tatocconference2013ramyfilodae

Annual Conference 2013

TATOC 2013“Finding Solutions Together”

Ramy FiloChairman DAE International

& CEO Classic Holidays

Beneficium (Intl)

17 Resorts and Clubs 50,000 Members

11 Offices Globally450,000 Members

It’s not the way it used to be!

• 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!

• 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!

• 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!

The Product

• Has the product kept up with the changes?

• What is the “benchmark” today?

Solutions!

1. Retain existing members

2. Attract new members

3. Manage delinquent members

4. You acting proactively

Solutions!

1. Retain existing members

2. Attract new members

3. Manage delinquent members

4. You acting proactively

Retain existing members

• Ensure resort meets the benchmark.

• Exceed the holiday “experience” and customer service.

• Directly manage the member relationship.

• Provide added value!

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

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!

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

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!!

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

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!

Q & A?

Solutions

Retain

Acquire

Manage

You

R.A.M.Y.

Strategies

• If you need help with R.A.M.Y.

Call Ramy!

Annual Conference 2013

Thank You!