It’s become an impersonal business world. Sadly, email and texting has taken the place of face-to-face contact and sustained personal relationships after customers purchase a boat. Sure, it generally worked out fine when dealers had solid inventories, pandemic-driven sales were clipping along, and closing was easy.

That was yesterday.

Today, given the rough retail seas on the horizon, dealers must get out of the showroom and visit the front lines — where the customers are — to be successful.

That’s what good leaders do, according to John Baldoni with executive search firm N2Growth, and the author of Moxie: The Secret to Bold and Gutsy Leadership. It’s how to get firsthand impressions of what is or isn’t happening. Moreover, it cements relationships and could ensure repeat business.

In exactly the same way, it’s now good policy for executive directors of marine trade associations to hit the road and visit members. But as Baldoni points out, it’s not enough to just show up; engagement is mandatory.

Ask questions. Have a conversation about how the business is going — what’s strong or weak — and listen carefully to responses. That’s how MTA leaders can learn the needs of members and lead by developing ways to meet those needs.

For dealers, meeting up with customers is an opportunity to be sure they’re getting full use and value from their boat. Equally important, it can reveal that another product may be better-suited for them and puts you in a position to recommend ways, products and services that could make their experience even better.

Hitting the road to discover what’s going on in the field is time-consuming, but it’s necessary for any dealer or executive director who expects to lead with a clear vision. You have to learn first-hand what’s happening in the field now more than ever.

Fort Myers Boat Show at 50

A half-century of success for the largest boat show on Florida’s Gulf Coast will be celebrated Nov. 10-13 when the Fort Myers Boat Show ties up on the downtown waterfront, with a mix of indoor, outdoor and in-water displays in the River District.

PHOTO COURTESY CHICAGO BOAT CO.

Produced by the Marine Industries Association of Southwest Florida & Tampa Bay, the show has experienced unprecedented growth in exhibits and attendance, the latter attributable to the steady influx of new residents and visitors to southwest Florida.

“We’re planning to meet an expected demand for increased exhibit space this fall, as dealer inventory levels will be improving,” said John Good, the association’s executive director. “Since last year’s show, an excellent redevelopment in Centennial Park and the construction of the new amphitheater are complete. It all gives us the most waterfront exhibit space we’ve ever enjoyed.”

Show visitors will have access to the indoor accessory and equipment displays in the convention center, which leads to the in-water exhibits in adjacent City Yacht Basin.

Rounding out the excellent facilities is the on-site Luminary Hotel, which offers reduced rates for exhibitors, dealers and manufacturers. Booking rooms early is recommended.