THE FOUR KEYS TO SUCCESS
The elements of a successful development
There are four equal dimensions in successfully bringing a fractional or mixed use development to the marketplace.
First, the product development establishes the very foundation for the project in providing the product that is offered to the consumers. Second, the marketing strategy is executed to drive the interested parties to the destination to experience the product.
Third, sales approach employs a concierge based sales strategy and it utilizes the very latest technologies in order to execute the in-house sales approach with the prospects at the destination. Fourth, the owner services provides the service promise and the use experience to the owners as they begin to enjoy the new product.
New times require a new product.
Consumers have become ever more proficient in assessing the value of the vacation and shared ownership products available in the market place. Even though sales of vacation homes have declined, they have not disappeared. There are still a large number of people who are interested in a vacation home ownership opportunity, when the value proposition is right.
Out of tough market situations exciting new products with renewed value propositions are born. The time is now to introduce the vacation ownership product that meets the new demands of the marketplace.
Traditional marketing strategies are obsolete
The objectives for fractional marketing have changed. Generating leads alone is no longer sufficient. Marketing campaigns must now generate qualified prospects to the destination and the development. Traditional fractional marketing channels have become obsolete and overly expensive. The only sustainable, scalable and fully trackable customer acquisition model is one based on online marketing campaigns.
A scalable sales approach
In order to build a fully scalable and efficient sales operation that is based on a concierge service sales approach, a technology platform connecting marketing to sales is imperative. E3Solutions has custom developed a technology platform that tracks the leads through the full selling cycle from marketing source to sales activities. This technology solution also provides sales management with customized tools for sales agent guidance and performance management.
Owner and guest services
Executing and providing the service promise for the new owners is imperative. The company brand and long term success is heavily relying on the owner and guest services ability to deliver the services that were promised to the consumers prior to purchase. Not only is it important to always maintain the owner and guest services levels from the brand perspective, but also to promote the brand to new prospects via owner referrals and happy owners.
E3Solutions' turn-key fractionalization program covers four different dimensions, from product development, to marketing and sales process, and finally an owner services program that is required for the development to be successfully fractionalized and sold.
