June 4, 2010 — With the recent economic tsunami that affected all aspects of the Timeshare Industry, many challenges continue to plague developers. During times such as these it is perhaps rational to embrace innovation, specialization and adaptation while tackling, head-on, current obstacles as well as seizing the opportunities that lie ahead.
Developers, for example, continue to deal with the cash-intensive black hole of sales and marketing costs that they have to juggle with on a daily basis. If there was ever a time to lower costs that are known to meet or exceed 50% this, perhaps, might be that time.
One common and successful method utilized by many corporations outside the TS sphere would be the creation of a small elite outside B2B (business to business) sales squad that could offer business owners a ‘specialized’ ownership product designed specifically for their business and personal uses, including additional ‘perks’ (aka: Bonus time, etc.) for their employees (aka: future prospects).
This tactic has broad appeal, beginning with the simple statistic that just in the United States, according to the SBA (Small Business Administration) there are nearly 30 Million businesses (aka: prospects) that can be approached, romanced, nurtured, cultivated and ultimately sold.
Additionally, there is the potential to sell tens of thousands of these companies a vacation ownership product for many times more than the current average consumer contract, and many of these corporations, even in this era, have ready access to bucket loads of funds.
What is even more compelling is the upfront marketing costs of beginning with just (e.g.) one appointment setter whose sole function is to set appointments and who is backed up by one commissioned sales professional who is capable of a front to back presentation when meeting with these owners (prospects). Such a marketing cost is so miniscule that it would be nearly insane not to at least stick a toe in the B2B universe!
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