Potential Advantages to

Timeshare Ownership
• Savings from not paying high guest room
rates for days the timeshare unit is used
• The ability to stay at a resort that may be of a
higher quality than possible for a typical
resort stay
• The opportunity to trade time intervals with
others through exchange programs
• The potential for financial gain from the
appreciation of real estate values (timeshare
ownerships can be sold)

Discovering Hospitality and Tourism, 2nd Ed.

Ninemeier and Perdue
© 2008 Pearson Education, Inc.
Upper Saddle River, NJ 07458
O.H. 9.1
What Attracts Guests to Resorts
and Timeshares?

• Location
• Reputation
• Property activities
• Local activities

Discovering Hospitality and Tourism, 2nd Ed.

Ninemeier and Perdue
© 2008 Pearson Education, Inc.
Upper Saddle River, NJ 07458
O.H. 9.2
 Resort Hotels Have Three Types
of Departments

Discovering Hospitality and Tourism, 2nd Ed.

Ninemeier and Perdue
© 2008 Pearson Education, Inc.
Upper Saddle River, NJ 07458
O.H. 9.3
 Types of Departments in a
Timeshare Condominium

Discovering Hospitality and Tourism, 2nd Ed.

Ninemeier and Perdue
© 2008 Pearson Education, Inc.
Upper Saddle River, NJ 07458
O.H. 9.4
 Types of Departments in Resorts
with Some Timeshare Sales

Discovering Hospitality and Tourism, 2nd Ed.

Ninemeier and Perdue
© 2008 Pearson Education, Inc.
Upper Saddle River, NJ 07458
O.H. 9.5
 Duties of Timeshares Sales
Department
• Identify qualified prospects that may be
interested in timeshare ownership
• Communicating with large numbers of
potential buyers
• Explaining the specific benefits/restrictions
of purchasing a timeshare
• Helping qualified buyers to secure financing
(if necessary)
• Assisting buyers in the closing of their
purchase
Discovering Hospitality and Tourism, 2nd Ed.
Ninemeier and Perdue
© 2008 Pearson Education, Inc.
Upper Saddle River, NJ 07458
O.H. 9.6
 Resort/Timeshare Challenges

• Lagging productivity gains

• Increased expectations about social and
local economic responsibilities
• Transnational competition for leisure
dollars
• Developing creative timeshare marketing
and exchange programs

Discovering Hospitality and Tourism, 2nd Ed.

Ninemeier and Perdue
© 2008 Pearson Education, Inc.
Upper Saddle River, NJ 07458
O.H. 9.7
 Condo-Hotels Are Popular

• Popularity with consumers

• Popularity with developers
• Popularity with hotel operators
• Popularity with lenders

Discovering Hospitality and Tourism, 2nd Ed.

Ninemeier and Perdue
© 2008 Pearson Education, Inc.
Upper Saddle River, NJ 07458
O.H. 9.8
 What About Condo-Hotels
• Condo units in an excellent property sell at a
premium over condos
• New areas of business and legal risks are
involved in condo-hotels
• Condo-hotels are the same and different from
traditional properties

Discovering Hospitality and Tourism, 2nd Ed.

Ninemeier and Perdue
© 2008 Pearson Education, Inc.
Upper Saddle River, NJ 07458
O.H. 9.9