Cutting Out The Middleman

Bernard Gallagher of Dublin's BJ Marine believes purchasers get the best value from their local dealer: "Most Irish boatyards are dealing direct with the manufacturer, so there is no middle man." Gallagher says the larger manufacturers are offering very good value to their dealers; "We've never bought better, so we can pass on those savings to our customers." He also says it's never been easier to check the value of boats, with access to the internet and boating publications.

So, before entering into negotiations with a seller, you need to decide what price you're prepared to offer and at what price you're prepared to settle.

With a new boat, it's quite rare to pay the brochure price. What you may be offered as a discount depends on many factors such as availability, demand, and model age ­ it's all down to timing and negotiation.

With used boats, it's less straightforward. The simplest way is to compare the boat you're interested in with other boats for sale of the same make and model. But be sure you're comparing like with like. Age, condition and specification make a difference as well as the ancillary equipment that's included in the sale, so make allowances for any differences in these.