Local yacht dealers like Garth Hichens, whose company is a top seller of Beneteau sailboats at the shows, said he expects customers who set aside money in the bank for boats will upgrade to larger vessels for sailing to the Caribbean or around the world.
"In the sailboat market, people are more conservative, they are more intelligent with their funds, they are more forward thinking," Mr. Hichens said. "They will not buy other stuff, but they will still go sailing."
Mr. Hichens added that the Beneteau models are "so strong" that the boat builder has been doing better than other manufacturers.
He and other yacht dealers will showcase hundreds of boats for sale at the 39th annual United States Sailboat Show at City Dock Thursday through Oct. 13.
Despite a poor economy, organizers said the sailboat show is filled to capacity with more than 500 exhibitors. The show will feature roughly 250 in-water boats and another 150 to 250 boats on land, boat show officials said.
More than 450 in-water powerboats will be showcased at the 37th annual United States Powerboat Show Oct. 16-19. Another 200 will be displayed on land, organizers said.
Ed Hartman, owner of the Annapolis Boat Shows, said last week he expects a good turnout, although advanced ticket sales for the sailboat show are off by 4 percent while powerboat show tickets are off 11 percent.
But dealers said they are eager to make a sale and consumers can expect discounts and "whatever makes the purchase very attractive at this time," he said.
Mr. Hichens said Annapolis Yacht Sales will feature 23 sailboats at the sailboat show, including four new models by Beneteau. One of them is a new 54-foot model with a price tag of $550,000.
He said his company will offer a Beneteau boat-show special incentive that offers free electronic equipment. Customers can also split the cost of a boat through the company's fractional-ownership program.
Although Mr. Hichens is offering incentives, he said he can't pinpoint exactly how many boats he expects to sell.
"It's like going fishing," he said.
His company can put out the "best bait" but can't tell "what the fish are going to do," he said.
Uncertain waters
Boat dealers are gearing up for highly celebrated shows that have long been an economic force in the city, generating $51 million combined. But they are opening this year amid in a poor economy that has consumers cutting back on big-ticket items like boats, not to mention smaller-ticket items.
There were 267,300 powerboats sold last year nationwide, an 8.4 percent drop from 2006, according to the National Marine Manufacturers Association.
Only 11,800 sailboat units sold in 2007, a 9 percent drop from 2006, figures show.
Thom Dammerich, association president, said the biggest issue facing fall boat dealers nationwide is poor consumer confidence and tight credit.
"I don't think there's a shortage of buyers," he said. "There's a shortage of credit for some of those buyers."
Even so, he said a recent fall boat show in Norwalk, Conn., saw a strong crowd buying up higher-end boats.
He said he expects the Annapolis shows to attract a quality boat crowd, too.
Connie Del Signore, president and chief executive officer for the Annapolis and Anne Arundel County Conference and Visitors Bureau, said she's cautiously optimistic that this year's shows will be "as good if not great."
The bureau has been marketing the shows, she said, adding that attendance could be strong with consumers who choose to spend the weekend in Annapolis.
Setting bait
Despite a weak economy, dealers are showing off plenty of new models to check out this year.
On display at the powerboat show will be a fully loaded Eastport 32, a boat modeled after a Chesapeake Bay classic.
On sale for $349,000, the locally designed boat comes equipped with $50,000 worth of options and add-ons, including electrical equipment and air conditioning, said Tom Weaver, owner of Eastport Yacht Co., which designs the boat.
Mr. Weaver said potential customers are driving down from Maine, New York and New Jersey to check out the vessel.
"All of the sudden, believe it or not, we've been getting loads of inquiries," he said.
Meanwhile, the luxury Hinckley dealer will show off its new 37-foot picnic boat at the powerboat show. Peter Howard, senior sales director for Hinckley Yachts in Annapolis, said the new $750,000 boat hit the water three weeks ago and already "23 are spoken for."
"We're pretty enthused right now," he said.
Hinckley also will show off its Talaria model for $1.4 million as well as four other boats outside the show, he said.
Outside the show, customers can pick up smaller-ticket items at the annual boat show tent sale of Weems and Plath, a nautical instruments company on Eastern Avenue. The sale will offer between 50 percent to 75 percent off on products such as navigational tools, clocks, barometers and compasses.
Cathie Trogdon, company vice president of public relations, said the sale typically brings in between $50,000 and $75,000 during the shows.
"Even in economic hard times, the tent sale is something that people come to," Ms. Trogdon said.
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