Timeshare Management Vol. 16 : The Key Issues for Hospitality Managers

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  • Format: Paperback
  • Copyright: 2011-07-21
  • Publisher: Routledge

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Vacation ownership is becoming a mainstream travel product. Continued growth based on number of units sold and an increasing number of international brands has placed this segment in a very strong position. As the market continues to grow there is an increasing demand for clear and engaging sources of information on the key issues and components of vacation ownership, from both hospitality management students and the public. This book updates hospitality students in this vacation sector, provides the key background information, explanation of the growth, the components to vacation ownership management and an overview of opportunities in vacation ownership management. Timeshare Management provides the understanding of the financing, marketing, sales, management, and human resource issues surrounding the subject - vital to any hospitality and tourism student. * Provides an overview of vacation ownership management by sharing the segment's history, terms, and rules * Offers skills that are necessary for success in this segment * Establishes best practice examples through a case study format

Table of Contents

Vacation Ownership Resort Development: An Overview: An introduction of vacation ownership and its history
Introductionp. 1
Timeshare Evolvingp. 2
The Evolving Timeshare Servicep. 5
Evolving Legal Approachesp. 6
Exchange Servicesp. 7
Resalep. 9
Resort Managementp. 10
Movements and Developmentsp. 11
Summaryp. 14
The Vacation Owner: An overview of the demographics of vacation owners and comparisons to the traditional hotel guest
Introductionp. 15
Timeshare Locationsp. 16
Timeshare Market Segmentationp. 20
Summaryp. 28
The Community: A look at the impact vacation ownership resorts have on the community
Introductionp. 29
Impacts of the Vacation Ownership industryp. 30
Timeshare Owner Impact and Visitor Behaviourp. 32
Employment Impact of the Timeshare Industryp. 38
Summaryp. 41
Marketing Vacation Ownership Resorts: Evaluate the proper application of marketing theory in the vacation ownership industry
Introductionp. 43
The Marketing Mixp. 44
Marketing Timesharep. 45
Vacation Ownership Marketing Practicesp. 48
Owner Referral Programsp. 53
Summaryp. 57
The 12-Step Sales Process: Part 1: Evaluate current sales practices
Introductionp. 59
The 12-Step Sales Processp. 60
Summaryp. 71
The 12-Step Sales Process: Part 2
Introductionp. 73
Presentation and Uncovering of Problemsp. 74
Property Viewingp. 79
Summaryp. 87
Points vs. Weeks: Explain the difference between points and weeks. Examine both and how they are used effectively
Introductionp. 89
Fixed Timeshare Weeksp. 90
Float Timeshare Weeksp. 91
Fixed Versus Floatp. 92
Home Resortsp. 94
Summaryp. 102
The Role of Exchange Company: Share information about exchange companies and their role in the vacation ownership industry
Introductionp. 103
History of the Exchange Companiesp. 104
Resort Condominiums Internationalp. 104
How Do RCI Points Work?p. 108
Interval Internationalp. 108
Boutique Exchange Companiesp. 114
Summaryp. 117
Financing in the Timeshare Industry: Explain types of financing involved in developing vacation ownership resorts. Explain types of financing consumers' employ when purchasing and the resort's involvement
Introductionp. 119
Developer Financingp. 120
Consumer Financingp. 124
Summaryp. 126
Managing Service Quality in Timeshare Operations: Application of service theory to the vacation ownership industry
Introductionp. 127
Timeshare Service Qualityp. 130
Service Quality Management Systemsp. 133
Quality Management and Timeshare Operationsp. 137
Total Quality Unit Managementp. 138
Hospitablenessp. 141
Summaryp. 143
Human Resources in Timeshare Operations: Explanation of unique issues and career opportunities within vacation ownership
Introductionp. 145
Hospitality and Hospitablenessp. 147
Emotional Dimensions of Hospitality and Tourism Servicep. 150
Empowering Service Excellencep. 153
Managing as Though People Matterp. 157
Summaryp. 165
Condominium Hotels: Introduction of the concept of condominium hotels: reasons behind the growth and comparisons to traditional vacation ownership properties
Introductionp. 167
Condominium Hotelsp. 168
Growth in Foreign Interest and Brandsp. 172
Financing Condominium Hotelsp. 176
Summaryp. 181
Appendixp. 181
Vacation Ownership Expansion: Explore the growth of vacation ownership into other segments
Introductionp. 185
Fractionalsp. 185
Destination Clubsp. 188
Summaryp. 192
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