2014 Northeast Regional Meeting Timeshare of the Future: What Does the New Product Look Like Michael Edwards, The Cove at Yarmouth Wesley Kogelman, BuyaTimeshare.com Jim Mirabella, GScf Furnishings Sponsored by

2014 Northeast Regional Meeting What Will The Timeshare Of The Future Look Like?

2014 Northeast Regional Meeting And How Will The Process Change?

2014 Northeast Regional Meeting When Owners Think Of The Product, Are They Happy?

2014 Northeast Regional Meeting Or Do They Feel Trapped Like Danny DeVito?

2014 Northeast Regional Meeting Are We Still Marketing To This Guy?

2014 Northeast Regional Meeting Or Are We Marketing To Her?

2014 Northeast Regional Meeting The Average New Timeshare Buyer You’re looking at him! Generation X, Born years old Average Income $105,400 Pay Less, Tour More, Buy Smart Utilize Technology to make informed decisions Lacks trust in institutions, seeks advice from friends, doesn’t like to be sold Seeks flexibility Importance of Relationships (61% intended to use timeshare with family) Doesn’t like commitment

2014 Northeast Regional Meeting A Sought Product; Not Just Sold! *ARDA’s research provides support for the proposition that the number of people actively seeking resale timeshare is increasing. Most notable is the above “entry channel” graphic from the Shared Vacation Ownership Owners Report (2012 Edition), illustrating the originating sources of new timeshare buyers

2014 Northeast Regional Meeting Sought, Not Just Sold. The Data! A total of $77,715,538 in offers to purchase or rent timeshare products in 2013 were placed on advertisements on our website, an increase of 23 percent from The average amount of an offer to purchase a timeshare through our website in 2013 was $6,135, exceeding the median price of $5,125 paid by recent resale buyers according to ARDA. The number of consumers who registered with us to inquire about our advertising services in 2013 was 58,089. An average of 23,585 unique visitors per week visit our website in search of information regarding the timeshare resale marketplace

2014 Northeast Regional Meeting How Timeshare Buyers Will Shop in the Future Connect with new buyers by creating new sales processes that meet their needs Innovative websites with mobile capability to transact online Utilize Go To Meeting to sell the product where they want it sold Create methods of engagement, even after they toured and didn’t buy The new buyers love freebies

2014 Northeast Regional Meeting What Can You Do Now? Create working partnerships Share valuable information collected through online engagement Adopt industry approved resale and rental models For sale by owner referral based subscription model Brokerage Why? Take advantage of existing web traffic at no additional cost Control Pricing on the resale market Protection from illegitimate transfers Generate Tours through information sharing Reduce Barriers to transfer ownerships to new fee paying owner Create Shorter Term Products

2014 Northeast Regional Meeting

Timeshare of the Future What is “The Plan” Resort Operations “Forever in Sales” “Operate like a Hotel” “Success is continued Planning”

2014 Northeast Regional Meeting Transition to Trust Inventory Amend Owner Docs Product Flexibility Bulk Inventory Timeshare of the Future Converted Product Benefits / Challenges Daily Arrivals / Departures Income vs. Expense

2014 Northeast Regional Meeting Tech savvy Multiple devices Highly Social Need to feel connected to people Story telling/Blogs Adventurous Informal / relaxed Authentic Environmentally responsible Lots of Choices Vacation Rewards Surprise Opportunities New Owner- Wants & Needs

2014 Northeast Regional Meeting Website Employees Units Property Amenities Front Office/Reservations Housekeeping Engineering Activities Security Resort Operations

2014 Northeast Regional Meeting Rentals Online Travel Agencies Preferred Online Partners Tour Generation Fee For Service Management Collections Engagement Marketing Increased Web Presence Social Media Partnerships

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