Good Show – 9th Pacific Sail
Expo signals time to move on.By
Cynthia Goss
Strong sales and strong attendance marked
the 9th annual Pacific SAIL EXPO (PSE), the largest sailboat
show on the West Coast that concluded Sunday, April 18 at
Oakland’s Jack London Square. Over13,000 people attended the
five-day event, which represents a 7% increase over last
year’s attendance. This crowd also proved to be a buying
public: several exhibitors left the show with sales that set
new company records.
“There was a much stronger buying climate
this year,” said Pat Garfield, owner of Farallone Yachts in
Alameda (Calif.) “For us, this show was the best we’ve ever
had, in terms of sales.” As a dealer for Catalina, Farallone
Yachts closed on 15 new-boat orders at the show with
customers in their northern California region. Garfield’s
assessment of the buying climate is based on two key things:
her end-of-show sales figures, and what she sensed as a mood
swing: “There seemed to be a sense of urgency, a sense that
people wanted to fulfill their dreams now—not wait until
they retire.”
According to Scot West, executive director
of Sail America, exhibitors and consumers alike classed this
year’s show as a homerun. “PSE 2004 was everything the
industry and sailing public expects from a SAIL EXPO: an
activity-filled, five-day festival of sailing,” said West.
“This was a great show. We had increased attendance, strong
sales reports from boats and accessories, an improved show
layout—and lots of fun for everyone involved.”
PSE 2004 drew an international group of
over 300 exhibitors. Comments from consumers and exhibitors
touted the strong benefits of buying and selling at a large
regional show. Consumers appreciated the chance to meet
product experts from factories and boat yards, as well as
the opportunity to do valuable comparison shopping. “The
best aspect of the show is the sheer size,” said Bill
Prendergast, a showgoer who traveled from Portland, Oregon.
“I was able to complete four major gear-shopping missions
for our present boat, in each case after talking with
several very knowledgeable reps. My wife and I also greatly
appreciated the chance to closely and repeatedly compare
several key competitors for the ‘dreamboat’ we aspire to
move up to.”
Exhibitors found that the large, diverse
collection of products in the tents and on the docks
afforded some valuable cross-marketing and selling
opportunities. “There was a strong mix of boats in the
water, and people could step onboard boats and see gear they
might not normally see,” said Bruce Brown. “We had people
who came right to our booth, asking about specific gear they
had seen onboard.”
Dan Krier of Marine Servicenter, based in
Seattle and Anacortes, attributed the show’s trademark
festivity and the large collection of exhibitors as key
factors for closing sales on two 40-foot-plus boats in a
single day. Krier, who represents Nauticat and Jeanneau, met
a customer for the first time on Sunday morning who was
looking for a boat to put into charter in the Pacific
Northwest. Krier was able to walk the client over to San
Juan Sailing, so his customer could meet people who manage
charter fleets in the area. Krier was also able to give his
customer all the hard data right on the spot, including
figures on the boat purchase as well as a spreadsheet
forecasting charter income and maintenance fees. At closing
time, his customer decided to purchase a Jeanneau 43,
minutes before heading to the airport.
Krier’s second sale went to a couple from
Tacoma (Wash.) who flew to Oakland to combine some R&R with
a trip to the show. They took a close look at a Jeanneau 49
on Saturday, went out for dinner and dancing that night, and
decided to buy the 49 on Sunday afternoon. Said Krier of his
good fortune at PSE: “The show is festive; it’s fun. There
are tent parties and good restaurants and bars. I think that
all helps... And I don’t think the sale on the 43 would have
happened if I hadn’t had those figures in my laptop—and if I
hadn’t been able to walk my customer right over to the
people who could manage his boat.”
Showgoers came from throughout the West
Coast, with San Francisco Bay, southern California, and the
Pacific Northwest regions well represented. Exhibitors also
met consumers from other regions and continents: the Great
Lakes, the East Coast, Europe, and even an American cruiser
home from New Zealand who took a shopping detour to PSE. PSE
2004 also included free seminars with experts; opportunities
to try sailing on coastal cruisers, on Etchells during short
buoy races, and on a Tall Ship; social activities; and a
special section showcasing classic boats from the region.
The show was co-produced by Sail America and the NMMA and
sponsored by Allstate Insurance, boats.com, BoatTraderOnline,
and West Marine.
It is a good indicator that confidence is
returning and times are changing. People all over the West
Coast are ready to move on with their lives and dreams.
For more information, please contact Scot West or (contacts
above). For general information on Sail America boat shows,
visit www.sailamerica.com or call 1-800-817-SAIL (7245).