Should / could timeshare be sold more transparently by advertising the cost of membership at each resort like other products? Or should it still be kept from consumers until the end of a timeshare presentation? Let us know what you think.

The reason why we keep the price hidden until the end is because this is an emotional sale and is not a sale done on pure logic. The program must be explained and the value must be understood before the prices are shown, otherwise the perspective clients will not be able to justify the cost. I understand that we purchase things everyday that we don’t understand how they work. Cars, watches, etc. However we do understand what the ownership of these items will do for us and we do understand the perceived value of a rolex versus a timex. The same applies to our program, but people need to have explained to them what this will do for them and this involves how it works before the cost is shown. If and when this goes into a general real estate sales approach, where people come into the office looking for our product and no gift is involved, then the prices can become transparent. Until then a perceived value must be set in thier minds in order to justify the costs of the program. Sales have been conducted in a certain manner for over a hundred years without a lot of it changing and there is a reason for that: IT WORKS. To recreate the wheel is not only difficult but can become frustrating and costly. So the next question would have to be: Why don’t we just hand out brouchers and let people come back at thier leisure and purchase our product instead of making it a decision on the day? You will find this is the same reason why we keep the cost hidden until the end. Costs would soar and the prices would go out of the reach of the average person wich are the people whose lives we are trying to improve.

I support Scott but maybe in a half, because I suppose for existence of two groups of people – the first is that one, which should be persuade that THIS IS YOUR PROPERTY AND YOUR LIFE and when this is happened than the cost “to be your” will seems to be not so much and you can pay it. The other group maybe will be interested firstly “how much it cost?” and then you should “go around” the customer so he/she can be convinced that “this price is a good price for that good property”. It seems that the second way is harder and longer and that why presentators prefer to work by the first way

Any sound intelligent person does not buy anythng on price, they buy based on perceived value for money.
Just as is the case in timeshare, it would be absurd to ask the question “How much does a car cost?” What kind of car, with what features? How many do you want it to carry over what kind of terrain at what speed and comfort levels? What is the availablity and costs of parts and service? There is an almost infinite number of questions that may need to be answered and then prioritised. If on the other hand, the questioner already has a particular car and simply wants another identical in every way; at which point the cost and payment options are probably the only questions to be answered.
I don’t think there is any difference in timeshare. Until you are able to identify all the relevant features, advantages and benefits for the respective new owner, pricing is only going to compound any preconcieved notions they may have preventing them from making an accurate determination on all of the evidence as to whether the product on offer would provide them value for their money or not.

Having worked from sales rep to Project Director of multi-resort companies over the years, I am very aware of “how it’s always been” and “IT WORKS so don’t try to reinvent the wheel” – but sticking with the analogy of cars above, just look at how much they have changed over the past 40 years; in shape, size and the way they are sold through the latest technology and marketing channels.

Then look at timeshare, which hasn’t really increased in price in the past two decades, an industry that was built to be “for life” and yet a popular trend now is to sell shorter term memberships – many said these wouldn’t work but many are being very successful with these and helping to reduce their ageing owner base issues at the same time. Some are advertising on TV and doing very well aiming at the mass market, and companies like mine with Owners Perspective Magazine, our consumer publication, are aligning with major airline brands, hotels, resorts, spas and golf clubs and provide a platform for consumers to explore the possibilities of shared ownership products and enquire at their leisure – who then, get booked in the usual way for an inspection visit, BUT knowing exactly what they are going to look at, and with a view to buy if they like it.

Whether we like it or not, today more than ever, the consumer dictates how, where and when they spend their money, and unless timeshare developers respect and acknowledge this quickly and give them more options on how to engage with and buy their products then there will be harder times ahead.

Well, although I have a British accent myself I have worked in and spent a lot of time assessing most markets around the world, and it does astonish me how the approach to selling timeshare differs from one region to another (considering they all buy cars in the same way – see above) and how some regions are booming through change and others are flailing and stagnant because they either refuse to change or just don’t get how to.

Simply put, timeshare has never become a sought after product, because it has never been sold in a universal way – however through being addictively stubborn, the industry has manage to survive and under-achieve for over 40 years! And however it develops, long may it live.

What is the Timeshare Sale really about? Emotion, enthusiasm, greed, excitement, holidays, saving money?

PEOPLE – that’s what the sale is about. (and that’s why we price at the end)

It’s about people like you and me, not just Sales Reps v Clients. The clients that buy Timeshare are normal people with the same aspirations, fears, concerns, desires, dreams as you and I have, and that relationship is why they attend a presentation for a gift with no intention of buying a Timeshare yet a few hours later sign up to spending thousands of dollars. Why? Because they made a relationship, built trust and saw value. If you asked a thousand people who took tours I am sure they like the game of the presentation and that price at the end, the best Sales pros make it fun……the clients enjoy their time on tour….to some it can be quite exciting. Most people have taken tours now and yes some now can buy online, yet the majority still prefer that One on One Timeshare Tour experience….and if the Sales Pro is really good that’s why so many buy who just went for their gift…..

The industry has some credibility because of players like the Marriott’s , Hilton’s , Disney’s and the Sheraton’s. Instead of building on this credibility, independent developers ( Not all) have used this industry to peddle spurious products —- most show-appartments remain only show appartments, the peak weeks are sold to the walk-in guest / FITs, the very affordable maintenance costs spiral beyond affordibility and the inventory to membership ratios are totally skewed.
And the prices —- if u add up the interest lost on the cost of the membership + maintenance fees+ RCI fees + Exchange Fee ————— you know the financials. But then look at the Car Analogy (which Scott started) —a box of metal (highly depreciating ) with a marque name ————well they are all lifestyle products whose value is a combination of functionality, pride, greed and various other phobias and pleasure.