With the last of the big three early season consumer shows – Canoecopia, Paddlesport 2010, and the New England Paddlesports Show – concluded, 2010 looks to be shaping up as a comeback year for paddlesports in the Eastern U.S. While attendance was flat to slightly down at some of the shows, sales were up in the mid-teens, according to the organizers. Manufacturers also noted that while sales are up significantly from a year ago in the east, they are off to a slower start in the west.

 

The retailers who run the shows-collectively-felt that consumers are seizing upon unseasonably warm weather and the improving economic outlook to move ahead with purchases they had postponed the last two years. Entry-level paddlers were reported to have arrived well-informed and inclined to leapfrog the $300 price point to buy longer, light- and day-touring boats starting in the $600 to $700 price range. Stand-up paddling, or SUP, boards were also said to be garnering more attention and sales.

 

Because the industry manufactures most boats in the U.S., vendors said they were well-positioned to meet in-season orders even though they had dialed back production because of lower pre-season orders.

 

The reports out of the New England Paddlesports Show 2010 held by Kittery Trading Post in Durham, NH (April 9-11) and Paddlesport 2010 in Somerset, NJ held by Jersey Paddler (March 26-28) mostly validated bullish reports out of the Canoecopia show held in Madison, WI in mid-March. (see BOSS_1012)

 

It was very, very satisfying at Jersey Paddler, because I felt that momentum did manifest itself there, said MTIs VP of Sales Lilly Colby, who attended all three shows. Its a noticeable improvement from last year, when she said even sales of MTIs lower priced life jackets stalled.
Attendance at the New England show was down slightly but sales were up in the teens, according to Jon Morrill, VP of specialty sports and apparel at Kittery Trading Post.  About 3,000 consumers paid $5 to $7 to attend the three-day show, which drew more than 60 vendors. Sales were strong in recreational boats, higher end composite boats and canoes. He singled out Wenonah and Swift and Fiberglas boats as selling well.  Yakima and Thule rack sales were also strong.

 

Weve been very fortunate with early spring, weather, said Morrill. We are a good four weeks ahead of schedule compared to last year and that has really stimulated interest.                       

 

Morrill said he did not expect the surge in early season buying to cannibalize future sales. Even though New England was unusually cold and wet last summer, Kittery came into this season with healthy boat inventories. Indeed, if the pace of sales growth continues, Morrill anticipates its going to be tight going back to reorder.

 

Boat sales were up in the low-teens and accessory sales were up in the mid-teens at Paddlesport 2010, organized by Jersey Paddler. The show draws about 6,000 to Somerset, NJ. People were not looking for cheap, cheap, cheap, said Jersey Paddler GM Rich Hage. They were looking to get what they wanted and there was no great hesitation about paying the price.

 

Hage said he ordered more conservatively for this season but has no doubt he can chase business if demand remains strong late into the season.

 

Legacy Paddlesports sold more boats by noon Saturday at Paddlesport 2010 than it had all three days of last years show, according to Legacys President Andy Zimmerman. The company now has a two-month production backlog, compared to 10 to 14 days last year, when some dealers canceled or trimmed late season orders. Now dealers are adjusting orders up, said Zimmerman.

 

Zimmerman said that while California and Colorado seem to be lagging Florida and the Northeast, he sensed the business was turning. Ive been in business 25 years and been through a few recessions and Ive got to keep my feet on the ground, but its a good feeling finally and its a good feeling you can take to the bank, said Zimmerman.

 

Confluence Watersports sales rose in the high teens at both the Kittery and Jersey Paddler shows on higher price points, according to Shelly Moore, VP of sales. Customization with rod holders and rudders accounted for 10% of sales. In a reversal of last year, sales of 14-foot plus boats surpassed sales of 10-foot and shorter boats. Many customers arrived very well educated with a check list asking model specific question, Moore said.

 

Confluence preseason orders for this year were up double digits and sell through is trending 40% to 50% above year-to-date last year, said CEO Sue Rechner. Its on fire, she said of the market.

 

A new forecasting system has enabled Confluence to postpone production until closer to need when it knows what colors and outfitting are selling best. Instead of stockpiling boats months in advance, it now focuses on fulfilling orders within 5 to 14 days. This after Confluence cut its boat inventory by 40% and slashed its warehouse space in half, noted Rechner.

 

Adding to the optimism and in spite of disappointing lower-than-forecast pre-season orders, Werner Paddles has seen huge increases in sales over 2009 at every event weve been to, said Marketing Manager Jim Miller. 

 

Dealers are pulling orders forward or adding on earlier in the season.  Because the company manufactures mostly in Washington and has not laid off any production workers, it should be able to fulfill all these orders. The plan is to add a workday if needed, said Miller. We work two shifts five days a week now.

 

While the ASAP business is up at Kokatat from a year earlier, Sales and Marketing Director Michael Duffy said it varies considerably with geography.  Sales for the company are flat from Canada to California in the west, up in the east and weakest in the Midwest. Canoecopia was really strong, but other dealers are struggling, he said of the region.

 

In the meantime, many manufacturers are gearing up for an increase in ASAP business. Things seem to be breaking open, MTIs Colby said. Ive got customers saying ‘Uh-oh! I need a whole lot more for May and June…