Time to Go Shopping

There’s no better place to compare a wide variety of boats than at a boat show. With the fall show season approaching, buyers will have ample opportunity to see the newest models, propulsion systems and electronics in one place.

If you’re thinking about buying, do your homework before you arrive at the show. A little preparation will help you make a more confident, informed choice.

“Anybody that buys a new boat does a tremendous disservice to themselves if they fail to carry out their own due diligence and learn about the boat before they buy it,” says Peter Frederiksen, Viking Yachts’ director of communications. “They need to be involved in the process because the salesman [at the show] may not be giving you the complete picture. It’s important that the customer thinks things through.”

Start by defining exactly how you plan to use the boat. Will it be for day cruising, fishing, watersports, weekending or extended cruising? Your intended use should drive your shortlist. Some hull types and layouts are inherently more versatile—center consoles, for example, often serve well for both fishing and day cruising—while other designs are optimized for comfort on longer trips.

Beyond function, aesthetics and brand reputation matter. “You have to like the look of the boat, and then I would move on to studying the boat, the builder and the dealer to find out who they are and what kind of reputation they have,” says Constantinos K. Constantinou, CEO of Greenline North America. “See what kind of level of support you will get in the buying process and after, when you own the boat. These are important elements.”

Price is naturally a major factor, so research typical costs for the models you’re considering. Use manufacturers’ online configurators to estimate pricing with options, and consult brokerage listings to understand the used market. But don’t focus on the sticker price alone. “Look at the boat’s quality and the quality of the brand,” Constantinou advises. “A lot of people are lured by price only, and that is a very short-term view of the buying decision. It is a big part of the decision, but should be only one of the big factors in your decision.”

At the show, come prepared with a list of questions and a simple checklist to compare boats objectively. Take notes, photos and short videos. Don’t rush through a walkthrough—get hands-on. Sit in seats, lie on berths, open every hatch and locker, walk the side decks and step into the engine room. Inspect the bilge, look at access to systems, and evaluate seating comfort, fuel capacity, grab rails and running gear.

“People should be paying attention to the seating, fuel capacity, grab rails, accessibility to the engine compartment, the running gear and more. All these things are important,” Frederiksen says. “People have to be careful to not get nonchalant about these things. If [the builder] is sweating the details to get all these things right, chances are it is going to be a good boat.”

Market conditions also affect pricing and negotiations. Constantinou notes that while sellers may be motivated, the market no longer offers the extreme discounts seen in the past when inventory was abundant. “People can expect everyone out there to be motivated to sell. However, they should not expect the level of motivation or urgency of a few years ago just because there is no excess inventory out there,” he says. “People are going to get a fair price because everyone understands they need to deliver value. They are not going to be getting stuff for free, though.”

Inventory of late-model preowned boats has tightened, which can make finding a comparable used example more difficult. Jack Ellis, managing director of Info-Link, which tracks boat sales, confirms that quality, late-model preowned boats are becoming harder to find. Buyers should be aware of trends in the segments they’re targeting and be prepared to act promptly when a fair opportunity appears.

Practical tips for show day:

• Create a prioritized checklist of must-have features and nice-to-have features.
• Compare several boats in the same category to understand trade-offs.
• Talk to multiple dealers and ask about warranty, service network and dealer support.
• Inspect access points, storage, bilge spaces and mechanical systems closely.
• Record your impressions and price quotes to aid post-show comparison and negotiation.

In short, a boat show is an excellent place to learn and compare, but informed buying requires preparation, careful inspection and attention to brand and builder support. If you combine clear priorities with diligent research at the show, you’ll be far more likely to choose the right boat for your needs.

October 2014 issue