservation agreement now? 11. What is the charter rate for the FP 44 from June 2 to June 9? After the discount if booked at the show? Where should this information be found during the show?
HANDLING CLIENTS AT SHOW... 12. One client gets into a long discussion about the Charter Purchase program and several more clients are sort of listening in--what do you do? 13. A client decides the boat you're on is too small. What do you suggest he do? 14. What is the best time of day to go look at competitors products you have been hearing about? (Late--5-7) 15. If you're on a FP 44, and this is obviously not the right boat for your client--He wants a Monohull--what do you do? Do you walk him over to the Jeanneau exhibit Y/N? Give him a Jeanneau brochure on the spot? Y/N Engage him in a discussion about the Jeanneau? Y/N Mention the other lines we carry, give him a Newsletter and point him in the right direction. Y/N 16. List 3 advantages to the client getting on our client list. (Filling out a visitor card) 17. When you show your client the hull reservation, what one important clause do you point out? 18. You ask your client what other boats he's considering? What is a good follow up question? 19. List 3 questions you could ask, or things you could do to find out when the client is planning to buy--without asking him when he's planning to buy? If you don't know the answers, ask one of the BYA sales associates.
Congratulations. If you know these answers cold. Work hard. Follow these guidelines. Apply successful selling techniques. You're on the road to becoming successful! |
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News
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Latest News... Bulletin Board
Go to appropriate Boat show Annapolis
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Boat Show layout
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LayoutFor more specific information on the Annapolis Boat Show and our staff, go here. (To be updated soon--view after that date.) |
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Bay Yacht Agency, "On the harbor, Annapolis" Since 1972 Use our handy form to register and receive confidential information: Insider news, technical brochures, in depth articles, business plans, pre-announcement of new models and charter specials and more. Call, Sales/Management 1-800-YACHT20 (922-4820) or 410-263-2311 Charter (Let's Go Cruising--offering America's 5starfleet.com): 1-888- 995-BOAT or 410-263-1818
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