Boat Dealers

The US boat dealers industry includes about 5,000 retail dealers with combined annual revenue of about $12 billion. Major companies include MarineMax. The industry is fragmented: the 50 largest dealers generate less than 30 percent of revenue.

COMPETITIVE LANDSCAPE

Demand for boats is closely linked to personal income and the general economy. The profitability of individual companies depends on good marketing. Large companies may have economies of scale in advertising and purchasing. Small companies compete by specializing in a certain category of boats, such as fishing boats, or by focusing on a specific customer segment, such as sailing enthusiasts.

PRODUCTS, OPERATIONS & TECHNOLOGY

Dealers sell new and used boats, engines, parts, and a large variety of associated products. Dealers also provide maintenance and repair services, and may operate marinas and winter storage services; sell service contracts, especially for boats with expired warranties; and provide financing, insurance, and boat brokerage services.

Most dealers sell only powerboats or only sailboats. Powerboats are categorized by intended use as motor yachts, pleasure, fishing or high-performance boats, and by their configuration as outboard, inboard, sterndrive, or jetboats. Outboard boats account for the bulk of sales, with the motor usually sold separately. There are many hundreds of boat models, and fiberglass is the material used most often for construction. Smaller fishing boats are often made from aluminum, and high-priced handmade boats may be made from wood.

Boat dealer operations are similar to those of ...