Chapter 1 Vacation Ownership Resort Development: An Overview: An introduction of vacation ownership and its history |
Introduction | p. 1 |
Timeshare Evolving | p. 2 |
The Evolving Timeshare Service | p. 5 |
Evolving Legal Approaches | p. 6 |
Exchange Services | p. 7 |
Resale | p. 9 |
Resort Management | p. 10 |
Movements and Developments | p. 11 |
Summary | p. 14 |
Chapter 2 The Vacation Owner: An overview of the demographics of vacation owners and comparisons to the traditional hotel guest |
Introduction | p. 15 |
Timeshare Locations | p. 16 |
Timeshare Market Segmentation | p. 20 |
Summary | p. 28 |
Chapter 3 The Community: A look at the impact vacation ownership resorts have on the community |
Introduction | p. 29 |
Impacts of the Vacation Ownership industry | p. 30 |
Timeshare Owner Impact and Visitor Behaviour | p. 32 |
Employment Impact of the Timeshare Industry | p. 38 |
Summary | p. 41 |
Chapter 4 Marketing Vacation Ownership Resorts: Evaluate the proper application of marketing theory in the vacation ownership industry |
Introduction | p. 43 |
The Marketing Mix | p. 44 |
Marketing Timeshare | p. 45 |
Vacation Ownership Marketing Practices | p. 48 |
Owner Referral Programs | p. 53 |
Summary | p. 57 |
Chapter 5 The 12-Step Sales Process: Part 1: Evaluate current sales practices |
Introduction | p. 59 |
The 12-Step Sales Process | p. 60 |
Summary | p. 71 |
Chapter 6 The 12-Step Sales Process: Part 2 |
Introduction | p. 73 |
Presentation and Uncovering of Problems | p. 74 |
Property Viewing | p. 79 |
Summary | p. 87 |
Chapter 7 Points vs. Weeks: Explain the difference between points and weeks. Examine both and how they are used effectively |
Introduction | p. 89 |
Fixed Timeshare Weeks | p. 90 |
Float Timeshare Weeks | p. 91 |
Fixed Versus Float | p. 92 |
Home Resorts | p. 94 |
Summary | p. 102 |
Chapter 8 The Role of Exchange Company: Share information about exchange companies and their role in the vacation ownership industry |
Introduction | p. 103 |
History of the Exchange Companies | p. 104 |
Resort Condominiums International | p. 104 |
How Do RCI Points Work? | p. 108 |
Interval International | p. 108 |
Boutique Exchange Companies | p. 114 |
Summary | p. 117 |
Chapter 9 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 |
Introduction | p. 119 |
Developer Financing | p. 120 |
Consumer Financing | p. 124 |
Summary | p. 126 |
Chapter 10 Managing Service Quality in Timeshare Operations: Application of service theory to the vacation ownership industry |
Introduction | p. 127 |
Timeshare Service Quality | p. 130 |
Service Quality Management Systems | p. 133 |
Quality Management and Timeshare Operations | p. 137 |
Total Quality Unit Management | p. 138 |
Hospitableness | p. 141 |
Summary | p. 143 |
Chapter 11 Human Resources in Timeshare Operations: Explanation of unique issues and career opportunities within vacation ownership |
Introduction | p. 145 |
Hospitality and Hospitableness | p. 147 |
Emotional Dimensions of Hospitality and Tourism Service | p. 150 |
Empowering Service Excellence | p. 153 |
Managing as Though People Matter | p. 157 |
Summary | p. 165 |
Chapter 12 Condominium Hotels: Introduction of the concept of condominium hotels: reasons behind the growth and comparisons to traditional vacation ownership properties |
Introduction | p. 167 |
Condominium Hotels | p. 168 |
Growth in Foreign Interest and Brands | p. 172 |
Financing Condominium Hotels | p. 176 |
Summary | p. 181 |
Appendix | p. 181 |
Chapter 13 Vacation Ownership Expansion: Explore the growth of vacation ownership into other segments |
Introduction | p. 185 |
Fractionals | p. 185 |
Destination Clubs | p. 188 |
Summary | p. 192 |