wvo sales executive summary

Wyndham Vacation Ownership

• Part I-WVO Executive Summary taken from….

• The JP Morgan Wyndham Vacation Ownership Presentation –May 11,2011

• Presented by Franz S. Hanning/President & CEO/WVO

• Part II “Sales-Executive Summary”• Joe Armington/CEO Salesman

Power of Full EngagementVacation Ownership Benefits

• What’s your story?• Change your story/Change your life• Purpose/Truth/Action• Stress-Energy Out• Recovery-Energy In• Downtime is productive time• Incorporate-Physical/Emotional/Mental/Spiritual

Orlando

Fort Lauderdale

DestinDaytona Beach

NewOrleans

Wash. DC

Newport

Smokies

Steamboat Springs

FlagstaffSedona

Seattle

LasVegas

SanDiego

SanFrancisco

Sonoma

WVO locations visited

Overview-WVO• (3) Membership clubs within WVO• Club Wyndham /WorldMark, WVR Asia Pacific• World’s largest vacation ownership business• More than top 4 competitors combined• $1.5 billion sales/814,000 owners/• 162 resorts/20,000 units• Vacation Exchange-RCI• RCI-Operates over 30 brand with relationships

with over 35,000 property owners in 22 countries• In business for over 40 years/Rebranded in 2006

Key Differentiators/Opportunity• 95% customer satisfaction• Timeshare Market – Significantly

Underpenetrated• Approximately 8 million U.S. households own

timeshare• The penetration rate among “eligible” U.S.

households is 10%• Opportunity of 53 million households• Wyndham Vacation Resorts Owner Upgrades-

64% never upgraded

Timeshare/Owner Profile• Timeshare purchasers are trending younger-58% of

recent purchasers under the age of 45• Timeshare purchasers are educated-62% of

timeshare owners have at least a college degree• Timeshare purchasers have stable incomes and

assets• 33% earn between $50,000 and $75,000 annually• 50% earn between $75,000 and $150,000 annually• 92% own a primary residence

Timeshare Owners Overwhelmingly Satisfied

• 86% of all vacation ownership owners have had a positive ownership experience overall

• 69% of all owners would recommend their own resort or vacation club

• 56% of recent purchases across the industry were upgrades by existing owners to a bigger unit or a higher season

Count On Me!Exceptional Customer Service

• 95% satisfaction with resort staff customer service

• 97% satisfaction with vacation planning counselors

• 93% satisfaction with resort properties

Highly Developed Sales, Marketing & Service Channels

• Largest in industry• 79 active sales centers• 2,200 sales professionals• 128 marketing locations• 1,500 customer service agents

The Ingredients for Success

•People •Process •Product

The Skills of the GameThe Psychology of the Sale

• Focus on the customer• Earn the right to advance• Influence through

involvement

Three Reasons Our Customers Buy

• To solve a problem

Problem: The difference between what you have and what you want

• To satisfy a need-Need: The lack of something essential

• To achieve a goal• Goal: Dreams unfulfilled

Three Reasons people buy

• Which would you choose• The Tour• Property Tour includes• Amenities and common areas/Kiosk/Wall

Tour/Movie• Model Tour• “kick the tires”/Build the anticipation/Put

them in the picture

CLOSE

• This is the natural conclusion to presentation• ABC/ABS• Isolate and overcome the customer’s real

objections• Ask for the sale• Close on emotion and logic• The CEO Salesman difference

 Vacation Ownership Summary

• The Wyndham Vacation Ownership business has higher than perceived business qualities and improving returns profile.

• Improvements in the financial markets support enhanced business profitability.

• From an accounting perspective, the vacation ownership business is transparent.

• We have the best management team in the industry.• Finally, we understand the vacation ownership buyer

and believe the demand profile for this business will be strong for many years to come.

SALES-EXECUTIVE SUMMARYJoe Armington

• Unique Differentiators• Experience• Career of Corporate Clients• Corporate Contacts• Project Management• Get the prospect to Assign Value to “UD”• Corporate Alliance Opportunities• Brainstorm• Close

Unique DifferentiatorsJoe Armington

• Stand on the shoulders of Good men/Mentors• Core Values-/Character of a Gentleman/Service

oriented/Family Man/Integrity• Strengths- Personable/Competitive/Determined/Excellent

Communicator/Fun/Team Player/Well Traveled/Public Speaking• Skills-Synergy-Vision/Consultative Selling/Participative Sales-

Management/Brand Builder/Negotiation• Training/Corporate Athlete/Dale Carnegie Human Relations-

Sales/Selling to VITO• Results-25M in sales/14 National Awards/Diverse

Industries/Products & Services

EXPERIENCE• Armed Sales-Marketing-Executive Training/Web

Development/Social Media/Hospitality/Real Estate/Pro Football

• B2B sales-19 yrs w. market leaders in diverse industries-Bacardi (consumer products), Labcorp(Medical) & Manheim-Cox(Automotive)

• B2C-Marketing-10 years(Cruise Line Brand Mgr. 7years/ARMED-UFL/HPI)

• Hospitality Sales-10 years/National Awards/ Master Hotel Supplier/ 4 Tier Sales Process/i.e. special events/duty free/cruise lines/promotions)

Career of Corporate Clients

• BP, Allstate, Jostens, Latin American Ventures, Healthtrans, United Football League, Trustco, FBC-(Armed Sales Marketing)

• Southeast Toyota, World Omni, Kia, Penske, Burger King-Cox Enterprises (Manheim Auctions)

• Morehouse University-(Labcorp)• Darden, Outback, Ritz Carlton (pre-Marriot),

Holiday Inn, , Royal Caribbean, Carnival, etc.-Bacardi USA

CONTACTS

• AMEX, Coca Cola, Monin, Rums of Puerto Rico, Corona, Norwegian Cruise Line, Island Oasis, Brown Forman(Jack Daniels)JM Family Enterprises, Inc., Southern Wine & Spirits, Jim BEAM Global Brands, Bacardi USA, Burger King, Margaretville, The Golf Channel, Ruby Tuesday, ADP, Maaco & Local contacts (chambers, Rotary clubs etc., Orange County Gov’t, Public Schools, Car Dealerships)/Linked

Project Management• Sponsorship Initiative/Social Media-United Football

League• Green Campaign-E 85 Alternative Fuel Initiative-

Manheim(Cox Enterprises)• Retail locations test market-Manheim(Cox Enterprises)• Advertising Initiative in Labcorp Patient Service

Centers-Labcorp• On Premise Training Manual-Bacardi USA• Tourism Initiative-Bacardi USA• Green Campaign Reef Relief- -Bacardi USA

Gain Agreement

• Stand on the shoulders of Good Men/Mentors• Core Values-/Character of a Gentleman/Service

oriented/Family Man/Integrity• Strengths Personable/Competitive/Determined/Excellent

Communicator/Fun/Team Player/Well Traveled/Public Speaking

• Skills-Synergy-Vision/Consultative Selling/Participative Sales-Management/Brand Builder/Negotiation

• Training/Corporate Athlete/Dale Carnegie Human Relations-Sales/Selling to VITO

• Results-25M in sales/14 National Awards/Diverse Industries/Products & Services

CorporateAlliance Opportunities

• Highly developed integrated marketing alliances

• Harrah’s, Outrigger, Universal, etc.

BRAINSTORM

• Embarked on transformative change-Key Investment Highlights-Leverage Wyndham Brand Equity

• Underappreciated/UPSCALE the IMAGE with Attractive Business Attributes

• Leverage reach of 800k • Vacation setting/high sensory perception• Positive Energy Zones• Target prospects who didn’t buy-Database• Green Campaign• Who wants access to this target market?• Social Media-YouTube, Facebook, Mobil Apps

CLOSE-RECOMEDATION

• QUICK START PLAN• 30/60/90• VISION/MISSION• SITUATION ANALYSIS• OBJECTIVES• STRATEGY• TACTICS• RESULTS

THANK YOU