Travel Weekly....

AGENTS CAN CAPITALIZE ON

TIMESHARING IN THE CARIBBEAN

Lovers of the Caribbean return again and again. Many find a favorite island and a favorite resort and then become regulars. That often means regular and large commissions for the agents who book their trips.

But as many agents know, these regulars often opt for timesharing as a way to save on trips to their favorite Caribbean island. In the past, agents have viewed a client's timeshare purchase as a complete loss of commission opportunities. This is far from the truth.

Agents do not earn commissions from the purchase or use of timeshare weeks, but clients who buy a timeshare unit will certainly provide other commission possibilities. Agents can earn commissions in many areas, but the two largest commission-producing bookings are airline tickets and car rentals. Many agents have also found that they can book normal trips at many timeshare resorts as well.

The beauty of Caribbean timeshare ownership for agents is that it generally guarantees flights and car rentals every year. Clients usually fly to their unit and they usually rent a car.

The other area of interest for agents is that many timeshare resorts also book their accommodations through agents in the regular way. The accommodations are typically large apartments or villas and can lead to great deals for clients and high commissions for agents.

Many travel agents check with Caribbean timeshare resorts to see if they book their accommodations and give commissions. Many popular timeshare properties also operate as a normal resort and average more than 15% of their business with travel agents. For instance, St. Maarten's Pelican Resort and Casino does a huge travel agent business, but it is also the largest timeshare resort in the Caribbean.

THE BASICS

Though the industry suffered from an image problem in its infant stages, timesharing is now a viable and popular alternative for the Caribbean island lover. With the entrance of big-name players like Marriott, Hilton, and Walt Disney World, the image and offerings throughout the world continue to improve for potential timeshare owners and agents who understand the concept and market.

"Today's consumers are looking for the most value for their money," says Tom Franks, president of the American Resort and Residential Development Association, the Washington, D.C.-based trade association representing the timeshare industry. "Timesharing in the Caribbean protects Caribbean island vacationers from the escalating costs of hotel rooms and assures a first-class vacation year after year."

For a one-time purchase price, clients vacation each year (usually one week) at a luxurious resort that offers space and amenities for family and friends. Prices currently average around $9,000, with annual maintenance fees of around $300.

Vacation timesharing generally takes one of two forms: "Fee" timesharing gives the purchaser permanent rights--in the form of a deed--to the property. About 85% of timeshare resorts sell under fee-ownership agreements. "Right-to-use" timesharing grants the purchaser the rights to the use of the property for an established period of time, such as 30 years. Under this type of timesharing, the purchaser does not receive a deed.

Though each resort's contract varies, the purchase of a week or more at a particular property means years of vacations at that resort. Along with enjoyment and savings, there may even be tax benefits.

Another one of the benefits of timeshare ownership is the exchange privilege. Timeshare owners can "swap" their vacations at comparable resorts throughout the world. This is done through several international exchange companies, like Resort Condominiums International or Interval International.

This exchange privilege is a large selling point for timesharing, whether your clients plan to visit some other resort in the Caribbean, head to Europe, or go skiing in Colorado. The options are almost endless and so are the commission possibilities.

SOME EXAMPLES

With so many timeshare resorts in the islands, the variety is great. A quick look at the exchange company catalogs reveals many options. There are dozens of choices in Antigua, Aruba, the Bahamas, Barbados, Bonaire, Curacao, the Dominican Republic, Jamaica, the Mexican Caribbean, St. Lucia, St. Maarten/St. Martin, St. Vincent and the Grenadines, and the U.S. Virgin Islands.

At these resorts, clients find a full host of amenities, often including kitchens, living areas, decks, pools, restaurants, golf courses, tennis courts, and much more. The kitchen facilities can provide another nice way for your clients to save a few bucks (or francs). The accommodations are also generally quite a bit larger than normal hotel rooms, usually sleeping from two to six. Commissionable bookings are also commensurately higher.

One of the largest timeshare resorts in the Caribbean is the famed Pelican Resort and Casino on St. Maarten. This large, sprawling, luxurious property is an ideal introduction to how good timesharing can be in the Caribbean. It's also a popular place with commission-minded agents.

With more than 650 suites, the resort features a Las Vegas-style casino, European health and beauty spa, three pristine beaches, three restaurants, six swimming pools, and much more. This is literally a timeshare mecca, but it's also a commission mecca.

Marriott's property on Paradise Island is another unique timeshare opportunity for fans of the Bahamas and Paradise Island. The Marriott Paradise Island Beach Club is part of the popular Marriott Ownership Resorts system. All of the many outstanding resorts in their timeshare network also offer commissionable bookings to agents.

"When Marriott entered the timeshare field, we were determined to make our brand of vacation ownership the best and most trustworthy in the business," says J.W. Marriott Jr. "I believe we've accomplished that--and we're coming up with new ideas every day to make sure it stays that way."

Along with the conveniently-located property near this Bahamas mecca, Marriott has several properties on Hilton Head Island, Orlando, Vail, and Palm Desert, California. The Marriott name and reputation, along with excellent facilities, make this an ideal option. Marriott recently announced their plans to open another timeshare property on the island of Barbados.

Divi Interval Ownership Resorts offers the Divi name and lots of variety. All of their properties also operate as regular resorts for commissionable bookings through agents. They have resorts on nine islands, including options on Antigua, Aruba, the Bahamas, Barbados, Bonaire, Cayman Brac, Jamaica, St. Croix, and St. Maarten.

Divi timeshare buyers get to vacation each year for up to 40 years. Owners can also exchange to another Divi property or worldwide through Interval International.

Of course, this is just a tiny sample of how agents can capitalize on timesharing. From commissions on airfare and rental cars to bookings at timeshare resorts, smart agents are taking the time to understand timesharing in the Caribbean.

RESOURCES

*American Resort and Residential Development Association (ARRDA), 1220 L Street, N.W., 5th Floor, Washington, DC    20005, (202) 371-6700. Be sure to ask for the excellent brochure, "The Time of Your Life" and other helpful                      information. Also ask them about the newly-formed Alliance for Timeshare Excellence.

*Divi Interval Ownership Resorts, 54 Gunderman Road, Ithaca, NY 14850, (607) 277-3484.

*Dutch Caribbean Resorts (Pelican), 100 U.N. Plaza, Suite 11-C, New York, NY 10017, (212) 888-4686.

*Marriott Ownership Resorts, P.O. Box 890, Lakeland, FL 33801, (813) 688-7700.

*Interval International (II), 6262 Sunset Drive, Penthouse 1, Miami, FL 33143, (305) 666-1861.

*Resort Condominiums International (RCI), 3502 Woodview Trace, Indianapolis, IN 46280, (317) 876-1692.

Lynn Seldon is a full-time freelance travel writer and photographer, based in Richmond, Virginia. He specializes in the Caribbean and has stayed at dozens of timeshare resorts. He publishes Timeshare Travelog, available by writing P.O. Box 5628, Richmond, VA 23220 or calling (804) 358-2503.