January 2010 Developments - 33

Recruiting in the Capital While D.C. isn’t a traditional timeshare market, it is a strong market for professionals in several industries, including commercial and residential real estate as well as other salesoriented professions. And while new sales hires may not have timeshare sales experience specifically, we look for key characteristics including a drive for excellence, competitiveness, integrity and willingness to continue learning and improving. We’ve found that D.C. offers a rich pool of potential timeshare sales talent that we can develop into high producers. In addition, we have been able to leverage our current sales office in Alexandria when training new sales professionals. Since we’ve had a presence in the D.C. market since 1999, we’ve assembled an experienced sales staff that trains our new hires before we send them to the National Harbor site. The bottom line—while Washington, D.C., isn’t a traditional timeshare market, we’re still at a huge advantage when it comes to recruiting because it’s an ideal market for professionals in a variety of related industries. And, as long as we can hire people with the right fundamental sales characteristics, we know we’ll be able to build a world-class sales team. — Maria Margenot (SVP of sales development, recruiting, and training) and Travis Bary (EVP of sales & marketing) The property features spacious presidential suites. National Harbor is a purpose-built resort, while your Canterbury project in San Francisco is a conversion. Are there advantages/challenges associated with these approaches? National Harbor is located in a purposebuilt community where there was land available. There is no land to build on in downtown San Francisco. In addition, the entitlement issues were fairly onerous. Conversions are the best choice for these types of locations. There are challenges, such as updating codes and retrofitting structures. Often, there is limited parking. These are natural impediments, but then again, you are getting the best locations. and new places to go. Without question, urban areas are targets for us. There are opportunities associated with the economic slowdown. As they present themselves to us, we will take advantage of them. Canterbury was renovated using “green” construction tactics. Would you comment on this approach? Our construction approach is a by-product of Wyndham’s corporate philosophy, which is engrained in everything we do now. Green is the right thing to do. In addition, our owners are concerned with sustainability of their maintenance fees. Cost effectiveness and reduction of our carbon footprint are at the top of our list. Are you looking at other urban markets? We are always looking—that’s part of my job. Our owners want new experiences January 2010 • Developments

January 2010 Developments

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