Wvo sales executive summary

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CEO Salesman ARM

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Wvo sales executive summary

  1. 1. Wyndham Vacation Ownership • Part I-WVO Executive Summary taken from…. • The JP Morgan Wyndham Vacation Ownership Presentation –May 11,2011 • Presented by Franz S. Hanning/President & CEO/WVO • Part II “Sales-Executive Summary” • Joe Armington/CEO Salesman
  2. 2. Power of Full Engagement Vacation Ownership Benefits • • • • • • • What’s your story? Change your story/Change your life Purpose/Truth/Action Stress-Energy Out Recovery-Energy In Downtime is productive time Incorporate-Physical/Emotional/Mental/Spiritual
  3. 3. Seattle Sonoma Las Vegas San Francisco Newport Steamboat Springs Wash. DC Smokies San Diego Flagstaff Sedona New Orleans Destin Daytona Beach Orlando Fort Lauderdale
  4. 4. Overview-WVO • • • • • • • • (3) Membership clubs within WVO Club Wyndham /WorldMark, WVR Asia Pacific World’s largest vacation ownership business More than top 4 competitors combined $1.5 billion sales/814,000 owners/ 162 resorts/20,000 units Vacation Exchange-RCI RCI-Operates over 30 brand with relationships with over 35,000 property owners in 22 countries • In business for over 40 years/Rebranded in 2006
  5. 5. Key Differentiators/Opportunity • 95% customer satisfaction • Timeshare Market – Significantly Underpenetrated • Approximately 8 million U.S. households own timeshare • The penetration rate among “eligible” U.S. households is 10% • Opportunity of 53 million households • Wyndham Vacation Resorts Owner Upgrades-64% never upgraded
  6. 6. Timeshare/Owner Profile • Timeshare purchasers are trending younger-58% of recent purchasers under the age of 45 • Timeshare purchasers are educated-62% of timeshare owners have at least a college degree • Timeshare purchasers have stable incomes and assets • 33% earn between $50,000 and $75,000 annually • 50% earn between $75,000 and $150,000 annually • 92% own a primary residence
  7. 7. Timeshare Owners Overwhelmingly Satisfied • 86% of all vacation ownership owners have had a positive ownership experience overall • 69% of all owners would recommend their own resort or vacation club • 56% of recent purchases across the industry were upgrades by existing owners to a bigger unit or a higher season
  8. 8. Count On Me! Exceptional Customer Service • 95% satisfaction with resort staff customer service • 97% satisfaction with vacation planning counselors • 93% satisfaction with resort properties
  9. 9. Highly Developed Sales, Marketing & Service Channels • • • • • Largest in industry 79 active sales centers 2,200 sales professionals 128 marketing locations 1,500 customer service agents
  10. 10. The Ingredients for Success •People •Process •Product
  11. 11. The Skills of the Game The Psychology of the Sale • Focus on the customer • Earn the right to advance • Influence through involvement
  12. 12. Three Reasons Our Customers Buy • To solve a problem Problem: The difference between what you have and what you want • To satisfy a need-Need: The lack of something essential • To achieve a goal • Goal: Dreams unfulfilled
  13. 13. Three Reasons people buy • • • • Which would you choose The Tour Property Tour includes Amenities and common areas/Kiosk/Wall Tour/Movie • Model Tour • “kick the tires”/Build the anticipation/Put them in the picture
  14. 14. CLOSE • This is the natural conclusion to presentation • ABC/ABS • Isolate and overcome the customer’s real objections • Ask for the sale • Close on emotion and logic • The CEO Salesman difference
  15. 15. Vacation Ownership Summary • The Wyndham Vacation Ownership business has higher than perceived business qualities and improving returns profile. • Improvements in the financial markets support enhanced business profitability. • From an accounting perspective, the vacation ownership business is transparent. • We have the best management team in the industry. • Finally, we understand the vacation ownership buyer and believe the demand profile for this business will be strong for many years to come.
  16. 16. SALES-EXECUTIVE SUMMARY Joe Armington • • • • • • • • • Unique Differentiators Experience Career of Corporate Clients Corporate Contacts Project Management Get the prospect to Assign Value to “UD” Corporate Alliance Opportunities Brainstorm Close
  17. 17. Unique Differentiators Joe Armington • Stand on the shoulders of Good men/Mentors • Core Values-/Character of a Gentleman/Service oriented/Family Man/Integrity • Strengths- Personable/Competitive/Determined/Excellent Communicator/Fun/Team Player/Well Traveled/Public Speaking • Skills-Synergy-Vision/Consultative Selling/Participative SalesManagement/Brand Builder/Negotiation • Training/Corporate Athlete/Dale Carnegie Human RelationsSales/Selling to VITO • Results-25M in sales/14 National Awards/Diverse Industries/Products & Services
  18. 18. EXPERIENCE • Armed Sales-Marketing-Executive Training/Web Development/Social Media/Hospitality/Real Estate/Pro Football • B2B sales-19 yrs w. market leaders in diverse industries-Bacardi (consumer products), Labcorp(Medical) & ManheimCox(Automotive) • B2C-Marketing-10 years(Cruise Line Brand Mgr. 7years/ARMED-UFL/HPI) • Hospitality Sales-10 years/National Awards/ Master Hotel Supplier/ 4 Tier Sales Process/i.e. special events/duty free/cruise lines/promotions)
  19. 19. Career of Corporate Clients • BP, Allstate, Jostens, Latin American Ventures, Healthtrans, United Football League, Trustco, FBC-(Armed Sales Marketing) • Southeast Toyota, World Omni, Kia, Penske, Burger King-Cox Enterprises (Manheim Auctions) • Morehouse University-(Labcorp) • Darden, Outback, Ritz Carlton (pre-Marriot), Holiday Inn, , Royal Caribbean, Carnival, etc.-Bacardi USA
  20. 20. CONTACTS • AMEX, Coca Cola, Monin, Rums of Puerto Rico, Corona, Norwegian Cruise Line, Island Oasis, Brown Forman(Jack Daniels)JM Family Enterprises, Inc., Southern Wine & Spirits, Jim BEAM Global Brands, Bacardi USA, Burger King, Margaretville, The Golf Channel, Ruby Tuesday, ADP, Maaco & Local contacts (chambers, Rotary clubs etc., Orange County Gov’t, Public
  21. 21. Project Management • Sponsorship Initiative/Social Media-United Football League • Green Campaign-E 85 Alternative Fuel InitiativeManheim(Cox Enterprises) • Retail locations test market-Manheim(Cox Enterprises) • Advertising Initiative in Labcorp Patient Service Centers-Labcorp • On Premise Training Manual-Bacardi USA • Tourism Initiative-Bacardi USA • Green Campaign Reef Relief- -Bacardi USA
  22. 22. Gain Agreement • Stand on the shoulders of Good Men/Mentors • Core Values-/Character of a Gentleman/Service oriented/Family Man/Integrity • Strengths Personable/Competitive/Determined/Excellent Communicator/Fun/Team Player/Well Traveled/Public Speaking • Skills-Synergy-Vision/Consultative Selling/Participative Sales-Management/Brand Builder/Negotiation • Training/Corporate Athlete/Dale Carnegie Human Relations-Sales/Selling to VITO • Results-25M in sales/14 National Awards/Diverse Industries/Products & Services
  23. 23. Corporate Alliance Opportunities • Highly developed integrated marketing alliances • Harrah’s, Outrigger, Univers al, etc.
  24. 24. BRAINSTORM • Embarked on transformative change-Key Investment Highlights-Leverage Wyndham Brand Equity • Underappreciated/UPSCALE the IMAGE with Attractive Business Attributes • Leverage reach of 800k • Vacation setting/high sensory perception • Positive Energy Zones • Target prospects who didn’t buy-Database • Green Campaign • Who wants access to this target market? • Social Media-YouTube, Facebook, Mobil Apps
  25. 25. CLOSE-RECOMEDATION • • • • • • • • QUICK START PLAN 30/60/90 VISION/MISSION SITUATION ANALYSIS OBJECTIVES STRATEGY TACTICS RESULTS THANK YOU

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