09:30 Panel Discussion: Mid Market Fractionals – Where Are The Buyers? The credit crunch and changing consumer preferences has made many companies assess their current sales pipeline and product ranges, and consider entering new markets, eg. what is the right fractional sales approach – timeshare or real estate sales techniques?
This session brings together senior executives from within the mid-market sector to discuss why and how they developed their products, the challenges they faced; what’s working and what isn’t in the current market and projections for the future.
Panel:
Regan Berger, Director of Sales, Arcos Gardens
Paul Owen, Chief Executive, Association of International Property Professionals
Robin Barrasford, Managing Director, Barrasford & Bird Worldwide
Fabrizio Harper, Head of Sales, Fractionallife.com
Bryan Lunt, Chairman, Absolute Group of Companies
Moderator: Nick Turner, VP and Head of New Business Development Europe, The Registry Collection
Regan Berger, Sales and Marketing Director for Novaterra Resorts based in Seville, Spain. With over 12 years experience in International Real Estate, Regan has been instrumental in the successful marketing of several whole ownership resorts in Spain and Bulgaria. Since arriving at Novaterra in 2006 he has quickly established the company’s flagship development, Arcos Gardens, as one of Spain’s leading luxury golf resorts, winning various awards and attracting prestigious endorsements from both National Golf Federations and high profile celebrities who have purchased property. He has recently introduced a Fractional sales platform to Arcos Gardens, recognising and exploiting the benefits that can be gained from marketing a mixed use resort.
Paul Owen, Chief Executive of the Association of International Property Professionals. A non-profit organisation set up in 2006, the AIPP is working to make the international property market a safer place to buy and a better place to work. A recent survey showed 88% of consumers are more reassured by AIPP membership.
Prior to this role, Paul was Sales and Marketing Director for a leading UK agent selling property across France. He joined AIPP at its inception and has been keen to raise consumer awareness to a level at which buyers look for the Member badge before spending their money.
Robin Barrasford Managing Director of Barrasford & Bird Worldwide. Robin Barrasford recognised the potential of the overseas property industry over seven years ago after retiring to Cornwall using the proceeds of his successful UK property company. The retirement only lasted just over a week as it was whilst purchasing his own property abroad that he began to realise the incredible potential of overseas property markets. From this early overseas buying experience, Barrasford & Bird Worldwide was established, created to introduce and guide new and seasoned property buyers to the potential of property investments in emerging locations. Today the company employs over 30 staff in a variety of worldwide locations and develops its own luxury resorts in Greece and the Caribbean.
Fabrizio Harper, Head of Sales, FractionalLife.com Fabrizio Harper’s first brush with fractional ownership came several years ago working as the club secretary for a large fractional car club. Having gotten a taste for sales, Fabrizio has since headed up the sponsorship for a major music award show, and until mid 2008, had been selling property in Mayfair, London. Having experienced firsthand the downturn of the housing whole ownership market, Fabrizio was excited by the opportunities of growth in the destination club, PRC and fractional property ownership market.
Since joining the Fractional Life team in 2008, Fabrizio has taken the brand to Portugal where he now resides permanently.
Bryan Lunt, Chairman, Absolute World Group of Companies, Bryan’s career in the vacation club industry spans almost 22 years. In 2000 his company rebranded to the Absolute World Group and in 2002 entered Beijing, China and expansion thereafter to 650 staff and 11 sales operations globally.
In 2007 Bryan’s vision saw him engage in the real estate and resort development marketplace, taking the Absolute Resort & Hotel management property portfolio to USD 60+ million in only 2 years, whilst selling USD 5 million of generic real estate concurrently. Only 1 year later, Bryan led the Absolute World Group into the uncharted territory of fractional co-ownership in Asia, personally selecting seven projects exclusively for location and investment potential.
The Absolute World Group and its seven subsidiaries: Absolute Vacation Club, Absolute Resorts & Hotels, Absolute Fractional, Absolute Real Estate, Absolute Financial, Absolute Developments and Absolute Thai Lifestyle Magazine, has grown to become a market leading, multi-million dollar global organisation, with over 850 employees, and attracting world renowned names such as the David Lloyd Group and the YOO brand, to enhance their resorts to unprecedented levels.
Nick Turner, Vice President Business Development, RCI. Nick Turner was appointed by RCI in September 2006 as Managing Director for the Middle East region. His responsibilities included overseeing the regional expansion of affiliated resorts high yielding Leisure Real Estate asset classes including Hotels, Vacation Ownership & Timeshare, Fractional models and Buy-to-Use-and-Let Real Estate. Currently, Mr Turner is Vice President of Business Development in Europe, where he is heading a new and dedicated team with the primary goal to work closely with existing and new leisure real estate developers.
His aim will be to provide step by step support and guidance to deliver increased sales and maximise profits through new programmes and solutions.Nick Turner has over 20 years experience in the international hospitality, travel and leisure sectors. Prior to joining RCI, Turner held various leadership roles with several hospitality and leisure companies based in Europe, including the De Vere Hotel Group, Forte & Le Meridien Hotels & Resort and the Intercontinental Hotel Group.
Among his many career accomplishments is the development of worldwide hotel sales and distribution channels to 60 countries, the development of new hotel brands and the project management and delivery of new mixed use hotels and resorts. Turner was recognized by Hotel & Caterer magazine in 2001 with an Acorn Award for “Top Industry Achiever Under the Age of 30” and again in 2003 at the National Sales Awards as a “Sales Leader of the Year in UK Industry Winner.
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