Perspective
Everyone knows perception is an individual’s view of
reality. People describe their realities connecting adjectives, adverbs, and
nouns together forming a sentence. When it comes to describing their perception
of a boat the use of adjectives in particular is startling. There are
differences in the perception, particularly between buyer and seller, that is
always (note I rarely use absolutes) profound. For the broker handling
expressions of these differences can be a challenge.
When buyers are introduced to a vessel virtually or in
person their usual reaction is silence. No opinion is expressed or they will
just say it is not a boat in which they have any interest. The seller will want
to know what they thought and the broker will offer up some explanation, with
just enough truth, to explain why there will not be an offer. Sometimes the
buyer will be more direct, and in varying degrees. By that the adjectives used
will become progressively more negative depending upon the personality of the
buyer. These descriptive statements may vary between, ‘it needs more work than
I want to put into it’ to ‘that boat is a wreck!’ In the virtual world handling
and epithet like the second is easier. In person it is a good deal harder. When
the buyer is there, there is a sense of the emotional state; virtually, the
senses are of no use. There is never (absolutes again) any point in arguing
with a buyer or trying to counter those negative perceptions. It is best to
just suggest ‘we keep looking,’ and move on. Of course embrace what is learned.
All the buyer did was offer up an objection.
The best way to handle the negative perceptions is to
understand the expectations of the buyer. It takes a little effort, but is
worthwhile.
For sellers, always make sure your boat is ready to view. If
there are deficiencies disclose them ahead of time.
For buyers,
perspective is yours but it may different than the seller so for the sake of
good manners keep the opinion to yourself for later discussion.
Engine Hours
A frequent question from buyers is, “How many hours on the
engine?”
Typically the answer is, (1) a specific value, (2) unknown,
or (3) a value with disclaimer ‘best guess.’ Not all engines have hour meters.
Like Kleenex for tissue paper Hobbs Meter is used as a generic term. The Hobbs
Meter was developed for aircraft to monitor the time between the Master Switch
On and the Master Switch Off. On boats, when present, the hour meter starts
turning when the key is switched on. On others it may start only when the
distributer starts spinning. The meter is useful to the owner to properly
schedule maintenance. “A functioning hour meter is essential for properly
scheduling maintenance. A well-maintained auxiliary diesel should easily run 5,000
hours between overhauls.”[1]
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The proper question might be then, “Are maintenance records
available?” This inquiry with a positive response from seller of boat seems to
me to be far more useful. The importance of this information should be apparent
and it is verifiable through the log book, receipts, and inspection of the
engine by the buyer, surveyor or mechanic. It is also valuable to the current
owner and prospective owner to obtain a lab report of an engine oil sample. Oil
samples must be taken on a regular basis so that a typical wear pattern can be
established for an engine, enabling detection of abnormalities when they occur.[2]
Lab tests are typically inexpensive and provide a wealth of information. Engine
hours can be best estimated, on a gas engine, by a marine mechanic.
Today some outboard builders add hour meters and are useful
as noted above. An acquaintance in the USCG said the big outboards on their
vessels run hundreds of hours, if not thousands. They are run every day.
Outboard builders design engines with the expectations the motors will set for
long periods of time, unused. Verification of regular maintenance becomes even
more important.
The value of the question then is very limited without
placing it in the context of maintenance history.
So to sellers I would say, keep those records. With the fall
season upon us many will have boats winterized and stored for the season, so
now is a good time to gather up those receipts for inspection. Others will
continue to use their vessels, like yours truly, and the boat never really has
a down season (other than maybe January.) So update the log book and bind off
those records from the yard.
For buyers, ask the important questions. The ones when
verified reveal what you need to know when buying a boat.
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