TATOCConference2013RamyFiloDAE
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Annual Conference 2013
TATOC 2013“Finding Solutions Together”
Ramy FiloChairman DAE International
& CEO Classic Holidays
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Beneficium (Intl)
17 Resorts and Clubs 50,000 Members
11 Offices Globally450,000 Members
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It’s not the way it used to be!
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• Resorts are getting older!
• Owners are getting older!
• Owner usage has changed-Using their own time at their home resort 10 - 30%
-Renting out their time 5 - 20%
-Exchanging their time 30 - 60%
TimeshareIt’s not the way it used to be!
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• Compliance, Risk & Regulation have increased- Sales of Timeshare
- Directors, more stringent requirements
- Increased Auditing requirements
- Litigation & Insurance Claims
- Employment Law, Work Place Health & Safety
TimeshareIt’s not the way it used to be!
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• Increased Competition- 15-20 years ago, what were our holiday options?
- Serviced Apartments
- Internet (Last minute discounts web sites)
- Airfare Prices (shorter stays, different destinations)
- Currency Exchange Rates
TimeshareIt’s not the way it used to be!
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The Product
• Has the product kept up with the changes?
• What is the “benchmark” today?
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Solutions!
1. Retain existing members
2. Attract new members
3. Manage delinquent members
4. You acting proactively
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Solutions!
1. Retain existing members
2. Attract new members
3. Manage delinquent members
4. You acting proactively
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Retain existing members
• Ensure resort meets the benchmark.
• Exceed the holiday “experience” and customer service.
• Directly manage the member relationship.
• Provide added value!
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Value!
• Average Maintenance fees?
– £400
• Exchange Company Annual Membership fees?
– £0 to £100 p.a.
• Exchange Company, Exchange Fees
– £84 to £179
• Total Exchange £484 to £679
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Value!
Communicate New Options to Owners!
• Exchange into non timeshare accommodation!
• Exchange into Cruise and Tours
• Access to Bonus weeks from £129
• Travel and Exchange to new destinations!
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Value!
Eg: Depart 20 April Return 5 May, Airfares Prices!
• Sydney, Australia £735
• Bali, Indonesia £664
• Cancun, Mexico £658
• Bangkok, Thailand £486
www.skyscanner.net
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Attract new members
• Offer ownership to existing members’ friends and family, and on-site guests.
• Offer membership to corporate suppliers for their staff use.
• Invest in a professional sales team.
• Partner with an established club, which can use the inventory for the next generation!
• DO NOT RECYCLE!!
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Manage Delinquent Members
• Update Your Constitution and By laws!
• Develop transfer plans
• Develop “Loyalty” programs
• Say NO to Rental Pools!
• Develop rental programs
• Stay on top of the issue
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You acting proactively
• Plan ahead and focus on the long term
• Educate all Staff, guests and members
• Educate yourself on industry benchmarks, trends and opportunities
• Focus on the problem one at a time and resolve them!
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Q & A?
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Solutions
Retain
Acquire
Manage
You
R.A.M.Y.
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Strategies
• If you need help with R.A.M.Y.
Call Ramy!
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Annual Conference 2013
Thank You!