Prime-Time Boat Buying
Get the most out of your boating budget by knowing the right time of year to purchase.
by Alan Jones
January 28, 2008
M
ost people buy boats at the beginning of the season for the pretty-obvious reason that
when warm weather approaches, you mentally start writing your annual, “What I Did On My Summer
Vacation” story. And for boaters, the thought of spending the upcoming days in the sun on a
brand-new boat is positively irresistible. Unfortunately, this is when you’re most likely to pay
premium prices for your boat. Even worse, if a hot new boat is coming out, you might have to
squander a chunk of your boating season waiting for it to be delivered.
Savvy Spending
If you’re determined to get the best deal ever on your next boat, you need to emulate the
habits of frugal spenders. Let’s say you’re looking for the best deal on Christmas cards. Would you
expect to get the best deal in November or in January? Pretty easy call, but such a metaphor
illustrates the principle of timely buying. The forces of supply and demand drive price, and at the
end of the boating season, fewer people are thinking about buying a boat. This
is prime time for the smart buyer.
Knowing What’s “New”
Every year in late summer and fall, boat dealers for most brands gather at meetings with
manufacturers to view the new boats and place orders for the coming year. Big incentives are given
to dealers who order the most boats, and sometimes, dealerships overestimate the number of boats
they will sell in order to take advantage of tantalizing deals. In some cases, unforeseen factors,
such as dips in the economy (like the one currently in progress), can lead to dealers having excess
inventory at the end of the model year. With the new crop of boats arriving in showrooms, the
dealers are usually ready to cut buyers a deal. Buying last year’s model goes against the grain for
most boaters, but sometimes the “new” model is last year’s version with a few changes, such as
modified graphics or minor interior changes. Sometimes the older model’s layout suits your family’s
needs better, so don’t assume that newer is necessarily superior. Instead, consider 2007 models in
addition to the new ’08 boats.
Of course, no deal is a great one if it doesn’t meet your needs, and sometimes you’ll come
across a bargain in the off-season that seems too good to be true. For instance, if you’ve decided
that a 23-foot bowrider is the perfect boat for your family, but you see a fantastic deal on a
26-footer, you might be tempted to go for it. Always consider the hidden costs, though, such as
increased fuel consumption and whether or not you have to buy a larger tow vehicle to handle the
extra weight. It’s a buyer’s market, so stick to your guns, and wait for the right boat.
Months That Matter
Although generally speaking, late fall through early spring is the best time to find a deal,
there are also other times to watch out for. All sales are driven by quotas, and salespeople and
managers are especially keen to close deals toward the end of the month to beef up their current
numbers. Coming in to buy at the end of the month is smart, but take into account that some sales
personnel can be more aggressive during this time. Thus, if you’r e the type who doesn’t like to
make snap decisions (and the smart buyer seldom does), visit earlier in the month to scout the deal
and check out the boat, and then come back when the clock is ticking.
The end of the year can also be an excellent time to buy because the holiday season tends to
siphon money away from the boating budget due to travel expenses and gift buying. But for a boating
family, could there be a better present than a shiny new boat sitting in the driveway, wrapped with
a giant bow? Buying a large family gift also takes the pressure off buying a bunch of expensive
individual gifts. Manufacturers even give dealers additional incentives for achieving certain sales
volumes for the year.
Another reason late fall through early spring is prime-time boat buying season is the large
number of boat shows that occur during this time. Dealers use these shows to jumpstart the season’s
sales, and prices can be so attractive, you won’t even need to put your awesome negotiating prowess
on display. One thing to consider about boat shows, though — especially if they’re far from your
home town — is that the seller won’t be your local dealer. The reason this is important is because
you’ll be relying on your local dealer for service, and these dealers tend to reserve the royal
treatment for customers who buy their boats from them. You might get competent service, but as
experienced boaters know, having a close relationship with a dealer who will bend over backwards to
take care of you has a huge impact on your boating happiness. If you find a great deal on a boat at
a boat show, give your local dealer a call before buying and explain your dilemma. See if they
would be willing to match the boat show price or at least get you in the ballpark. All things
considered, if they come within a few thousand dollars, then buy local or from an affiliated dealer
group that lets you make the purchase at the show, but allows you take delivery from your local
dealer.
Done Deals
The off-season is when you’re also likely to see factory incentives — such as free extended
warranties and rebates — that can be used to help you make your down payment. Manufacturers tend to
run the same promotions each year, so pull out your stack of
Boating World magazines and see what a company did last year. Ask the dealer if they know
of an upcoming sale or promotion; most are honest and will tell you, knowing that if they deny it,
they’ll have an unhappy camper on their hands when the sale comes three days later. Also, when
negotiating, don’t just think price, but look for services a dealer can provide at low or no cost
to themselves, such as free storage — at least, until the boating season begins.
Buying a boat in the off-season might go against the grain for some people, but right now is
as good a time as there has ever been to take the plunge. And besides, knowing that you have a new
boat ready to be splashed at the beginning of the season will give you months to get fired up for
launch time. You’ll have rehearsed so many wonderful things your family can do with your boat, you
might run out of summer before you can finish making them a reality.
