Custom Fit: Build Your Own Timeshare Adventure

Transcription

1 Custom Fit: Build Your Own Timeshare Adventure Tuesday, May 8 th :30pm - 2:45pm

2 Today s Panel Jack Waller SVP Strategic Business Development International Cruise & Excursion David Callaghan Vice President Resort Sales & Service Interval International Melanie Gring VP Strategic Industry Relations Global Connections Inc Randy Steinbeck President StaySky Vacation Clubs

3 Product definitions for this session #ARDAWorld Core Shared ownership of vacation real estate, where purchasers acquire a period of time in a vacation accommodation or points in a vacation network. Ownership may be in perpetuity or for a specified period of time. Travel Club Membership product promising travel benefits and access to vacation real estate, as a standalone product independent of ownership in a timeshare/vacation ownership plan Exit/Trial/Sampler Collection of travel benefits packaged with single or limited use of Core timeshare product. Typically some or all of the purchase price can be applied toward the future purchase of Core product

4 Custom Fit: Build Your Own Timeshare Adventure David Callaghan Vice President Resort Sales & Service Interval International

5 Interval International Background

6 Interval International #ARDAWorld Established in 1976 The Quality Vacation Exchange Network 3,200 Resorts in 80 Nations Provides vacation exchange, travel, and leisure services to about 2 million families who are enrolled in various membership programs Offers developer clients extensive support; sales, marketing and operations programs

7 Membership Programs and Product Offerings

8 Key Considerations One Size Doesn t Fit All Strengthen developer product offering and brand Offer a sellable and operationally viable program Market, consumer travel patterns, average travel size Establish reservation/usage patterns that meet consumer needs while optimizing sales and overall inventory utilization Structured programs that allow for the consumer to easily understand and facilitate home resort occupancy and exchange Fulfillment based product offerings

9 Key Considerations One Size Doesn t Fit All Ease of use and communication Enhanced product offering with a compelling flexible use program Product positioning that allows for sales to have an appropriate offering for as many consumers as possible Deliver enhanced value, benefits and services

10 Key Considerations One Size Doesn t Fit All Continued reinforcement of the developer brand year round access to product, benefits, and services Enhanced owner loyalty referral and upgrades Generates new revenue streams via enhanced owner utilization, incremental purchases, increased club dues, transaction fees, and rentals Offers alternative use products to increase utilization and redemption. Ease of use and communication

11 End Goal : Real Fulfillment & Year Round Engagement Client Product Offering The Quality Vacation Network Getaways Cruise Rentals & Exchange Hotel Exchange Free Guest Certificates Golf/Spa/ Experiential Exchange Getaway Discounts

12 Thank You #ARDAWorld

13 Custom Fit: Build Your Own Timeshare Adventure Melanie Gring VP Strategic Industry Relations Global Connections Inc

14 Who is Global Connections, Inc. #ARDAWorld Owner, developer, and provider of fulfillment and servicing to the members of its Global Discovery Vacations travel club product. Resort Developer of 5 condominium resorts in the States of Florida, Tennessee, Colorado and California. Developer of a component-based short term leisure benefits product.

15 How can the vacation industry effectively extend the benefits of customer segmentation to the sales table? Training and development of your sales force. Utilizing a discovery template to engage customers resulting in exposure of vacation desires and preferences, and MOST IMPORTANTLY, key life situations. Provide a customized vacation offering of just the right size Entrance, Short Term Program, Travel Club, or Exit Program.

16 How would segmentation of the product offerings most benefit the COMPANY? Stated another way How to sell the right level of product to the right customer. Example: THE AUTO INDUSTRY where products are specifically designed and marketed to meet individual segment groups. Short term products, travel clubs, and exit programs are 3 ways to keep those customers not ready to buy a timeshare perennial or Entrance product in your portfolio so that you can touch them again to upgrade to a higher level program.

17 How would segmentation of the product offerings most benefit CUSTOMERS? A paradigm shift to a more consultative sales presentation from a one size fits all to we have the size to fit you. The result is a more pleasant experience for the customer AND allows the salesperson to focus more on the customer s individual needs. Create a stronger bond with the customer and the company.

18 How can product segmentation aid re-marketing (in-house efforts)? Right Size Right Offer

19 How quickly can a company move to take advantage of this opportunity? Most companies already have pricing strategies in their sales presentations, including an exit offering. However, they are typically introduced in stages of the sales presentation as objections are raised by the customer. Change the sales practice to quick start strategies to include an initial discovery conversation so as to present a right size offering.

20 Thank You #ARDAWorld

21 Custom Fit: Build Your Own Timeshare Adventure Randy Steinbeck President StaySky Vacation Clubs

22 staysky Vacation Clubs Who is staysky

23 Developer s Perspective #ARDAWorld Background Developer Goals Multi-Use Sites Different Approach

24 Product Offering #ARDAWorld More Options Number of Lines Traditional Different Terms staysky Escapes Sampler Travel Club

25 Tours #ARDAWorld Our Size & Resources Traditional Qualifying Demographics Selective Tours Psychographics

26 Discovery On The Floor #ARDAWorld Matching Prospect to Product Table Discovery What To Find Out Financial Constraints

27 Challenges #ARDAWorld Who Controls Least Resistance Commission Structure Defined Sales Goals Tracking

28 Thank You #ARDAWorld

29 Custom Fit: Build Your Own Timeshare Adventure Tuesday, May 7 th :30pm - 2:45pm