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The Discovery Club - January 2012
- 2. A bit about Walker Hospitality... Leaders in the tourism industry for 35 years: • Past Chairman of the Hotel Association of Canada • Former Vice-Chairman of the Board, Tourism BC • Former Board member and President BC Yukon Hotel Association • Owners of Walker Hospitality, the Oak Bay Beach Hotel in Victoria B.C., and The Discovery Club • Formerly managed Miraloma on the Cove, a boutique hotel in Sidney, B.C.
- 3. THE CLUB’S BEGINNINGS... Initially developed as a way to be a part of the new Oak Bay Beach Hotel Grew to become a stand-alone company in its own right Oak Bay Beach Hotel, opening 2012 Now has over 2700 global affiliates (and growing) Enjoy the OBBH as your clubhouse and the world as your benefits! Fairmont St. Andrew’s, Scotland Bellagio, Las Vegas NV
- 4. An Evolution in the Marketplace.
- 5. PRIVATE MEMBER CLUBS Like a membership in other exclusive clubs... • Golf & Country Clubs • Yacht Clubs This is a membership for those who like to travel well.
- 6. LIVE YOUR DREAMS Bluewater Adventures Backroads Active Travel Fairmont Chateau Whistler Italy by Ferrari, Horizon & Co . Royal Scotsman, Orient Express Canadian Mountain Holidays Knight Inlet Lodge, BC Ubud Hanging Gardens, Bali
- 7. EXTRAORDINARY EXPERIENCES WAY beyond just hotel rooms: • all-inclusive options • luxury train travel Plains of Africa Safari, Collette Vacations Great River Journey,Yukon • pocket cruises • wildlife safaris • and more... Scenic River Cruises, Europe Churchill Wild, Northern Manitoba
- 8. LUXURY ACCOMMODATION The world’s finest hotels, resorts, villas, and adventures are yours for life. Trusted luxury brands such as: Four Seasons Lanai at Manele Bay, Hawaii Secrets Silver Sands, Mexico • Fairmont • Secrets Resorts • Four Seasons • Paradisus Resorts • Orient Express • Barcelo • Hilton • Shangri-La • Hyatt • Westin • JW Marriott • Sol Melia • Intercontinental • ... many more Hilton Rome Cavelieri, Italy Fairmont Southampton, Bahamas
- 9. LOCAL & EXOTIC GETAWAYS Delta Grand Okanagan, Kelowna B.C. The Wickaninnish Inn, Tofino B.C. Fairmont Chateau Lake Louise, AB Shangri-La Vancouver, B..C. Four Seasons Bangkok, Thailand Jade Mountain Resort, St. Lucia Caribbean St. George’s Caye Resort, Belize Paradissus Palma Real, Dominican Republic
- 10. EXAMPLE AFFILIATE Fairmont Kea Lani, Maui
- 11. FAIRMONT KEA LANI, MAUI
- 12. VACATION REAL ESTATE? Cape Santa Maria, Bahamas
- 13. VACATION REAL ESTATE? Property Taxes Strata Fees Maintenance Fees Ownership Burdens Restrictions on Use of Benefits OR.... Cape Santa Maria, Bahamas
- 14. THE HASSLE FREE ALTERNATIVE No Property Taxes No Strata Fees No Maintenance Fees No Ownership Burdens No Restrictions on Use of Benefits Cape Santa Maria, Bahamas
- 15. THE FLEXIBILITY Travel where you like, when you like... • No Blackout Periods • Limitless Destinations Any unused benefits from this year will roll into next year. Lilianfels Blue Mountain Resort, Australia
- 16. EASE OF USE Gift your membership benefits to: • Friends • Family • Business Associates Shutters on the Beach, Santa Monica CA Fairmont Olympic Hotel, Seattle WA • Bring loved ones to you - “spare room” No restrictions on where or when you can travel Clayoquot Wilderness Resort, BC Delano, Miami Beach FL
- 17. WHO IS THIS CLUB FOR? People who choose the Discovery Club: • prioritize travel and/or spending time with family • like to feel taken care of - they appreciate quality and service • want to avoid the hassles of Marriott Desert Springs Villas, Palm Desert CA traditional vacation ownership
- 18. LIFETIMES OF LUXURY TRAVEL
- 19. THE 3 PILLARS OF THE CLUB Affiliate Member value
- 20. AFFILIATE PROPERTIES What does my Membership give me access to? How do you make this work? Hotel Ritz Madrid, Spain
- 21. MEMBER SERVICES Who’s taking care of my travel requests? How do I book? Fairmont Orchid, Hawaii
- 22. VALUE PROPOSITION What am I buying? Where is my money going? Rocky Mountaineer Vacations, Canada
- 23. THE SECURITY • The Club is subject to an audit annually • 70% is guaranteed refundable after 5 years of membership
- 24. THE SECURITY • The Club is subject to an audit annually 70% • 70% is guaranteed refundable after 5 years of membership retained value
- 25. THE 3 PILLARS OF THE CLUB Affiliate Member value
- 26. THE 3 PILLARS OF THE CLUB No Great Value Personalized Restrictions Dream Service Destinations Flexibility Hassle Free Affiliate Member value Professionally Legacy Managed
- 27. THE ALTERNATIVES
- 28. Booking Online
- 29. Booking Online You never know what you’re going to get
- 30. Timeshare
- 31. Timeshare You Only Have So Much Hair!
- 33. Vacation Property The Burden of Ownership
- 34. IS IT REALLY A VACATION HOME? An article written in The New York Times asks, “If is causes stress, is it really a vacation home?” (July 23, 2010) “Before you plunge into a It makes the following arguments about second home, ask why you purchasing a second home: are doing it. In the end, • It’s not an investment staying in a hotel could be • It’s less relaxing a lot more relaxing.” • It’s time-consuming
- 35. SUMMARY OF CLUB FEATURES No burdens of vacation property ownership: No property taxes, no strata fees, no maintenance fees, no loss coverage fees, never attend strata board meetings... Fairmont Turnberry Isle, Florida Complete flexibility: travel where you like, when you like Transferable benefits: can be willed or gifted Pueblo Bonito Pacifica, Los Cabos, Mexico
- 36. IN THE NEWS... Mobility, luxury, and world-class destinations... “In changing economic times, many investors are looking for the experience of owning luxury real estate without having to lock in. While many destination clubs are struggling, the Discovery Club is celebrating growth and financial performance...” - The Edmonton Journal Hilton Fiji Beach Resort, Fiji
- 37. INCLUDED IN MEMBERSHIP 3 weeks (or more) of luxury accommodation per year A selection of 4 & 5-star affiliate properties worldwide to choose from Venice-Simplon Orient Express, Europe Other “out of the ordinary” travel experiences including train tours, private air and yacht charters and more... Dedicated Member Services Representatives for one- on-one travel planning services The Plaza, New York NY
- 38. WHAT’S IT WORTH TO YOU? What would you expect to pay for all of this? • 3 weeks of luxury travel every year for the rest of your life (and your kids’ lives...) • staying in the world’s finest hotels, resorts, and villas • traveling where you like, when you like Corinthia St. George’s Bay, Malta
- 39. MEMBERSHIP PLAN OPTIONS Clift Hotel, San Francisco CA Fairmont Kea Lani, Maui HI Grand Hotel Stockholm, Sweden Hotel Gritti Palace,Venice Italy
- 40. MEMBERSHIP PLAN OPTIONS 3 Week Membership for $140,000! Clift Hotel, San Francisco CA Fairmont Kea Lani, Maui HI A one-time membership purchase with low annual dues. We have a membership plan guaranteed to suit your travel needs. Grand Hotel Stockholm, Sweden Hotel Gritti Palace,Venice Italy
- 41. JOIN TODAY... St. Regis Bali Resort, Indonesia Golden Well Hotel, Prague CZ St. James’ Club, Antigua The Westin Dublin, Ireland JW Marriott Shanghai, China Couples Sans Souci, Jamaica Tides Zihuatanejo, Mexico Reid’s Palace, Portugal
- 42. START TRAVELING TOMORROW St. Regis Bali Resort, Indonesia Golden Well Hotel, Prague CZ St. James’ Club, Antigua The Westin Dublin, Ireland JW Marriott Shanghai, China Couples Sans Souci, Jamaica Tides Zihuatanejo, Mexico Reid’s Palace, Portugal
- 43. WHAT KELLY HAS TO SAY... Discovery Club Members and Spokesperson, Kelly Hrudey, of CBC’s Hockey Night in Canada, and his wife Donna.
- 44. WHAT KELLY HAS TO SAY... Discovery Club Members and Spokesperson, Kelly Hrudey, of CBC’s Hockey Night in Canada, and his wife Donna. Now that I’m a member, and talking to other members and hearing about their experiences and why we’ve all joined the Club...
- 45. WHAT KELLY HAS TO SAY... Discovery Club Members and Spokesperson, Kelly Hrudey, of CBC’s Hockey Night in Canada, and his wife Donna. I know we’ve made the right decision!
Editor's Notes
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- Thank you and enjoy your dinner.\n\nWe are available all evening to answer your questions.\n\n
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- What is the Discovery Club? (Key Message: we are a club for those who travel well just like these examples.)\n\n“DC is like a golf club or yacht club but offers access to incredible travel experiences with unparalleled customer service at the best value possible.”\n\nMost of you are familiar with the idea of an exclusive membership whether it be for a golf club, yacht club, tennis club, or social club. By paying an initial membership fee you get access to all the benefits these establishments bring. But at the end of the day what are you really paying for? A lifestyle. The Discovery Club is no different - a membership in our club provides a lifestyle for those who travel well.\n\n\n
- DC History, how it came into being, etc\n\nCreation of the club: Why did you make the club?\n\nTo provide ownership advantage without ownership responsibility. The closest thing that fills that gap right now is timeshare, but timeshare is a hassle. Discovery Club meets the need for luxury travel ownership, without the hassle.\n\n
- What is the Discovery Club? (Key Message: we are a club for those who travel well just like these examples.)\n\n“DC is like a golf club or yacht club but offers access to incredible travel experiences with unparalleled customer service at the best value possible.”\n\nMost of you are familiar with the idea of an exclusive membership whether it be for a golf club, yacht club, tennis club, or social club. By paying an initial membership fee you get access to all the benefits these establishments bring. But at the end of the day what are you really paying for? A lifestyle. The Discovery Club is no different - a membership in our club provides a lifestyle for those who travel well.\n\n\n
- The Discovery Club encourages you to do all of things that you want to do in this lifetime. It is our priority to make sure that you tend to your “Bucket List.”\n\nWe all have our own “Bucket List”. One of the things on my bucket list that I got to do recently was....\n\nWhat kind of things are on your Bucket List? Think about it... what is something that you’ve just GOT to do in your lifetime? Picture yourself doing it...\n
- The DC goes beyond just hotel rooms. We offer a collection of unique experiences that are truly once in a lifetime.\nAs a member you can access the best value available and have everything organized - all you have to do is pack your bags.\n
- Bringing you the world’s most trusted names in luxury accommodations. (don’t list them all off individually)\n\nBeyond these, we have luxury boutiques and other properties that our members have found and suggested become an affiliate of the club.\n
- We offer both ends of the travel spectrum from local weekend getaways to exotic once in a lifetime experiences\n\n(Don’t speak to all 8, only mention two - one local, one exotic)\n
- The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
- The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
- The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
- The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
- The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
- The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
- The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
- The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
- The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
- The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
- The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
- The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
- The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
- Vacation Real Estate? OR... The alternative...\n
- Vacation Real Estate? OR... The alternative...\n
- Vacation Real Estate? OR... The alternative...\n
- Vacation Real Estate? OR... The alternative...\n
- Vacation Real Estate? OR... The alternative...\n
- Vacation Real Estate? OR... The alternative...\n
- Vacation Real Estate? OR... The alternative...\n
- Vacation Real Estate? OR... The alternative...\n
- Vacation Real Estate? OR... The alternative...\n
- Vacation Real Estate? OR... The alternative...\n
- Vacation Real Estate? OR... The alternative...\n
- Vacation Real Estate? OR... The alternative...\n
- Vacation Real Estate? OR... The alternative...\n
- Vacation Real Estate? OR... The alternative...\n
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- Again ask questions: (for show of hands... put you hand up when you ask them)\n\nWho likes traveling? Who likes spending quality time with loved ones?\nWho appreciates good service? Who likes not having to deal with the details, but rather just enjoy the experience?\nWho here is familiar with the the hassles of traditional vacation ownership? We’ll get into that more in a minute, but wouldn’t it be nice if you didn’t have to worry about any of those while you’re on vacation?\n
- Kevin turns it over to Brad.\n\n\n
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- We are a licensed travel wholesaler, with access to rates and inventory not available to the general public. \n\nWe keep our catalogue fresh with new affiliate additions every month.\n
- Brad’s comment:\nWe have some members who know our catalogue of affiliates inside out, catalogue our newsletters that feature special promotion, and they tell us exactly which hotel they want to go to and when and then let their MSR take care of all the booking details.\n\nOthers never even look at the online catalogue, they just contact their MSR with an idea of wanting to take a vacation “somewhere” sometime between such-and-such dates, and they let their MSR do all of the research for them. Then they just choose which option appeals to them most.\n\nSo no matter which side of the scale you’re on, or anywhere in between, our MSR team makes your travel planning easier.\n\nExample: China earthquake story\n
- Buying a membership giving you x number of weeks per year for life\n\nMoney becomes a part of a managed portfolio whose earnings pay for your travel benefits in perpetuity.\n
- External firm hired to ensure financial performance and investment security\n\nTheir job is also to monitor our ability to deliver on our commitment to return 70% of your initial membership cost if you chose to leave the club after 5 years.\n
- External firm hired to ensure financial performance and investment security\n\nTheir job is also to monitor our ability to deliver on our commitment to return 70% of your initial membership cost if you chose to leave the club after 5 years.\n
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- *Paint a picture first.\n\nThe reality of booking online:\n\n-Time spent researching - average of 17 hours spent researching per trip\n- Impersonal (as a member you draw on the knowledge and experience of people who are in the industry)\n-Not always the best room - often only standard room classes are available on discount sites. Do you want the small room overlooking the parking lot? You won’t find out that’s what you’re getting until you get there.\n-You never know if you truly got the best deal out there\n\n
- Detail a story first.\n\nDiscuss pitfalls of timeshare (time and time again):\n-High expenses\n-Lack of flexibility to share\n-Difficult to book\n-Difficult to trade\n-Low level of service\n-Over priced - 90% never sell on the secondary market\n\nWHY ELSE WOULD THEY HAVE TO RESORT TO HIGH PRESSURE SALES?\n
- *Paint a picture first.\n\nDiscuss the burden of vacation property ownership:\n-Maintenance\n-Property management\n-Same destination\n-Expenses (taxes, strata, insurance, upkeep)\n
- Alternative slide for Vacation Propoerty\n\nIS THIS HOW YOU WANT TO SPEND YOUR VACATION?\n\nDiscuss the burden of vacation property ownership:\n-Maintenance\n-Property management\n-Same destination\n-Expenses (taxes, strata, insurance, upkeep)\n\n
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- Questions:\n\nHow much would you expect to pay?\n\nDo the math on the Kea Lani... 7 nights (October) would cost: $3381.70... Now if you were to do that every year for the rest of your life, you can pass it on to your kids for them to use every year... Add it up... even after just 15 years that would be $50,717.55 (not including inflation).\n
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- It really is that simple...\n\nNow do you want to hear about the special offer we have just for you tonight?\n
- It really is that simple...\n\nNow do you want to hear about the special offer we have just for you tonight?\n
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- Thank you and enjoy your dinner.\n\nWe are available all evening to answer your questions.\n\n