The document outlines the sections and contents that should be included in a marina marketing plan. It recommends including an introduction, unique selling proposition, mission statement, situation analysis, marketing policies, objectives, strategies, media plan, action calendar, budgets, and appendices. The marketing plan is a working tool to help marinas set goals and strategies to build a profitable business over the course of a year. It should be prepared along with the annual operating budget and revenue forecast.

1. Marina Marketing Plan Check List Marina Marketing Plan Plotting Your Course

2. Overview A marketing plan specifies the marketing goals and objectives to be achieved over a specific time period and then lays out the various strategies to be followed in achieving them. The purpose of this presentation is to provide Marina Managers and Owners with a basic guide in the preparation of a Marketing Plan. It indicates the subject matter which should be taken into account and a logical sequence in which it should be presented. Because of the different characteristics of Marinas, the importance or relevance of many of the factors listed will vary. You should decide where the emphasis should be placed in this planning . When writing your plan, you should make points succinctly and clearly avoiding unnecessarily long texts. Where possible, use figures to illustrate or substantiate arguments The Annual Marketing Plan should be prepared in conjunction with the Annual Operating Budget and Revenue Forecast setting exercise.

3. The main sections of the Marketing Plan should be in the following sequence:

4. Contents Subjects and tables listed by page numbers. This is the final step after everything else has been completed

5. Introduction An explanation of the conclusions and main points of your marketing plan. The introduction should be written so that any reader, whether familiar with your marina, or not, will understand what you are proposing to accomplish. Indicate the period covered by the plan and who prepared it

6. Unique Selling Proposition - Position Statement A position Statement creates the distinguishing characteristics of your marina that answers the question “Why should I choose your marina over another?” What makes your marina unique and different than others? The answer to these questions will provide you with your USP – Unique Selling Proposition. Your USP is the image that you want to imprint on the mind of your target market. Some unique propositions that were pioneers when they were introduced: * Domino's Pizza: "You get fresh, hot pizza delivered to your door in 30 minutes or less -- or it's free.” * FedEx: "When your package absolutely, positively has to get there overnight” * M&M's: "The milk chocolate melts in your mouth, not in your hand"

7. Mission Statement A Mission Statement is an enduring statement of purpose for your business that identifies the scope of its operation in product and market terms, and reflects its values and priorities. A good example of a mission statement is one that became familiar to millions of television viewers years ago. “Space the final frontier…. These are the voyages of the Starship Enterprise. It’s five year mission: To explore strange new worlds, to seek out new life and new civilizations, to boldly go where no man has gone before.” Gene Roddenberry – Star Trek

8. Situation Analysis

9. Marketing Policies Give detailed breakdown and analysis of all aspects of your marina tariff, (Rate Card) including comment on discounting policy with regard to various rates for seasonal, monthly, weekly, daily transient, groups and special promotions

10. Major Objectives A written statement of each major objective of your Marketing. For example; Increase occupancy, increase average slip rates, increase number of larger boats, better control of market mix etc.

11. Strategies Outline the strategies you will use to accomplish each marketing objective of your Marketing Plan. The following A through H is a possible list of strategies

12. Strategy A – Direct Sales Elaborate on the direct selling activities that are to be undertaken by the various individuals, indicating those targets set. Provide an outline itinerary plan for each of the individuals, as it is seen at present, including the Manager if undertaking sales promotional trips and trade shows

13. StrategyB - Advertising Detail the media advertising plans which are proposed, indicating regions of coverage, media to be used, its purpose and timing. Refer to any co-op advertising which is planned with events, boat dealers, tourist boards etc.

14. Strategy C - Promotional Print Itemize the range of promotional print pieces that are to be used and which are prepared during the year.. State quantities and distribution breakdowns.

15. Strategy D - Public Relations Describe what public relations activities are envisioned and how they are to be implemented and controlled

16. Strategy E - Direct Mail Itemize with dates and target audiences the range of direct mail shots that are planned

17. Strategy F - Boat Shows and Special Events Schedule the range of boat shows and special events in which the marina plans to participate. Provide dates, locations and audiences to be reached.

18. Strategy G - Promotion Itemize and describe the range of specific sales promotional schemes that are either to be repeated or introduced during the course of the year. Indicate what it is hoped will be achieved by each of them

19. Strategy H – Other Activities Refer to any other sales of promotional actions which are to be undertaken, but which have not been covered by the above subheadings, e.g. give aways , exhibition displays, posters, etc.

20. 9 - Media Plan A calendar of advertisement placement, including name of publication, ad sizes, insertion date, issue date and cost of ad

21. 10 - Action Calendar Set out in detail order, month by month, a complete summary of the various actions that will need to be taken on all marketing and sales promotional fronts. This should be done under headings of action to be taken, with start dates and completion dates and who will be responsible for the action taken

22. 11 - Marketing Budgets Provide a detailed analysis of the costs of each of the marketing activities planned and referred to in your plan.. Spread your marketing budget over twelve months , line by line. Include total for each month and total for the year.

23. 12 - Appendices Supplementary material at the end of your Marketing Plan, articles, documents, or other text, usually of an explanatory, statistical, or bibliographic nature. These to include those appendices already referred to in earlier sections of the plan

24. Finally – Plan Your Work And Work Your Plan Your Marketing Plan is a working tool; working tools don’t sit on a shelf. Think of it as a navigational chart to keep you on course, on time, and to help you reach your destination by building a solid profitable business Remember, a Marketing Plan, as with plotting a course, can encounter various conditions that force you to change direction. Constantly monitor your marketing plan’s progress and change direction when necessary Your initial Marketing Plan is always the hardest to prepare, take your time and develop a good plan and it will serve you well for years to come I hope you found this presentation of value in your Market Planning.

25. Richard Graves & Associates 1000 SE 4th Street - Suite 224 — Fort Lauderdale, Florida 33301 Phone: 954-524-2131 — Fax: 954-524-7417 — Email: rvgraves@rgassoc.com