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LEE MARINE COMPANY
PROFILE:
GENERAL MANAGER -
MARTIN HOLMES:
It is
General Manager Martin Holmes’ turn this month to answer
questions on his overview of the current situation in
Asia Pacific.
Q. What is
the current business situation year on year for Lee
Marine?
A, From a sales point of view we had a very
strong start to the year and this gave us a welcome
boost early on. The effect of the political unrest in
Bangkok seems to have had an effect on
midyear targets as far less people were travelling
to Thailand, whether for business or pleasure, which
seems to have resulted in one of the quietest low
seasons I have seen in a decade. Saying that, both
Thailand and Lee Marine are pretty resilient to these
things and I expect that the second half of the year
will see us bounce back. The manufacturers are releasing
some excellent new products in 2010/2011 and we have
been busy behind the scenes strengthening certain areas
of the company so that we get on with what we enjoy most
– selling
boats!
Q. What
trends are showing up in sales? Types of owners? What
reasons for
buying?
A. Same as ever really. Our owners work hard,
play hard and are looking for quality and service. Most
have a good idea of what they want to do with a boat
before they purchase which makes it easier for us to
suggest suitable boats to fit their programme. If I was
to pick any trend for this year, it would be more
towards sailing yachts and away from the smaller
powerboats that were popular in previous seasons. As to
a reason for buying a boat – come and see the cruising
grounds of Thailand and the Andaman Sea and you will
have your answer.
Q. What needs to
be done in Thailand to boost the market? Changes to
laws, regulations? How to make it easier to buy a
boat?
A. It’s easy to
buy a boat, just call Lee Marine! The hard work has been
done on that front and purchasers now enjoy some of the
most favorable conditions of any country in South East
Asia. What needs to be looked at now is clear and
concise construction and implementation of marine
conservation and safety regulations. All too often we
are seeing maritime accidents that could be avoided by
proper guidance and education for captains and boat
operators. I would like to think that the pleasure boat
market could help here by bringing experiences gained
overseas to
Thailand.
Q Where are the main areas of competition
for Lee Marine in Asia? Where is the 'next
big thing' coming from in
Asia?
A.
We don’t
spend a lot of time worrying what other people are
doing, to be honest. We just concentrate on providing a
superior sales and service experience to our customers
in Thailand. We get ‘copied’ by newcomers sometimes but
that is not competition, more a lack of imagination.
Asia is the next big thing. Emerging markets
whether Thailand, China, India or elsewhere are firmly
on the radar of manufacturers and marketers from all
over the world and will continue to show growth in
difficult financial times.
Q. Are
the high end yachts selling OK? If so, what is the
greater potential for them in this
region?
A. Yes, there is
a shift to larger yachts and I think if you define ‘high
end’ as the high end of quality design and construction
then that has always been the case in our region. The
best deals are to be found on the quality yachts and so
I see a lot of potential for increased sales in Asia.
When you are at the cutting edge of design and
performance, the systems installed on board become
increasing complex and this is why we have the most
professional and experienced warranty team in the
region. To afford our valued customers confidence, peace
of mind and professional service.
Q. What process does Lee
Marine employ when marketing and selling a
yacht?
A. That would be like
telling you our secret recipe! Our marketing is strong
and our best assets are our boat owners themselves who
come back as repeat customers or very kindly spread the
word to family and friends. Within Lee Marine we work
very much as a team so our focus can remain on the boats
that are for sale and opportunities that may arise. Our
Customer Matching Database that we implemented at the
beginning of 2009 has been a valuable tool and our
weekly brokerage and staff meetings mean that we can
help each other to maximize the potential of every
listing.
Q, How
important is PIMEX in Lee Marines overall sales and
marketing strategy?
A. Very
important. But the
question could also be asked, “How important is Lee
Marine in PIMEX’s growth and success as a regional boat
show’? As the largest single exhibitor in PIMEX from the
very first show in 2004/2005 our support for the show
even in its infant stages and its importance to the
Thailand market now it has become established is
abundantly clear. We love PIMEX and strive to bring to
the visitors the best selection of boats possible.
Whilst other players in the market have sat by the
sidelines waiting for others to take the lead, we do
what we can to give the show our upmost
support.
Q, And
finally, please tell us about your own experience and
background?
A:
I fell in
love with being on the water at an early age sailing
boats on the Norfolk Broads. I went to sea at 16 on the
Sail Training Association schooners and fondly remember
keeping look out on a wet and freezing North Sea night
with a smile on my face that nothing but sailing could
match. From then on, I knew it was boats for me. I
traveled the world following college – bringing more
great boating experiences particularly in Australia
where I worked on the tall ship “Bounty” for a year
sailing Sydney harbor and the NSW coast. Not many people
get to be a real life pirate! On returning to the UK I
completed my sailing qualifications and joined Sunsail
as a flotilla skipper which took me to France, Greece,
Turkey and finally Thailand in 1997. I had an amazing
time with Sunsail and will always be grateful for the
experience that I gained across the board. I met Joshua
Lee shortly after he incorporated company and he invited
to me to join in him in this new venture to try my hand
at selling boats. Seems like a long time ago now, nearly
13 years, but the passion is still there and has been
reinforced over the years by the steady growth of the
company as likeminded people have joined out team and
shared our vision which remains unchanged. Thailand is a
great place to live and we enjoy our time here, whether
out on the water or hacking around the golf courses. My
wife and I are expecting our first child in a couple of
months so life is pretty exciting at the moment and I am
looking forward to all the new challenges that both
family life and business life has in store.
Contact: martin@leemarine.net
Tel: +66 81
891 7057
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