BOAT SALES Industry's tide rises after dry spell

Buyers say they are feeling better about the future.
ATLANTA (AP) -- At boat shows across the country, there are signs of an improving economy among the gleaming watercraft -- attendance is up and so are most exhibitors' sales.
"These people gotta have it, they're gonna get it," said James Jordan, of Atlanta Inboard, who was at the Atlanta boat show recently displaying a 23-foot Malibu that seats 14 and sells for more than $50,000.
That attitude represents a change from several down years in the marine industry. Ben Wold, executive vice president of National Marine Manufacturers Association, which puts on 19 annual shows, said of buyers, "these individuals who may have put off the purchase of a boat due to economic concerns and world events over the past two years are feeling better about the future."
"The stock market and 401(k) plans are rebounding. Interest rates are low, and long-term financing is readily available."
The numbers
At the association's recent show in New York, attendance was up 14 percent; in Atlanta, it rose 12 percent; San Diego had a 10 percent increase and Chicago had 7 percent. The exception was Toronto, where frigid temperatures and snow were blamed for a 13 percent decrease in crowds. Still, 82,000 people attended the nine-day event, and exhibitors reported good results.
Nationally, wholesale dollar sales of all boats were up 6.9 percent through October over the same period a year earlier, according to the NMMA. And sales of outboard motors climbed steadily last year after falling from 241,200 in 2000 to 212,000 in 2002, said Cathy Johnston, the association's southern regional manager.
Darrell Queen, a representative for Evinrude and Johnson motors, said that because boating is recreational, it tends to be more subject to fluctuations in the economy than other activities.
"The industry is always the first to go down and always the last to pick up when there's a downturn in the economy," said Queen, who lives near Charlotte, N.C., and whose sales territory includes the Carolinas and coastal Georgia.
Wold said many recent buyers were especially interested in upper-end boats.
Investing in family
Shopping for a $24,000 power boat, Carey Brattlof said he sees buying a boat as a investment in his family.
"You can size down the house, size down the cars and buy a boat," said Brattlof, one of almost 40,000 people who attended the Atlanta show.
The show featured watercraft ranging from $400,000 house boats to $600 kayaks. On the display floor were sailboats and motor yachts, plus accessories including everything from skis and life vests to sunglasses and nautical jewelry.
Deck boats have been big sellers because boating is viewed as a recreation that can be shared with family and friends.
Johnny Flatt of Summerset Houseboats was showing a $419,000 four-bedroom model appointed with plush carpeting, whirlpool bath and wet bar with ribbed glass cabinets and custom wine rack.
"The folks that buy these boats are more or less insulated. They have a little more discretionary income," Flatt said.
Flatt said his sales have picked up during the past six months. Although he had not sold one of the 94-by-18-foot, tri-level models -- clearly the largest on the floor -- "we sold an 84 [foot] earlier today."
Manufacturers' efforts
Brent Troncalli of The Outside World, a dealer of paddle boats in nearby Dawsonville, said sales have also been helped by manufacturers' efforts to attract new customers.
"They are designed not just to kayak, but to stay in shape, do fishing, birdwatching, hunting," Troncalli said, pointing to a model made by Hobie, of catamaran fame. The kayak was designed to be paddled, fitted with a mast for sailing or pedaled to free the hands for fishing or other activities -- making it more appealing to buyers who want a boat that's as varied as today's lifestyles.