Finding The Right Affluent Buyers For Fractional Ownership

It is an uncertain economy. For many this is a challenge. For others, it’s an unchanged opportunity. There are affluent groups that are still growing and spending. How do you find these super affluent customers? Where are the people who buy what they want, when they want it? What do we really mean by the affluent buyer?

On one level it can be affluent people seeking a lifestyle for a vacation home or homes… and with the financial means to make such a purchase when they want to do so. Part of this group may be aspirational. They are not the core group. They are stepping up to something that was previously out of their reach because of the price points. They can afford a fractional (as opposed to whole ownership of a second home) but now really do have to evaluate it, financially. These are the ones sitting on the sidelines today worried about the economy. Not to say that millionaires aren’t worried. Many of them probably are… especially about their financial investments.

Point is there may be a myth about “the affluent buyer.” Often times we believe we are not reaching or talking to the affluent buyer. In truth, “affluent people” may not be that elusive. They’re in specific areas. They know each other. And they talk. If there’s one observation about super affluent households it is that they want their experiences to be clearly above the rest. At the same time, they want the very best for less. Isn’t that the essence of fractional ownership? Finding the right buyers is mostly about knowing where to look.

Successful fractional ownership projects today are often characterized by authenticity, enrichment, and sustainability more so than just “luxury” – which is clearly an overused term. With price points ranging from $100K to one million dollars, they will most likely be purchased by more of the “super affluent.” But it is more than just income and assets. It’s also about inner life and their propensity to indulge in a preferred lifestyle that their wealth allows.

Let’s call them the right affluent. If generally speaking, the right affluent are potential buyers of fractional products, then you need to know something about their lifestyle and consumer behaviors compared to the mass affluent… If you are personally in this group, you will relate, if you are not personally in this group, you have to believe that you are in it. From these observations, your branding, marketing, and sales approach will become that much more relevant.

In a recent study by Packaged Facts across all affluent groups, there were some findings that tell a lot about how the super affluent are different than the mass affluent. There were particular findings related to demographics, consumer behaviors, and leisure time that give us some insights.

1) The super affluent are primarily found along the coasts, in very large cities, and a handful of metro areas dominate the market. They are politically involved and socially engaged.

2.) They focus on staying young and keeping fit, fashion and specialty stores are drivers, they go out more often, and organic foods entice them. They are inveterate travelers and are tied to the Internet

3.) They are willing to pay full price to buy what they want when they want it!

From a branding perspective, it about offering differentiated, authentic vacation and destination experiences; communicated by relevant and emotional messages and stories. Sales success comes from those places that have a really good story to tell. That good story, so to speak, is inevitably based on guest and internal staff experiences.

Whether a project is in already in existence or just an idea, you want to have experiences and stories for your message. Then you need to share it with your social and business networks and then the networks that will connect to the right affluent groups. With a powerful story the network grows among friends and associates. Stories quite often they happen naturally…At the same time, you always need to talk to customers and prospects…maintain a dialog and get feedback… this is often the material for stories. Having internal people embrace your brand and the product and be well trained in the essence of fractional ownership lifestyles.
It’s not a timeshare message. It’s not a real estate message. It’s not psychological message, and it’s certainly not a financial investment message.

The message comes from a different mindset that requires a balance of emotion, education, and relevance. You do need to have the psychological insights into the mindset of a luxury consumer. Only by understanding the super affluent consumer’s underlying psychology can you tailor your marketing messages. When consumers look at similar offerings (expressed in features and benefits) within fractional ownership or even destination clubs, they hear things like ski in/ski out, oceanfront, 2100 square feet, million dollar homes, exchange around the world…

Many developers and destinations can say the same thing. One way buyers will differentiate a “brand” is from the people they interact with; the touch points, the management, the sales people, the concierge, the front desk people…etc. That is the message. The other consideration for the message today is the optimization of the marketing channels and the return on very limited marketing dollars. Ask the question, what do the big players do that I can do as well? It certainly depends on the audience and the buyers concerns. In the near
term fractional marketers may find consumer resistance to their marketing efforts.

Here are some tips:

1.) Align the messaging with buyer concerns and offer more choices. Marketers that want to ignite their projects will want to make their offering truly irresistible and the rewards more immediate. For example, “Stay for a week as our guest (with us or somewhere nearby).” Chances are you have available inventory to offer. (You know how much it will cost you.) You just may need to make the customers an offer they can’t refuse, which might include a higher added value to go to the next step, such as product category upgrades. Even super affluent consumers like to know they are getting a good deal.

2.) Lead follow up – Is every lead immediately embraced and nurtured? Be consistent and relevant in the follow up. Try your own mystery shopping. And get a detailed disposition on every lead. Talk about it as group and learn from each one.

3.) Online presence – Affluent buyers are online. Update your Web site messaging- add or enhance streaming video, discover the features of You Tube. Be sure your home page engages a visitor and makes it clear what they will find on the site. Don’t make them think. Engage Web 2.0 and social networks. Wealthy consumer participation in online social networks increased to 60 % in 2008 from 27% in 2007. (Interestingly, the over 55 year old wealthy increased fivefold to 49% participation in social networks.)

4.) Create a blog with tips, useful info, howto, press mention (that’s not too self-serving and contrived.) Communicate with destination, affinity, and cultural bloggers. Post comments, link to them, talk to them, engage them. Then when you do promote your product, those bloggers will trust you.

5.) Be Green. Be eco tourism friendly. As the new luxury consumer is adopting a ‘less is more’ lifestyle, there are signs that affluent people want to make the world a better place and that means giving back through charities and foundations and going green in order to have a smaller ‘carbon footprint.” There are an estimated 40 million LOHAS (Lifestyle of Health and Sustainability) consumers dedicated to personal and planetary health. Not only do they make environmentally friendly purchases, they also take action – they buy green products, support advocacy programs and are active stewards of the environment.

6.) Members and owners. Stay in touch, creating meaningful referral opportunities. Embrace exclusive local events and experiences where you are there for introductions among members and guests. Have your senior management and principals there telling the story as well.

7.) Word of mouth: The right client just may come from word of mouth – consumers providing information to other consumers. Word of mouth can be encouraged and facilitated. You can work hard to make people happier, you can listen to consumers, you can make it easier for them to tell their friends, and you can make certain that influential individuals know about the differentiated qualities of your project. WOM empowers
people to share their experiences. It’s harnessing the voice of the customer for the good of the brand. Word of mouth marketing is based on the concepts of customer satisfaction, two-way dialog, and transparent communications. Some of the WOM elements are:

Educating people about your products
Identifying people most likely to share their opinions
Providing tools that make it easier to share information
Studying how, where, and when opinions are being shared

8.) More word of mouth:

Viral Marketing: Creating entertaining or informative messages that are designed to be passed along in an exponential fashion, often electronically or by email.

Community Marketing: Forming or supporting niche communities that are likely to share interests about the brand or the destination (discussion forums); providing tools, content, and information to support those communities…

Influencer Marketing: Identifying key communities and opinion leaders who are likely to talk about products and have the ability to influence the opinions of others. (Bloggers)

Cause Marketing: Supporting social causes to earn respect and support from people who feel strongly about the cause.

9.) It really about encouraging communications and working with social networks. Giving people something to talk about. Information that can be shared or forwarded. Creating communities and connecting people. Tactically, it’s finding people who are likely to respond to your message:

Identifying people who are able to influence your target customers
Informing these individuals about what you do and encouraging them to spread the word

Good-faith efforts to support issues and causes that are important to these individuals

10.) Instead of only looking for customers for your product, seek out other products (and services) that you can bring to your audience. Be generous.

Finding the right affluent customer means you have to have something people want and something that people want to share with others. Something they want to talk about. Give them something real to talk about. Marketing today is about doing things that people want to talk about. Every interaction should be something where everyone will tell someone else. In any economy, it just may take more awareness for the right buyers to find fractional ownership.

Lawrence Hefler is principal of BrandShares International – a marketing and branding consultancy that helps hospitality, leisure real estate, and shared ownership companies find, keep, and grow customers worldwide. His brand heritage includes Hilton Hotels, Walt Disney, BellSouth, American Express, and Sol Meliá. He can be reached at hefler@cfl.rr.com. Reprinted with permission from www.hotelexecutive.com.

Promoting A New Kind of Paradise

Bringing an evolved Cancún and a thriving Mayan Riviera to new markets.

Erika Garcia has been a part of the Cancún, Mexico hotel, vacation ownership and real estate industry for over 22 years. During that time, she’s witnessed tremendous growth and maturity in the Yucatan Peninsula market along with a paradigm shift in the types of experiences vacationers are seeking. “I was seeing a trend that other hoteliers and developers didn’t seem to be noticing. Visitors to our beautiful Mexican Caribbean paradise were becoming increasingly interested in spending their leisure time immersed in authentic cultural and wellness experiences that promoted relaxation and discovery beyond the modern man-made aspects of the Cancún vacation empire. That’s not to say that people don’t come here to sit on our beautiful beaches with a margarita and a good book, that will always be the case.” Garcia says.

She may be right, with eco-tourism booming worldwide and a sense of economic uncertainty in the air, travelers may want to forego the five shots of tequila at Senor Frogs (and its associated hangover) in exchange for a beach-side massage and a champagne toast amidst a guided tour of Mayan ruins. In other words, vacationers are seeking good value, stress relief and a feeling that they’ve connected with something that satisfies their sense of adventure and need to come away from a vacation with a life experience.
In a market like Cancún, visitors are bombarded with thousands of marketing messages daily. “Giving them something authentic goes a far way, says Garcia.

With lower operating costs in Mexico and with non-traditional amenities that embody luxuries normally associated with fractional ownership, the Mexican Caribbean is one of a few destinations worldwide where vacation ownership developers and hotel operators can afford to raise the bar by providing life-altering
vacation experiences for guests of all economic means.”

As President and Founder of Premier Cancún Vacations and President of Blue Strawberry Resorts, Ms. Garcia is taking her particular brand of the Mexican Caribbean experience global. Her work in the European, American and Asian markets has been met with great success for her and her clients. “We understand how to service each aspect of the guest experience, from helping them decide where to stay, to making reservations, to getting them safely to their destination.

I’ve personally witnessed the joy when one of our guests arrives late at the hectic Cancún airport and suddenly realizes that we’re there waiting to transport them to the hotel. Being hands-on has really helped me to add the special touches that vacationers remember. There’s no ivory tower for me, over the years I’ve been a concierge, worked the front desk, I’ve sold, conducted sales training programs, facilitated closings and even worked in finance and collections. Because I worked my way up in the industry, I understand where the consumer is coming from and what they expect,” Ms. Garcia says.

I’ve also had incredible mentors along the way who supported me and told me I had what it took to be an entrepreneur. As one of my first clients, the Sunset Group gave me a rare opportunity to try new programs and products that brought great success and helped launch my company confidently into the international market.”

Through Premier Cancún Vacations, Ms. Garcia promotes several properties in Cancún and the Riviera Maya while providing turn-key travel services for visitors including airfare, scheduled tours, ground transportation, spa treatments, water sports and even private yacht charters. Blue Strawberry Resorts, Garcia’s newest company is comprised of two boutique hotels totaling 200 rooms that she conceptualized, developed and named. Laguna Suites Golf & Spa and Ocean Spa Hotel provide the types of experiences she
thinks visitors to the Yucatan Peninsula are seeking.

Each property boasts intimacy and authenticity, wellness and relaxation and through activities and tours, provides a window into the mysterious and alluring Mayan culture.

One of Garcia’s cornerstone clients and investors is the Sunset Group. As one of the original hotel groups in Cancún, they now operate three properties in the Mexican Caribbean including The 204 room Sunset Royal Hotel, Cancún, the 120 room Sunset Lagoon Resort & Yacht Club, Cancún, and the 127 room Sunset Fishermen Spa & Hotel, Mayan Riviera. The company also operates an all-inclusive Vacation Ownership club called Club Sunset that has worked with Premier Cancún Vacations for 6 years to generate non-OPC tours. They rely heavily on Premier Cancún Vacations to provide hotel guests and Sunset Club members with turnkey travel services.

Through her work with Premier Cancún Vacations, Garcia has ensured that the Sunset Group has maintained a steady flow of guests since 2000. As a nod to Ms. Garcia’s successful positioning of her Blue Strawberry Resorts boutique properties and other travel products she’s developed, the Sunset Group is nearing completion of the first phase of a magnificent 326-acre eco-resort that is situated along an environmentally pristine portion of the Riviera Maya beachfront. Tres Rios is at the forefront of environmental stewardship.
Using state-of-the-art heat recovery energy equipment, employing environmentally friendly building practices and planning, and guarding the exceptional beauty of the complex ecosystem it inhabits.

The Hacienda Tres Ríos hotel component, now nearing completion, combines warm hospitality, traditional Mexican culture and lush tropical ambiance. Guests of Hacienda Tres Ríos will indulge in a state-of-the art premium spa, a Temazcal bath, salon and boutique, two swimming pools, three Jacuzzis, 500-seat theatre, day camp for kids and teens, four specialty restaurants, two deli / a-la-carte restaurants, a café brasserie and three bars, as well as ten cenotes (fresh water springs), two rivers for swimming and kayaking, and a
one-mile stretch of sandy white beach. “Tres Ríos is truly a remarkable project, I can’t wait for the Hacienda Tres Ríos to open so we can start offering it to our international client base”, says Garcia.

Perspective: So what challenges do you see the industry facing?

Garcia: Through my work with the Sunset Group, I see the challenges that all vacation ownership developers face. Rising marketing costs, higher product costs, recruitment of affordable talent and fierce competition. Add to that, rising gasoline prices and a softening US economy and it becomes apparent that sales and marketing professionals will have to try a little harder and work a little smarter. I see a more educated consumer who can harness the Internet to determine for him or herself the “market value” of a vacation ownership Interval or right-to-use membership (i.e. the dreaded resales inventory). I see a younger
consumer who is about to become our prime market yet I see products and experiences that are designed for the baby-boom generation.

I know that many Vacation Ownership developers frown on international prospects but, as I’ve said, I believe that the Yucatan Peninsula is quickly becoming a cultural, archeological and eco-destination. For this reason it will continue to attract the attention of international tourists from Asia and Europe who find the ancient Mayan culture fascinating. The challenge is getting the message out there that we’re more than a pretty beach. Lastly, I see an opportunity for the industry to take another evolutionary leap like the one that was taken when fixed weeks could suddenly be traded for other destinations. I don’t know what it is yet, but I know how innovative this industry has been. Something big is coming and it’s not just Dubai.

Perspective: What’s driving you to expand into Europe, the US and Asia?

Garcia: Cancún vacation ownership developers continue to rely almost exclusively on OPC tour sources. Similarly to Orlando, Florida, Cancún developers have seen costs associated with this marketing tactic rise while bottom-line effectiveness waivers. After attending several ARDA conferences, I started to notice how many US developers are now open to partnerships with other developers. This is a fairly new phenomenon in such a competitive industry and would never happen in Cancún. In reaction, I have designed some off-the-shelf products that range from preloaded vacation gift cards, to first-day benefits,
no tour no-buy products. I’ve even discussed providing permanent add-on club features for my European, American and Asian developer partners. Developers are embracing the added value we provide and some are just telling us what they need and then we go to work to make it happen. Our partners take comfort in knowing that, unlike traditional certificate or timeshare marketing companies we don’t want breakage, we want satisfied guests staying in our hotels and enjoying the very best experiences the Yucatan Peninsula has to offer. That means we are committed to quality servicing and reliable fulfillment; something vacation certificate companies have never been much good at. This ends up reflecting well on everyone involved (especially on the consumer perception of our developer partners).

Perspective: What new projects are you working on?

Garcia: From developers I’ve talked to at ARDA, a huge focus is getting marketing costs under control. The secret to significantly lowering marketing costs seems to be in identifying ways to monetize tour-nobuys. So much money and energy is spent generating each tour and with average closing percentages in the low teens, that’s a lot of money walking out the door. That inspired me to start thinking about all the low-cost, high value access I have to a variety of products and experiences in Cancún and the Rivera Maya.

Some developers may want the opportunity to try and re-tour a tour-no-buy prospect themselves, while others would rather sell them our new MeTime® package or, our really affordable Cancún gift card to recoup marketing dollars. Whether they go this route or develop their own product really depends on how much they believe they can sell a prospect on a second tour themselves and whether they have the resources to implement this type of program. Managing a tour-no-buy program is tricky and can be expensive and I‘ve never heard of anyone who’s really perfected it yet. As a step down from a sampler or lease option programs, our MeTime® and Cancún Gift Card price points are extremely low and the value to the consumer is very high. In this industry, that’s an ideal situation

We have so many ways to package our properties and products. Through our relationship with Sunset Group, we can offer a private yacht experience for 8 hours with staff, food and beverage for a fraction of what it would cost anywhere else. It helps when your biggest client owns a fleet of yachts and the marina they occupy. Imagine offering that as an incentive. They also own an equestrian center, jeep and car rental company, airport transportation company, several spas and a complete tour and water sports company.

Perspective: What’s in store for the future?

Garcia: I plan on continuing to attend ARDA functions as well as traveling through Europe and Asia forming partnerships. We’re like a sponge right now, trying to soak up as many contacts and information as possible. We’ve been working with the timeshare marketing and creative firm Brand Tango who we met at ARDA several years ago. We’ve been seeking their guidance on branding and marketing strategies ever since. They’ve been able to give us some extremely valuable insight into the US market and its vacation
ownership industry.

We’re also supporting socially responsible tourism through Kanche. This non-profit program allows seven Mayan communities to be paid directly for providing experiences such as exploring caves, kayaking on lagoons, visiting a colorful butterflies’ pavilion, camping in the jungle, tasting traditional gastronomy or swimming with the harmless whale shark. It’s a way to introduce visitors to authentic Mayan people while stimulating economic growth in small communities throughout the Yucatan.

We’ve only been marketing ourselves directly in the US for four years, in Europe for two years, and Asia for just over one year. So far the response to our products and ideas has been great. We just received a QVC Quality award at the travel show in New York. It was a great honor and solidified our progress in customer care. We have our Cancún Gift Card selling in thousands of Walgreen’s stores throughout the US and they have been performing extremely well. Finally, we are establishing a distribution network to sell MeTime® directly and are working with the vacation ownership industry to identify partnerships that make sense for all involved. It’s a lot of work and traveling but I’m enjoying it immensely.

For Further Information or inquiries, contact Erika Garcia: egarcia@premiercancunvacations.com
To contact Brand Tango: Joe Russoniello joe@brand-tango.com

Convention Review: Fractional Summit London

The first fractional ownership property conference was a huge success attracting over 120 delegates from the fractional industry from as far afield as USA and Australia. The event was held in the upmarket ANdAZ Hotel in the heart of the City of London on July 7th hosted by Piers Brown the Founder and owner of Fractional Life and the main focus of the day concentrated predominantly on the emerging fractional ownership industry in the United Kingdom and Europe.

The major sponsors of the event were The Registry Collection, Citadel Trustees Ltd and DCP International.

The networking reception the evening prior to the event was sponsored by DCP International and held in “The Loft” at the ANdAZ Hotel. Champagne flowed and complimented with a selection of canapés.

The next day, Piers Brown opened and chaired the one day event. While delegates were taking their seats, video footage of the recent Fractional Life Expo 2008 was shown where residents of London could find out more information about the newly emerging fractional trends and then Piers welcomed everybody to “what promised to be both an educational and informative day”. He reminded delegates of the positive media coverage the fractional industry is currently receiving in these turbulent times, and how he felt “an
active presence in the fractional property marketplace right now is essential” as consumer purchasing habits are changing. He set the scene for the day by looking at the growth of fractional ownership and the challenges that are faced in today’s marketplace.

Piers introduced his first speaker by sharing the fact that the US fractional marketplace continues to grow and in 2007 was up 8.3% on the previous year, worth a total of over $2.3 billion.

The first speaker of the day was David Disick who is a true innovator in the fractional industry. David is CEO and Managing Member of David M Disick Associates and Elysian Deeded Destination Clubs. He gave us an overview of the growing fractional industry and various product definitions. He then explained the key differences between fractional, Destination and Private Residence Clubs looking at equity based and nonequity based versions.

David told us that the industry currently offers two alternatives to second home ownership – Private Residence Clubs which are very high end and usually are single site projects without exchange network and then Destination Clubs which provide a network of vacation properties however the member usually
does not own the property but has a “right to use”.

He explained that the industry has since grown to $1.2 billion in 2007 over 100 projects. Industry expert opinions say that existing owners represent only 1.5% of income qualified households even a small increase
to 5% would equate to 147,000 qualifying households.

Private residence growth has continued despite the current economic climate. Ragatz Associates reported in the March 2008 analysis that sales had increased by 12.4% in sales volume and 8% in the average sale price per fraction over 2006. The fractional market has been especially resilient as the affluent buyer still vacations in downtimes but many of these savvy purchasers are not prepared to spend the time and endure the burdens associated with absentee ownership, or tie up substantial assets in a single property that they will use for only a few weeks a year.

Next to the stage was Peter Kempf, CEO, Managing Director Europe, DCP International. Peter shared his in-depth knowledge of the fractional Industry in the US. He also shared his experiences in Europe and the huge successes he has had with the sales and marketing of Palazzo Tornabuoni and Club Borgo di Vagli in Italy, two very different properties, one a very luxurious Palazzo in Venice and the other, a number of rustic stone built cottages in an ancient village. He explained how marketing Palazzo Tornabuoni in a very well respected newspaper would create a great response and good results yet the Club Borgo di Vagli would receive little or no interest. Yet promote it in the same news paper in the Sunday edition and the results would be reversed, showing that you must know who your buyer is and find a way to promote your product to them.

He told delegates to expect ‘phenomenal’ growth in Europe over the next few years at a pace to exceed the growth experienced in the US.

Brett Archibald, Senior Vice President, Business Development, The Registry Collection, talked about the benefits of a luxury exchange network and explained how it helps developers to sell more inventory and in turn allows owners to exchange with other elite properties around the world. He passed on and some interesting and informative statistics about how fractional ownership has grown around the world over the last few years.

Fractionals – A Winning Formula for Developers and Investors?
Following a networking and coffee break we were introduced to our panel of experts for the next session – John Roderick, President, The Guild Collection; Andrew Berry, Senior Consultant, The Pepper Corporation; Simeon Singer, Managing Director, The Hideaways Club; Nick Turner, Vice President, Business Development, The Registry Collection; and Trevor Little, Editor of Overseas Property Professional Magazine.

John hosted and moderated the panel where Andrew re-emphasised the key differences between the various fractional models and the difficulties experienced with how people interpret various fractional property definitions. Simeon gave delegates an insight into the Destination Club marketplace in Europe and how well the Club has faired since its launch. Nick commented on the fractional boom currently being experienced in the Middle East and gave his views on the future potential fractional property hot-spots within Europe.
Trevor then gave an overview of the current state of the overseas property industry, and how the fractional ownership marketplace is becoming more popular with developers looking to attract buyers at a much lower entry price point.

James Evans, Managing Director of Classic Car Club gave an interesting talk next about how his fractional classic car club concept launched in London back in 1995 and explained his vision and the problems they had encountered along the way. He showed some incredible images of the cars his members drive and explained how the concept was developed, its progress from the late 90s, through to franchising and opening his new joint venture in Manhattan, New York. James explained to delegates how the hassles and high costs of private car ownership and ‘experience’ are some of the crucial motivating factors for members who join the fractional Classic Car Club.

After a break for some networking at lunch, Paul Smythe, Managing Director and Veranne Wilkinson, Legal Services Director of Citadel Trustees Limited talked about the benefits of a trust structure and why the Buy to Let Hotel Room concept is becoming popular with investors. They explained the structure and the steps that needed to be taken to appoint the trust company. There are great benefits for the developer – probably the most important is the credibility that it offers. The client receives consumer protection against unforeseen circumstances in the future.

Next to the stage was Chris Evans, Creative Director, Creative Action was next to talk about the importance of branding in the fractional marketplace. He explained that the characteristics of fractional-lifers are 1) cash rich but time poor 2) want experiences 3) baby boomers. He said that the key elements for effective communication to consumers needs to be inspirational, innovation and consistent.

Next Eric Gummers, Partner at Howard Kennedy made an upbeat presentation complete with visual cartoons on how in his view the fractional legal paperwork needs to be written fairly and approached from the consumers point of view. It needs to be compliant, comprehensive, accurate and most importantly consistent with the glossy brochure and beautiful website used by a developer.

The final presentation was made by Brad Lincoln, CEO, The Best Group who gave an overview of the benefits of forming a fractional trade association as the fractional industry is set to grow.

Piers Brown rounded off the day, thanking everybody for their contribution before inviting delegates to join him in the champagne bar!

A first of its kind in Europe, the event was very well organized and Perspective Magazine looks forward to elaborating on some of the topics above in future editions in a series of articles taking a closer look at the fractional ownership industry.

For more information about the Fractional Summit and its hosts, Fractional Life, visit www.fractionallife.com

An Overview Of Guest Speakers At The Fractional Summit, London
Piers Brown founded Fractional Life in December 2006 following his MBA, completing his thesis on fractional ownership. He was previously a Sales and Marketing Director – having worked in retail, the national media and one of the most successful fractional car clubs over his career. Fractional Life has three divisions – Interactive, fractional conferences and exhibitions and publishing.

David M Disick is CEO and managing Member of David M Disick Associates and Elysian Deeded Destination clubs which specialises in formulating business plans and assisting in capital raising for high-end resort developments. David and his team developed the first private residence clubs in Telluride Mountain Village in Colorado in 1996. That project, Franz Klammer Lodge is regarded as the benchmark project in the industry.

Peter Kempf CEO, Managing Director of Europe, DCP International is responsible for managing DCPI operations in Europe from the company’s new headquarters in London. His experience in the private residence club industry began in 1998. He has been involved in the sales and marketing of multimillion dollar properties in 31 states and 22 countries and has an incredible amount of International experience. His previous positions include Director of International Real Estate for Christies Great Estates, VP and Mid Wet Regional Manager for Sotheby’s International Realty, a member of who’s who in Luxury Real Estate and on the board of Regents.

Brett Archibald, Senior VP of Business Development Group, Group RCI was appointed to this position in September 2007 and is based in London. He has responsibility for 90 people growing existing business, securing new entrants in the market place and creating strategic TORE relationships across Europe, Middle East, Africa and India. The previous 5 years he ran his own travel company in Johannesburg and from 2000
to 2002 he held the position of Managing Director of RCI Europe. He also worked at the Tourvest Group as Director (South Africa’s largest travel and tourism group) and was on the board of RCI South Africa where his role was that of Business Development Director.

Trevor Little, Editor, Overseas Property Professional Magazine has headed up magazines across a range of industries spanning charity management, technology and corporate risk – Trevor began reporting on the property industry in 2004. Having previously worked on two titles for UK investors, he now utilises his experience of investor needs and motivations on OPP, which addresses the issues facing developers and agents.

Simeon Singer, Managing Director, The Hideaway Club qualified as a chartered accountant with Arthur Andersen in 1994. He subsequently held a number of roles in investment banking in London before joining Fitness First in 2002 as their European Finance and Operations Director. He spent the next two and a half years in Australia where he held the position of Head of Finance for AMP’s wealth management arm. Having returned to the UK he joined Xchanging Plc, FTSE 500 Company as the Finance Director for Xchanging Broking Services.

Andrew Berry, Senior Consultant, Pepper Corporation is a hospitality industry professional with over 15 year’s senior level consulting experience. He was recruited from Group RCI as Managing Director of the European division of NorthCourse Leisure Real Estate Solutions. Prior to joining Group RCI Andrew worked for the accountancy firm Touche Ross, specialising in business planning for “Start Up” ventures.

Nick Turner,VP Business Development Europe, Group RCI was formerly Managing Director of Group RCI Middle East and has recently assumed the role of Business Development in Europe.

John Roderick, President, The Guild Collection has spent 20 year in the timeshare, fractional, shared ownership and private residence club industries. He spent 14 years as Group Sales Director for Interval International covering Europe, Middle East, Africa and India. He spent 4 years as a hospitality consultant and for the last year as President of the Guild Collection which markets resorts in South Africa.

James Evans, Managing Director, Classic Car Club had the vision and launched the club back in 1995. He has taken it from strength to strength and has now expanded into the US.

Paul Smythe, Managing Director, Citadel Trustees is a chartered accountant by profession. He first became involved in the vacation ownership industry whilst working for First National and then continued in the holiday sector as Divisional Finance Director for Airtours. He joined Citadel’s parent company in 1999 as Managing Director.

Veranne Wilkinson, Legal Services Director, Citadel Trustees joined the group in 1996 as a Customer Relations Advisor but returned as a Supervisor within the Operations Department before earning rapid promotions to Manager and then Board level.

Chris Evans, Head Creative, Creative Action Design has acquired a wealth of experience in producing creative solutions for a wide variety of companies and brands. Applying his creative thinking to develop branded experiences he helps companies maximise their presence and potential in the commercial market place.

Eric Gummers, Partner, Howard Kennedy joined Howard Kennedy in 2003 from Amhurst Brown Colombotti as part of the merger between the two firms. He is a corporate partner with over 22 year’s experience. His expertise includes mergers, acquisitions, joint ventures, shareholder agreements and commercial contracts.
Eric is recognised for his specialised work in the hotel and leisure sectors, particularly membership clubs, loyalty programmes, fractional, shared-ownership and condo-hotels.

Brad Lincoln, CEO, The Best Group. Under the leadership of Brad, The Best Group has just been awarded the title of Best UK Fractional Company for 2008 by Overseas Living Magazine

Timeshare: Same Concept, Totally Different Experience – TradeWinds Cruise Club

As we know, the timeshare concept in its barest bones form is relatively simple, you vacation in different resorts in different locations, but one company offers a different experience altogether – a week onboard a private catamaran complete with crew which members can either fill with family and friends or share
with other timeshare owners.

A Brief History
TradeWinds Cruise Club was founded in 1998 by Magnus & Edith Lewin and Joe Costello and Carina Ludvigson, who were all employees of the hospitality brand Pestana Hotels & Resorts at the time working in the vacation ownership division. Magnus and Edith left and went to South Africa to assist in the building of the first TradeWinds catamaran, Turquoise Dreams, and upon completion sailed her all the way up to the Caribbean from South Africa. They became the first crew and the first TradeWinds charter left from Bobby’s Marina Phillipsburg, St. Martin in January 1999. Later that year Joe and Carina arrived to share and
ultimately take over charter responsibilities.

That first year saw TradeWinds operate their one boat in St. Martin between January and April before heading south and chartering in the Grenadines through the summer then returning north again to be ready to charter in St. Martin once more from November.

“How well I recall the first cruising experiences we offered. In the beginning we only had one boat, one destination at a time. But we also had a very strong desire, a dream to fulfill. Even back in the earliest days, we had a clear vision of what we wanted to offer our Members. Not only the opportunity to live the experience of a luxury crewed catamaran charter, but to actually create something that was genuinely different. A “once in a lifetime” experience for the fortunate few; something that our Members would come back and enjoy year after year.” Says Magnus Lewin, CEO.

Ten Years Later…
TradeWinds Cruise Club now operates 19 catamarans ranging from 41-70 feet in length and as well as covering almost all of the Caribbean area also now operate in Europe, Central and South America, with more destinations currently in the planning stages for the South Pacific and Indian Ocean. In 2007 almost 5,000 members, exchange guests and their families enjoyed their vacation at TradeWinds Sea, TradeWinds Land and TradeWinds Associate resorts.

This winter will also see the opening of a base in Egypt near Hurghada, next Winter will see Roatan, Honduras join the TradeWinds family of bases and planned for the next couple of years are bases in Tonga and the Seychelles.

Cruising With TradeWinds
When you first think of cruising the Caribbean you think of a large ship, fine dining, entertainment, shopping and land excursions in locations such as St. Lucia, Sint. Maarten, Antigua and so on. You don’t think of a 10 berth catamaran, your own crew and chef, just eights guests, no fixed itinerary, dinner with the captain every night, swimming with turtles, deserted islands and beaches worthy of films like Pirates of The Caribbean, sleeping under the stars and drinking cocktails in the water as the sun sets. These are just a few of the attractions that the TradeWinds experience offers to members and guests.

TradeWinds Membership
Owning at TradeWinds differs slightly from typical timeshare properties in the sense that membership is for 12 years (based on the luxury life expectancy of a catamaran) and in the number of weeks / cabins a member expects to use within that time period.Members then use one week to join a cruise with other owners or use 4 weeks at the same time and take all four cabins as a private charter just for them, their family and friends.
There are varying levels of membership too catering for the occasional cruiser up to the cruise addict.

But it doesn’t stop at cruises – there’s TradeWinds by the Sea, a little boutique resort above the marina in Bequia where members can stay before or after their cruise and Belize Villas in Placencia, right on the water.

In addition TradeWinds Cruise Club, Bequia is an RCI Gold Crown resort and offers exchange opportunities to more than 3,700 other resorts around the world. Plus there is TradeWinds Associates; a collection of carefully selected resorts throughout Europe, South America, Asia and the Indian sub-continent which have direct associations with TradeWinds for its members to exchange into, including high quality resorts that are not affiliated to any other exchange company, but all selected and sampled by TradeWinds before being
offered to members.

A Closer Look
After hearing about this different kind of timeshare experience we decided that Sharon & I (owners of Perspective International Ltd) should check this one out ourselves, so on July 19th we flew to Bequia (pronounced Beck-Way) in the Grenadines to join “Jo”, one of the TradeWinds catamarans operating in this popular destination.

Being the insatiable workaholics that we are, at first we liked the idea, but then it dawned on us that a little boat in the middle of the Caribbean Sea probably wouldn’t have Wi-Fi and not being connected for a week would be an experience in itself…and yet we turned up with two laptops, internet anywhere mobile connection service and our BlackBerry’s just in case.

Getting There
To get to Bequia, the easiest route is to fly into Barbados and take an SVG flight down to the islands, although another way is to fly into St. Vincent and then take a ferry. The SVG flights are an interesting way to travel, operating 8 and 19 passenger aircraft they fly down to The Grenadines area, from Barbados this takes about 40 minutes, and then you hop from one main island to the next spending an average of 10 minutes in the air each time and 5 minutes on the ground to drop some passengers off and pick up others. During this latter part of the flight the aircraft flies at just 1,000 feet giving fantastic views of the islands and coral reefs below.

James F Mitchell airport at Bequia is small and quirky, one room for arrivals, another for departures; a single immigration desk and a moving baggage claim belt that despite being only approximately 7 metres long, still delivers your baggage from a hole in the outside wall to the other end for you to collect. Having given your flight details to the TradeWinds customer services department prior to travel there was transport waiting for us and as there are only two flights a day from Barbados, we then found that 75% of our fellow guests on our boat were on our flight too.

After a 15 minute drive to the other side of the island, we arrive at the TradeWinds base and are checked in before relaxing in the bar adjacent to the dock where two of the three catamarans present were being prepared for their imminent voyage. Whilst in the bar there was time to begin to get to know our soon to be fellow cruisers and be sized up and kitted out with masks, snorkels and flippers.

At this point we also got the chance to meet the base manager, Garry Cosgrove, his partner Elaine and Margaret who all help to oversee the smooth running of the operation, including member and guest services, reservations and contracts. The operation is very well run with focus firmly set on customer experience. Garry then showed us the TradeWinds by the Sea accommodation which overlooks the bay and is used by
members for a night or two (or more) before or after the week of sailing to either settle in after they arrive or extend their stay in the Caribbean, a great added feature for members who can book the accommodation by the night as required using their membership points rather than cash.

Setting Sail
The week runs from Saturday to Saturday and we set sail shortly after 5pm, but the first night is spent just off dock in the bay which is designed to get you used to being on the water and for you to be introduced gently to the whole experience of being on a catamaran, which is perfect for those who have never travelled like this before.

Onboard Accommodation
We were sailing on a Privilege 51 Catamaran that has just four guest cabins and one crew cabin making a total of only ten people onboard giving a real feeling of space on what essentially is a small sailing vessel. After relaxing onboard with a few cocktails the Captain takes each pair of guests individually and shows them the cabin that will be home for the next seven nights. There is exceptional use of space – the shower is no smaller than most hotel rooms, there is a separate toilet and washroom and then there is an elevated double bed, dressing table, mirror and wardrobe. After being left to settle in, you then realise that amongst all areas except the shower there are countless storage chests, cupboards and draws and as the couple with the most luggage, even we found space for all of it with room to spare. The bed is comfortable and spacious with an overhead fan and light switches for convenience as well as hatches to the outer deck to benefit from the cool evening breeze. All in all, a very clever use of space made for a comfortable stay onboard.

The Crew
The Captain and First Mate are the entirety of the crew onboard and are typically husband and wife who live full time on the boat. Our crew were Geoff and Anna, an early 30s / late 20s married couple who worked together seamlessly throughout the week. Captain Geoff from Scotland and First Mate Anna from USA have worked and travelled extensively gaining superb knowledge of many sailing destinations, and with Geoff being a naturalist he could also name almost any fish or bird just by the description we would give after briefly seeing something fly above the boat or whilst snorkelling in the sea. The First Mate is also the chef, the Captain also the barman.

But it doesn’t stop there – another unique feature of the TradeWinds experience is that they are both also the sales staff when it comes to explaining the product and signing up new members which is all done in a relaxed atmosphere out at sea during the week.

We saw the sales process in action and were amazed at how relaxed it was; there were no “tours” required, no set appointment times, just after a few days when questions began to be asked by the guests which comprised of two RCI members, one guest couple and us, Geoff would take a bit of time out to answer those questions individually and explain the benefits of membership – this took maybe half an hour. After another couple of days those that wanted to join TradeWinds Cruise Club would have another chat with the Captain
about what level of membership they wanted. Taking us as press out of the equation, all other guests on our boat joined during the week and paperwork is finalised upon returning to the dock at the end of the week.

It was such a different approach and we were very impressed at how the sales process was structured not to interfere with the flow of the vacation.

Tailor-Made Itinerary
After being shown around our rooms on the first evening it was back on deck for drinks and evening meal. Then Geoff began to ask everyone if there was anything in particular anyone wanted to do during the week, such as diving, snorkelling, hiking etc… and continued to explain that apart from a couple of main stops, the rest of the itinerary can be altered to cater for guests’ preferences, changes in weather, specific places of interest and so on, but with a boat full of people who had never been to the Grenadines before we left it up to the Captain to just show us the best places.

Later in the week as we learned more about membership with TradeWinds we were told that a popular trend is for members to charter the whole catamaran and take friends or family onboard. This can be done in a new location of course, but many return to where they first experienced the TradeWinds Cruise and do it again, but with their own itinerary and schedule in mind, visiting different islands and customizing the experience to their preferred pastimes whatever they may be.

All-Inclusive
The First Mate Anna was responsible for all of the culinary delights onboard which covered breakfast, lunch and dinner and Captain Geoff was the barman. The first evening set the standard for the week with a scrumptious Caribbean style King Prawn Curry with roasted Pineapple as dessert, plus wine, beer or anything else you wanted from the very well stocked onboard bar.

Throughout the week breakfasts were a combination of cereals, fresh fruit, toast, bagels, cheeses, bacon, juices, tea and coffee. Lunches were a mixture of hot and cold dishes including meats, fish, salads and more, but the evening meals were the real feasts. Each day surprised us with yet another impressive restaurant worthy dish made onboard by the First Mate in the spatially challenged galley or cooked on the grill / BBQ by the Captain, especially when it’s the catch of the day. All dietary requirements are also catered for by notifying customer services in advance.

Alcoholic drinks, soft drinks and water were always available to just help yourself to and sunset was usually celebrated with a different cocktail each day made by the Captain, served either onboard, on the beach or even in the water depending on where we were. Also included are a some water sports (depending on location), all snorkelling gear, an ocean kayak, swimming aids and more, with scuba equipment also available for hire by certified divers at $75 per dive. TradeWinds Members dive free.

On two evenings there is the opportunity to eat in restaurants onshore to soak up some of the local atmosphere. This is not included in the all-inclusive package but is great fun!

Idylic Islands
Unlike the larger tourist driven islands of the Caribbean, most of what you see in the Grenadines is unspoilt paradise and as we travelled from day to day each spot was unique and offered a different twist on Caribbean life, keeping the whole journey interesting and inspiring. Some of the islands we visited were as follows:

Bequia
The largest of St Vincent’s Grenadines, this island is just seven square miles. Isolated enough to remain unspoilt and yet lively enough to be entertaining it offers a unique blend of old and new. TradeWinds’ base lies in Admiralty Bay at the town of Port Elizabeth which has numerous bars, restaurants and shops to explore before and after the cruise.

When sailing out of Admiralty Bay and we saw the Moonhole. The Moonhole is a collection of prehistoric looking homes carved from the living rock by the late Tom Johnson. He began his stone-age venture in 1961. The original one was built for himself in the natural arch called the Moonhole. He then continued to build for his family and friends and now there are over 20 homes. They have no electricity and only cushions and rattans.

Whalebones from Petit Nevis have been used as decorative motifs. Each room only has 3 walls so that lizards and birds can travel freely through – just another person’s take on paradise in the Caribbean.

Mustique
Mustique is the second largest of St Vincent’s Grenadines being 3 miles long and 2 miles wide. It was given its name by the French who found it swarming with mosquitoes – Moustique. Today it is a privately owned island that has been developed as an area for holiday homes for the wealthy. There are only about 90 homes on the island plus one hotel and a guest house. Each house lies in its own spacious grounds either nestled in the rolling grassy hills or on secluded beaches. Famous home owners on the island include Mick Jagger,
David Bowie, Beyonce, Raquel Welch, Brian Adams, Tommy Hilfiger and Shania Twain. On Britannia Bay you will find the most famous bar in the Caribbean, Basil’s Beach Bar, built on stilts off the beach with the water lapping underneath. Everyone gathers here to watch the sunset and sip cocktails like Rum Punch and listen to the house band. The Cotton House is the only hotel on the island and was constructed from the ruins of an 18th century coral warehouse and sugar mill. There is also an abundance of wild turtles on the island and
a giant monument to celebrate their love of breeding on their own paradise island.

Tobago Cays
Tobago Cays are made up of a small group of deserted islands protected from the sea by a Horseshoe reef. Here you will find some of the most pristine waters in the Caribbean. The reef and water are a kaleidoscope of colours – blue, turquoise, gold and green. Because of its beauty it was purchased by St Vincent in 1988 and designated a National Marine Park. The deserted islands that make up the Tobago Cays are Petit Rameau, Petit Bateau, Barabel, Petit Tobac and Jamesby. The Horseshoe Reef is made up of coral walls ranging from
30-65 feet. Visibility of approx 100 feet make it an amazing place to snorkel and scuba dive. Petit Tobac was chosen for a scene in The Pirates of the Caribbean where Johnny Depp’s rum stash goes up in flames.

Palm Island
This island was originally called Prune Island and was a mosquito infested swamp. It was a 135 acre site with four low hills and surrounded by white sandy beaches and a coral reef. It was leased in 1966 by John and Mary Caldwell who fell in love with it and changed its name to Palm Island. They built a small hotel and planted lots of palm trees. The hotel was bought and upgraded and today is a first class resort with many lovely thatched roof villas and rooms.

Union Island
Union Island stands out from a long way off due to its mountainous outline. The main harbour is Clifton, which is protected by a reef. The water around the reef is a brilliant turquoise-green. Clifton is vibrant, cosmopolitan and full of local character. Union has become the party centre of the Grenadines due to the selection of entertainment and great restaurants. One of the most famous is The West Indies Restaurant which is on the waterfront. The atmosphere is elegant / casual and the cuisine a blend of French and Creole.

Petit St Vincent
PSV is approx 113 acres in size, surrounded by 2 miles of sandy beaches, and is the most southerly of the Grenadines. In the late 50s Haze Richardson and Doug Terman quit the Air Force and chartered a yacht to the Caribbean. One of their clients onboard the charter, Willis Nichols thought it would be fun to buy an Island and build a hotel so he did. Haze and Richard built and started the hotel which we now know as Petit St Vincent Resort. Haze tried to find a manager once it was finished but was unable to so he ended up staying
and now owns the resort. It is a very quiet and exclusive resort with each guest staying in a secluded stone cottage. When a guest needs something like room service a flag is raised up the flagpole and a mini-moke arrives to attend to his needs.

Mayreau
Mayreau is approx 700 acres and is the smallest inhabited island of the Grenadines with a population of only 200 inhabitants. Salt Whistle Bay is a beautiful half-moon shaped beach and the Salt Whistle Bay Resort is tucked away hidden behind it in the trees. It is a great place to have dinner. Each dining table is built in the woodland and the resort is made of stone with a thatched roof. A steep road runs from Salt Whistle Bay to the Old Wall Village at the top of the hill. Once you reach the top there is an ancient church, a school and
a communications building. It offers amazing views of neighbouring islands.

Mopion
The perfect destination for a picnic. It is a sandbar surrounded by coral reef with a solitary thatched umbrella in the middle. A classic photographic opportunity.

Happy Island
Is a tiny island big enough only for a small bar that sits in the outer harbour of Clifton, Union Island. It was built by a local man who built the island on the reef by sailing out and dropping thousands of conch shells. Once the island was finished he built his bar and then declared independence!

Marine Life
The Grenadines is arguably the best snorkelling location we’ve been to, with the Tobago Cays topping the bill for colourful coral and vibrant marine life which included Parrot Fish, Surgeon Fish, Trigger Fish, Porcupine Fish, Trunk Fish, Butterfly Fish, Angel Fish, Trumpet Fish, Grouper, Squid and Octopus. Snorkelling became the favourite pastime of all the guests with most of us spending at least an hour each day in the water, enjoying every different location visited. Our personal favourite for fish was snorkelling off Petit
Tabac but the highlight was swimming with Green, Hawksbill and Loggerhead Turtles and Spotted Eagle Rays and Southern Sting Rays at 6am as they ate near the shore of a small island before heading out to sea. Starting at daybreak ensured we were the only group in the water which made the experience even more special.

On The Boat
When not in the water, on a beach or in a boutique shop, there was plenty of time to relax on the boat. When moving from one location to another, guests could choose to sunbathe or get involved with the sailing of the boat, including turns at the helm, raising and lowing the sails and learning how to anchor the boat close to shore without damaging the reefs. On some nights a few guests also chose to take advantage of the clear skies and low light pollution and experience sleeping on deck under a blanket of stars.

Island Shopping
There are no shopping malls on this trip, but Mustique and Palm Island have a boutique shop in each resort to browse in and Union Island where the boat takes on more supplies has a small harbour town to explore. Some beaches also have local trinkets and t-shirts to buy, plus on a couple of mornings you’ll get a speedboat will arrive at the back of the catamaran which will be selling either jewellery or artwork and crafts which are nice for souvenirs and presents.

Comments From Some Of Our Fellow Guests:
Mary – The excitement of the sea when riding in the pulpit in the bow of the boat with swells of 8-10 feet. It is the best seat in the house. Every day is an awesome adventure,exploring an island paradise. Meeting
the local island children was a delightful experience and food and dear new friends.

Steve – Wind in your sails and wind in your hair (Well maybe not the hair thing) Snorkeling got better and better. Experiencing remote and fascinating islands. Great friends to share with make adventures wonderful.

Jana & David – Anna (1st Mate) and Geoff (captain) their enthusiasm, knowledge and professionalism have made this an experience beyond expectation. The Grenadines and Cays are absolutely as beautiful as my travel guide, book or postcard illustrate. I so enjoyed Geoff’s knowledge of the sea, the boat, wildlife, fish, coral etc… Anna’s gracious ways, her wonderful meals and amazing presentation left me in awe on a daily basis. This is the first time we have ever taken this kind of a vacation and hope that it won’t be the last – it’s an experience of a lifetime. I cannot say enough positive things about TradeWinds and thank two amazing people.

Judy & Jim – We came to experience living onboard a boat and to enjoy the sea, wildlife and islands. We also bought because we love love love it and want to spend many more days at sea.

Our Opinion
One of the most relaxing and active holidays we’ve ever had all rolled into one. Simply the best type of holiday for workaholics – our laptops never saw the light of day.

The unique experience offered by TradeWinds is testament to the diversity of the timeshare product, where membersdon’t just get to “stay” they get to “interact”  with their ownership, whether it be simply deciding on the itinerary or participating in the sailing of the boat. Now with several worldwide locations to choose from we would wholly recommend anyone that has enjoyed reading this article to consider experiencing it themselves in the very near future.

We also look forward to bringing you more information on yet more locations soon to be added into the TradeWinds Cruise Club such as Brazil which will be a combined cruise and land stay destination, cruises in the South Pacific and new locations in the Greek Islands.

More Information
For more information on TradeWinds Cruise Club visit www.tradewindscruiseclub.com or email:peter@tradewindscruiseclub.com

Introducing The Residences Island Gardens Miami

Located on a never-developed, 10- plus-acre portion of Watson Island in Biscayne Bay, Island Gardens will be conveniently located within minutes of South Beach, Downtown Miami, The Adrienne Arsht Center for the Performing Arts and have easy access to Miami International Airport. The project will include a 43-story
building featuring the Shangri- La Hotel, Miami and fractional ownership luxury homes situated on the upper floors known as The Residences at Island Gardens.

The Residences at Island Gardens Miami will be perched adjacent to the most extraordinary Super-Yacht Harbour. It will include a 50-slip harbour for super-yachts (vessels ranging from 85 feet and can reach
beyond 400 feet in length). These boats are awe-inspiring and tend to draw people of all ages and income brackets as seen in established megayacht- oriented resorts such as St. Tropez (France), Marbella (Spain), and Monte Carlo (Monaco). The unique docks will be angled in design to ensure unobstructed views from Island Gardens towards downtown Miami and the cruise ships berthed at the Port of Miami terminal across
Biscayne Bay.

Island Gardens is the only location under development in the Miami area that will be able to accommodate super-yachts, and it is unlikely another location will be available any time in the near future. Demand for boat slips to berth these large vessels far exceeds the supply in the world, and particularly in South Florida. This harbour will meet or exceed all international standards in design, amenities, service and security.

Island Gardens will house select stores from the US and individual boutiques from far flung destinations around the globe (many not present in Miami at the moment), creating a fusion between familiar brands and
unique, international retail offerings that have thrived, almost exclusively, in harbour cities around the world. Retailers will be carefully selected to appeal to Miami’s year-round and seasonal residents, as well as visitors to greater Miami. Altogether the shops at Island Gardens will offer not only a perfect contemporary fashion scene, but the ultimate convenience as well. Island Gardens may well be able to give you everything your heart desires without having to spend a moment in traffic.

Island Gardens’ 221,000 square feet of shopping and dining will offer a spectacular destination venue for both Miami’s residents and visitors.

With unparalleled water and city views no fewer than a dozen elegant restaurants and cafes will serve the most imaginative food in the city, and offer a unique dining experience unrivalled in all of South Florida. New culinary concepts, lovely landscaped terraces, renowned and creative chefs, award-winning, international restaurateurs and the icing on the cake – an architecturally stunning fish market and restaurant (with a roof terrace shaped like a fish skeleton) that will sell and serve the freshest seafood the Atlantic has to offer. Additionally, Island Gardens’ proximity to the new Performing Arts Centre will make it the destination for pre- and post- show dining.

Once developed, Island Gardens will not only be the City of Miami’s crown jewel, it will be one of the finest destinations for families in the Miami area. Three Miami-based artists with international reputations have been included on the project to address the uniqueness of the project. Jose Bedia, Michele Oka Doner and Maria Martinez- Canas will create Civic Art pieces that will enrich the experience of visitors to Island Gardens while highlighting Miami’s history and diversity.

Island Gardens is a proud sponsor of Art Basel Miami Beach 2008, which the New York Times called “The most frenzied, relentless and arguably the hottest trade fair in the hemisphere”. Having completed
its 7th year, Art Basel Miami Beach exhibits avant-guard works from over 2000 artists from around the world.

The Shangri-La Hotels and Resorts
Inspired by the mystic Himalayan monastery featured in James Hilton’s 1933 novel, Lost Horizon, the Shangri-La name conjures an allure of serenity and exotic splendour. Hong Kong-based Shangri-La Hotels and resorts certainly live up to their name, garnering countless accolades including “Best of the Best” by
Condé Nast Traveller.

The Shangri-La Hotel, Miami will feature 138 guest rooms and suites, and 12 one to two bedroom villas among the rooftop gardens. All guest rooms enjoy floor-to-ceiling windows, unobstructed views of the Miami skyline and Biscayne Bay, expansive terraces, round-the-clock butler service, state of the art fitness, meeting and business facilities.

CHI, The Spa at Shangri-La Hotel, will be located at 120 feet above sea level, and will enjoy spectacular views of downtown Miami and Biscayne Bay. Specialized body massages and facial therapies based on ancient traditions, philosophies and rituals of China and the Himalayas will be available. Shangri-La Hotels and Resorts have created a spa concept worthy of the name CHI, which incorporates the Chinese value of balance: the idea that for everything negative there is a positive. Named after the Chinese concept of lifeenergy or life-breath, CHI will offer spacious private treatment suites, many with private outdoor terraces, and will serve residence members and hotel guests.

In addition to providing world-renown hospitality and service to Shangri-La Hotel guests, the Shangri-La Hotel, Miami will also manage and service The Residences at Island Gardens, located above the hotel.

The Residences
The Residences will offer the comfort and amenities of a private home with the distinctive standards of hospitality, services and facilities provided by Shangri-La Hotels and Resorts, one of the world’s leading purveyors in luxury hospitality. It offers a totally unique opportunity to connect with the most vibrant community in the Western Hemisphere, or to disconnect from the world and enter an enclave of elegance, luxury and imagination. With no more than 100 prestigious properties being sold on a fractional interest
basis, The Residence at Island Gardens, combines the best aspects of outright ownership and hotel service while doing away with the tedium of both.

The one to four-bedroom residences will range from approximately 950 to 3,700 square feet and will feature oversized terraces from 300 to 1,200 square feet that extend the living space to the outdoors. The Residences will combine the most sophisticated and elegant elements of modern design with all the conveniences of a warm and welcoming home in the most luxurious and spacious setting. They are fully appointed with sleek and elegant furniture and accessories hand-picked by Lissoni who also incorporates special accents to personalize the space.

Lissoni is well-known for his celebrated furniture and lighting designs for brands including Boffi, Cassina, Kartell, Living Divani and Porro. Lissoni’s design of The Residences was influenced by “space, color and light.” He creates open spaces in the living rooms and bedrooms with floor-to-ceiling windows which allow natural light to be part of the design and expose the skyline and water views.

“My goal is to create an inviting home with an environment that is very spacious, clean cut and tasteful,” stated Piero Lissoni. “Each residence will be impeccably finished with the finest décor and will showcase spectacular views of the Miami skyline.”
The European-styled kitchens seamlessly blend with the rest of the residence. All of the appliances are tucked away in keeping with the fresh, clean lines and sophisticated, contemporary layouts. The delicate “ton sur ton” color palette is based on neutral color schemes – incorporating white and beige hues.

In addition to all of the outstanding services provided by the Shangri-La Hotel, Miami, The Residences will feature a full range of exclusive amenities which will include round-the-clock butler service, chauffeur
service, a 24-hour dedicated concierge, pre-arrival shopping service, storage of personal items, and a private residents’ lounge.

The Residences at Island Gardens Miami offers its owners an interest (1/8th share) in a 75-year leasehold that will own and control the residences. With abundant and flexible usage, Owners and their guests enjoy full benefits of luxury vacation ownership at a small portion of the full ownership cost.

The Residences at Island Gardens Miami owners are also Members of the Island Gardens Yacht Ownership Program, consisting of a fleet of 65+ foot yachts. Each yacht has three staterooms, three bathrooms, a spacious galley and salon as well as the latest fishing equipment and navigational technologies along with a fully certified crew. Yacht Ownership Program Members (and their accompanied guests) enjoy the use of any of the yachts in the club fleet while only paying a usage fee to cover the cost of fuel and provisions.

For more information visit www.islandgardens.com/theresidences or call +1 305 704 3900

On Meeting Philip Freedman at a recent fractional convention we took the opportunity to ask a few more questions about The Residences Island Gardens Miami.

How confident are you of securing European interest / buyers for the project?

With our launch of sales at Art Basel Miami Beach, we did an outreach to the European market, and it has been successful.

Our Penthouse residence was released at Art Basel and sold for $15,000,000. All 8 fractions were sold to an international buyer. We have also participated in Art 39 Basel in Switzerland with a lounge in the Collectors Lounge, a private section inthe world’s most exciting Art Exhibition. I have been travelling to London,  Moscow, Istanbul, Cannes, Dubai, Basel, Zurich and the Netherlands to meet potential purchasers and their
local brokers and have been very pleased with the response. Since our launch we have sold over 146 fractional residences out of a total 784.

In a difficult real estate market we are just under 20% sold out. To say we are pleased is an understatement.

What are the main contributing factors to the success of this project and why did you choose Miami as its location?

Our project is in a very exciting “Destination” for a number of reasons. First and foremost we are building the only dedicated Mega-Yacht Marina in North America that will accommodate yachts from 85ft to well over 400ft – what I like to say is our “Centerpiece”.

The first Shangri-La Hotel in the Southeast of the United States (one of the 6 North American Hotels that are opening between 2009 & 2012). Above the hotel are “The Residences Island Gardens – serviced and managed by Shangri-La Hotels and Resorts – The apartments range from 1-4 bedrooms and as well as having incredibly large living space that range in size from 87sqmt (950 sqft) to 340 sqmt (3770sqft) they also feature incredible terraces that range in size from 32 sqmt (350sqft) to 115 sqmt (1270sqft) offering true Miami outdoor living with lounge chairs, dining tables and sofas.

Along our 1,000 foot Promenade will be gardens, fountains, and tropical foliage and 220,000 sq ft of Luxury Class A Retail with 8-12 dining and night club venues, our dining will be from Boulangerie and coffee shops to celebrity chef dining.

On the north side of our property will be a 4 star business Hotel with 350 rooms and this hotel will be a more “Cutting edge” property. Very importantly, Miami is and has been the crossroads of so many cultures,

from Europe and the Middle East to Central and South America; there are over 250 Fortune 500 companies with offices located in Downtown Miami. Across the turning basin from Island Gardens is the new Museum Park bringing the Contemporary art world to a permanent destination in Miami.

Why Fractional Ownership?

The Fractional model has worked very well for our customers in that if they wanted, they could well afford the entire residence (all 8 fractions). But our buyers look at the fractional purchase price as a wonderful way
to maximize their finances for “their” needs. They can purchase 2 – 4 different fractional residences all over the world and still not reach the cost of a whole ownership residence. These are people that are “cash rich but time poor” and have the flexibility to travel around the world.

What does ownership include?

The Residences Island Gardens Miami, a Yachting Resort is being sold in a 1/8 fractional ownership allowing our owners to utilize 45 days per year of usage. With our Centerpiece Mega-yacht marina we are also
including in our purchase price the fractional interest in a Yacht of 65 feet with 3 cabins; and depending on the residence type purchased will determine the number of days of usage of the yacht which ranges from 2-6 days per year per fraction purchased in a 1-4 bedroom residence. pricing for The Residences range from US$215,000 – US$805,000.

For more information visit www.islandgardens.com/theresidences or call +1 305 704 3900

The Comrades Marathon For The Children Of Christel House And Whizz-Kidz

Some of you may have read my appeal for sponsorship in the May edition of Perspective and I thought you may be interested in hearing a little more about the run itself! So here goes!

The Comrades Marathon was first run in the early 1920’s to commemorate the comrades of the runners who had died in the First World War. In “even” years it is run from Durban to Pietersmaritzburg, the “Up Run” and in “odd” years from Pietersmaritzburg to Durban, the “Down Run”. It is a distance of 87 Kms and involves total climbs of 5,800 ft (1,900m) and falls of about half that, so net you are climbing about 3,000ft, roughly the height of Sca Fell, England’s highest mountain. It is run in June, South Africa’s winter, but temperatures are still usually in the low 20s. There is a maximum time allowed of 12 hours! Even a second over that and
you are not recorded as having finished the race and have to leave the course, so the tension as that time approaches is unbearable!

On the day of the run, I rose at 3 am to cover myself in sun cream and copious amounts of Vaseline ….. but enough of my quirky private life!!! This really is tummy churning time particularly when you know you have told half the industry what you are intending to do!

I meticulously don my running gear and an all in one bright red, paper boiler suit(£2.34 + VAT on the internet)! I look like a cross between a blood sport protester and the man from the Ministry of Agriculture investigating the latest foot and mouth outbreak; but there is method in my madness. Not only do they keep
you warm but they are disposable and therefore avoid the need to hand in a bag of excess clothing at the start. These are then transported for collection at the finish, but in some of the less well organised events I have had to queue for an hour with another 1,000 heavily perspiring fellow competitors! Not a pleasant experience!

I stash my bum bag with a dozen magic energy gels, which give you an almost instantaneous boost of sugar, carbohydrates and minerals! They really do work but the only problem is they also have a tendency to give my digestive system a similar boost which can raise the sight of a public toilet to the top of my personal list of the 7 wonders of the world!

By 4.30am I am at the start (or rather in the queue for the toilets) with 11,500 other runners! Groups of incredibly fit looking locals jog past singing rhythmic African tunes which only serves to increase the tension!

By 5.15 we are into the final countdown and the National Anthem is sung vociferously and emotionally by both black and white! For all its shortcomings, this country does seem to be embracing the spirit of reconciliation, at least on sporting occasions such as this! This is followed by the Chariots of Fire theme
music and the hackles on our necks all seem to be rising together. It is still “refreshingly” cold and so it is not until immediately before the off that we strip off and discard the old tee shirts, plastic bin liners or, in my case, a bright red paper boiler suit. At the London Marathon, these cast offs often form a hazard for other runners; here the level of poverty is brought home to you when you see spectators collecting them all for reuse! (And I thought they had all come out so early to wave me off)! So if you ever happen to see a poor South African in a bright red jump suit just say “Hi” from me!

At 5.29 the starter gleefully warns us that it is going to be very warm for the time of year at 27º in the shade and well over 30º in the sun! “So take it gently …. You have got 30 kms of hell ahead of you before you get any respite from the hills!” Encouraging huh?

I shake hands and chat nervously with Chris, my newly found best buddy. It is funny how a shared impending crisis makes you less reserved! Coincidentally we find we are staying in the same hotel! Hope we both make it back tonight!!

A minute later at 5.30 am precisely, the recording of a long dead 5 times Comrades winner, imitating the dawn cockerel, booms out! COCKLE DOODLE DOOooooo! And we are on our way! The sun will not rise for at least another hour and most of us will still be running when it sets!!

Hundreds possibly thousands flood past me over the first few Kms out of Durban but I am determined to stick to my 11 hour pace giving me a full hour in reserve!

The starter was not wrong …. during the first half of the race we climb 3 of the “Big Five” hills singled out for special comment. In all honesty, the only way you can tell them from the rest of the route is that they are slightly longer than some of the others; no steeper, just longer, but as each hill is followed very quickly by another, this seems to make no difference whatsoever!

At 7.30 it occurs to me that I would normally be over ½ way through a standard 42km marathon! 3 years ago, I had never run even one of those! Whoa!

Negative thoughts creeping in here! Let’s think positive! Only 9 more hours to go if I keep at this pace!!

By 8.00 it is hot and getting hot, hot, hotter! I have pinned a sponge inside my cap and a small South African flag from its back to protect my shoulders from the sun! I dip this into the water troughs that they have at every other feeding station …. By the time I get to the next one, 4 Kms later, the cap, sponge and flag are all virtually bone dry again!! Phew! Nevertheless, I am now thinking that maybe I could patent my new cap design and make a fortune ….. It’s too early to be delusional, so I bin the idea and concentrate on the rather good looking lady just ahead of me…. Unfortunately she soon disappears into the distance …. Mental note,
if you need an incentive to train harder, that was it!!

8.30: In order to help runners with their pacing the organisers put on “buses” at one hour intervals… unfortunately these buses are not in any way a mechanical aid but merely some guys who have run the Comrades so often that they know exactly how to pace themselves to get round in a certain time! Half way up Field Hill, the second of the “Big Five” I am passed by the 11 o’ clock bus. I am still on the 11.00 hour pace but clearly this “bus” is allowing for a slower second half! I need to be ahead of it to be able to finish in the time, but there is no point in pushing myself so early! I am slightly concerned, but pleased I have planned to have an hour in hand.

10.30am and just before half way we pass the Wall of Honour!

On completing the Comrades you can “buy a brick” and have your name on display for eternity! That’s what I will do….. if I make it! I ask what is the difference between the (few) yellow and (many) green names …. The green ones are for those who have completed 10 Comrades!!!!! Now there’s a thought!!! There I go!
Delusional again!

Within a few hundred metres we pass Arthur’s seat! For those of you who know the mountain of the same name in Edinburgh this is NOT on the same scale! This Arthur’s Seat is a small niche carved into a sheer rock face from the top of which the ghost of Arthur Newton (another five times winner of the Comrades) is supposed to look down on the passing runners! It is customary to greet Arthur as you pass, for good luck! As, by now, I can see Arthur quite clearly, I stop for a short chat and a much needed pee, much to the amusement of my fitter and fresher running colleagues!

At the end of the race, I learn that two runners taking similar relief, but perhaps with slightly more modesty, were accosted and robbed of their trainers!!! Incredibly, one of them went on to finish the remaining 25 kms in bare feet! This is the other side of South Africa! But faith is restored on hearing that NedBank, the main sponsor, provides accommodation, food and sometimes even running gear for 50 or so young runners who otherwise would not have the funds to compete! Another mental note …. why not ask the organisers to offer the 500 or so international runners the opportunity to sponsor a local runner’s food, accommodation or trainers? $50 would go a long way in this regard and it would not add significantly to the overall cost of the trip!

At about 11.00 I pass through half way! I am still on 11 hour schedule and feeling fine, as are my two new running companions, a pink elephant and a flying pig! Sorry, hallucinations now setting in!!

At 11.30 I have to walk all the way up Inchanga, the fourth of the “Big Five” and begin to slip behind the pace! Stupidly, I try to catch up over the next few kms and then realise that Inchanga comes almost exactly a full marathon distance of 42kms from the finish!

I decide to place my fate with the gods and just plod away at a rate which I think I can keep up for the next 6 hours! If I make it, “Great”! If I don’t, there will always be the asylum to welcome me!! Shortly afterwards, we pass Ethembeni School for handicapped children.

They are out in their hundreds to cheer us all on! Some with shrivelled or missing limbs, some blind or deaf, but all smiling, hollering and clapping!! Two days before hand, they had entertained all the “virgin” international runners who were being given a proper “bus” tour of the route! It is great to see them, and like the children of Christel House, a real inspiration to “keep on jogging”!!

There is a long run down from Inchanga, which all feels fine, until I realise I am still 10kms short of Camperdown, the Comrades highpoint! Thus, every meter we run down means we have to climb that same meter again before the summit!! Heigh Ho! Perhaps, I should write a new song entitled “Always Look on the Dark Side of Life!” Would sell a million and may even become the favourite song of the fans of my beloved Leeds United! They are playing badly enough to justify it!!

It’s now 12.15 or so and I am encouraged as I approach an area known as “Harrison Flats”! At last I anticipate some respite from the never ending hills… After 5 further, agonising kms, I begin to wonder whether Mr Harrison was sadistic or just plain stupid! If this is “Flat” then Mr Mandela has little horns hidden underneath his greying temples!

I am now beginning to hurt badly but I have had the back of my vest printed with the fruits of your generosity … “750,000 RAND* FOR THE CHILDREN OF RSA”….. Many runners have commented and expressed congratulations and this is a real motivator when it is getting so tough!

That’s $100,000 in real money, double my target, thanks to your generosity!

By 12.30pm (7 hours into the race) I have stopped counting the kms and comparing my time with the depressingly receding 11 hour target pace!

I now switch to working out how many kms I could walk (as opposed to run) in an hour, if the need arose. I reckon I can manage six, assuming I don’t cramp up completely and surely I will at least be able to keep walking. Hence, here I am 38kms from the finish and 5 hours before the gun fires for the end of the race and oblivion for those still on the course! In 5 hours, I calculate I can walk 30 kms, so I need to catch up eight to make it safe!

I split the race into half hour segments and if I am getting through more than 3 kms in each one, I am progressing. I tick off 5, then a couple of 4s but then I begin to stall and it comes down to 3 ½ kms each half hour as I go over Camperdown. But the thought that “It’s ALL well mainly downhill from here” lends
some encouragement!

I have walked all the way up Camperdown and have found that unless I walk sideways, crab style, I start to get agonising cramp in one foot! (Perhaps it should be called Cramperdown)! My strange gait seems to provide some amusement to those of my fellow runners fit enough to raise a grin and even Pinky and Perky, my elephant and pig companions, have started taking the proverbial, in spite of our now being on first name terms!! No worries! “Onward and downward”!!

2.00pm and encouragement comes as I pass “Umlass Road Interchange”, one of the “Cut Off Points” where all runners not past by a certain time must retire. I am still an hour and 15 minutes ahead of the Cut Off Time, but my glee is tempered by the fact that I hear that the last cut off point comes at 8 kms and the cut off time is only 40 minutes short of the 12 hour time limit!! …… I could as much run 8 kms in
40 minutes at this stage of the race, as I could run a 4 minute mile! Time to try to think positive again, I feel!

It is now 3.30 and I have been running for a round 10 hours! Eureka! I hit my target of having just 12kms to go! “I can walk this and still finish in time! What euphoria!” …. Short lived, I am afraid as I realise that I am still jogging as a group of impossibly fresh ladies overtake me …. And they are WALKING!!!!

I am now cramping up when jogging AND walking but I dare not stop for a massage, like some of my fellow zombies, as I fear I will never be able to get up again!

Incidentally, water, in small, thin, oblong plastic bags is provided every two kms. These have to be bitten open, which is quite an art in itself, but after a few abortive attempts, I get the hang of it and anyway the unscheduled soakings are not entirely unwelcome! Being well down the field, the ground is strewn with
discarded bags which pop loudly when trodden on! Seeing if I can pop one more bag at each successive water station becomes something of a sub challenge in my befuddled brain! It is amazing how your mind wanders onto the strangest subjects when you are running long distances. About here, it finally dawns
on me what the water containers remind me of …… thousands of giant discarded condoms! ?! I chuckle insanely to myself and get a few strange looks! But it takes my thoughts away from the pain for a few minutes!! Never mind, the views are fantastic ….. if you have the strength to lift your eyes to see them!

4.00pm and a few kms further on I chose to ignore the oft repeated advice from the organisers, NOT to take food or refreshment from the thousands of well meaning supporters lining the route! Bad move or what?

I miss grabbing half a banana at the feeding station and crave one of the many pieces of bread being kindly offered! After all, it is 12 hours since I ate anything substantial!

So I grab a sandwich from a kind man shouting support and enquire as to its contents! “No worries man, it’s only chicken in a sauce!” He replies!

One mouthful and I have suddenly won back 100 meters of my lost time in seconds! Meanwhile, the roof of my mouth is ablaze with pain and for the first time my eyes shed more liquid than my tired sweating carcass! Now I know how the Russian winners made it round in under 5 ½ hours….. one of those sandwiches every 30 minutes would supercharge anybody …….. even if only to get to the next port-a-loo ahead of your rivals!!

The strangely named, last of the Big Five, “Polly Shortts” now looms and I know that when I am over this I am virtually home! However, there is the false dawn of topping out over the penultimate climb, called “Little Polly” or “Little Shorts” or some such ridiculous name! I think simultaneously of a parrot and the lady I briefly followed all those hours ago! This really is getting crazy ….. no wonder I am going slowly …. having to shepherd along a pink elephant, a flying pig and now a puny parrot and a fictitious female companion!!

It is 4.15 and I inch to the top of Polly Shortts! Just 8 kms to go and a wave of emotion hits me and my travelling companions! I choke up for a minute or two but reality returns when I realise that, although I know I can surely make it from here, there is still an hour ahead of me!!

Nonetheless, there is little that can stop the euphoria! It is, as they promised, steadily down hill from here, apart from 2 or 3 short upward inclines! I walk, or rather, hobble these, but still manage to jog the downhill stretches.

The sun has sunk below the horizon now but in the distance the lights of the stadium begin to appear! We enter the final “Flora Mile” with flags lining either side, the cheers and encouragement of thousands ringing in our ears! It’s all smiles, goose bumps and waves of emotion from here!

5.10pm and into the stadium we stride, or rather limp! All the tension ebbs away as we have fully 15 minutes of the 12 hours to spare! Time to exchange greetings with my fellow madmen and stop for a photo just before the finish!

Is this the same guy who posed confidently in front of the finish two days earlier?

Round the last corner under the floodlights the blue banner announcing the end of this torture beckons! I even manage (or so I think) a macho sprint as I cross the timing mat and hold arms aloft and hug a complete stranger! I collect my tiny finishers’ medal which means so much and grab a silver blanket to avoid the gathering cold!

It’s nearly dark now, as I crawl slowly to the International Runners Area. Trying to control the sobs, I am guided to a chair by my welcoming support team….. but I can’t sit down without screaming! But within minutes the pain begins to ease and the grin returns!

Amazingly I am reunited with Chris (my starting buddy) who finished 15 minutes ahead of me! We bore each other with our stories and watch the final minutes of the 12 hour nationwide TV broadcast on the big screen, as the minutes to oblivion tick away!

I find I have finished in 7,576 position (of the 8,612 finishers) in 11 hours 44 minutes and 56 seconds from the starting gun!

Amazingly, nearly a third of the runners finish in the last hour and the atmosphere is now electric! The clock ticks through to 11 hours and 58 minutes and an old English chap, in even worse condition than me, almost collapses into the stadium with just 300 meters to go! He hangs on to the rail and slumps forward almost double as he stumbles on!

He falls, several times, in his slow agonising progress towards the line. Is he going to make it? Hundreds flood past, but one fellow competitor, this time a zulu, stops to encourage him, dangerously prejudicing his own chances of finishing within the 12 hours! (He cannot, lend physical assistance however, as for the first time this year, helping a fellow runner has been banned. This seems very harsh but the ban was imposed as a result of two runners dying of heart attacks last year having been helped by fellow competitors)!

This unselfishness epitomises the spirit of the Comrades as the zulu screams encouragement in the white guy’s ear and shepherds him step by step to within a few metres of the line. The Englishman falls again and his supporter walks backwards across the line with less than 10 seconds to spare. Now safe himself, he is still screaming at the top of his voice as he wills his new friend on to that last ounce of effort! At last, with barely 5 seconds to go, his stricken colleague crawls across the line, on all fours! The roar is deafening and the emotion tangible, as they embrace!

Immediately, though, the official in the tie and green jacket rises from his chair. He stands with his back to the finish line so that he cannot see the forlorn runners hoving into sight! He holds his gun aloft and, on the stroke of 5.30, he fires!

To those behind him are left only the brutal words from the website: “The final cut-off is at 12hrs 00min (17h30) and if you have not reached the Finish, you must leave the route and retire from the race immediately!”

Cruel words indeed as hundreds are literally within seconds of their own personal moment of glory!

Two days after the race, I took the opportunity to fly down to Cape Town for a day or two and to visit Christel House, the main beneficiary of your generosity. I only got in touch with them 36 hours before hand, hoping just to be able to call in and say hello!

Well! What a surprise! On arrival I was ushered into the main hall where I was treated to a musical cabaret initially by part of the orchestra including some incredible trumpet playing by one pupil who is has been invited to play with one of the top US school bands for a few weeks later in the year!

This was followed by a couple of very moving songs from the choir which were very emotional for me and a jamming session from three expert xylophone players who seemingly were happy to play all day, such was their enthusiasm. Finally, the dance troupe, for want of a better word, performed steps that I would never consider, even in normal circumstances, let alone after 87 kms 2 days beforehand! Thankfully, they did not ask me to join in! I was then asked to speak to the kids and was happy to be able to talk to them about “Inspiration”!

I started running marathons just over 3 years ago. My inspiration to do so came from the death of my brother. Just before he died, he said to me “Pete, if there is something you have always wanted to do, but have put off, saying to yourself that there would be time later, don’t wait, do it NOW! There may NOT be time later”! As a result, his daughter, my other niece, my three sons and I, all of whom had never run at all, competed in the 2005 London Marathon!

Then, last autumn, Jerry Graber and Robin Mills challenged me to run the Comrades Marathon, offering two very big charitable sponsorships in return! They were my inspiration to commit to running the Comrades!

Finally, towards the end of the race, when it got really tough, there was the thought of all these children, who, but for Christel House, would never have the opportunity to develop their amazing talents! So they, the children, were my inspiration to finish the Comrades!!

So to sum up, “Never again”, I should be saying … but the pain is slowly becoming a distant memory …. And the hair on the back of my neck still rises when I recall the whole sense of achievement…… and someone told me that you get a special medal for completing back to back Comrades Marathons … and next year, my son has committed to doing it with me …. Maybe I can persuade the other two to join us!

Anyway it’s a down run next year…… Piece of cake!! ?
And somehow, the thought of the talents of these children that would have remained unearthed but for Christel House, make next year’s Comrades Marathon a certainty!!

Peter Hutchinson

Standing On The Shoulders Of Dragons: Asia Pacific Vacation Ownership Today And Tomorrow

Long seen as a sleeping dragon, Asia is again preparing to soar. But this time round, instead of launching the next dynasty, one of the fastest developing segments of the international hospitality industry,
vacation ownership, is set to soar with it. As the leading vacation ownership company in Asia Pacific, Wyndham Vacation Resorts Asia Pacific is part of the surge.

After starting with just five staff and one sales office in 2000, Wyndham Vacation Resorts Asia Pacific’s innovative approach to acquisition and development – we were the first and only company to build greenfield vacation ownership developments in the last 15 years and the first company to build a purpose-built high-rise for vacation ownership since the eighties – has seen us grow to become Asia Pacific’s leading vacation ownership company. With 17 resorts and four refurbishment / construction projects underway we’re showing no signs of easing up. We have a fantastic product – which over 40,000
owners are now enjoying – backed by an energised company of over 1,700 employees and we are operating in one of the fastest growing segments of the global tourism and hospitality industry.

According to the Australian Timeshare & Holiday Ownership Council, the number of vacation ownership owners in Australia alone has increased by fifty percent in the last five to six years with the figure now standing at more than 125,000. The industry is going from strength to strength. We’re seeing an increasing number of well-known global hospitality players investing in a diversified range of vacation ownership products. Fractional, hybrid and urban properties are all taking their place alongside traditional developments on the vacation ownership developer’s shopping list and when they’re done right, these products provide higher than average returns.

Australian Government, Australian Securities and Investment Commission and legislation such as the Corporations Act, the Privacy Act, the Do Not Call Register Act (DNC) and the Anti-Money Laundering and Counter- Terrorism Financing Act have enforced uniform controls on the industry. Couple that with stringent self-regulation and the consumer can feel very confident in their purchase of vacation ownership. Whilst ensuring compliance to one of the most regulated industries in the world requires significant resources and investment, the positives certainly outnumber the negatives. Like it or not, the early unsecured, quick to collapse timeshare models that existed up to ten years ago, mean that the industry is still emerging from a cloud of questionable credibility. Whilst only a combination of professional business practice and good corporate citizenship will see the industry distance itself from this cloud, a strong regulatory framework certainly helps pave the way.

Comprehensive vacation ownership research, recently completed by Australia’s Griffith University, has shown that both the domestic market and that of Wyndham Vacation Resorts Asia Pacific, has produced strong growth over the last five to six years, with no indication of it slowing in the near future. Whilst the traditional product’s performance is consistent with mature models, alternate products, such as those mentioned earlier, retain great opportunity for local growth. But both are not without their challenges.
In addition to the usual suspects; natural disaster, political decision, social upheaval, technological and legal threats, the global commonalities of quality human resources and restrictive regulatory environments
continue to be amongst our biggest challenges. The good thing about challenges however, is that they come paired with opportunity. Spend time developing your corporate culture and a sustainable staff structure and
you’ll reap the reward of employee engagement, dedication and commitment. Retain your employees and the intellectual property required to navigate your regulatory environment propagates. Of course, that’s easier
said than done!

One of the biggest challenges Wyndham Vacation Resorts Asia Pacific has faced has been staffing the growth that has seen us rise from zero to more than 40,000 owners and 17 resorts across three countries in just eight years. Today, with more than 1,700 staff operating throughout the Asia Pacific region, we’re identifying more opportunities than ever before which, when they are realised, creates more growth still.
Throw Asia into the mix and you can see that the challenge isn’t going away anytime soon.

Vacation ownership, much like the balance of the travel and hospitality industries, stands to benefit greatly from the emergence of Asia onto the world stage. Increased political and economic stability are waking the
dragon and we’re seeing the major hospitality players breaking ground and investing heavily in the new markets with vacation ownership hot on their heels. Whilst we are all subject to the inherent challenges of
international business, the longevity of the vacation ownership product for each consumer means that we, as an industry, must proceed with caution. By that I mean there are no second chances.

Earlier this year, Wyndham Vacation Resorts Asia Pacific, announced their first steps into Asia. After evaluating several vacation ownership acquisition options, we decided on an organic entry into the Thai market via an agreement to manage and operate the five star resort property, Pantipa Spa Villa & Resort. Due for completion at the end of the year, Pantipa Spa Villa & Resort will be a first class boutique hotel featuring, six fantastic cafés, bars & restaurants, a magnificent terraced pool, massage & day spa, shops and business centre all with spectacular Andaman Sea views courtesy of its incredible Kalim Beach hillside location. Whilst stage one of this strategy will see the Wyndham Vacation Resorts Asia Pacific brand unveiled in Asia, stage two will see the construction of 55 first class one, two and three bedroom Deluxe and Presidential Holiday Ownership villas, some with their own plunge pools, completed late in 2009.

As the region’s market leader, we are confident that we have the structure and acumen to make our vacation ownership product successful in Thailand. Whilst we anticipate selling initially to foreign tourists, we are
also investigating strategies that will appeal to the local Thai market. Even though these strategies are still under development, we believe that we will be able to create a strong value proposition for this market by coupling high quality and prestige together with competitive pricing.

As one of Southeast Asia’s largest economies, Thailand is producing very attractive tourism figures. The most notable from our point of view, is that the bulk of its inbound tourism market stems from neighbouring East Asian countries such as Malaysia, Vietnam, Korea, Hong Kong, the Philippines,
Cambodia, and Indonesia – all attractive expansion opportunities in their own right. Add to this increasing consumer confidence and spending, and the fact that Thai banking liquidity is now producing more accessible credit options for all socio-economic brackets and Thailand’s potential snowballs.

But as always, it’s not without its challenges. Thais are more likely to have three to five days holiday at a time, rather than holidays of a week or more, so vacation ownership holiday credit values would need to take this into account. Asian consumers in general do not have a confrontation culture, so the typical one-on-one sales approach may need to be adjusted as well.

With international tourism in emerging and developing markets growing at an average rate of six to eight percent over the last decade and international travellers to destinations in South East Asia expected to double by 2020, the time for Asia is now; the dragon is waking and is preparing to soar. Sure we, like the rest of the industry, have our work cut out for us in accessing it, but when you consider the wealth of opportunity that lies beneath, I believe our efforts will be more than rewarded. It will simply take a skilled hand to climb on the dragon’s back and get a good grip.

The opinion presented in this article is that of the author only and does not necessarily reflect the views and opinions of Wyndham Vacation Resorts Asia Pacific.

Executive Profile – Barry Robinson – Chief Executive Officer – Wyndham Vacation Resorts Asia Pacific

Barry Robinson has been Chief Executive Officer of Wyndham Vacation Resorts Asia Pacific since 2003.
With more than 1,700 staff, Wyndham Vacation Resorts Asia Pacific is the region’s leading and largest Holiday Ownership company and developer of the 40,000 plus Holiday Ownership Club, WorldMark South Pacific Club by Wyndham.

Wyndham Vacation Resorts Asia Pacific develops, markets and sells Holiday Ownership interests, provides consumer financing to Owners and operates 17 resort locations throughout Australia, Fiji and New Zealand using a flexible credits-based Holiday Ownership system. Wyndham Vacation Resorts Asia Pacific is one of three primary consumer brands of Wyndham Vacation Ownership. A member of the Wyndham Worldwide (NYSE: WYN) family, Wyndham Vacation Ownership is the world’s largest Vacation Ownership business, as measured by the number of Vacation Ownership resorts, units and interests.

Born in New Zealand, Barry’s formative years were spent cutting his ‘tourism and hospitality teeth’ and learning the founding principles for success at several independent hotels and resorts. During this period, Barry amassed a wealth of experience and built an enviable reputation as one of New Zealand’s leading resort managers.

Recognising this wealth of experience, Quality Hotels New Zealand (now M&C Hotels) quickly employed him
as General Manager Auckland Region and National Procurement Director.

From 1995, Barry held a variety of senior positions across Asia with industry giants including Choice Hotels
International, Swiss-Belhotel International and Swissôtel Worldwide Partner Hotels until he accepted the post
of Managing Director Asia Pacific for Choice Hotels International, where he oversaw the company’s entry into
new markets such as Japan and China along with the acquisition of Flag Australia and New Zealand.

Now into his fifth year as CEO of Wyndham Vacation Resorts Asia Pacific, Barry has been the driving force
behind many significant Wyndham Vacation Resorts Asia Pacific business practice innovations including: A revised corporate structure; renewed customer focus; new property acquisitions focus; and enhancements to resortservices and facilities resulting in new sales and customer satisfaction records.

For further information or to arrange an interview or photo opportunity, contact Wyndham Vacation Resorts Asia Pacific Corporate Communications at corporatecommunications@wyndhamvrap.com